This is the cornerstone of the program. I am the
kind of person that, even if its not broken, Ive got
to fix it. Over my 22 years of pool selling, I buffed and polished
all of the forms and tools I used to sell pools. I tried different
elements, discarding everything that did not help and improving
upon the things that made a positive difference. I studied photography,
particularly digital photography and researched inkjet printers
and cameras for maintaining my portfolio. I tried various kinds
of paper and printing methods to get the best results in terms of
both sales and usability. I enlisted the aid of a programmer and,
together, we have studied the internet and how people use
it to make money. He has also helped me develop the best retail
pricing spreadsheet for selling pools.
of all of this effort is the Sales Tool
Kit, a complete set of custom-printed materials for lead
generation, information gathering, pricing, presentation and after-sale
documentation. Everything, in other words, that you need to:
the Lead Get the Sale Get the Profit Keep the
There are nine
distinct elements to the Sales Tool Kit, they are:
Web Form with Autoresponder: I customize a PDF version of the
Design Guide with your company information and logo that can
be sent as a safe, email attachment. We put that document on our
web server and provide you with a form to put on
your web site. The form offers your site visitor the Design
Guide to be sent to their email address. The form requests their
name, email address, phone number and zip code and, although none
of these are required fields, we find that over 85% include all
information. You are sent an email with the information they submit
and their email address is entered into our server to automatically
receive a series of emails from you. Value...
Survey Tablet: We print ten 50-page tablets with your logo
and company information on the cover and lightly screened onto
each page on a quarter inch grid. This tablet is for recording
your yard measurements and, as the first step in your sales
process, makes a positive first impression with the message
that you have a well-established plan for what you are about
to do. It also serves as an archive of your lead information
for future reference which has proven invaluable to me in the
past. Value ... $250.00
of tools will help you find the Yard of Their Dreams,
cut the time it takes to make a presentation in half and increase
your close rate.
We provide twenty of these with 50-sheets each, they are custom-printed
with your information and logo on 11x17 translucent vellum. These
sketchpads make it easy for you to develop your preliminary designs
and ideas with the customer's help while branding those ideas with
your companys identity. Used with the Survey Tablet, they
provide an organized, systematic approach to the design process
that keeps your valuable lead from being lost to the vapors with
some comment like, Work up a design and call us when you
have it done. This often leads to no follow up visit at
all or you having to make a wild guess as to what they really want.
will feel like a kid on Christmas morning
when you see your new sales tools!
Portfolio Album: Positively the finest album money can buy,
loaded with gorgeous color photos of your pools and spas in
9 x 12 format with your color logo in the corner
of each page. These albums are custom-made for me by the finest
leather manufacturer in the US using padded, calfskin leather
that is so soft the customers actually stroke it before opening
it. What do you think that tells them about your idea of quality?
I digitize 60 of your photos, have them printed on special,
large-size, matte-finished paper and place them in the album.
This eliminates the plastic cover which reflects the dining
table light making it difficult for customers to view the pictures.
This album is part of the system and I will show you how to
keep the album up-to-date with a digital camera and inkjet printer.
Depending upon travel time, you will be less than one hour from
photographing a pool to having it in your album. Value...
2003 San Diego class reported an average sales increase of 100%
over the previous year.
Drawing Tool Kit: To assure consistency in the training,
and that you have everything you need, I have included a basic
set of drafting tools that you will learn to use in class.
The kit includes: 18 x 24 parallel-edge drawing
board/case, 0.05mm pencil, Architect and Engineer scales,
60º and 45º triangles, circle template, flexible ruler, eraser,
colored pencil set, tape and texture mat. If you already
have these items, this kit makes a great backup set to keep
in your vehicle for when you might need them. Value...
in PDF format: MPB Drawing Kit
Form: You get 500 of these 3-part forms printed on 11
x 17 NCR (carbonless copy) paper, customized with your company
information and logo in the title block. The 11 width fits
standard wide-format desktop printers so you can use the system
with computer drawing programs, if you wish. The 17 width
gives you plenty of real estate to work with for those larger yards.
The 1/8 grid lets you tell them, Each square is a
foot, just count the squares. Most importantly, this format
assures that any last-minute changes and specifications get recorded
on everyones copy. This alone could save you thousands of
dollars on a job by preventing communication errors. Value...
Disclosure Form: You get 500 of these customized, 3-part
letter-size forms that I call The Mother of All Dig Slips. This
form is the result of 20 years of growing frustration in dealing
with the conflicts that arise when the excavation becomes difficult.
Besides rock (which is rarely a subject of dispute), this form
covers bad soil, long dirt hauls, even archeological sites and
crime scenes. As a separate form, not on the back of your contract,
you assure that they understand the terms and communicate their
importance. Using this form, in my last two years of pool sales,
I did not eat a dime of overtime on any dig and I rarely ever
heard from customers about overtime charges. Value...
of tools will help you increase the size of your average sale,
raise your margins and keep the profit while you build the pool.
Presentation Spreadsheet: Using Microsofts Excel®
program, we have created a spreadsheet for calculating and presenting
the price of the project in a way that will increase your close
rate, raise your average sale amount and retain your profit margin.
You simply enter your wholesale prices from your subcontractors,
distributors and in-house costs then set your mark up factor. The
spreadsheet then creates your retail price list so your customer
can see all of the details (at retail) that you considered to arrive
at the price of their project. Each individual item seems reasonable,
it is the cumulation of them that results in the shock. We have
also provided our unique tag column that allows you to identify
specific line-items related to an element of the project they may
elect to eliminate. Every item tagged under the same label will
be sub-totaled on the Cover Sheet. This lets you tell them how much
you could reduce the cost by eliminating that item. The cost is
included in the main total, which conditions them to spend more.
and Book by
Hal Slater - The video The
Gentle Art of First Call Closing
uses props, humor and live, unrehearsed demonstrations to show you
how to read people and build enough emotional excitement to close
the sale today! Selling Power Magazine says...
" this is the first video where nonverbal and Neuro-linguistic
techniques are applied in a practical way to advance the sale, not
just to advance the viewers thinking. I think that the ideas are
worth at least ten times the price of the video."
One hour long, supported by a 21 page workbook available online
in PDF format. The book Secrets
of High Ticket Selling uses contemporary psychological
research to teach you how to understand the behavior of your buyers
to improve your unique sales process, leaving you with more control
over your sales process and its outcomes. The Secrets of High Ticket
Selling describes advanced negotiating skills, language patterns,
and gestures that enhance a buyer's excitement. Value...
It is not enough
to operate with good will and the customer's interests at heart,
although you must certainly do this. You also need a thorough, systematic
and well-documented process for gathering information, designing,
pricing and presenting your proposals that will keep minor glitches
from becoming major problems. That is the purpose of the sales tools
and, as with any fine tool, in the hands of a trained expert they
will produce tremendous results.
the materials, Lew Akins asked me to tell you this:
build swimming pools, make it a point to attend this training.
I took it because I have read Hal's articles for years, I
have his book and, before attending, I saw him live. He knows
his stuff, in fact, he may be almost as good at selling pools
as me. I know that I picked up quite a few good ideas. Every
little bit helps us all refine our methods.
Album is the best I have ever seen, the Belting Leather Case
is pretty awesome, too. Hal has even prepared lead generation
and selling tools plus a marketing plan for new builders.
took my son, David, because although he is a successful pool
builder in his own right, I know his skills will mature many
times faster when he hears from another expert. This program
will reinforce what I have taught him from a different perspective.
this program will work so well for anyone is that Hal has
left nothing to chance. You just get out there, design and
sell. He has assembled the finest presentation materials and
customized them for you, so you will begin with your client's
respect, He will also teach you to draw! When it comes to
the selling skills, Hal's energy absolutely fills the room
as he shares his amazing psychological insights.
Pools by Lew Akins
NOTE; Beginning with the Gold Medal Pool Builder Program, the Selling
Tool Kit is now an option. The basic tuition has been reduced to
reflect that and there is no net change in price.