People always want what they cannot have and will pay a premium for it. Whoever does your tours needs to learn some basic sales skills, and scarcity is one of the skills that is vital to increased tour conversions.
If you were to walk into my office you will notice there are goals written on the walls. If you were to walk into my bathroom you will see goals taped to my bathroom mirror. If you were to look in my wallet, you will see my goals stuck to my driver’s license. Why is it important to write down your goals and look at them often? First of all, your brain sees things consciously and subconsciously. When we look right at a picture or a goal and actually think of it while we are looking at it, we are using our conscious mind. Our conscious mind is the most vulnerable to doubt and negative thoughts. We may look at a goal using conscious thought and deep down think it may be unobtainable.
Not many child care businesses reach that elusive threshold, one million dollars of annual revenue. It took me over 5 years to hit it, and since then my centers have generated well over 24 million dollars of revenue. The first million was by far the hardest! I have never met anyone who hit the one million mark by accident. No one in this industry hits the one million mark and wonders how it happened. It always starts with a dream, then a goal, a deadline, and then a whole lot of hard work.
The number one complaint I hear from clients these days is staffing. In this booming economy, attracting quality staff and keeping them is getting harder and harder as employers have been raising wages and incentives to attract staff at a higher rate than we can raise parent tuition. It is time to get pro-active and start fighting back! I have developed these techniques over the past 20 years and now boast a very small no-show percentage and a very low turnover rate, in an area with less than 3% unemployment.
Does it ever seem like your licensing inspector picks on you? Do they find little things that, to you, seem like no big deal? Are you stressed out each time they arrive at your center? If you answered “Yes” to any of these questions you are not alone. However, imagine if there were no licensing inspectors, or no licensing standards for that matter. What might you be tempted to change at your center? Would you increase your child-staff ratio? Would you let your employees take naps with the children? Would you let babies share bottles with each other? The answer is probably NO to those questions. Why? Because YOU are an amazing caregiver and you are focused on quality, but not everyone is like you.
Many people know that my favorite book in the whole world (other than The Bible) is The Slight Edge by Jeff Olsen. Every time I read it, which is well over 20 times, I can see the keys to my success written all over the pages. To me, it is like reading an auto-biography. The whole plot of the book is that your success (or failure) is hidden in your daily routine. What you do today will have either negative or positive consequences to you in the long term, if you repeat those behaviors daily. To succeed, you need to be able to master the mundane. What does that mean? It means you must do simple repetitive daily disciplines each and every day to form successful habits. They are very easy to do; the only problem is they are also easy not to do.