Restoration Rewind - May 2019

May 2019

Welcome Back To Restoration Rewind It’s officially been a while since our last edition of Restoration Rewind. There are so many great things happening with HRI/ DDG/ Delta and the restoration world that we decided to bring back this in-house monthly newsletter. Moving forward, you can expect to see content from many of the leaders at DDG and continual updates on the Delta Restoration team. 2019 is going to be an incredible year! Thank you so much for joining us in this amazing journey. We are so grateful to have you as part of our ever-growing Delta family.

Š Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019

The Delta Restoration Services network continues to grow at a record pace. We have one new franchise to introduce you to since our last Restoration Rewind issue from last December, but we will have numerous more for you next month!

Chad Fetterhoff and Robert Dooty in Orange County, CA Pioneering our new Orange County California territories Chad and Robert come to us with a dynamic combination of skills sets. Chad comes for a longtime career in the bicycle industry, specializing in marketing and sales. Robert has been in the restoration industry for over 12 years and has been running his own company for the last 7 years. Their partnership has complimenting backgrounds. They both have a keen focus on building and growing their two locations into a strong Delta franchise for the Southern California area.

We are proud to have them as part of our franchise family. Welcome!

Š Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019

Eat that FROG! By: Michael Mastous It’s no coincidence that those who are successful in life are action-orientated! Years ago, I read a Wall Street Journal article about the difference between highly successful people and those that were below average – those who did not reach their goals in life. The article centered on the 10 most common things or so that people did not want to do, that if done, would have made them successful over time. From all walks of life. The difference was that successful people made the decision to handle those tough tasks in life to get them done!

I live my life by addressing problems. Tough situations. Difficult people and escalated events. Having been in the disaster restoration and claims business my whole life I have found that if you avoid problems at any level, they grow out of control very quickly. They can bring down an individual and they can bring down a company. Part of what I do to keep myself focused on addressing difficult problems and facing challenges is continual personal development. Brian Tracy is a great example of someone worth following.

I’ve been a fan and reader of Brian Tracy’s books for the past 20 years. Brian is not so much a motivational speaker as he is a self-development expert. He doesn’t just motivate, he gives you tools to help you guide yourself through business and life. One of his most popular books is called “Eat that frog!” Here’s a quote from the book: “There's an old saying that if the first thing you do each morning is to eat a live frog, you'll have the satisfaction of knowing that it's probably the worst thing you'll do all day. Using “eat that frog” as a metaphor for tackling the most challenging task of your day—the one you are most likely to procrastinate on, but also probably the one that can have the greatest positive impact on your life—Eat That Frog! shows you how to zero in on these critical tasks and organize your day. You'll not only get more done faster, but get the right things done.”

So, my question to you is: are you getting your daily dose of frogs!? I’ve made it a priority to eat my frogs as early in the day as possible. Getting the top decisions and problems out of the way is key to a successful day, week, month, and year.

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 At Delta, we have implemented and continually train to a number of time-related standards which help us control potential problems with customers. It’s our way of getting to the frog before the frog gets to us.

I’ll leave you with a bit of Delta training. Can you answer, and can your team answer, what these rules apply to?

• • • •

What is the 15-minute rule?

What is the 5-minute rule?

What is our 2-hour response time?

What is the 48-hour update?

Category 3 Contamination © Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 By: Josh Schneider Cleanup of contaminated water may not be glamorous, but it can be very profitable when done correctly and safely. Following are a few points to consider: Control The Spread Of Contaminates If the contained area is addressed but the remaining structure is cross-contaminated in the process, the health risk has not been controlled. Place completely-enclosed containment as close to the affected area as possible. Use air filtration devices to filter and control airflow within the contaminated areas. Decontaminate yourself prior to exiting the contained area and keep all unauthorized parties out. All items that leave the work zone must be cleaned and/or contained before being transported out of the controlled area.

Wear Personal Protective Equipment There is a plethora of health hazards associated when dealing with grossly-contaminated water. It is critical that contaminated water is kept from contacting the body. The most susceptible areas are cuts, sores, and mucus membranes. Technicians should wear suits, hoods, respirators, eye protection, rubber boots, and gloves until all contamination has been addressed.

Removing Or Cleaning Contaminated Items The IICRC S500 states that all porous items affected by contamination be removed and disposed. Semi-porous items can be individually evaluated. Non-porous items (or items that do not fall under the porous or semi-porous description) should be cleaned and sanitized.

During the decontamination stage of the project, dehumidification may be necessary to limit the potential for secondary damage. However, restorative drying should not take place until the environment has been returned to a category one state. Just because you cannot see contamination does not make it any less of a health risk. Be aware of what contamination may be present and address accordingly.

Admin Best Practices Š Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 By: Emily Conroy It’s finally springtime!!! A time when our world refreshes and grows! That makes it a perfect time to review Delta’s Administrative Best Practices. It’s also a great time to refresh current practices that may be a little dusty and adopt new practices to help your business grow. A little administrative spring cleaning, if you will…

General ➢ FOLLOW THE SYSTEM!!! ➢ Provide stellar customer service. ➢ Reach out to your DDG team for help at any time.

DMS ➢ Use DMS in full for every job: o Enter all job details accurately & consistently. o Issue Work Orders and Purchase Orders from DMS. o Save all job documents & pictures in DMS. ➢ Sync jobs & estimates from DMS to QuickBooks. ➢ Sync costs from QuickBooks to DMS. QuickBooks ➢ ➢ ➢ ➢ ➢ ➢ ➢ ➢ ➢

Upgrade your QuickBooks software every 2 years.

Update Customers, Jobs, and Estimates after every DMS sync.

Attach documents to each job and add Notes to document everything.

Run an A/R aging weekly to make sure all collections are current.

Job cost everything you can. Remember, if not for the job you wouldn’t have the cost.

Run P&L’s at the completion of ever job. Run P&L’s several times on large jobs.

Pay bills by entering the bill first using the ITEMS tab. Then process the check.

Use Intuit payroll services to job cost labor.

Sync customers from QuickBooks to T-Sheets.

T-Sheets ➢ Track all employee time and locations through T-Sheets. ➢ Create several ‘dummy’ jobs for after-hour calls so all labor can be job costed. © Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 ➢ Have managers review & approve all timesheets. ➢ Sync employee hours from T-Sheets to QuickBooks.

Now you’re supplied with everything you need to get your house in order. Happy cleaning and happy spring!

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019

The Magic One-Hundred By: Jake Tegtman If you want more jobs in, you need to make more in-person sales calls. The actual number you’re looking for might vary depending on how long your franchise location has been in business. But, since we have so many new franchises, I’m going to be talking specifically to those are still within their first three years of operation (though all of us can always benefit from a refresher on the basics). I want to talk to you about “The Magic One-Hundred.”

What Is The Magic One-Hundred What is the magic one-hundred? For those of you with Delta franchise locations that are within the first three years of operation, the magic one-hundred is the number of in-person sales calls your franchise should be making, per week.

One-hundred per week. Twenty per day.

It doesn’t matter how many hours it takes you. It doesn’t matter if you make those sales calls at agents’ offices or at networking meetings (anyone you visit at a networking meeting who could refer you work, counts). It doesn’t matter if the sales calls are lunch meetings or even golf meetings. Every point of in-person contact counts.

It certainly counts whether or not you’re hitting that magic one-hundred.

Mastering Principles For those of you who have regularly joined our Monday Marketing Calls you may have noticed that we cover similar topics quite often. Every topic of discussion when it comes to in-person marketing involves the same basic principles of people skills, asking good questions, listening well, and so on. But that isn’t to say that those recurring principles are in any way accidental. We review the basics so often because they’re so vital to our success.

And for everyone out there beating the streets, making regular sales calls, you know the value of continually coming back to the basics.

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 Mastering the basics means that you get more out of your effort. When you work, you get more done in less time. Abraham Lincoln was once quoted, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” It’s much easier to sharpen an axe than it is to chop at a tree using a dull axe. It’s also much easier, by extension, to chop at a tree using a finely-sharpened axe than it is with a dull axe.

It’s likewise easier to develop new business if you’re continually mastering the basics (sharpening your axe on our Monday Marketing Call) and if you’re continually applying those new skills (chopping the tree by making enough sales calls).

Now, this is actually where the analogy ends, because when you make more sales calls (or chops at the tree), magically your “axe” gets sharper. You get better at talking to people.

You ask better questions. Listen better. You think through how to maximize your marketing efforts with less time. The more sales calls you make, the better of a marketer you become, and the more results you get.

Up to a point.

Your Market Size Even the best marketers can struggle in very small markets. The problem is that there’s just not enough prospects, and if you mess things up, the market is less forgiving. Smaller numbers can sometimes mean that you have less margin for error on both the marketing side and technical sides.

When you limit yourself to making less than one-hundred magic sales calls per week, you’re artificially creating a smaller market for yourself. Your territory might be in a huge city, but your “marketing territory” might only be a couple dozen people. How big is your marketing territory? You tell me. If you’re hitting one-hundred a week, you *virtually guarantee success for yourself. Even if your “axe” is dull you’ll find people who literally can’t wait to send you business. Plus, you’ll get better as you go.

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 In Summary If your “axe” is already super sharp you have even more reason to hit the numbers hard. If a new marketer gets five out of a hundred referral sources to send them business, you might get twenty-five and make a ton of money. But you don’t really get the benefit from being good at your craft until you make those large number visits.

If you want to get more business, master the basics, never worry about generating cashflow again, and ultimately succeed with less effort, hit that magic one-hundred each and every week.

Disclaimer: Jake has been the marketing rep. for Delta Disaster Services of Western Colorado for the past three-and-a-half years. Though these techniques and marketing approaches have worked for him in his territory (quite well), they are merely suggestions to help you grow your business and are not guarantees for success.

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019

What Great Leaders Do By: Joel Garfinkle What does a leader look like? Think of two leaders, famous or not, whom you admire and respect. What do they do that is so different? What traits do they have that help them excel at a high level? Leadership is not a great mystery. Great leaders have specific traits in common. These traits can be learned and developed—by you!

As a leader, you need to understand the specific traits that will help you achieve a high level of leadership success. Here are ten tips to help you identify what you as a leader must do.

Look again at the two leaders you identified. Go through each one of the points listed below and notice how they do each one.

1. Great leaders lead by example with an overriding guiding vision or purpose. They possess an unquenchable passion for successfully implementing the vision of the company regardless of the disapproval of those individuals who fail to see the bigger picture. They don’t waste time worrying about day to day responsibilities or problems. Instead, they focus on where the organization needs to go.

2. Great leaders know how to be themselves and are proud of who they are.Because they are comfortable with who they are, they are able to do what they need to do and say what they need to say with conviction — and without caring about what anyone else thinks.

3. Great leaders have the ability to inspire confidence in others. They can clearly and concisely communicate their message to motivate those around them to greater heights of achievement. People will do more for leaders they respect than they would do for anyone else.

4. Great leaders are never self-serving. Unlike the star employee, they aren’t focused on proving themselves but are focused unconditionally (and not selfishly) on what is best for the organization. They put their vision for the company above their own interests.

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019 5. Great leaders rarely question themselves. Instead, they listen to their inner voice and trust it completely, allowing it to be their guide with each step they take, even as they move in directions that no one has gone before. To be a great leader, you must believe in this voice and trust that it will always be there to guide you.

6. Great leaders know when to take advice. They value support from others and bring others into their circle who can provide the counsel they need. They realize how large their tasks are and find the resources and people they need to generate support, which is vital for success. You can develop your top talent by providing them with coaches and mentors, so that they have support when they need it.

7. Great leaders possess the foresight to move ahead, even in the most questionable times. They take risks and realize the importance of moving forward—daring themselves and others to venture out in new directions. They realize this is part of their responsibility and not something they can turn their backs on. Once they realize the vision, they rise up to the occasion and take the necessary risks required for implementation.

8. Great leaders love what they do and communicate their passion to others. They exude a passionate energy that rubs off on others around them. They have a light, effortless, and clear persona that is projected to everyone they meet because they are so in tune with their work. Others feel this and want to be a part of the vision that the leader is bringing forward.

9. Great leaders learn to lead by following. They trust those who are in authority above them and are loyal to them. They are inspired by the vision that is being passed on to them and may even notice themselves liking and wanting to be more like their leaders and managers.

10. Great leaders never quit. They embrace and overcome any obstacles, personal or otherwise, that stand in their way. Thus, they need to do the necessary work on themselves to prevent anything from holding them and eliminate habits that are keeping from being the best leader possible.

“What Great Leader Do.” Garfinkleexecutivecoaching.com, 22, April, 2019, https://garfinkleexecutivecoaching.com/articles/what-great-leaders-do

© Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002

May 2019

Š Delta Development Group | deltarestoration.com | (844) 726-0638 5525 W. 56th St., Suite 300, Arvada, CO 80002