Know-How Exchange : Strategy

Why a realtor? Is it to help people clean out their homes pre-sale? If so, how do you stack up against the other junk removers in your area? If you're not sure, start there. Understand what others are offering and what value people place on the service. Once you understand that, contact a realtor or two (perhaps friends or friends-of-friends) to learn about their referral business. Is junk removal a common need? If so, how do they choose a company? Don't sell them anything - just ask questions and listen well. Repeat this process with other realtors and you'll have a better idea of how to best approach them - and what message to use with them. It's not about donuts & business cards - it's about the right offer with a clear benefit to them.

Direct response sales letters with social proof (testimonials) can work well. Use before and after photographs and back up your claims with solid and proven benefits. Use the letters to introduce yourself, then, call (sorry, no way around this) and ask if you can come in to meet with the realtor
and bring them lunch (sandwiches, pizza). Ask to show them more ow what you can do for them.
Make it clear that you're not selling, you simply want them to be informed. Ask them for a test
for which you'll charge a lower than normal fee or that you'll do free of charge on the proviso that they'll use you at least once in the next 60 days at your full rate (and get this in writing via a signed contract). This shows you're serious, that you know your stuff, and that you know enough to earn their trust and win their business.

You'd also do well to connect with your local NAPO chapter (National Association of Professional Organizers), https://www.napo.net and perhaps become an associate member of your local chapter (to which you could then give a presentation). You'd also do well to connect with home stagers.

Re: call reluctance: I believe the most important thing to do to overcome call reluctance to focus on helping and serving people. If you are honestly and sincerely trying to help them, you can find many specific sales tactics by reading sales books.

Are realtors a good target? Probably, but don't target them exclusively.

Here is my big concern. You say that your advantage is speed. That is another way to say that you are not very busy. If 100 realtors request your services, what will happen to your speed advantage?

There is a saying in business: cheap, fast, good: pick any two. You cannot be cheap and fast and good in the long-term. It is not sustainable. That means: you want to continue to be fast and responsive, you will probably need to raise your rates and/or decrease your quality of service (hiring more staff).

For more information, I highly recommend the book “The E-Myth”

If you have any questions, please feel free to click on my username and send me an e-mail. Good luck.