subject: How To Get Foreclosure Cleanup Business From Your Competition [print this page] In the foreclosure cleanup industry, your competition can be your next client. Always reach out to your competition for their overflow. It doesn't have to be just the larger contractors to which you reach out. Call the smaller companies just like yours. Tell them you are starting a "like" business and want to see how you all can help each other.
Unofficial Partner
If you are starting your foreclosure cleanup business part-time while you work a full-time job, you will need an unofficial partner in your competition. For example, if you can't give an estimate because you have to be at your job, tell the caller you cannot accommodate the estimate, but you have another local company you can send out to them. Ask the potential client if they mind if the other company contacts them directly.
Independently Owned and Operated
Always make it clear that the other company is independently owned and operated, but that you are glad to provide the referral. You will have solved a problem for the potential client. Remember, they will have called you because they need help. If you can't help them by going out to give the estimate, be poised to help them with information. Invaluable! Be the foreclosure cleanup resource they call again and again - and they will call you again.
Formal Referral
It may seem like you're giving away business, but in the beginning you may not be able to handle it all. Besides, if the other company gets the job, you can earn a referral fee. Have a referral form ready to fax or email over with the potential client's contact information when you call the smaller, competing company (realtors do this in real estate all the time).
Spell Out Your Terms
Your referral form doesn't have to be anything special, simply list your terms (i.e., 15% of the gross earned on the job, payable to your company upon completion, in exchange for the client referral by your company).
Remember, referring is not a one-way street. Tell the smaller company that you can be there for them if they can't handle an estimate or a specific service.
Circle of Alliances
There's enough business out there for everyone. So, start out forming a circle of contacts, alliances, not just in your workers and your clients, but in your smaller competing companies as well.
Good luck with your foreclosure cleanup business!
by: Cassandra Black
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