Adam Torres and Aaron Schaller discuss Mega Mix Expo.
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Show Notes:
Listen to Mega Mix Expo coverage. In this episode, Adam Torres and Aaron Schaller, Owner of 1st Call Closers, explore the upcoming Megamix expo.
About 1st Call Closers
1st Call Closers assists businesses apply proven systems and processes to develop a solid infrastructure within the company. With a primary focus on their sales phoning processes, following up on leads, and following up after proposals have been sent out. Helping businesses work their pipeline and keep it growing. Their mission is to never let calls go to voicemail and respond to leads within 5 mins of receiving and to book the job on the first call. Lastly, applying consistency to all areas of communication that will ultimately increase a company’s booking percentage and sales performance.
Full Unedited Transcript
Hey, I’d like to welcome you to another episode of Mission Matters. My name is Adam Torres, and if you’d like to apply to be a guest in the show, just head on over to missionmatters. com and click on be our guest to apply. All right. So today I have on the line, Aaron Schaller, he’s owner over at. first call closers.
And he’s also going to be participating in his company is going to be participating. I believe the other co founders coming out of the other owner is coming out to mega mix expo where I’m going to be there as well. For those of you that have been listening to this series for a while, you know, I’ve been talking about mega mix expo almost daily.
Well, I’m excited about it. It’s going to be March 12th, March 13th out at the Santa Anita Park in Arcadia, California. Definitely go to megamixexpo. com and grab your tickets. And I’m going to be out there again. And so we’ll, the first call closes. So Aaron, first off, I just want to say welcome to the show.
Thanks, Adam. How’s it going today? Oh, man, I’m having fun. , I’m sitting in Vegas right now. Not in LA. I’m looking at the Bellagio across there. I’m looking at Aria and a little New York, New York in the distance. So it’s a good day and , excited to get into,, first call closers and to figure out a little bit more about what you’re up to.
And And also the company. So, first off the idea for first call closers, like, tell us about the business. Oh, man, that’s a, loaded question. So. You know, back in 2019, , I have this other company and basically what I have going on. It’s automated. I automate, I applied systems and processes to, to my business.
Right. And so what. Ended up happening is I was struggling. I really was. we weren’t doing well. And I basically said there’s got to be a better way. And so essentially I just self educated myself and started learning about. Different systems different CRMs, which is a customer relationship database it’s where you store, you know, some people know what it is.
Some people don’t, but it’s a great, great sales tool. If you don’t have it, you need it, right? how you log your information for your, customers and keep track of what you’re sending out the communications in and out, that sort of stuff. But anyways, like I said I was thinking to myself, there’s gotta be a better way.
And so self educated just started learning about processes and different sales techniques. And what I did is I applied processes to my business and I saw a dramatic increase. So just to sum it up, what really happened. To my business is I saw by applying those sales processes and what it is, it’s just surrounds consistent communication, following up with your leads, having, you know, your speed to lead communication, just executing that in 3 to 5 minutes.
You get a lead that comes in. Like through, you know, like, you know, somebody fills out a form on your website, right? Mm hmm. You respond to that lead in three to five minutes. If the phone rings, you answer it. Mm hmm. And just by doing those things, it dramatically increases, but even more than that, take it a step further, and then, you know, let’s say you, call that lead and they don’t answer, right?
Well, so what we did is we applied a process where we called them, we left a voicemail, and then we emailed them, and then we text them, and we, generated, unique content, messaging that, surrounded, there’s a reason for why we are reaching out to them. Obviously, it’s a new lead that we’re trying to.
You know, be diligent about, trying to get in contact with them because they’re the ones who reached out for our services. Right? But then what is also so impactful is following up after the estimate has been provided. And so we do that minimally 5 times. So, you know, we present it to them over the phone, or it might be in person just depends on the services.
Right? But they get an estimate. presented in front of them. We obviously asked them for the business right then and there, but, you know, we’re also always faced with the, you know, various objections and we have our ways of handling that too. But, people, they’re not ready to pull the trigger right away every time.
So follow up. Follow up is key. It is so key. it impacted my business so much. And what I’m talking about is consistent communication to your customers. What that does is it applies a dramatic increase in your booking percentage. So you can have the same amount of leads, same opportunities, spend the same amount of money on marketing, but if your booking percentage is low, You know, let’s just say it’s a 10 percent booking percentage.
Your average job value, you know, I’m just throwing numbers out. We can plug and play all we want all day, but I’m not going to waste everyone’s time. But let’s just say your average booking percentage is 10%. Your average job value is 8, 000. That means you booked five jobs out of 50 weeks. Let’s say you had 50 weeks, right?
So that makes your monthly revenue for 40, or, or in other words, almost 500, 000 for a year. If you increase that booking percentage just by 5%, same number of leads, but you go from 10 to 15%. The increased job number, and I know it’s a weird number. It increases by two and a half jobs, but on average throughout the year, that averages out to a regular job, right?
Same job value on average, your monthly value goes up 20, 000 a month. And so you’re, projected yearly is 720, 000 instead of 480, 000. So just by consistently communicating with your customers, you just made yourself 240, 000 more per year. Where do you find that business owners in this process?
Typically, like, when you start working with them or otherwise, like, where do you find they are oftentimes going wrong? What are the everybody’s busy? And, you know, my ideal client can be a small business. Or even a medium to large business. And so let’s, start with like the small business, right?
Where, know, the owners might be in the field doing a lot of the, work, right? Like, let’s just say it’s a plumber. You know, they’re out there, they’re working on somebody’s shower. And what happens? The phone starts to ring. Are they going to pick up that call right then and there and, put their, tools down and then quote them over the phone and get them in the calendar?
I mean. They could, but it’s unlikely because do they have a system to track, you know, okay, that first and last name, phone number, email address, their actual service address, you know, the scope of work, you know, probably not. They’re probably writing it down if they are doing it in a little notebook or something.
Yeah, so there’s no, system in place, right? There’s no process that they can apply to communicate with that customer and follow up. Talk a little bit about your process and how like a new business, you’re onboarding them, you’re going through and you’re like, okay, I’m going to help you.
Like, how does that process look? Because I feel like a lot of times when somebody wants to start something new too, if they’ve never done it, especially when it comes to the sales side of things or even the service side, it’s kind of like, well, this is how we’ve always done it. Right? This is the status quo.
They don’t use the word status quo. Usually it’s usually this is how we always done it. Right? Like, talk a little bit about your process and how you kind of get into the weeds. Absolutely. Yeah. So if you think about it, we are a business that is going to essentially be representing, you know, said company, right?
But no different than that, company, XYZ company, it doesn’t matter the name, right? in the event that they wanted to hire, you know, someone to answer the phones, what would they have to do? Well, they would have to, you know, Train them somehow and most people don’t have like a training program established.
Mm hmm, right? And so we already have a whole checklist of onboarding that we go through where we, it’s our responsibility to train ourselves. We have a robust training program where we have to learn about, you know, XYZ business because we need to be able to sell for them. We need to be able to answer all those questions that the customer is going to have and be able to ask him for the business and close the deal.
Yeah, it makes a lot of sense. And when I think about like, even some of the numbers you were talking about, even incremental improvements can really lead to. maximizing you know, revenues, profits, a lot of different things there. So I see it, I see the value. What’s, your sweet spot? Like, is there a size of organization, revenue?
Like, what’s your, kind of like your avatar, if you will? Because I know at the end of this, I’m going to give you the opportunity to leave your website and I just want to make sure that the right types of companies are following up with you and your team. Yeah, absolutely. I mean, it, really, varies.
It, it can be a small business. Like I said, I gave you the example of that plumber. But, you know, let’s say, it’s a it’s a moving company, right? Where they have six people on staff answering phone and, they have quite a bit of volume and what happens when those people are all on the other line?
We can, you know, we don’t need to be the dedicated sales department. We can work hybrid. With alongside other companies have the phone system ring in a fixed order where it goes to them first and then rings to us is overflow that way those calls, those, opportunities are never missed. So it works with small and medium large, you know, it doesn’t really matter.
Yeah, man. This is great. I love it. Big fan of the service. I’m going to definitely be stopping by your booth. I want to go meet the other. What’s the other co founder or the other founders name? Yeah, her name is Sarah. Sarah. So, hey, hey, Sarah, if you’re listening to this I’m going to come by and check it out and definitely want to see what’s going on and over there and see what you guys are up to.
So, I’m definitely going to visit that booth and for everybody that’s listening, don’t forget megamixexpo. com that being said, Aaron, if somebody wants to follow up and they want to connect with you and your team, leave, let’s leave that website or social or how, how do people connect? Yeah, I mean website is firstcallclosers.
com and that’s the number one stcallclosers. com, or you can just reach out to me direct, myself. 503 836 0917. Again, that’s 503 836 0917. The website, again, is firstcallclosers. com with the number one SD. Fantastic. For everybody that’s listening, just so you know, we’ll put the links in the show notes so that you can just click on the link, head right on over.
And speaking to the audience, if this is your first time with Mission Matters and you haven’t done it yet, hit that subscribe or follow button. This is a daily thing. Daily show each and every day. We’re bringing you new content, new ideas, and hopefully new inspiration to help you along the way in your journey as well.
So again, hit that subscribe or follow button and Aaron until the next time, man, appreciate you coming on the show and Sarah, I’ll be stopping by the booth to say hi. So thanks for coming on, Aaron. Thanks Adam.