Maintenance Engineering President Curt Kesselring “11 Grendlerisms”

Frank Grendler is Maintenance Engineering all time #1 Top Sales Producer. He started selling in Iowa in 1975. Over the years, he has earned the affectionate moniker of “Ol 31″. He turned 72 last August. How did he do it? How does he still do it? What sales techniques does he use? What fundamental philosophies does he use to guide him? the answers to these questions lie partially in the “Grendlerisms” I’ve gleaned from conversations with Frank over the years. I’d like to share them with you:

1. “YOUR YEAR IS MADE IN THE FIRST QUARTER.”

2. “I TAKE 3 MONTHS VACATION PER YEAR… EVERYONE DOES… THEY JUST TAKE IT 15 MINUTES EVERY HOUR.” (some take even more.)

3. “I THINK ABOUT THE 15 MINUTES OF VACATION I”M ACCUMULATING AS I WORK EACH HOUR.”

4. ” I DON”T WASTE TIME ON CHITCHAT ONCE I’VE DETERMINED A CUSTOMER ISN”T GOING TO BUY.”

5. ” I RUN BETWEEN FIELD CALLS”… verified by trainees!

6. ” I GIVE EVERY PRESENTATION TO THE BEST OF MY ABILITY”…the Maintenance Engineering Presentation… exactly.

7. ” I MAKE 50 CALLS PER DAY IN THE FIELD” to maximize time in front of prospects.

8. ” WHEN WORKING THE PHONE, MY GOAL IS TO KEEP THE PHONE BY MY EAR.”… you can only sell when you have a customer on the line.

9. “I WORK WHEN I”M SICK”… who would waste a vacation day being sick?!

10. “I WRITE EXTRA VOLUME TO COVER COMMISSIONS LOST DUE TO PROBLEMS” (e.g. damage, customer error, office error, etc.)… it takes less time to write extra volume then it does to complain.

11. “I TAKE MORE PRIDE IN OPENING NEW ACCOUNTS THAN REPEATING ACCOUNTS.”

So there you have it. Simple, powerful, anyone can do them for one day… or a month, a quarter or a year! Frank does them for a career and it’s made him Maintenance Engineering’s “All Time #1 !!!

Congratulations Frank, you’re an inspiration to all that know you!

Curt Kesselring



President, Maintenance Engineering

www.me-dtc.com

Maintenance Engineering Vice President Dennis Leno “Oktoberfest 2011″

Here is a quick reminder about Oktoberfest 2011! Oktoberfest has become of of Maintenance Engineering’s premier events and you don’t want to miss it. It is a money making, motivational, fun event that will keep your batteries charged all year long.

There is a tremendous power in associating with Top Producers. You cannot help but pick up techniqeus and ideas that will hepl you have a successful year.

Set you sight now on attending Oktoberfest 2011. It’s one of Maintenance Engineering best events of the year. Come and join Maintenance Engineering family for the time of your life.

Dennis Leno

Vice President, Maintenance Engineering

Maintenance Engineering presents “Frank’s Corner”

This week, Maintenance Engineering’s all time top producer Frank Grendler is sharing one of his great selling tips!

Recently, the great lady tennis champion, Venus Williams, was asked the key to her success. she answered, “Hard work, confidence and heart.” We all know the harder you work the more confidence and heart.” We all know the harder you work the more confidence you get, but heart is harder to define. It’s what makes a salesperson close one more time or make those extra calls when tired.

We also saw heart demonstrated this winter when Dennis and the Home Office Managers went out in 25 below zero weather, fine tuning our new field presentation.

All great athletes, like Venus Williams, will tel you that you can’t teach heart- it’s something you have to want to do, but it produces the greatest rewards in sports and in sales.

Frank Grendler,

Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Buy Now!?”

The nation’s economy is struggling. Unemployment is high. House prices are down. Interest rates are down. Used car prices are up. New car prices and lease rates are down.

The light bulb replacement business continues to be rock solid. The Maintenance Engineering opportunity allows you to determine your income. $100,000 incomes in Maintenance Engineering are a reality for those who choose to go for the brass ring.

What a perfect time to buy a new house or car!! While the rest of the nation is concerned and cannot take advantage of these buying opportunities, Maintenance Engineering salespeople are in perfect position to boost their income AND take advantage of these opportunities.

At Maintenance Engineering we have a fantastic opportunity. It is rock solid through good times and bad. At Maintenance Engineering the only mistake we can make is to listen to the news. At Maintenance Engineering we make our own news… and it is as good as we choose it to be.

This week take a look at your 2011 goals. Did you set them high enough? Are you taking full advantage of this fantastic opportunity that we are so fortunate to have? Maybe this is the time for you to look at that home or car that is now available at a much better price. Maybe it is the time for you to BUY NOW?!

Curt Kesselring



President, Maintenance Engineering

Maintenance Engineering President Curt Kesselring "Different... And Better... Maintenance Engineering and You"

That's our goal for Maintenance Engineering's entire product line. We want Maintenance Engineering to stand out from the crowd. we want to look different and be different in product appearance, design, and performance. Most of all we want to be better in efficiency, in guaranteed life and in the quality of light produced. I'm happy to say we have achieved this goal and now we continue to raise the bar to even higher levels of quality for our products. The most recent example is our LED lamp line which carries a 15 year guarantee!

Our standard of being different and better for our product line applies equally as well to you as an Maintenance Engineering sales representative. As a salesperson there are huge financial rewards for being different and better. You need to set yourself apart from the competition by being DIFFERENT. You want to be remembered by your customers for your appearance, your service and your enthusiasm and confidence. You want to be remembered as being BETTER. You want the customer to have a better overall experience with you than with the competition.

Take a moment and compare yourself to your competitors. Are you as different as you could be? Are you better in every way? If not, then you have an opportunity to be Different and Better in dramatic ways. Do that and you'll stand out from the crowd.. by being DIFFERENT and BETTER.. Maintenance Engineering and You!

Curt Kesselring

President, Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno "Summer Selling"

"I have to go get more money."

Veteran Steve Meldahl recently told me a friend of his who is very successful in the auto sales industry. He has a special quote that he has used to inspire himself to success that Steve passed on to me. His quote, "I have to go get more money."

I especially like this quote for two reasons:

1. It's inspirational. Having more money is exactly what life is all about. As Cardinal John Henry Newman said so many years ago, "The only evidence of life is growth."

2. It's definitive. it tells you exactly what you should be doing every day. Go help more people, go get more money.

That brings me to summer selling. What are your plans to bring in more money this summer? Have you thought about it? Have you set a goal? While your competition is relaxing and taking off a ton of time, why don't you go and get more money? Summer is a great time for the workers!

Dennis Leno
Vice President Maintenance Engineering