RainSoft Pipeline 2019 #7

SCOTT HARMON HONORED WITH JOHN WILTSHIRE AWARD

Scott Harmon was presented with the prestigious John Wiltshire “Mate” Award at the Central Region convention, August 17-18 at the Renaissance Addison Hotel in Dallas. The RainSoft Director of Technical & Customer Support, he began his RainSoft career in the factory in 1986 and has been with Aquion for the last 22 years.

“I was completely surprised by the announcement. It came out of the blue,” said Scott. “My part of the world is not a path for recognition, so it is very humbling and thoughtful to be recognized for your efforts. I enjoy working with all the people at RainSoft.”

RAMOS-IDELFONSO AND PLATT EARN ROOKIE OF THE YEAR AWARDS

Enith Ramos Idelfonso and Forrest Platt were co-winners of the Dan Hager-Michael Keck Award, recognizing RainSoft’s top rookies.

Enith works for Universal Solar Products in San Juan, Puerto Rico and was featured in the July 2019 issue of Pipeline. She’s a former high school teacher who attained Platinum Level status three months after being hired by Moises Almansa.

Forrest works at Quality Home Products in Houston, and thanked Crystal Jones for helping him accomplish his goal.

GEER, LONDE AND TOULOUSE ACHIEVE PAC LEVEL 10

Congratulations to Brian Geer of Anderson Water Systems, Jack Londe of A&B Marketing, and Steve Toulouse of Tri State Water Treatment, for attaining PAC Level 10. Each was awarded a gold Rolex watch at their respective conventions this summer.

“Before I had learned a demonstration,” said Forrest, “Crystal had me knocking on doors and would tell me I’ve got to learn that demo, then all you do is run so you can win the trip to Vegas and you WILL be Rookie of the Year. She drilled those things into my head every day for weeks and months until I had a one-track mind.

I wouldn’t be selling water and never would have won this award without her support.”

Brian Geer

Steve Toulouse

Jack Londe

South Atlantic attracts record crowd for convention

The more than 600 people who were in attendance August 10-11 at the Rosen Centre Hotel in Orlando not only made it the best attended of all the conventions this year, but also the largest regional event in RainSoft history. That bodes well for the International Convention next summer, says Regional Director Mark Gagnon.

“Everyone in our region is super excited about Orlando. I think it will be the largest convention ever,” he said, indicating there was plenty of be excited about this year. “Jack Londe receiving his Level 10 PAC Rolex was special, as was Keisha Lanier-Brown from RainSoft Huntsville winning the Crack the Vault $25,000 grand prize.”

Mark’s goal of growth for 2020 received a kick-start from guest speaker Bob Quillen at the morning General Session. It set the tone for the afternoon seminars. Ruben Silva moderated the Marketing seminar, which included speakers Joel Brow and Don Miller.

CRACK THE VAULT GOLDEN TICKET WINNERS

$25,000: Keisha Lanier-Brown, RainSoft of Huntsville

$10,000: Michael Eisbrouch, Charlotte County Water

$5,000: Fiorella Quintana, Miami Water & Air

Service Sales (SMU): Rick Shotwell, Charlotte County Water

Inside Sales – Expert/Rookie: Wendy Embrey, RainSoft of Huntsville

Inside Sales – PAC/Master: 1st Place: Julyean Russell, Florida Energy Water & Air

2nd Place: Fiorella Quintana, Miami Water & Air

Outside Sales – QBC/Rookie: Carlos Rivera, Florida Energy Water & Air

Outside Sales – PAC/VIP: 1st Place: Randy Williams, RainSoft of Huntsville

2nd Place: Jack Londe, A&B Marketing

3rd Place: Wayne Shapiro, Coastal Energy Water & Air

Random Winners: Melody Adams Penn, Florida Energy Water & Air; Keisha Lanier-Brown, RainSoft of Huntsville; Michael Eisbrouch, Charlotte County Water

It was all encompassing with various marketing techniques and tips, as well as an interactive discussion that focused on setting callbacks and setting appointments in The Home Depot stores.

Mark and Don led the Sales meeting and were joined by Keith Locati and Dan Pfister. They covered a wide range of items, from preparing for the sales call to the close and all in-between. The panel included shared experiences from Keith Bazemore, Juan Betancur, George Gomes, Jack Londe, Mike Murray, Wayne Shapiro

and Randy Williams.

The Service session moderated by Pat Donaldson included a spirited Q&A discussion and team building experience.

The program concluded with the Awards Banquet, where Florida Energy Water & Air won 6 of the 10 categories.

The Altamonte Springs division was recognized as the top Dealer, Office and SMU Office. Johnny Douglas was the top SMU Service Person, Bill West won top Outside Sales Manager and Hayden Fantino was the top Inside Sales Manager.

From the Field:

MEET INSIDE SALES REP SHYNIQUE ROSS-WHITE

When Shynique Ross-White accepted her second place award as one of the top inside sales people in the North Atlantic region at the Pittsburgh convention on August 1, it was a significant accomplishment. A former sales rep and adviser for a Wilmington, Delaware beauty salon and supply store, Shy has made tremendous strides in a short amount of time. She won’t celebrate her second work anniversary with Atlantic Water Products until January!

“Finishing second was a very proud moment for me. I never place in anything and when I first started, wasn’t sure this was the job for me,” said Shy. “I like that I can make money, be myself and have fun doing so – there aren’t many jobs like it. Having fun while making money is hard to find. And the people I work with, from upper management to my co-workers, make you feel like you are part of a second family. That makes it an awesome company to be apart of.”

As an Inside Sales Specialist, her hours are filled talking to customers and setting appointments. She also spends considerable time at local area Home Depot stores chatting up the benefits of RainSoft products and setting in-home appointments.

“Prior to joining Atlantic Water Products, I worked for Beauty View. helped customers with questions about their hair and beauty products,” said Shy, who enjoys traveling, shopping, and spending her free time with family and friends. “In this job, it’s my responsibility to make the customers feel as comfortable as possible so can set them up for a good day and time for one of our awesome sales guys

It’s my responsibility to make the customers feel as comfortable as possible so I can set them up for a good day and time for one of our awesome sales guys to go to their home and sell them a RainSoft system.

to go to their home and sell them a RainSoft system.”

With that kind of enthusiasm, there is little doubt why she’s successful.

“What led me to Atlantic was needing a new opportunity to make more money. It gave me that. I tell people all the time this is an awesome job if you want to make money. The knowledge my supervisors – Kim Spencer and Paula McGovern – provided has led me to achieve every goal I’ve wanted to achieve at this time, with more money and goals to hit in the future.”

INSIGHTS FROM THE TEAM

to get my water tested too, and was blown away by the results,” says Cerrone. “I immediately invested in a RainSoft system and kept in touch with Robert Thompson. Stephen and I spoke on a regular basis, then they told me they were starting a dealership and were looking for motivated people like myself. At first, didn’t think I had what it takes. was a truck driver and had a local route. was home every

night but I wasn’t happy with the long hours.”

“Cerrone is a mentally strong guy. He has a great work ethic, he’s very humble and is detail oriented,” remarked Brooks, the President of Hudson Valley Environmental Solutions. He was there when Cerrone was presented a top 10 Regional Sales award at the convention in Pittsburgh.

“Cerrone is one of the first sales people we hired. He had no sales experience but he’s able to harness what people need. He’s also one of the nicest, most giving and genuine young men you will meet.”

MEET OUTSIDE SALES REP CERRONE WASHINGTON

Cerrone Washington wasn’t looking for a new career when he talked to his neighbor, Stephen Brooks, about the ongoing water problems in their hometown of Newburgh, New York, located along the Hudson River 60 miles north of New York City. But 2-1/2 years later, he’s one of the top sales reps at Hudson Valley Environmental Solutions in Newburgh.

“He told me he had his water tested and was very hyped about it. I decided

Cerrone is proof that good things happen to good people. Beyond work, his wife Libra is very supportive. They have a daughter, Genesis, and another child is due next spring.

“It’s the best decision I’ve made in my life, career-wise. got involved because I wanted to pay it forward and help as many people as could,” he remarked.

“What I love about this job is educating people about what’s going on with the water and being able to take care of my family while doing so. There’s a lot of negative people out there who say this isn’t something you should consider a career, but I’ve learned to ignore the noise. I’m proud of what I did in sales last year and my goal is to double it next year.”

Shared from The RainSoft 2019 Regional Convention

Keisha Lanier Brown

My biggest supporter. I love you Richard!

Shared from The RainSoft 2019 Regional Convention

Alexander Maradona

Shared from The RainSoft 2019 Regional Convention

Alexander Maradona

Broward Water Consultants Team

MEET SUPPORT TEAM MEMBER SAM METALLO

Technical consultant Sam Metallo began working at RainSoft corporate in November 2000, but his history and interest with water goes back to the 1980s. He’s also enjoyed some stints and crossed paths with Scott Harmon and company legend Don Miller a few times.

Sam started a construction job after high school, became a plumber’s apprentice and later took a job with a water softening company. He read water manuals during work breaks, and his plumbing experience led him to a job with a RainSoft dealer in Island Lake, Illinois in 1986. Five years later, he relocated to Denver and began working for Don Miller.

“Scott Harmon was the Service manager and I stayed there until 1994. Don opened an office in Colorado Springs and asked me to be the Service manager,” Sam recalled. “That was rolling along great until Don sold the company in 1999 and the new managers didn’t want to continue in the area.”

After moving back to Illinois, he took a job with a local RainSoft dealer whose technicians lacked water experience. This lack of experience generated numerous customer complaints back to the corporate office. Sam spent weekends resolving issues to the point that Harmon, now working on the corporate side, asked what happened to all the complaints. That led to the position he’s held for 19 years.

“The responsibilities have changed over the years, from traveling to conducting training classes with dealers and working on problem water, to answering questions from field techs and end users,” he said.

“When I first started we only had RainSoft and ProSystems. Now we handle a variety of products from six different companies. I love helping customers fix issues with their system so they can get back to having clean water.”

A cancer survivor, Sam is thankful for the chance to play golf, snow ski and hang out with his grandchildren.

“I had to have my voice box removed so I’m grateful to the company and all the dealers and techs who put up with my rough sounding voice on the phone. They have given me the ability to continue working and providing for my family. I am truly blessed with great friends and co-workers.”

sales manager taught you to go from one close to the next and polish up the close. Practicing helps. The 10 initials I used stood for these closes:

TF: The Ten-Forty. “In 10 years, you’ll spend about this and in 40 years, you’ll spend that.”

BF: Ben Franklin. Ben’s decision-making guide.

NC: The New Car. “If you bought gas at that station and they gave you a car, where would you buy your gas? Why?

GS: Grocery Store. See your RainSoft sales management corps grad for a smooth and powerful delivery.

CR: Cash Register: “Mary, didn’t you get a RainSoft system too? Then you don’t need this shampoo. Better shampoo came with the unit. Here, hold out your hand. Here’s $4.12; and you don’t need the laundry soap so here’s $6.09.”

WHEN A CUSTOMER SAYS NO PART II

Since we ended part 1 about how the objection is ALWAYS THE MONEY, let’s pick up where Don explains how to lay out the eight closes in advance and deliver them one or two at a time – before asking for the order or assume the sale again.

To go through eight closes, I would draw or write at the bottom of my worksheet the initials of the closes in the order I would use them. Now I had a real railroad track to success. I rarely strayed and my closing average soared to 75 percent.

Use the Objection Formula your dealer or

LGOP: It looks good on paper – of course! But if it looked bad on paper, you should not do it!

JLB: John Lister’s baby. “Your baby depends on you to make choices for them. Which of these two would they want to be bathed in?”

CPCB: Car Payment Coupon Book. “Wound you take the car or only the payment coupons?”

T: Triangle. “There are only three things you can do: ignore the problem for $32,000, get five cheap, one-year units for about $12,000, or by one RainSoft system.”

D: Decimal. See your Top Guns, RSSMC captains for this powerful 30-second close.

With this tool in use, you will close your 10 demos up to 10 times or 100 closing questions a week! That’s 400 a month –now do you believe?

Miller Time with Don Miller

I love helping customers fix issues with their system so they can get back to having clean water.

Mark your calendars! The 2020 RainSoft International Convention will be held in Orlando, Florida from July 16-19 at the brand new J.W. Marriott Bonnet Creek Resort. We’re well into the planning of what promises to be another spectacular event. Stay tuned – full information is coming after the first of the year!