Millionaire’s Club Virtual Conference

Presented by: Lawn & Landscape and PLANET

December 10, 2014

How to Better Select Client Base

Creating the Contract

Building Client Expectation

How to Fire a Client

How to Better Select Client Base

• Profile Clients before we Meet Them• Property Value

• Location in Regards to Visibility

• Proximity to Office and Other Jobs

• Listen for Cues during Sales Meeting• Husband/Wife Relationship

• Who is the Incumbent

• Involvement

• Reason for Request

• Personality and Likeability

• Landscape History• Landscape Appearance

• Enhancement Forecast

• Expectations

Creating the Contract

• Relationship Agreement• Business Professionals

• Establish Boundaries

• Emotional Involvement• Remove Emotions from the Bidding Process

Building Client Expectation

• Project Handoff• Understands the Expectations

• Discuss Client likes/dislikes/personality/boiling points

• Enhancement Opportunities

• Logistics for Service

• Communication

How to Fire a Client

• Departing with Class• Honor Commitment

• Do not Burn Bridges or Leave a Bad Taste

• Maintain Reputation

• Tough Conversation Starters• Script Your Responses

• Role Play the Discussion

Questions?