How To Squeeze “Lost Revenue” Out Of Your CRM - Alan Michael McKenna

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Check out Alan’s work here: https://ultimaterainmaker.com/

Have you ever crunched the numbers to figure out:

how many leads your business generates that go unestimated?
how many leads get estimated but remain unsold?
how much lost revenue that all adds up to?

Most small businesses are wildly inefficient with their lead flow. You wouldn’t dream of buying twice the materials you need for a project only to abandon the leftovers in a pile.

So why do we do this with our marketing spend and our lead flow? Why do we recklessly burn and turn leads like they grow on trees?

A solid “rehash” system can help you maximize the revenue off of the leads you already generate, and I’m excited to speak to Alan Michael McKenna, founder of The Ultimate Rainmaker, about it.

Alan’s system has recaptured north of $100MM dollars of lost revenue for many of the biggest brands in the home service and remodeling industry, including Renewal by Anderson, Kohler, and One Hour Heating and Air Conditioning.

If you want to know how to add 10% to 20% to your top without spending a dollar more on marketing, watch this episode.

00:00 - Intro
02:32 - What is “New Lead” Addiction
04:37 - You wouldn’t buy double the materials you needed to complete a job and then waste half of them. Why are we so frivolous with leads?
06:58 - How much “Lost Revenue” do contractors have in their CRM?
09:38 - The 3 “untapped lead buckets” in every contracting business
16:59 - What’s the correct approach for “Demo No Sales” (aka Closed Lost Leads)?
22:53 - Who is the best person on the team to be setting rehash appointments?
26:40 - What’s the right offer to create a “second chance opportunity”?
36:52 - What’s the success rate on rehash?
41:20 - Rehash strategies for “Previous Customers” and “Deals Never Worked?”
46:24 - Advice for sales teams in a down market

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