Pressure Washer Free Commercial Sales Class from The Pressure Washing Institute with Instructor Ron at Pro Power Wash

[Kris Meyer]

The Ultimate Sales Hack with Ron Musgraves' (PWI) Sales Tips!

Skyrocket your Sales Game with the Golden Rule Straight from the
Pressure Washing Institute (PWI) Founder, Ron Musgraves. Don't waste time
hunting for dirty places to clean. Start focusing on finding Clean Places to Sell!

Instead of chasing after grimy spots in hopes of scoring a cleaning job, shift
your perspective. Seek out pristine spaces where the need for your services isn't
obvious. Think about it: clean environments still require maintenance and
enhancement, making them ripe opportunities for your sales pitch!

By targeting already clean areas, you position yourself as a proactive solution
provider, not just a reactive cleaner. Plus, businesses and homeowners alike
appreciate foresight and preventative measures, making your sales
pitch all the more enticing!

The next time you're strategizing your sales approach please remember
Ron Musgraves' invaluable advice. ALWAYS Look for the Gleaming Opportunities
Hiding in Plain Sight! Then Watch your Sales Soar!

#SalesTips #ProactiveSelling #WinningStrategies

https://www.facebook.com/video.php?v=10209828189740068

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[Kris Meyer]

The Pressure Washing Institute's Commercial Sales Class
Homework & Resources!​

Crush Your Weekly Homework Goals with Demos & Unsolicited Proposals. DOMINATE YOUR BUSINESS WITH PWI Weekly Homework.

1. Perform 2 Demos to Showcase Your Skills & Win Clients Over​
2. Please Record Your Demos & Post Them in The Class Facebook Messenger Group ​
3. Email & Send 2 Unsolicited Proposals Weekly through USPS ​
4. Targeting 30-Day Storefront Sidewalks Only​

Mastering Client Interactions with Building Trust, One Relationship at a Time!

Your Initial Client Encounter Sets the Tone for Success. Cultivating Lasting Relationships is the Cornerstone of Business Success!

How To Excel in Sales & Customer Service In the Industry

• Be Coy, Observant, & Pleasant
• Set the Stage for Positive Rapport.
• Prioritize Relationship Building & Trust.
• First Impressions Matter!
• Persistence & Respect are Key.
• Treat Clients as You'd Wish to be Treated
• Avoid Unprofessionalism, Pushiness, or Flamboyance
• Keep Interactions Genuine & Respectful

 

[Kris Meyer]

PWI's Commercial Sales Class ​

Proposal Terms & Maintenance Agreements​

Transparency is Key When Presenting Proposals to Clients​

Ensure clarity & professionalism in every proposal.​

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Proposal Templates Tiers 1-4
Access exclusive proposal templates in PWI's Commercial Sales Class.

• Proposal Template Tier 1
• Proposal Template Tier 2
• Proposal Template Tier 3
• Proposal Template Tier 4
• Ron's Pro - Power Wash Website Proposals

Terms &Conditions
Disclose all terms during proposal discussions. Clients shouldn't have to ask.

Terms Duration
Proposal terms are indefinite but subject to increase with a 30-day notice.

Cancellation Policy & Clear Terms
A 30-day prior written notice via certified mail is required. Ron Musgraves agreements outline this clearly.

 

[Kris Meyer]

Suggested Price List For Pressure Washing
Storefront Sidewalks For The Following "Categories"​

Business Type	Weekly Service Price	Bi-Monthly Service Price	Monthly Service Price
Family Dining	$225.00	$245.00	$425.00
Fine Dining	$275.00	$355.00	$475.00
Fast Food	$245.00	$285.00	$445.00
Department Store	$275.00	$325.00	$525.00
Grocery Store	$245.00	$275.00	$375.00
Pet Store	$215.00	$245.00	$375.00
Coffee Shop	$195.00	$225.00	$345.00
Drug Store	$225.00	$245.00	$395.00

Note
*Prices Above are for Store Front Sidewalk Cleaning.
*All Prices Reflect the Cost of Weekly, Bi-Monthly, & Monthly Maintenance Programs.
*This is Only a Suggested Price List.

 

[Kris Meyer]

Understanding C.A.M. Fees

Here are the Key Insights for Commercial Account Management

In our Commercial Sales Class it's important to understand the the critical realm of C.A.M. (Common Area Maintenance) Fees for Commercial Accounts. CAM has a function similarly to HOA fees in Residential settings.

The Breakdown of Why CAM Fees are Essential

1. Tenant Contribution C.A.M. Fees are additional charges paid by tenants. This is separate from their rent. In order to cover expenses related to maintaining shared spaces within a commercial property.
2. Full Tenant Responsibility In a fully occupied center the tenants essentially bear the entire burden of CAM Fees.That relieves the property owners from these maintenance costs.
3. Financial Reserves Many CAM & HOA Agreements include provisions for building up a 5-Year Reserve. This financial buffer ensures that property maintenance can continue uninterrupted. Even during economic downturns.
4. Gatekeepers & Property Managers The existence of Purveyors, Gatekeepers, & Property Managers is intricately linked to CAM fees. These entities oversee the maintenance & upkeep of shared areas within the property. While ensuring that CAM funds are allocated effectively.
5. Third-Party Management In many cases, third-party management companies are tasked with managing CAM funds. Ensuring that necessary maintenance tasks, such as pressure washing, landscaping, & lighting maintenance, are carried out promptly.
6. Difference from Triple Net Leases While CAM fees are a common feature of commercial leases, They differ from Triple Net Leases. Understanding these distinctions is crucial for navigating commercial property management effectively.
7. Challenges for Apartment Complex Owners Unlike commercial property owners who rely on CAM fees for maintenance funding. The apartment complex owners must manage expenses directly from rent collections. Can pose unique challenges in budgeting for cleaning &maintenance services.

In PWI Commercial Sales Class Blog, you'll find further insights into the nuances of CAM fees. Including their significance in commercial property management. Understanding these dynamics is essential for successfully navigating the world of commercial sales & property management.

 

[Kris Meyer]

The Power of C.A.M. Accounts

A Game-Changer in Commercial Property Management

C.A.M. (Common Area Maintenance) Accounts are often Misunderstood. They actually hold tremendous potential for those who grasp their significance. In our latest blog post was the transformative impact of C.A.M. Accounts. This insightful discussion that could potentially change the way you view and approach your commercial property endeavors.

Revolutionize your approach to Commercial Property Management.

• The concept of C.A.M. Accounts & their importance in property management
• Real-life examples of individuals experiencing the "Aha Moment" with C.A.M. Accounts
• Understanding the distinction between low-hanging and high-hanging fruit in the industry
• The profound effect a few C.A.M. Accounts can have on changing one's financial trajectory
• Testimonials from individuals whose lives have been transformed through Ron's Mentorship & Guidance

 

[Kris Meyer]

Building Relationships & Knowing When to Follow Up
With commercial sales the art of follow-up is often underestimated. Just because a client doesn't respond immediately doesn't mean your bid was rejected. So, remember, sincerity and timing are your best allies. Build trust, ask the right questions, and watch your client base grow organically.

Key Tips
Timing is Key Knowing when to follow up is crucial. Understanding your client's annual budget cycle can give you valuable insight into the best times to reach out.
Questions to Ask Instead of relying on a script, focus on asking the right questions. Understand your client's needs and preferences to tailor your approach effectively.
Analogies for Understanding Ron Musgraves, our expert instructor, compares the sales process to dating. Just like cheesy punchlines won't win you a date, they won't win you a client. Building genuine relationships is the key to long-term success.
Honesty Wins Building a lasting customer base requires honesty and authenticity. Cheesy sales tactics may yield quick results, but they won't foster meaningful relationships.

 

[Kris Meyer]

Mastering the Art of 'Washing for Free' in Commercial Sales

Ron's Top Strategies Unveiled!
Ron Musgraves, a seasoned expert in the industry, shares his invaluable insights on the power of strategic sales approaches. By incorporating these strategies into your sales approach. You can effectively navigate the complexities of commercial sales. Start to achieve sustainable growth in your business.

Glimpse into his Top Strategies:

Washing for Free: Offering a complimentary service, such as a sidewalk cleaning. This can be a game-changer. By showcasing your expertise upfront, you eliminate the need for multiple visits and instill confidence in your potential clients.

The Demo Effect: Demonstrations are a powerful tool in sales. Providing a live demo allows clients to witness the quality of your work firsthand. In return making it easier for them to envision the results.

Unsolicited Proposals: Sending Unsolicited Proposals via Email & USPS demonstrates proactive engagement. While it may take time to perfect this strategy. Just know it can lead to valuable opportunities for business growth.

The Mastery of Sales: Ron emphasizes the importance of mastering the sales process. Each interaction with a client is unique, requiring adaptability and strategic thinking.

30-Day Price Strategy: Instead of offering One-Time Cleaning Options. Ron Recommends sending a 30-day price. This approach allows clients to evaluate the Cost-Effectiveness of Regular Maintenance Programs. Plus it encourages Long-Term Partnerships.

 

[Kris Meyer]

Mastering Commercial Cleaning

Efficiency and Budget Optimization
In the realm of commercial cleaning, efficiency is key. By mastering the art of efficient cleaning and budget optimization, you'll not only meet but exceed your clients' expectations while maximizing your profitability.

Deliver Top-Notch Service

Understanding Timeframes: Different establishments require different cleaning durations. Whether it's a family-style restaurant, a fast-food joint, or a high-end eatery, each has its own cleaning requirements. Familiarize yourself with these timelines to accurately estimate the time needed for each job.

Time vs. Cost: Demonstrating the efficiency of your services is crucial. Highlight how your monthly agreement not only saves time but also reduces costs compared to one-time cleanings. Show potential clients how investing in regular maintenance translates to significant savings in the long run.

Initial vs. Ongoing Cleaning: The initial cleaning may require more time and effort to tackle accumulated grime. However, subsequent cleanings become more streamlined, taking significantly less time while maintaining the same level of cleanliness. Educate your clients on this process to set realistic expectations.

Math & Science: Base your estimates on solid data and experience. Draw from your past projects to provide accurate assessments of cleaning durations and costs. Clients appreciate transparency and reliability when it comes to budgeting for cleaning services.

 

[Kris Meyer]

The Evolution of Drugstore Sidewalks

Journey through the hidden world of drugstore sidewalks, where brands converge, identities shift, and maintenance programs keep sidewalks pristine across multiple transformations.

The intriguing world of drugstore sidewalks. The invisible transformations they undergo...

Evolutionary Journey: Explore how drugstore locations seamlessly transition from one brand to another, Leaving no trace of their previous identities. Witness the fascinating evolution of these storefronts & the sidewalks that connect them.

Brand Fluidity: Discover how drugstore locations transform from Rite-Aid to CVS to Walgreens & beyond. While they maintain a consistent appearance. Explore the subtle nuances that differentiate each brand while preserving the essence of the establishment.

Sidewalk Symmetry: The intricacies of sidewalk maintenance programs and how they ensure consistency across drugstore locations. Learn how a few hundred feet in a maintenance program equates to mere minutes, & highlighting the efficiency of systematic upkeep.

 

[Kris Meyer]

March 13, 2024 Pressure Washing Institute Commercial Sales Class Highlights

Importance of Sidewalk Cleaning in Urban Environments

Discussion Points

• Urban Challenges

Exploring the issues faced in cities like Chicago and New York. Where slush and salt accumulation pose aesthetic. Including Safety Concerns.

• Client Demand

Understanding why Property Owners Prioritize Sidewalk Cleaning to Maintain a Clean and Safe Environment for Pedestrians. In Order to Prevent Tracking of Debris into Buildings.

• Safety vs. Perception

Debunking the Misconception that Cleaning Sidewalks in Freezing Temperatures is Dangerous. Highlighting the importance of proactive maintenance.

• New Perspectives

Reflecting on Differences in Cleaning Needs Between Urban and Suburban Areas. While Pondering Solutions for Keeping Buildings Clean in Harsh Weather Conditions.

Insights

• Tyler's Journey

Tyler, a new participant. He shares his experience starting with basic equipment to prove profitability before fully investing in his business.

• John's Perspective

John, who emphasizes the significance of adapting services to meet the unique needs of urban clients and leveraging affordable solutions to enter the market.

Navigating the Residential Market

Insights from Tyler & John
Starting out in the pressure washing business can be challenging. Especially when targeting residential clients. Tyler found that despite offering high-volume services, That residential customers were hesitant unless they had significant stains or damage. It's a common hurdle for newcomers dealing with differing attitudes towards driveway cleaning.

Ron, ever the sage advisor, questioned the need for software systems in Arizona. His advice? Skip them altogether. With the experience shared by Tyler and John, it's clear that success in this industry often comes down to understanding local dynamics and adapting accordingly. Feel Free Share Your Experiences Here. While We Navigate These Challenges Together

 

[Kris Meyer]

Lessons Learned from Pandemic Times
During the challenging times of the pandemic, Ron navigated through uncertainty and emerged victorious. With a successful meeting in late 2022, Ron and his team discovered invaluable insights that propelled their business forward. Amidst the chaos, they found that keeping doors open, checking windows, and adapting to changing circumstances were key.

Interestingly, while many industries faced downturns, the pressure washing business experienced a surge in demand. Residential projects doubled in volume, while commercial contracts remained stable and even saw growth. Movie theaters, gyms, and other establishments faced closures, leading to a halt in cleaning services for a period.

As we reflect on these experiences, one thing remains clear. That adaptability and perseverance are the cornerstones of success, even in the face of adversity. Let Ron's journey inspire you to navigate uncertain times with resilience and determination.

Unlocking Arizona's Story

From Lockdowns to Reopenings!
Arizona's journey through the pandemic was a rollercoaster ride and mirroring the national landscape. While our state didn't impose strict lockdowns like others. The closures still hit hard.

Theaters Darkened for 18 Months
Kris reveals the dramatic closure of theaters for a year and a half, leaving movie buffs in suspense.

Gyms Pump the Brakes
Fitness fanatics felt the burn as gyms shuttered their doors for a full year. But resilience prevailed!

Defying the Odds
Meet the Brave Hearts! Amidst closures, a lone entrepreneur defied the odds, challenging government mandates to keep his gym open.!

Don't Forget Those Driveways
Ron's reminder sparks curiosity. Stay tuned for more insights into the world of pressure washing and cleaning!

Ron's Top Tip to Transform Your Driveway Cleaning Game
Ron here with a game-changing tip on driveway cleaning that you won't want to miss! But first, let's give a warm welcome to Michelle. Glad to have you on board!

Onto the Main Event
Ever heard of CAM fees? Common Area Maintenance fees are a critical aspect of cleaning commercial properties. It's crucial you understand that's the key to success in this industry. Whether it's residential, office, or condos, CAM Fees are Ubiquitous. Typically managed by third-party property management companies. These funds are vital for maintaining property exteriors.

Here's the Kicker
Did you know that CAM fees often cover sidewalk cleaning? That's right! When you're out there sprucing up those driveways. Always keep in mind that CAM fees can be a game-changer for your business. Kris has some insightful blogs and resources. In this thread You will learn more about TripleNet & Common Area Maintenance that you should definitely check out for a deeper understanding.

By leveraging CAM funds for sidewalk cleaning. Then you not only provide essential services but also ensure that properties remain pristine and inviting.

The Secrets of Common Area Maintenance (CAM) Fees

A Game-Changer for Contractors
Did you know that tenants, not property owners, foot the bill for CAM fees? Dive into this lucrative world where tenants contribute to a fund beyond their rents for essential property upkeep. It's like a homeowner's association fee but for commercial spaces!

What's Covered
Everything from sidewalk cleaning to roof repairs, HVAC maintenance, and more! These funds are a goldmine waiting to be tapped into by savvy contractors like you.

Five-Year Reserves
CAM funds often boast a hefty reserve, ensuring steady income for years to come. And guess what? Downturns in the economy typically don't last five years!

Capitalize on CAM
Don't miss out on this untapped resource. Position yourself to win lucrative contracts by understanding and leveraging CAM funds to your advantage.

Ready to Dominate the Market?
Learn how to navigate CAM funds and elevate your contracting business to new heights. The time to seize opportunities is now! Unlock the potential of CAM funds and watch your business soar!

 

[Kris Meyer]

Attention all Commercial Cleaning Pros!
Ron Musgraves is sharing invaluable insights and strategies to elevate your business to new heights.

Recap of Ron's Recent Insights

Understanding the Economy
Ron sheds light on economic downturns and how they impact businesses. With examples from history, he emphasizes the gradual recovery that follows such downturns.

Common Area Maintenance (CAM) Funds
Discover the secret behind CAM funds and how they're the key to unlocking lucrative contracts. Learn why property owners are mandated to spend this money, regardless of the economic climate.

The Power of Inclusive Services
Ron highlights the importance of offering comprehensive services to clients. From cleaning sidewalks to mucking up garbage cans, inclusive packages make it easy for buyers and ensure client satisfaction.

Insights into Window Cleaning Services
Ron shares his experience with window cleaning services, offering valuable tips on maximizing profitability and customer satisfaction.

Community Management Associations
Learn about HOAs and their similarities to CAM funds. Discover how these associations can be a goldmine for cleaning businesses and strategies for tapping into this market.

Weekly Homework Assignments
Ron emphasizes the importance of continuous learning and improvement. Get ready to dive into weekly homework assignments designed to enhance your skills and strategies.

Stay Tuned for More Updates & Insights from Ron Next Week!
In the meantime, be sure to check out the class messenger for recordings of recent successes and practical demonstrations. Join us For PWI Weekly Wednesday Commercial Sales Journey with Growth & Success!

#CommercialCleaning #BusinessGrowth #RonMusgraves #CleaningIndustryInsights

 

[Kris Meyer]

Mastering the Art of Creating VCards

A Step-by-Step Guide

Are you struggling to create a flawless vCard
for your new client? Look no further!

By following these steps meticulously, you'll
master the art of creating flawless
vCards for your clients in no time!

Precision & Efficiency are key to
success in business communication.
The Recorded calls below are example
for students to refer to when
calling clients.

*Listen to Ron’s Example Call With A Client.
*Here is Another Example Call To Listen to.

Steps to Set Up vCard Right the First Time...

Step 1 Categorize Your vCard
Set Up Categories Before diving into the vCard creation process. Ensure you've designated the appropriate category. Remember, this step may require a bit more time, especially if you're working on a computer rather than an iPhone.

Step 2 Obtain the Necessary Information
Obtain the Necessary Information Ron sent Kris the vCards via text. Always make sure you double-check all details. If any information seems incorrect or outdated, create a new vCard for the client. Remember, accuracy is key!

Step 3 Enter New Information
Adding her details to the vCard. Be meticulous about the information. Include her email address without deleting any existing information. If you encounter confusion or errors, don't hesitate to create a new vCard to ensure accuracy.

Step 4 Ensure Consistency in Email Tags
Maintain consistency in email tags within the company to avoid confusion. Verify all details, including phone numbers and company codes, to uphold professionalism.

Step 5 Share vCard with Team Members
Once the vCard is updated with Jane's information, Kris should promptly send it back to Ron via computer. Efficiency is key, aiming to complete this process within three minutes.

Step 6 Review & Confirm
Before finalizing the vCard, review it thoroughly. Address any discrepancies or questions promptly. Communication is key to ensuring accuracy.

Step 7 Prioritize Document Placement
When adding additional information or audio recordings, prioritize the document's placement. Ensure it's at the top for easy reference. Remember, new information should always come first.

Step 8 Organize Information
Arrange information logically, with the most critical details at the top. This ensures easy access and readability.

Step 9 Stay Updated
Regularly update vCards with current information. Always prioritize the latest details to avoid confusion or inaccuracies.

Step 10 Double-Check for Accuracy
Before finalizing any changes or additions, double-check for accuracy. Attention to detail is crucial in maintaining professionalism.

Questions & Confirmations
As Ron awaits the updated vCard, he may encounter discrepancies or questions. Kris's thoroughness in verifying information, including Jane's position within the company and contact details, proves invaluable. Ron's inquiry about the vCard displaying only initials instead of a full name prompts Kris to confirm that the information was indeed sourced from the company's official website rather than LinkedIn.​

 

[Kris Meyer]

Property Managers' Secrets! The Key
to Winning Business in Pressure Washing!

Click To Watch Ron Musgraves Youtube Video....

"How do you get property Managers Business,
you need to be there eyes and ears. Pressure washing"

To successfully attract property managers' business, it's crucial to position yourself as their eyes and ears. Especially in the pressure washing industries in San Antonio shopping centers. Also managing properties like the West Point Mall where Five Guys Burgers operates. Property management is a dynamic and thriving industry. While offering numerous opportunities for skilled professionals who can add value to their clients' real estate assets. In this blog post, Ron will discuss effective strategies for leveraging problem-solving skills to secure property management jobs.​

1. Understanding the Role of a Property Manager Before diving into problem-solving, it's essential to grasp the multifaceted role of a property manager. This includes overseeing property maintenance, managing tenant relations, handling financial matters, and more. This understanding provides a solid foundation for identifying and addressing potential issues.
2. Conducting a Thorough Property Inspection A key step in showcasing problem-solving skills is conducting a comprehensive property inspection. This involves identifying existing problems, potential risks, and areas for improvement. Documenting your findings and presenting a detailed report demonstrates your attention to detail and proactive approach.
3. Presenting a Comprehensive Plan Once you've identified issues, develop a comprehensive plan to address them. This plan should include timelines, budgets, and clear steps for resolution. Property owners and managers value candidates who not only identify problems but also offer practical solutions.
4. Highlighting Cost-Efficiency Emphasize your ability to identify cost-efficient solutions. This could involve strategies to reduce maintenance expenses, optimize utility usage, or negotiate favorable contracts with service providers. Demonstrating financial acumen is a compelling factor for property managers seeking to maximize profitability.
5. Providing References and Case Studies Build credibility by providing references from previous clients or employers who can attest to your problem-solving abilities. Share case studies or success stories where you successfully resolved significant property management challenges. Concrete examples of your achievements strengthen your credibility.
6. Staying Updated with Industry Trends Property management is an evolving field with technological advancements and sustainability initiatives shaping industry practices. Stay abreast of industry trends such as smart property management systems, energy-efficient solutions, and sustainability practices. This knowledge showcases your adaptability and relevance in the industry.

Employing effective problem-solving skills is a valuable asset when it comes to securing property management jobs. Most importantly, understanding the role of property managers, and conducting thorough inspections. Then presenting comprehensive plans, emphasizing cost-efficiency, providing references and case studies. Always keep updated with industry trends. Position yourself as a competent and desirable candidate in the competitive property management sector.

 

[Kris Meyer]

Watch Ron Musgraves Youtube Video
"First Step to Qualifying Step 1"

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[Kris Meyer]

Get Insight From Ron Musgraves Youtube Video​

"Second Step to Qualifying & Un-solicited proposals"​

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[Kris Meyer]

Section 501(c)(6) Organizations

Section 501(c)(6) Organizations play an important role in representing the interests of businesses and professions. These organizations focus on fostering collaboration among members and advocating for policies that benefit their industry or community.

1. Purpose These organizations are formed to promote the common business interests of their members. For example, a chamber of commerce may promote local businesses, provide networking opportunities, and advocate for policies that benefit the business community.
2. Membership Membership in a Section 501(c)(6) organization is typically limited to businesses or individuals engaged in a particular industry or profession. For example, a professional association for doctors or lawyers would fall under this category.
3. Tax-exempt Status Section 501(c)(6) organizations are generally exempt from federal income tax on income related to their exempt purpose. This includes membership dues, contributions, and program service revenue.
4. Political Activities While Section 501(c)(6) organizations can engage in some lobbying and advocacy activities, they are subject to certain restrictions on political activities. For example, they cannot engage in partisan political campaigns or endorse candidates for public office.
5. Reporting Requirements Section 501(c)(6) organizations are required to file an annual information return with the IRS, typically Form 990 or Form 990-EZ, to report their financial activities and ensure compliance with tax laws.

Section 501(c)(6) of the Internal Revenue Code Grants Exemption to the Following Categories of Organizations

• Business leagues
• Chambers of commerce
• Real estate boards
• Boards of trade
• Professional football leagues

It may be required to pay taxes on certain types of income. Generally, a 501(c)(6) organization is exempt from federal income tax on income related to its tax-exempt purpose. Such as membership dues, contributions, and program service revenue.

There are situations where a 501(c)(6) organization may be subject to unrelated business income tax (UBIT) if it generates income from activities that are not substantially related to its tax-exempt purpose.

Examples of Income Included

1. Income from advertising or sponsorships unrelated to the organization's mission.
2. Revenue from providing goods or services that are not directly related to the organization's exempt purpose.
3. Investment income from sources other than program-related investments.

If a 501(c)(6) organization has income subject to UBIT that exceeds $1,000 in a tax year. It must file Form 990-T with the IRS and pay taxes on that income. It's important for organizations to carefully track their income and consult with a tax professional to ensure compliance with tax laws.

 

[Kris Meyer]

Ron Musgraves
Pressure Washing Institute
Week 14
Commercial Sales Class
Subject - Repeat & Replicate /Explanation of C.A.M.

Understanding CAMs Money in Commercial Properties

Getting into the Critical Aspect of Commercial Leasing Agreements.For Example C.A.M. Fees, or Common Area Maintenance fees. Understanding C.A.M. money is pivotal for anyone in the commercial sales industry.It directly impacts how properties are managed and maintained.

C.A.M. is the portion of a tenant's lease agreement that goes towards maintaining the common areas of a commercial property. Unlike rent, which covers the specific leased space, C.A.M. money is paid above and beyond rent and is specifically designated for common area upkeep. This includes maintenance of shared spaces such as parking lots, landscaping, lobbies, and other amenities used by all tenants.

One key aspect of C.A.M. money is that it is placed into a five-year reserve. This reserve cannot be accessed by the property owner. It is solely designated for common area maintenance. Additionally, C.A.M. money is tax-exempt. Which makes it a strategic financial tool for tenants and property owners alike.

Why C.A.M. Money Matters

C.A.M. fees play a crucial role in maintaining the overall appearance and functionality of commercial properties. It ensures that common areas are well-maintained, creating a positive impression for tenants, customers, and visitors. By allocating funds specifically for maintenance, properties can uphold high standards of cleanliness, safety, and aesthetics.

For commercial sales professionals, understanding C.A.M. money is essential when targeting potential clients. The majority of commercial properties adhere to C.A.M. fees. Then making them ideal prospects for business partnerships. Properties that prioritize C.A.M.compliance demonstrate a commitment to property upkeep and tenant satisfaction.

Identifying C.A.M.'s-Compliant Properties

When scouting for potential clients, focus on properties that adhere to C.A.M.fees. These properties are more likely to value quality maintenance and are willing to invest in professional services. Identifying C.A.M.-compliant properties can streamline your sales efforts and lead to fruitful partnerships.

While most commercial properties adhere toC.A.M. fees, there may be exceptions. For example older properties with neglectful maintenance. These properties can still be viable targets, especially if you can demonstrate the value of your services in improving property conditions.

Navigating Price & Budget Considerations

In the commercial sales industry, price and budget considerations are paramount. While some may argue that price is not a significant factor, the reality is that budget constraints influence decision-making for property owners and tenants alike. Understanding your client's budget constraints and offering competitive pricing can significantly impact your success in the industry.

C.A.M. money is the tenant's contribution to common area maintenance, ensuring properties are well-maintained and functional. By targeting CAMs-compliant properties and understanding price and budget considerations, commercial sales professionals can replicate and repeat their success in the competitive market.

 

[Kris Meyer]

Mastering Service Pricing! Ron's Lesson from the Coffee Shop!

In the cleaning industry, pricing services can sometimes feel like navigating a complex maze. Ron Musgraves, an industry veteran, shares an insightful lesson on pricing services using a relatable scenario from a coffee shop drive-thru.

The Coffee Shop Conversation​

Imagine pulling up to a coffee shop drive-thru and ordering a Venti Caramel Macchiato. The barista quotes a price of $5.13. You casually ask if you could get it for half price today. Surprisingly, they agree. You drive away with your favorite drink at half the cost.

Ron uses this simple yet powerful example to illustrate a fundamental concept in pricing jobs! Negotiation. He highlights that while some may hesitate to disclose prices upfront, negotiating can lead to favorable outcomes, just like getting that half-priced macchiato.

Applying Pricing Strategies to Service Contracts​

Ron emphasizes the importance of setting up a menu of pricing for services that are repetitive and specific to units. He draws parallels between cleaning jobs and chain stores like drug stores or restaurants, where dimensions and cleaning requirements are uniform across locations.

Ron mentions that cleaning an entire drug store unit only takes him 45 minutes on a 15-day maintenance schedule. By charging $200 per unit and having clients on a master service agreement. He ensures a streamlined process without the hassle of negotiating prices for each job.

Streamlining Pricing for Success​

Ron’s lesson is clear! By standardizing pricing for repetitive services and establishing master service agreements. You not only simplify operations. You also attract clients who value consistency and reliability. Just as negotiating at a coffee shop can yield unexpected savings. Mastering service pricing can lead to long-term success in the cleaning industry.

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