Archive for July, 2011

Jul
22

Empathy In Restoration Industry Business Development

July 22nd, 2011 by Rainbow International

Last month the Harvard Business Review released results of a personality survey* administered to 1,000 salespeople. They sought an answer to the question: “What makes a superior salesperson or sales representative?” I found their answers intriguing, especially for those working in a sales capacity as business development associates in the restoration and cleaning industry.

The seven (7) key personality traits identified in this survey are:

(1)    Modesty
(2)    Conscientiousness
(3)    Achievement Orientation
(4)    Curiosity
(5)    Lack of Gregariousness
(6)    Lack of Discouragement
(7)    Lack of Self-Consciousness

While many of these traits seem self-evident in a good salesperson, others are outside the realm of general expectations. I encourage you to read the full article for more information.

To this mix I’ll add another trait that, based on my experience, is critical in successful business development associates, particularly to those working with insurance agents and adjusters in the restoration and cleaning industry: empathy.

Empathy is the ability to recognize and, to some degree, share the feelings of others. For the restoration and cleaning industry, this can mean successfully relating at an emotionally and psychologically compelling level with customers dealing with the shock and aftermath of a water, fire, smoke or mold disaster. As a restoration and cleaning services provider, the business development associate represents both insurance carriers and their policy-holders. The most successful amongst these possess the genuine empathetic ability to see, think and feel what their customers see, think and feel.

My own experiences as a sales representative and sales manager confirm this. Leading restoration and cleaning industry business development associates truly care about their customers. They take the time to listen and expend sincere effort to understand the challenges at hand. This is evident in pre-call planning, face-to-face interviews and service presentations leading to the successful completion of a job.

If you want to be a leading business development associate in the restoration and cleaning industry, ask yourself the following tough questions:

  • “How can the restoration and cleaning contractor I represent help solve my customers’ problems?” 
  • “What is best for the customer?”
  • “Does everything I do, from emails to calls to presentations to deal-sealing handshakes, put the customer first?”

Exercise empathy. See, think and feel as your customers do and work towards becoming a leading restoration and cleaning industry business development associate. Above all, treat others as you would like to be treated and put your customers first.

Sincerely,

Bruce T. Vogt
Director of Business Development and Marketing
Rainbow International®
bruce.vogt@rainbowintl.com
www.twitter.com/brucetvogt

Bruce Vogt, an accomplished speaker, instructor, author, and communicator is an authority on water damage restoration, mold remediation and humidity control.

Bruce has over 20 years consulting experience with engineers, plant and facility managers, manufacturing facilities, hotels, motels, universities, water and fire damage restoration contractors and the military. Bruce has designed humidity control systems for plants, factories, military equipment and environmental protection systems for museum artifacts at the Smithsonian Institute.

Bruce understands the effects and potential health consequences of water, fire, smoke and mold damage  He has trained water, fire, smoke and mold damage cleanup and restoration contractors and insurance agents and adjusters for many years.

Bruce was a contributor to the first-ever published IICRC Standards and Reference Guide for Professional Water Damage Restoration S500-94. He is also the author of Marketing by Delight, a reference guide to superior customer relations. 

*http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html

Jul
20

Remembering Apollo 11: That’s One Small Step for Man, One Giant Leap for Mankind

July 20th, 2011 by Rainbow International

On July 20, 1969, 42 years ago today, three American astronauts of the Apollo 11 mission became the first human beings to set foot on the surface of the moon. This stunning achievement is worthy of remembrance every year, but particularly now, in light of the retirement of the space shuttle program as the United States looks to its future as the leader in outer space exploration.

Apollo 11 launched from Kennedy Space Center in Florida July 16, 1969. On July 19 the spacecraft entered lunar orbit. On July 20 the lunar landing craft (call-sign Eagle) separated from its command module (call-sign Columbia). Onboard Eagle were astronauts Neil Armstrong and Edwin “Buzz” Aldrin while astronaut Michael Collins stayed behind to pilot Columbia.

As Eagle approached the moon’s surface, Armstrong and Aldrin noticed they were off-track and likely to land miles away from their target. Armstrong assumed partial control of Eagle (along with its computers) and successfully landed in an area known as the Sea of Tranquility. The first words spoken by man back to earth from the surface of the moon are the now-familiar “Houston, Tranquility Base here. The Eagle has landed.”

Before exiting the Eagle to walk on the moon, Aldrin took private communion and broadcast “I’d like to take this opportunity to ask every person listening in, whoever and wherever they may be, to pause for a moment and contemplate the events of the past few hours and to give thanks in his or her own way.”

At 9:56 PM CST, approximately 600 million people around the world watched live television as grainy black-and-white images showed Armstrong descend a ladder and set his foot on the surface of the moon. Armstrong immortalized the moment with these words: “That’s one small step for man, one giant leap for mankind.”

After close to three hours on the moon, Armstrong and Aldrin boarded Eagle (carrying about fifty pounds of sample moon rock and dust). After several hours rest and preparation, they blasted off to rejoin Collins and Columbia.

Among other items left behind was a plaque bearing this inscription:

Here Men From The Planet Earth First Set Foot Upon the Moon, July 1969 A.D. We Came in Peace For All Mankind.

Columbia entered earth’s atmosphere and splashed-down in the Pacific Ocean about 1,400 miles east of Wake Island where all three astronauts were quickly retrieved by a designated recovery ship, the aircraft carrier USS Hornet (CV-12).

 

 

Rainbow International salutes the bravery, courage, teamwork and spirit of Apollo 11 and all those involved in this historic achievement. As Collins remarked from orbit the night before returning to earth:

“… All this is possible only through the blood, sweat, and tears of a number of a people. All you see is the three of us, but beneath the surface are thousands and thousands of others.”

Jul
18

Rainbow International Offers Heat Wave Safety Tips

July 18th, 2011 by Rainbow International

More than tornados, hurricanes, floods and lightning, heat is the leading weather-related killer in the United States. As the summer heat wave intensifies and gets ready to move east across the nation, Rainbow International offers the following heat wave safety tips.

  • Pay attention to heat outlooks, heat advisories and heat warnings isused by the National Weather Service (www.weather.gov)
  • Never leave a child or pet in an unattended vehicle. Cracking the windows does not help. Interior temperatures will rapidly rise to dangerous levels.
  • Familiarize yourself with the symptoms of heat-related disorders, including severe sunburn, heat cramps, heat exhaustion and heat stroke (http://www.fema.gov/areyouready/heat.shtm)
  • If you must work outside, take frequent breaks in the shade or an air conditioned area; wear light colored and loose fitting clothes and drink plenty of water.
  • Check in frequently on the elderly, the ill and any people you know that are home-bound.
  • Make sure your outdoor pets have access to shade and plenty of fresh, cool water.
  • Avoid alcohol and sugar-based drinks, as these work as diuretics and will actually induce additional fluid loss.
  • To help reduce indoor heat (and your electric bill), install window shades or screens that help block sunlight.
  • Discuss heat safety with members of your family and office (http://www.redcross.org/www-files/Documents/pdf/Preparedness/checklists/HeatWave.pdf)
  • Make sure your emergency preparedness kit is fully stocked in case of power outages due to increased electricty demands (http://ready.adcouncil.org/beprepared/)

Your friends at Rainbow International hope you have a terrific (and safe) summer!

Jul
14

Rainbow International Service Professionals Help Driver of Burning Car on Busy California Highway

July 14th, 2011 by Rainbow International

Pictured are Service Professionals Blake Rodriguez and Vito Perez with Rainbow International of Sacramento. Blake and Vito helped a driver whose car caught fire on a busy California highway earlier this week.

Thank you for your bravery and concern for the people of the communities we serve, guys!

Read the actual thank-you email they received below and be sure to visit the “Real Life with Rainbow International” webpage at www.rainbowintl.com/reallife

Today my engine caught fire on Highway 50. Two gentlemen in one of your trucks pulled over to help. They called 911, had a fire extinguisher ready, got me a safe distance from the car and did not leave till the fire was out and the fire department needed a statement. In the chaos and state of mind I was in I did not get their names or a truck number but I wanted someone to know just how wonderful it was to have their help and calm in that situation. I am so thankful they were there and hope that if you can determine who they were you will extend my absolute gratitude to them. Thank you! Thank you! Thank you, Rainbow International guys! Thank you for stopping, for being so kind to me and helping me to stay calm. God bless you!

Sierra O’Loughlin (Rancho Cordova, California)

Response from Rainbow International:
Dear Sierra: Thank you for your kind words! The service professionals that were able to help are Blake Rodriguez and Vito Perez with Rainbow International of Sacramento. We will certainly pass along your message to them. We’re grateful you are safe and that we were able to help. Everyone at Rainbow International works with a shared Code of Values and the first on that list is “treat others as we would like to be treated.” Take care and thank you again for sharing!

Jul
13

Rainbow International Uses Industry-Leading Techniques in Content Restoration

July 13th, 2011 by Rainbow International

For the owners of an elegantly decorated and furnished home in Rowland Hills, California, the introduction to water and mold damage was an unwelcome surprise. However, the rapid response, innovative techniques, top-notch technology and, most importantly, sincere commitment to customer service excellence by a pair of restoration and cleaning companies made all the difference.

 Scott Robinson, franchise owner of Rainbow International of Inland Valley, received a call from an insurance adjuster in early May. He met the adjuster there early the next day to get a general feel for the scope and severity of the job at hand. “I was really taken back by the damage we saw,” Robinson said. “I’ve worked plenty of water and mold damage jobs before, but several factors really struck me as out of the ordinary here.”

Robinson received assistance from nearby fellow franchise owner Sava Stanciu with Rainbow International of East Riverside.

“This is a 6,500 square foot multi-million dollar home in a private and gated community,” Robinson added. “The owners were away on an extended trip to China and had no idea the upstairs master bathroom bidet sprang a leak that essentially cascaded water down and throughout their home for weeks. In addition to the extensive water damage and mold mitigation steps we knew were ahead, restoration of expensive and hard-to-replace contents would play a large factor in this 2 to 3 week job.”

After stopping the source of the leak, Robinson and his team of water damage restoration professionals immediately began aggressive water removal. They also set up containment barriers to help protect unaffected areas of the home from damage.

“More than individual pieces of contents, like art, decorations and memorabilia, which were mostly replaced by the insurance provider, we knew we were challenged with restoring extensive portions of the home itself,” Robinson continued. Of particular importance, both to the homeowner and insurance provider, were very elegant marble flooring, granite countertops and custom-ordered wallpaper.”

Robinson and his team were able to protect the marble floors with strategic placement of particle board and restore the granite counter-tops in place. The wallpaper was also saved using a unique technique. The team was able to dry it in-place by going in from behind via holes cut in a bedroom closet.

At the close of the restoration job in late May, Robinson was happy to report that both homeowner and insurance provider were pleased with the work and ready to get back to life as normal. Robinson estimates his content restoration efforts saved a minimum of $50,000 over what replacement would have cost.

However, Rainbow International is also regularly faced with content restoration jobs that require attention to detail and work on scores and sometimes hundreds of individual household and business items. Valuable possessions, irreplaceable family treasures and retail inventory are a critical component of many damage restoration jobs. That is why Rainbow International offers a comprehensive content restoration system designed to help return items to pre-damage condition.

“Successful content restoration can help ensure significant cost-savings over item replacement, not to mention the loss of items no amount of money can cover,” said Rainbow International President Rob White.  We use industry-leading technology, equipment, processes and training to ensure contents are handled in the most responsible and professional manner possible. We also offer a unique hands-on classroom setting where franchise owners learn the latest in content restoration.”

Items than can often be restored include:

  • Artwork
  • Documents
  • Books and Photographs
  • Media Files (VHS, DVD, CD, etc.)
  • Clothing
  • Electronics (televisions, computers, stereos, etc.)
  • Furniture and Rugs
  • Retail Inventory

Rainbow International utilizes a wide variety of content cleaning equipment and processes. The equipment and methods used are determined by an expert inspection of the items in question, including materials, composition, durability, type of damage entailed and known reaction to certain restoration processes. The equipment and processes used may include:

  •  Specialized drying chambers
  • Ultrasonic cleaning
  • Launder/dry cleaning
  • Spray and wipe
  • Immersion cleaning
  • Ozone treatment
  • Air duct cleaning
  • Deodorization

Using these industry-leading processes, procedures and technologies, Rainbow International provides complete and professional water, fire, smoke and mold damage cleanup and restoration for homes and businesses and their contents.

Rainbow International – Industry Leader and Innovator

Rainbow International® provides “best practices” with integrity and the highest of standards in restoration and cleaning services. Utilizing the most advanced equipment, innovative technologies and a built-in accountability system, our professional emergency crews complete every job rapidly to assure an uncompromising commitment to service excellence and customer satisfaction. Ultimately, we don’t just restore homes and businesses; we restore value, stability, and peace of mind.

Established in 1981, Rainbow International, a subsidiary of The Dwyer Group, offers over 300 global service locations. As a premier provider of restoration and cleaning services, Rainbow International deploys professional emergency response crews with advanced equipment, state-of-the-art technology and training to restore property, contents and, ultimately, peace of mind. Insurance, commercial and residential customers depend on Rainbow International to mitigate damage and restore contents for businesses and homes suffering from water, fire, smoke, odor and mold situations.

For more information please visit www.rainbowintl.com or follow us at www.facebook.com/rainbowintl and www.twitter.com/rainbowintl. For additional white papers or to offer suggestions for future topics, please visit www.rainbowintl.com/best-practice or join our “Rainbow International Restoration and Cleaning” discussion group on LinkedIn at www.linkedin.com/in/rainbowinternational.