Express Code Anti Theft Protection $1000 benefit

5 Sales questions to ask you team weekly

5 Sales questions to ask you team weekly

1. What is your success story of the week? (Starts positive and builds trust of the conversation)
2. What is your biggest challenge?
1. How can YOU change it? (They have the answer. They just need someone to help them draw it out of them. Important NOT to solve the problem for them, but to ask them how they intend to solve it)
3. How many new conversations did you have this week?
1. Who?
4. How many new conversations will you have next week?
1. Who?
5. Anything else before we close the call?

FIRST! Notice none of these questions are about money, dollars, or revenue! These are all activity and solution based questions. Activity is where the money, the dollars, the revenue all come from. Money will never come from talking about money. Those people are what are referred to as dreamers.

SECOND! Set a time to talk to your sales person about the “new weekly call”. Tell them the questions that will be on the test, so to speak. Share the specific questions with them. 3 out of 5 will prepare, the others will catch on. Ask them what time and day each week works best for them, but give them only the options you want them to have; i.e. “I have 5 sales people, so I have 5 time slots available on Monday & Tuesday each week. Which day, and of these 5 times, which do you want?” Giving them the choice is the first step in creating an accountability to the call. They chose the “best time for them” for you to refer to when the question of cancelling and rescheduling come up. Of course, down the road you can lighten up. The beginning does have to be strict, it is the training window for both of you.

These 5 questions free up managers to manage. These 5 questions once a week put out future fires and stop the chaos of putting out fires daily. Once this routine is customary to both parties, the chaos stops, the work hours start to come down for both the sales person and the sales manager.

In the first few weeks of the change, let their calls go to voicemail. Make notes from the voicemail for the weekly call, if not truly an emergency. Text, same thing. Simply reply, “remember to bring that to the next call”. Don’t let texts create a sense of urgency or stress to reply if not truly an emergency. Success stories, reply when you can with encouragement and excitement. In all things, we want to reward the good behaviors, so we are not going to a cold, ice running through our veins type of system. It is easy to go too far, too literal, and too fast. We still care about people. Remember, no one needs to be heard more than a sales person in good times or bad.

The sales person will catch on quickly. First, they will want to bounce all around, skipping the uncomfortable, try to cancel, reschedule, etc. The time set is set for each week, every week and must remain the same for the first 4 weeks. Rescheduling request should be pushed. Ask if “does an earlier time work better for you? Say 6:45am?” No one ever wants to talk to the SM first thing in the morning, so they accept the scheduling they agreed to quick, almost as if asking for mercy.

The crucial task is to simply ask them the question, stop talking, listen, and acknowledge in the end with, “anything else", encouragement, and compliments. Rarely make suggestions, if ever. Far better than a suggestion or advice is, “Will that address it?” “How can you duplicate or avoid that again?” It is important they talk most of the weekly call. After all, this is their time. They get once a week with you, they should talk the most.

Share company updates through emails tagged with, “call me with any questions or concerns.” If something is not clear, they will call or reply. The weekly calls build trust and accountability.

Every manager has that one person on their team who will continue to have a daily crisis. Continue the practice of listening most, making zero to no suggestions to solve their problems, and quickly move down the path of, “Sounds terrible. What do you think will prevent this from happening in the future?” Managers who solve problems for their sales people are not managers, but Sales People Assistants. Quite a difference between the two. No one wants “Sales Person Assistant” on their business card.

The next step is a group call, in addition to and prior to your individual calls. This is where you will disperse company information, changes, the newest lines, competitor insights, etc. Add this call once you feel EVERYONE on your team is prepared weekly for their individual calls. A good sign is each of your individual calls are under 15 minutes. If you jump too soon, you will have your untrained, needy sales person taking over your group calls with their problems. When someone does dive off course, tell them on the group call, “we will discuss that in your individual call”

All of this is from my personal experience and best practices with my own teams. Notice I said best practices. This is the system I came to trust, believe in, and generate the most success from as well as get the most out of my teams. This is the system those teams bought into. 

My Daughter Discovering Her Entrepreneurial Spirit

Today is the last day you can order to receive the gift before Christmas.

This is my daughter's business and first entrepreneur venture. Thank you for your support!

http://sites.touchstonecrystal.com/marilyngrubaugh/myevent?e=94173

Payment packing troubles...

Why signed menus from every deal, cash or finance are crucial to protect your customers, you, your business, and your staff. Have the tough accountability conversations with your finance managers. Challenge them.

http://www.fi-magazine.com/news/story/2016/12/new-york-ag-settles-two-payment-packing-suits-for-1-6-million.aspx?ref=enews-thursday-new-20161208&utm_campaign=enews-thursday-new-20161208&utm_source=Email&utm_medium=Enewsletter

Not getting the clients you want...

This particular segment got my attention. It should get yours to as an independent auto dealer.

"

2. Not Getting the Clients You Want Can Be the Best Thing That Could Happen to You.

Not getting the results you expected is sometimes a stroke of good luck, because it forces you to reevaluate your skills and effort; it can open new opportunities and information you would have otherwise overlooked. Sometimes our efforts fall apart so that better things can fall together.

Failure enables us to see the importance of purging attitudes and techniques that aren’t working and need to be changed. And never forget that, no matter how many mistakes you make or how slow your progress, you are still way ahead of everyone who isn’t trying to improve and grow their skills."

http://ae-emagazine.com/featured-articles/the-ride-back-home/

It has been around almost as long as that first Ford... The Five "P's" of dealer success, or failure.

1. People
2. Process
3. Programs
4. Pay Plans
5. Performance

This is the order they are tought in. I agree with the right people in place first. I would move Pay Plan to 2, or even 1 B! Pay Plan is so crucial to the dealership success when the righ people are in place. When you have the right people, Pay Plan drives perfromance, programs, and yes, even the process.

I help dealers with The Five "P's"! 

As an independent agent for dealers, I maintain an ongoing wide variety of quality products. I do extensive research on all product lines. Not every product or service makes the cut. I review the ratings and reviews from both sides, the dealer principles and the consumers prior to agreeing to offer the products or services.

I also offer ghost staff evaluations. I can help you see how your customers are being greeted online, on the phone, and in person. Who's your top, and who might not be meant for sales.

Call me to set up a time. We can discuss how these can be implemented, testimonials to the difference, and what it looks like when The Five P's are all out of whack! 

Willie Grubaugh

Cell 214-244-3871

Revolutionary Performance Management

wgrubaugh@rpmusatx.com 

http://rpmusatx.com/

WHY WE SELL THE BACKEND PRODUCTS

It is F&I Friday!

1. ZERO overhead, or up front expense - all paid for by the customer, then paid to the provider
2. ZERO time spent outside of the dealership at auction bidding against others for GAP, Service Contracts, Tire & Wheel, Key Replacement coverage, Roadside Assistance, or other products
3. Every additional product your customers buy adds to their level of protection going down the road
4. Not offering & presenting (NOT SELLING) is cheating your customer out of the coverage they may want and need
5. Backend products have proven time and again to increase and improve YOUR dealership reviews!
6. Backend products generate repeat customers. 

The market is competitive enough. Don't give your customers away because you didn't offer them protection for their investment

Have a great car weekend!

If you or another dealer who have been considering, or want to learn more about dealer reinsurance, contact me. 

Willie Grubaugh
www.portfolioreinsurance.com

http://rpmusatx.com/

214-244-3871

wgrubaugh@rpmusatx.com 

Everything made... MAKES A MESS!

Everything made makes a mess. It is true. You would be hard pressed to walking into any production facility from food to plastics and find it perfectly clean in the midst of a shift. 

These manufacturing facilities have a few things on their mind before each shift starts:

Safety -  Shifts are opened with safety meetings. We see all the large banners for safety. We see all the boards posting "X days without an accident". It is on the mats in the break room, production entrance, and restroom entrances. There is the factor of OSHA. The fines which can be levied. Shut downs are a risk for repeat or extreme violations. We all want to go home to our spouses, children, hobbies, and rest after work. We need to be whole to give each our best. It is hard to hug and comfort a child without arms. It is tough to earn income as a machine operator without legs. Not impossible, but sure difficult. Death is the ultimate concern.  

Profit - Goods are made to sell for supply and demand. Someone has a need. Someone creates a good to fulfill that need for necessity, speed, convenience, efficiency, lifestyle improvement,... whatever. To get to profit, safety is a must. Open exposure to shut downs, fines, reputation blemishes, negative press, and lawsuits are counter productive.

Production and quality - In order to get to profit, there must be production. Manufacturers must be producing a consistent, quality product customers can depend upon.

Quality, production, safety, and profit all are tied to the cleanliness of the facility overall and each piece of equipment. 

HOW DO YOU CLEAN THAT?

We can clean just about anything with dry ice blasting. Dry ice blasting is well known for quality output restoration and bringing back energy efficiency with machinery, ovens, dryers, fabrication, augers, mixers, vats, holding tanks, vacuums, bits, molds, stamps, tracks, belts, rollers, wheels, pulleys, lubrication areas, turbines, blades, coolers, concrete, safety railing, confined space work areas, and so much more. 

Demonstration video

WILL IT DAMAGE THE EQUIPMENT / AREA?

Dry ice blasting is non-abrasive blasting, unlike other medias (sand, walnut shell, bead, glass, and other blasting medias). It is also non-toxic. 

WHAT INDUSTRIES USE DRY ICE BLASTING?

AUTOMOTIVE	FIRE RESTORATION	MOLD REMEDIATION
ELECTRICAL	ROBOTICS	TIRE & RUBBER
PLASTICS	OIL & GAS	POWER GENERATION
PRINTING	PACKAGING	FOUNDRY
COATINGS	FOOD & BEVERAGE	HISTORICAL RESTORATION
CONSTRUCTION	PIPE & STEEL	WOOD & PAPER
LAUNDRY	WASTE WATER	RAIL & FREIGHT

THE TOP REGULATION DEPARTMENTS APPROVE OF DRY ICE BLASTING!

1. OSHA
2. FDA
3. EPA
4. USDA

For more information regarding DRY ICE BLASTING

Call our office for additional questions and to schedule a consultation and plant tour at (972) 564 - 0477

TOP REASONS FOR DRY ICE BLASTING

There are countless reasons why to choose dry ice blasting over manual labor, chemical agents, other traditional cleaning methods (... because we have alwasy done it that way), or the ultimate... the combination of all the above to lose extensive production time.

First, the top excuses and reasons for not switching to dry ice blasting:

1. We don't do that here
2. Never heard of it
3. You mean like sand blasting? We've been down that road
4. "... because we have always done it that way." - my favorite
5. I heard it cost to much
6. We don't have the budget for that (without having a consultation and cost presented)
7. I don't know who would make that decision

TOP REASONS FOR DRY ICE BLASTING

• ·         Machinery can be cleaned in place and often does not require tear down, thus no excessive rebuild
• ·         FDA and EPA approved cleaning so perfect and perfectly safe for food processing
• ·         Fewer required cleaning cycles with like new quality restoration
• ·         Eliminates your staff from cleaning cycles and downtime
• ·         Meets USDA, FDA, and EPA standards
• ·         Dry ice blasting has the least amount of verbiage with OSHA compared to other blasting medias on their “PROTECTING WORKERS FROM THE HAZARDS OF ABRASIVE BLASTING MATERIALS” document and is referred to by OSHA as “… alternative, less toxic blasting media”
• ·         Non-flammable, non-abrasive blasting and does not cause damage to most substrates
• ·         Able to clean into small or tight, hard to reach areas. If we can see it, we can blast it
• ·         Operator safety – we follow all of your PPE and safety guidelines along with OSHA. We work directly with your Safety Manager, Confined Spaces Certified staff, and attend all onsite safety meetings
• ·         We often work in 4 to 1 – 6 to 1 ratios; meaning we can often do in 1 hour what takes 4 to 6 people 4 hours to do
• ·         LESS DOWN TIME AND RESTORED TO PRODUCTION DAYS AHEAD OF MANUAL / TRADITIONAL METHODS

The Original Dry Ice Blasters, A long time ago...

I found this ancient picture of the original dry ice blasters from, A long time ago, in a galaxay far, far away...

Dry Ice Blasting as Described on The History Channel's Modern Marvels

This is a detailed discriptive of dry ice blasting:

1. How it works
2. Uses
3. What is it capable of, but not limited to

For more information, go to IAQM dry ice blasting . Email us at info@iamq.com or call 972-564-0477 for consultation regarding your application in question or to schedule your dry ice blasting project.

Containment for Dry Ice Blasting

IAQM frequently builds custom containment for our dry ice blasting customers. It is always important for all parties involved to know the material & chemical make of the coverage being displaced.

We build containments for various reasons

1. This is to protect the health of all working and or exposed to the blasting area. Blasting displaces the debris, film, build up, resin, and whatever else is on top of the substrate to be cleaned. Displaced means it is blasted with dry ice. It goes somewhere. First into the air, then settles dependent upon weight and density after blasted. 
2. The containment helps protect those near the blasting area from being hit with particles,, pieces, and chunks. Think of the containment as a large, coop of safety goggles for all on the exterior. We wear safety goggles and face shiels, so we know the rest of the work environment is to be protected as well. 
3. As part of many containments, we add custom negative air and filtering. This traps and filters the particl count of the material removed. In doing so, it reduces the settlement of the lighter, smaller debris removed. It is one more step of cleaning up while the cleaning from dry ice blasting occurs. This reduces what is being put into the air and what will affect the respiratory systems of all exposed to the working area. This goes back to the importance of both IAQM and the staff of the worksite to know the exact chemical / material make up of what is to be removed from the substrate when blasting.
4. This is a must when working in confined spaces. The blasting puts CO2 into the space, discpacing the oxygen level. We force air into the space. At the same time, we create a negative air system to pull out blasted particle count along with the CO2.

IAQM was founded 15 years ago, then specializing in remediation. With many years of experience as well as working to stay ahead of improvements in the industry, we have studied the art of building containment. It made perfect sense to transition this knowledge and experience over to our dry ice blasting division. This protects our customers and employees alike. 

For your consultation and scheduling call our office at (972) 564-0477 or Willie Grubaugh directly at (214) 244-3871.

For more information, go to our website

www.iaqm.com/industrial-cleaning/

The Green and Eco-friendly Dry Ice Blasting

Why destroy Mother Earth when we don't have to?

So many clean with chemicals. How is this really cleaning when harmful fumes and off gassing occur? The chemical goes somewhere. So enters blasting for speed and a higher quality clean.

There are multiple medias to blast with from sand to soda, and everything you can think of in between.

All blasting methods will displace and leave behind a socondary waste... all but one. These secondary wastes left behind are the blasting media; crushed glass, baking soda, walnut shell, silica sand or crystalline, dry ice, among others.

Silica sand(crystalline) can cause silicosis, lung cancer, and breathing problems to exposed areas to human, bird, aquatic, and animal life.

Crushed glass is exactly that, crushed glass with water added. This creates an obvious runoff.

Soda blasting uses baking soda as the media. This is very effective in mold and fire remediation. The problem is the soda when blasted creates a large cloud of dust, soda dust. This then settles in the surrounding work area. Baking soda settled on plants will kill the vegetation and landscaping. The dust will eventually runoff with watering amd rain. This contaminates and risks the nearby aquatic life and systems.

Dry ice blasting is the only blasting media and method which does not leave behind a secondary waste. It does not create a runoff exposing and risking human health, aquatic life, water ways, plant, and animal life.

Dry ice blasting is EPA & FDA approved cleaning. It requires proper PPE. OSHA describes dry ice blasting as "Alternative, less toxic blasting material" under the "OSHA Fact Sheet: Protecting Workers from the Hazards of
Abrasive Blasting Materials".

The CO2 is in solid, frozen form as a media. Upon impact from blasting with forced air, the CO2 returns to gas and disipates, leaving behind zero secondary waste to clean up, or risk to the environment.

Dry Ice Blasting in Production Facilities

In production and manufacturing, as with any environment, there is more than one way to skin a cat. There's safe, dangerous, complicated, simple, expensive, cost effective, hard, easy, "...the way we've always done it", and innovative. It should be quick to recognize the 180° variances which exist between each.

Let's look at these from a high level. Dangerous can come from many directions. There are hazzards of using chemical agents. You risk the substrate being cleaned. You risk employees who are trained and versed in their everyday work, but not in the use of chemicals, application of, necessary safety gear & containment, proper ventilation, and the list just goes on. I would have the use of chemicals fall under dangerous, complicated, expensive  (adds extensive down time), hard, and my favorite,  "the way we've always done it."

Tailing chemical usage is the addition of manual labor. The cleaning may be required in confined spaces. It will include small corners, angles, and reaching into the machinery. That alone is an elevated and unnecessary risk to good employees.  This requires lock out tag out.

Blasting comes with a variety of media used; glass, sand, soda, walnut shell, other materials, and dry ice. Every one creates a secondary waste. Many are too abrasive for the molds and machinery to be cleaned. Many are toxic and can cause life long health issues when inhaled. Dry ice blasting does not create a secondary waste, nor require additional clean up after the cleaning. You only sweep or vacuum the displaced debris. This can be done in process in some instances with negative air, containment, and filtering.

OSHA is the mighty above all in production and manufacturing. OSHA can have an immediate impact from what was a cheap, quick fix to expensive in a matter of minutes. Thereafter comes the investigation and additional shut down, until the investigation is complete.

Safe, easy, cost efficient, simple, and innovative only describe dry ice blasting.

It is cost effective in a multitude of ways. First, dry ice blasting only requires minimal tear down. Blasting is effective with line if site. If we can see it, we can clean it. Dry ice blasting over manual labor reduces risk, less OSHA regulatory language, eliminates risk to your employees by taking them out of the work area, is EPA approved cleaning, reducing down time and returning the affected area to production sooner. Dry ice blasting restores your quality output after deterioration and build up begin to overflow onto your product.

Here are images of just a few different applications and uses with dry ice blasting

https://goo.gl/photos/Fy8UoWMmXDaLysbr7

Learn more about IAQM dry ice blasting at www.iaqm.com/industrial-cleaning/

Call IAQM to schedule your job evaluation and consultation. (972) 564 - 0477

DRY ICE BLASITNG ADHESIVES

Adhesives are removed with ease compared to alternative methods because the lowered temperature serves to weaken the adhesive bond. Abrasive methods will generate heat therefore failing with some types of adhesive removal. Grease, oils, glues, and more on conveyor belt & rollers can be dry ice blast blasted while the conveyor belt is running with little to no down time interruptions.

Here are excellent before & after photos which tell much more than words can say...

Call us today to schedule a consultation for your dry ice blasting application and cleaning

972-564-0477

www.iaqm.com/industrial-cleaning/

Tom Landry on Faith

https://youtu.be/b8EFAZBHmOU

I was told by a world champion bull rider that I would never be a champion, a true champion until I change, submit, and start to give God the glory.

I spent an entire rodeo career claiming I was doing it myself. I relied on no one. I didn't need anyone. Look at me. All the while, I believed in Jesus, the Father, and The Holy Spirit. I do not ever remember not knowing Christ existed, or doubting his presence to the level I could understand Him at the time. I always had belief.

Going backwards in time a bit to help understand the story, I grew up in extreme poverty, child of divorce, in and out of child protective services, with and without a home, plumbing, and or electricity. We were evicted often. I was in Boles Home for a few years. My mother through all of this repeatedly told me, we aren't goingto Church because... (you pick the reason, she said it). I would occasionally get invited by a minister visiting the elementary school. We would pass a Church and I would ask to go.

From these experiences, I learned if you can't rely on family, then put your faith in no one. Team sports made zero sense to me in high school. I ran track and played football for two reasons; 1. Was to gain endurance and strength, 2. Was because my bull riding influences told me it would help me and I had to. I did not do it to help the team at all. I had become what I believed all others were.

I was introduced to rodeo in my early teen years. I found I had a talent and could succeed in the arena. I quickly learned I could make money doing something I loved. The equation of rodeo = no more poverty was a no brainer.

Now in the pros and looking for notoriety from the pros, I was obsessed with riding bulls. I lived a life of rodeo, car, bar, rodeo, car, bar, wash, rinse, repeat. I would leave on a Wednesday or Thursday, go to a rodeo Wednesday night, Thursday night, Friday night, try to catch two on Saturday during the day and another Saturday night, and another on Sunday. Then I would drive to the nearest rodeo contractor's ranch to bum a bed, food, and some practice. Monday and Tuesday I would work a little and get on as many bulls as I could handle, push myself some more, and start driving out on Wednesday to start the cycle over again. I would take all the sandwiches the sweet contractor wives would pack for me. I would hear their messages about Jesus, and I would start driving.

At every rodeo, a cowboy preacher would host Church in the bleachers round about 10:00am each morning. Cowboys are a little hard-headed, so those good preachers knew offering service on Sunday only wasn't enough. A bunch of nomad, rodeo cowboys cannot be an easy ministry. I would attend most services, all I didn't sleep through. Sometimes I would wake up in the bleachers to the service going on around me. I might be hung over, still drunk, or sometimes just worn out from the miles not believing I ever needed rest, true rest.

As I gain notoriety, place, win here and there, and move up in the standings some Christian cowboys took notice. They would individually or team up and minister to me about the way I was living, to submit, to start living for God, give God the glory, and so on. I always told them, "look, I believe in Jesus. I'm saved." I would continue on with my life style all the same, still unchanged in my pride, ego, heart, and who was first me then God.

I chased the World Championship title and buckles from many, many associations. It always eluded me. I was only allowedto get as close, as high in the standings as 4th. My highest standings finish was 9th in the world. I consistently qualified for the finals of various associations and circuits, but never a title.

I retired and the gold buckles I chased are resting in someone else's cabinets. The men I know who have them, all string in their Faith then, and now. They understood who should be first. They understood what I did not. We did not have talent. We did not have anything. We were each given gifts to use for God's glory. I did not understand it and start to make the transition until after I retired.

There can only be one world champion per year. I don't know if I would have ever won the title if I'd made the connection during career. I do know why I did not.