I’ve taught more than 3,000 students my IOMI® office moving seminar.  In every in-person seminar, I asked my class what is the number 1 goal a supervisor should have when [...]

Who hasn’t heard the saying, “The customer is always right,” along with its ugly cousin, “When the customer says ‘Jump,’ you should ask, ‘how high?” In my opinion, these clichés [...]

(continued from last week’s post, Part 2) Launch your attack by “cold calling” the largest companies in your city, following this script.  (To get the contact information, subscribe to a [...]

(continued from last week’s post, Part 1) …I have discovered a “backdoor” approach into winning all their business that I’ll share with you now.  All you need is a “white [...]

Large companies are always moving.  When companies are not growing and expanding, they are shrinking, consolidating and storing furniture.  Big companies are always doing something. If they are presently using [...]

In my last post, I started telling the story about how I learned about why my salesmen weren’t getting any good leads from our investments in the Building Owners & [...]

What is networking?  I believe it’s a venue where you go to get leads because either the attendees need your services, or they know of someone who does.  Unfortunately, no [...]

Whenever a prospect called our office for an estimate, we always tracked their reason for contacting us.  We wanted to know what drove customers to our doors in the hope [...]

One of Einstein’s most famous quotes defines insanity as, “doing the same thing over and over again and expecting different results.” In our industry, it’s often referred to as working [...]

I’m always amazed when an Office & Industrial salesperson tells his customer that a project manager (PM) will be running their small move.  In my opinion there is a huge [...]

If your banker is Lou Douglass, trust him. Not all bankers are as trustworthy or believe in relationship banking. As a former owner of a moving company that only did [...]

Until I learned the seven most important words for running a company, my nickname was “No Life” because I had no time to myself. If employees had a question about [...]

With a master’s degree in urban affairs, how did I become an office mover? My first job was with the State of Connecticut, where our mission was to “fight” substandard [...]

What’s your policy when a customer accuses your movers of stealing? Do you have one? Has it ever happened to you? Did you reimburse the customer for the alleged theft [...]

One of the biggest challenges that property managers and movers face during an office relocation is how to protect reception room and glass building entrance doors, as well as lobby-side [...]