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Business and Marketing Seminar This is our most popular seminar and is often used as the keynote seminar for association conventions. In this seminar, we intensely discuss unique sales and marketing methods. Dave Bischof shows attendees how to turn kitchen sink style stoppages which are typically loss leader priced procedures into procedures paying $400 an hour or so. We show contractors how to take loss leader priced main sewer stoppage calls and instead have 90% closure rates on dig-ups and repairs. Dave Bischof shows attendees how he averaged over $4000 for every mainline stoppage call when he rode along with plumbing firms and did all the client interaction. Attendees hear how to use chemical products as add on sales, and they receive a complete written root chemical sales methodology handout that is turnkey for their journeymen plumbers. Sewer camera system usage is intensely discussed as sales and credibility tools, and some unique tricks with sewer cameras are shown. Related to drain cleaning, hydrojetting equipment and sales methods of this profitable procedure is discussed, such as which systems are used under what circumstance in, and how to make fantastic profits with such equipment. Attendees get a thorough review of leak detection equipment, its usage, slab leak repair issues and how extremely profitable leak detection is. Dave Bischof Explains how using some uncommon equipment can substantially raise plumbers profits and why. Give out to attendees are written handouts to give to their clients that give the risks and limitations to electronic leak detection, along with a disclaimer covering damaging concealed post tension cable or other reinforcements within concrete slab floors. Contractors are shown how to easily do pool filter line leak detection and are shown exactly where to get the nearly impossible to find equipment packages to make this division of leak detection easy. Debt collection methods can be discussed with instructions on how to find the address of anyone whose name you know, or find out the owner of any property whose address you have, all in about 60 seconds. Also discussed is in-depth sales psychology specifically for plumbing and drain cleaning firms, and we do role playing with volunteers as the homeowner and Dave Bischof as the contractor. Attendees are shown comprehensive role playing examples of how to stealthily and ethically turn faucet repair calls into profitable faucet installation procedure calls with the client thinking they themselves made the choice. We show how to do cold add-on sales including but not limited to water heater maintenance with role playing examples before the group. This seminar is quite new material and is exhaustingly comprehensive, but below are just a few of the many topics covered:
In this seminar Dave Bischof typically starts out with the opening true story: "I was talking to a colleague of mine who operated a plumbing practice, and I remarked to him how the plumbing and drain cleaning professions are often disrespected by the public at large so plumbers often have a hard time charging a professional wage. My friend replied: We don't get paid well because of what we have to deal with all day: #2 . I shot back; "Than at least they ought to be able to make as much as proctologists! (this always gets a huge laugh) Now Dave Bischof gets dead serious; "By designing and implementing the means of distribution of safe potable water, and the safe evacuation of unsanitary waste, the plumbing and drain cleaning professions have been responsible for saving more lives via disease prevention than the entire medical profession, so today we are going to learn how to hold our heads up high and feel good about making as much money as the medical profession, and today I am going to show you how to do it." Dave Bischof always has everyone's attention by then. This seminar is 4 hours long although there is enough material for over 8. This is the best seminar to make an ongoing highlight of each successive Business and Marketing Seminar for Plumbing Firms convention.
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