Originally Posted by wat5150
Hey dpld, how did you first start to land your corporate accounts? What are your insights on getting these type of accounts?
my very first corporate account came from a very wealthy homeowner that i serviced and he was so happy with the work he tried me out on one of his 10 acre complexes to see if i could handle it.
once given the opportunity i made the best of it and made sure that he was happy he made that decision.
to my suprise halfway through that first season with his corporate property he then decided he had enough of the guys takeing care of his other locations and he gave me all 8 sites that he owned totaling about 60 acres.
all the while he never told me he had that many properties and although i knew he had buku bucks because his house was a easy 8 mil alone plus the corporate place he owned that i was taking care of but he played like cool hand luke and kept me clueless.
i swear i felt like i hit the lottery and could not have been happier and although i was going for 13 years and doing very well business wise, it was a major boost and a second shot to gain that feeling like when i started out filling in my schedule like any guy out there and that good feeling you get inside when you realize you made the right choice and your hard work was paying back dividends.
then he reffered me to some of his other buddies who owned commercial and corporate properties and it dominoed from there and then some of the owners hired management companies and then let them know that although he was giving them full responsibilities to maintain and manage their entire properties inside and out as well as finding renters.
he made it clear to them that he was happy with me and did not want to change his landscaper even if the management co found some low ballers even the management co was like this guy comes highly recomended maybe we should use him on other properties and then it just goes on and on.
thats how it is and a lot has to do with luck and being in the right place at the right time but the funny part is that to me that is not how and why it really started it off with the commercial accounts.
i was basicly cutting 140 everyday type of homes each week some jobs were real small and basic service and about 45 of them were full service and used me for everything and the rest were the cut it when it needs it no mulch don't want to spend anymore then they have to types.
i was getting tired of the bare bones crowd and just felt like the only way i was ever gonna get into big more profitable properties like what i do now was to just focus on the upper level of society that pay people to just about do everything for them.
the types with the new cars the huge house and pool and a daily house cleaner and cook, someone comes to clean the pool keep the yard green and clean and well groomed.
cutting grass just pays the bills and covers cost and all the profit in this business comes from all the extras like mulch, shrub and ornamental tree pruning and fert and weed control.
people that have the money lead you on the the bigger dogs becaus the reason they have money is because they own these businesses.
i know it all sounds obvious but if i was selling a 15.00 pair of jeans i would want everyone in america to own a pair but i am a landscaper and i need to make as much money from each client to succeed.
the normal thought proccess is is joe landscaper is cutting 75 lawns a week and he makes 4 grand a week and needs to make 6 grand to cover cost and turn a profit he needs to add 20 lawns to his route to hit the target.
the problem is you don't need more clients you need better ones and say you had 20 more house at 40 bucks a pop you still got to absorb the added payroll and fuel and general expenses in going from 75 to 95 lawns a week.
at that point your still falling short of your 6 g's a month and working more and spending more to do it and still fall short.
i understand in the beginning you got to do what you got to do, i did.
but every day you are out there you got to stalking like lion looking for your next kill because after a while it gets old working for people being johnny save a buck for people who nickle and dime you to death and make you chase them down for a 100 bucks.
i just got tired of being everyones coupon, and that is what got me in to the commercial because i started hunting out the properties.
for commercial you need to find out who takes care of the property, the owner or a management co.
then you find the company and you contact them and kindly ask if you could speak the the person who manages the property for that particular site.
then when they come on simply introduce yourself and ask the if they are accepting any bids or have timelines as to when they will for that particular property.
then ask them if it would be ok if you sent them a bid when they were accepting them and usually they will tell you when they will and to contact then or they will say they are not and then ask if they have other properties in your service area and you can get a good feel where it is going from there.
if they say no move on there are many more from there and you get better at it as you go.