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Junk removal invoice template for teams

what's up guys Andrew here pricing was one of the hardest things in junk removal for me when first starting and what made it annoying is that no YouTuber showed their pricing sheets well I'm gonna show you everything I want to cover how to set your pricing your extra fees how to handle phone estimates how I handle in-person sales or at least tell my employees to handle them now I want to cover a bit of the cell psychology I use as well I'm a bit wary of sharing this because well I don't want customers to think I'm scammy because I'm definitely not it's just how it is in this business and I'd rather share all of my secrets pricing was one of the hardest things in junk removal for me when first starting and what made it annoying is that no YouTuber showed their pricing sheets well I'm going to I also understand why they didn't show their pricing sheets because every city is vastly different from just the markets and dump fees prices everything but I still wish I saw something to kind of have something to compare to something to work with if you don't know who I am my name is Andrew I'm a Serial entrepreneur software engineer and a junk removal business owner I started a junk removal business in California as a stepping stone to return to to my passion of technology and apps I invite you guys to stick around hang out follow me on my journey from becoming a junk removal business Titan to building a billion dollar Home Services app that's going to compete with house call Pro and work ease so let's just get into it how to price jobs pricing out jobs is fairly simple you want to charge based on volume an eight a six a fourth quarter half so on every quarter includes 30 minutes of Free Labor so a half load is one hour and a full load includes two hours of Labor I'll go over extra fees if one photo takes longer than two hours you just need a little practice and you'll be able to look at any pile any house and know how much space it's going to take up or how many loads in your truck or trailer I called 1-800 got junk to see their prices and I just went 200 less that's all I did in the beginning now I match the pricing however when it comes to construction debris concrete roofing tile heavier Machinery I have an extra weight fee of 50 per quarter so a full load of heavier junk would be an extra 200 on top tile and concrete though if it's just pure time concrete I only load up to the one to two foot mark on my truck not all the way to the top I mean that's considered a full load let's go over extra fees extra fees this was the tricky one because nobody wanted to show their extra fees I had no idea everybody talked about it but I didn't know how much they were charging what kind of extra fees so I kind of just built my own extra fees list and made up this is still something that I have not seen because I have not seen 100 got Junk's extra fees I haven't seen anybody's extra fees so this is kind of just my made-up list that I've come up with over time but there are extra fees from stairs extra long distance elevators plus long distance Bank Bud fees urine fees feces fees heavyweight fees extra labor per person per hour fees and bagging fees yes if I'm sitting there bagging an entire house there's extra fees we don't do bed bugs anymore because now that I'm off the truck we have multiple employees it's more of a liability and most employees just don't want to do it not even if I give them the extra fee so if a full load were to take four hours because they have scattered everywhere it's 11.95 for a low 200 for the extra labor for the two extra hours fifty dollars for bagging up to 10 bags so the total would be 14.45. what I really hated when I was doing my research is nobody showed their pricing sheets so here you go pricing sheet insert being here is my pricing sheet for LA County you will have to adjust you can probably use this pricing in New York or LA but most other states probably not after about two months in business I decided to call 30 companies or I had somebody call 30 companies and record every single call put it into an Excel sheet hired somebody on upwork.com for just a couple hundred bucks so I have all of my 30 competitors prices recorded calls so I can hear their sales pitch and at the end of the day my prices were basically right up with 1-800 got junk and that's what I wanted I'm not trying to be the cheapest and trying to be the most fun most awesome and of course customer service and stay in business eventually when you feel confident enough and you have like a professional looking truck and you have your decals near the real deal charge the same price as 1-800 got junk okay let's go over phone calls I will just say this jra's got the best content for phone calls I watched it all they have a one hour long video which is great and then Melissa has a bunch of short one to three minute click videos on in a playlist probably another hour of content I will put the link in the description to all of those videos you need to watch them all if you watch all of those you will basically know how I present on the phone or how I pitch on the phone you try to avoid an estimate you just give them the range but I've decided I'm going to make a separate video on this with real phone calls please comment below if you would like this because I will record like 10 of my calls and put in my tips so you can hear me pitching on the phone I will say one thing though from the recordings of those 30 companies I did learn one thing that was crazy what I learned is they do not sound excited at all they answer the phone light hello and I was flabbergasted that I would say a majority of those companies answer the phone just saying hello like they were bothered I was calling you want to answer the phone I'm like hi this is Andrew Jedi junk removal how can I help you at least sound somewhat enthusiastic that would just be my little tip for now I mean that's an obvious tip but seriously everybody seemed bothered unless it was like junk luggers or you know a franchise they were trained but most of the like the little companies in my area they sounded so bothered don't be like that let's go over some of my discount and sales psychology I don't think this is bad or scammy I think it's just a little bit of cell psychology so I don't include taxes in our prices I have taxes built in that's why I charge so much I know some people charge tax we don't don't charge tax or credit card fees included in your price don't charge taxes and use this to your advantage ever have a customer seem hesitant with the price I would say I'm not going to charge you taxes guess what this saves you 10 percent La tax is expensive when it comes to pay I act as if I'm doing them a favor and taking taxes off I mean if they seem a little bit hesitant by the way sir I'm not going to charge you the 10 tax so you're just paying the 11.95 which saves you like 120 bucks in taxes so tip number one tip number two make sure your prices are high enough that you can eat 10 on every job so 11.95 minus 10 closer to a thousand bucks a load I'm still fine so to save that job if I had to I would say Sarah know what I'm going to do I'm not going to charge you the tax that saves you 10 percent but I'm also going to give you 10 off so you're saving 20 I don't ever do this for anybody or tell your employees like Hey we're not supposed to do this we're going to give you the five percent veteran the five percent um senior discount don't tell my boss you know we're only allowed to do this once a week but you're really cool so you're effectively giving them 20 off so if your prices are high enough that you can eat 10 on every job you're effectively giving them 20 off it works like a charm I don't think it's scammy I just don't charge tax and I use that to my advantage so that's tip one don't charge tax tip two ten percent off tip number three is upsells upsells is another way to use psychology you always want to add as many possible upsells as you can because you need to make the money off the extra work you're doing stairs cost extra work long distance cost-sexual work extra labor costs extra work extra weight so I'll add on like 300 in extra fees and if I can't save the job or they're hesitant about it and they see the the pricing sheet with all the extra fees right not only use the you know what I'm not going to charge you 10 tax you know that saves you a hundred dollars of taxes I'm gonna give you the five percent senior five percent veteran you're effectively saving 20 at least 300 in up fees and extra labor fees I'm just gonna charge you the 100 out of the 300 extra fees I'm saving you 500 right now works every time tip number three use upsells to your advantage so you can start tagging them on and of course you want to get the upsells but you can drop them to save the job this all only works is if your pricing is high enough to where you can eat the 10 if your full load price is 700 bucks increase the price so it includes your tax and you can eat ten percent so jump into 600. if you charge tax up the price stop charging taxes use tax to your advantage I hope these tips help guys I'm gonna do a whole nother video on phone calls but if this helps anybody please comment like And subscribe it really helps me a lot it lets me know know that you guys want more content and please please please please please please please please join my Discord Channel I will put a link in the description because I'm trying to start a Discord channel for all of us to share and learn from each other the Facebook groups are great but sometimes the beginning when I was learning I was wishing there was a more real-time chat when I had questions like getting whenever I wanted to get a bid on a photo I would send photos to the Facebook group but I'd have to wait two days with somebody to reply because I didn't know what to charge so I'm trying to build a Discord community so please join would mean a lot to me and as always toodles just another sunny day [Music] it's where the people came to play [Music]