Posted by Mark Paskell on Sun, May 23, 2010 @ 08:09 PM
As The Contractor Coaching Partnership marches on to providing training for 3000 contractors we are often asked if we know what insurance companies are going to do. Will they provide cost effective pricing to cover contractors for lead? Will they require specific certification and or training in order to qualify for coverage? Will EPA RRP Certification be required in order to qualify for general liability coverage?
I was concerned about this earlier this year and asked some insurance experts and they assured me it would likely not be a requirement. They said it would likely be a choice and the insurance industry will produce a policy that will be priced in the 2500.00 dollar range for RRP coverage. There is a policy on the market now in that price range.
I was skeptical that RRP coverage would not be required to qualify for general liabilty. Now it appears that we thought correctly. The following excerpt from an EPA representative may be be the harbinger of what contractors will face in a few months.
On Friday I received an email from a training provider in Texas. This email is from an EPA official from region 6 in Dallas. It also includes an interpretation of concerns between OSHA and RRP when setting a ladder on plastic. I will post the entire email and source here and let the readers of this blog draw their own conclusions. My conclusion is that insurance companies are going to demand that contractors are EPA RRP Certified Firms, employ certified renovators and that all sub contractors are certified. This will be very similar to the requirement that all subs carry workmen's compensation. I also believe that there is a better than average chance that insurance companies will cancel non-EPA Certified contractors who work on pre 1978 properties. Maybe this is a way that insurance companies can charge for more coverage?
Here is the email from; Estella Sugawara-Adams, M.S. Region 6 EPA
Thank you to every R6 Trainer Provider who added extra classes to meet the April 22nd deadline. I know that you all can cite the Instructor's Manual in your sleep! The Region 6, Dallas office, owes you a huge THANK YOU!
I have a request for everyone that involves purchasing supplies, brochures, tips and complaints. Please, if possible, include in your training packet the name(s) of the company(ies) where the weatherization tape, yellow caution tape, Renovate Right Brochures, rolls of 6ml plastic etc., can be purchased. Some folks have never heard of "Google" or finding information on the web!
The "Lead-Check" company is really overwhelmed trying to fill requests for test kits. Please remind your students that the new regulatory provision on the test kits will change in September 2010 - so don't over purchase the current test kits.
I would like for you all to include my name, telephone number and email address, for sending complaints, tips, etc. It is really important that your students know their efforts to obey the law is not being overlooked.
If you receive tips and/or complaints, about companies advertising as Certified EPA Trainer Providers, please let me know. To date, we have caught two companies that were advertising as EPA Certified Trainer Providers and told the students they are now certified. Unfortunately, the students never received their Certificates, and the companies are shams.
(Insurance Companies Dictating The Rules)
Insurance companies are requesting a copy of the Renovator Certificates, Firm Certificates and when training was completed. If the Certificates are not sent (faxed) to the insurance company, then the employees are let go and/or the Firm is dropped from coverage. This is something that was launched by the Insurance companies, and we do not have control over their efforts to bring their industry into compliance. A temporary card or signed letter (complete with date of training) on company Letterhead, would help your students tremendously.
(OSHA Interpretation)
Finally, I have been notified of several areas where the new regulation is in direct conflict with OSHA. Actually, it is not in conflict. The most serious is the slippery surface, we require that plastic must cover the ground, and the contractor must use a ladder on the plastic, while keeping the surface of the plastic sprayed to contain the lead dust. This is what OSHA requires:
The OSHA regulations don't say that you can't put a ladder on plastic. It says that if you put it on a slippery surface, then you should secure it or use slip resistant feet. The ladder regulations are at 29 CFR 1926.1053(b)(5)(ii) -(b)(7)
I will be setting up meetings with the Trainer Providers in May/June, so that we can review some of the areas that need improving, the 4-hour Refresher course, and any other topics that you may want to discuss.
Again, thank you.
Stella
Estella Sugawara-Adams, M.S.
Regional Lead (Pb) Coordinator
U.S. EPA, Region 6
6PD-Toxics
214-665-2704 (Direct)
214-665-6655 (Fax)
Here is one last question before I sign off.
If insurance companies follow through on requiring that all contractors become EPA RRP certified what will this mean for our industry, the average contractor and you?
mark the coach
The Contractor Coaching Partnership
Posted by Mark Paskell on Sat, Nov 21, 2009 @ 10:56 AM
Contractors and remodelers agree that 2009 has been a challenging year for our country and the residential construction industry. In spite of the current economic environment there are numerous examples of successful remodelers and contractors.
At the recent national NARI business meeting and Remodeling Show in Indianapolis, I met several such companies. These companies have adapted to the new economic environment skillfully. They are focused on working smarter to maximize their time. Some claim that they are not working any harder than before the recession hit. Following are some observations from these winners.
Working Smarter, Not Harder, Maximize Time
1. Identify your niche; insure that consumers want what you are offering. Find a void in the marketplace that your company is uniquely positioned to satisfy and then exploit it fervently.
2. Client type; define the type of clients you want to attract and work for and avoid the ones you do not want. The clients you don't want are time wasters, profit drainers and are not worth the trouble.
3. Your vision and plan; create your long term vision. Build a plan that stages your growth. Review your plan often and adapt to changing conditions.
4. Know your strengths and limitations; hire a team that is highly capable to create a balanced team. You cannot do it all yourself. Hire people that share your outlook, learn to trust them to help you fulfill your vision. Stategically align yourself with professional partners and trades.
5. Clearly share your vision and strategy to build your company with everyone on your team. Don't assume they know what you want by osmosis. Coach them thoroughly and validate that they understand what you expect. Praise for jobs well done often.
6. Deliver service that is REMARKABLE; your satisfied clients will stick to you. They will buy more and refer you to their friends.
7. Passion; make sure that what you are doing is something that you are passionate about. If you think your business is just a job you are probably in the wrong business, maybe you should get a job.
8. Have a life, stay fresh; on purpose make sure you take care of what is most important in life, family, fun, recreation, worship, health, self-development and down time. Sun up to sun down schedules lead to burnout, broken homes, loss of profit and poor health.
9. The right business model that matches successful construction companies; what ever the cost insure that your business model is in line with successful companies in your industry. Traits of a successful model include vision, goals, a business plan, capital, implemented systems, business education, legal compliance, certifications, the right employees, professional trade partners, sales training, effective marketing, use of technology, integrity, leadership, superior service, constant and on going training for all stake holders, coaching, the ability to be resilient and the willingness to embrace change positively.
One remodeler stated "the commitment and time to properly align my business with best practices in the industry was the best decision I ever made for my business. I now have more time for my family and the things that are most important to me. I have discovered that taking care of what's most important first makes me better when I am servicing my clients."
mark the coach
Posted by Mark Paskell on Fri, May 15, 2009 @ 11:30 AM
A few months ago I discovered a company on ContractorTalk that is a great resource for marketing ideas for remodeling and trade contractors. The owner of the company is Mark Buckshon and he has been working with contractors for many years. He is in touch with the contractor's needs, understands consumers and has great insights for marketing your business. I frequently read and learn from his site and always come away with ideas that can help my business as well as my contractor coaching clients. I recommend you sign up for his newsletter and visit his site frequently. Here is his blog link.
http://www.constructionmarketingideas.blogspot.com
Posted by Mark Paskell on Tue, Apr 14, 2009 @ 06:38 AM
Last week, in our Corridor Nine Chamber of Commerce Referral Group meeting, two contractor coaching clients described their recent success using the power of positive thinking and goal setting. In their coaching sessions they are studying the concepts of "Think and Grow Rich" written by Napoleon Hill. The Contractor Coaching Partnership contractor course teaches clients how to use this powerful study guide to develop the right thinking habits and the power of setting goals.
Kyle Dube of Project Plus Builders, described how he has tapped into the ether and universe to attract new opportunities. He reports he has more leads today than he has had in three years. His confidence has grown immensely since he has joined our group six months ago. He is bringing people together and helping them network with others.
Matt Beaton of Residential Energy Solutions reported he is using these concepts to acquire accounts from numerous companies for his energy auditing business. Matt is leading the charge locally speaking often at public venues on green building science. Most recently he was on the panel for Green Energy at The Massachusetts Technology Collaborative Conference in Westboro, Mass.
Coincidently, both Kyle and Matt are members of NARI, an organization dedicated to providing training and education to contractors. Both clients possess a learning attitude and a very open mind. They are becoming leaders in our group and contractor community helping others through the power of example.
In these challenging economic times both Matt and Kyle are shining examples of how to use the power of positve thinking and goals to grow and prosper. They are learning to focus on their goals and continue to sharpen their saw as they build their remodeling business.
What are you doing to sharpen your saw and keep your mind positive in these challenging economic times?
Posted by Mark Paskell on Sun, Apr 12, 2009 @ 03:00 AM
I was looking at the dates between today's post and the last one and noticed that it has been almost two weeks since my last post. (promised myself that I would post at least twice a week) I could use some lame excuse why I fell short of writing twice a week but I have no one to blame but myself. Yes, I have been busy coaching contractors and networking and like many people, could justify the lack of results I agreed I would hold myself to. Instead of allowing the excuses, I re-read my goals and definite chief aim and followed my coaching checklist to get my head back in the game.
Whenever we fall off the track it is important to recognize it and have the resolve to right the situation. I learned from mentors that having your goal written down and a checklist detailing the steps to stay on the track for success are crucial. If you take the time to develop a plan on how to correct yourself when you go off the path, less time will be spent in a rut.
When you don't do the things you know you should do, how do you handle it? Do you allow excuses or do you have a plan to correct your path in line with your goals?
Posted by Mark Paskell on Mon, Mar 30, 2009 @ 11:28 PM
I recently found a video on Youtube describing how a screened contractor took advantage of a homeowner on a deck job.
I doubt this would happen if she hired a NARI certified contractor. I encourage all of my contractor coaching clients consider joining NARI for cutting edge training and education. NARI asks you to commit to a code of ethics that will set you apart from contractors like the one seen on Youtube.
Lead generation sites continually claim that they only provide screened reputable contractors. Unfortunately, this was not the case for this homeowner.
Here is the link so you can share it with the next homeowner you see.
http://www.youtube.com/watch?v=p2SvyJH6jaM&feature=related
Posted by Mark Paskell on Thu, Jan 01, 2009 @ 03:58 PM
2008 was a challenging year for contractors in the residential remodeling industry. With declining home values, tightened credit, lack luster new home construction, smaller remodeling projects and erosion of consumer confidence many contractors are facing uncertain futures. The time and need for change has never been more apparent than now. We need to analyze our businesses and make sure that we are able to deliver outstanding products and services to the Next Level Consumer.
Here are 11 obstacles that if not addressed, may prevent residential contractors from succeeding in the new economy.
1. Writing an accurate and effective business plan based on a defined strategy and goals consistent with best practices in the industry.
2. Developing a marketing plan that generates leads (your target customer) consistently.
3. Defining a sales process and learning how to sell on purpose, solutions to meet the needs of your customer and your company.
4. Learning how to develop and use the right markup to cover all your direct and indirect costs, materials, labor and overhead, and then leave your company a fair profit after all the bills are paid.
5. Learning how to develop and maintain consistent cash flow. Poor cash flow kills businesses.
6. Learning how to define roles and responsibilities and delegate to the appropriate trained employee. Contractors who wear too many hats cannot do it all.
7. Learning how to develop, train and use systems in line with industry best practices. Consumers are expecting educated and trained contractors who are experts in their field.
8. Learning how to manage expectations of the Next Level Consumer.
9. Learning how to attract, hire and compensate the right employees and not accepting high turnover.
10. Developing professional proposals, differentiation and deciding to set up and do business legally (licensing, OSHA compliance, the proper insurance coverages and classifications of employees, W-2 employment).
11. Decision to not accept work from the wrong client and performing work outside core competencies. Trying times can influence the decision to work for the wrong client and take work you are not set up to do.
What other obstacles impact the success of residential contractors?
mark the coach
Posted by Mark Paskell on Sun, Dec 21, 2008 @ 02:56 PM
Over the past week many in the northeast have been walloped by the Ice Storm of 2008 leaving many without power and the basic necessities. On top of the recent economic downturn, foreclosures, declining real estate construction activity and financial troubles it is not suprising that people's attitudes are affected. We are easily reminded of all the recent and current challenges on the news, in the paper, the radio, the internet, work and the coffee shop. It is very easy to get caught up in the misery and before you know it you are not feeling very positive and your attitude towards things turns negative.
Keeping the proper perspective is vital to maintaining a positive attitude. Yes, it is a tough situation, but like all others it will pass. It is prudent and neccessary to be informed about the challenges we are facing but not smart to let them alter your attitude. The more we allow ourselves to think negatively about the bad economy or the tough winter upon us the more we attract and maintain a negative mindset. The law of attraction will not fail you. It will attract negative thoughts just as readily as it will attract positive.
One of the worst things we can do to reinforce the negativity around us is to spend too much time listening to, watching or reading the news. A good example of this is the weather. The media has become so adept at teasing the public through sensationalizing the weather reports. A hurricane can be thousands of miles away and people in New England 50 miles from shore will be glued to the channel. A routine snow storm of 8-12 inches is now an event for the ages when a few years ago it was normal New England weather. Are you addicted to the weather reports or the news? After you watch it for a prolonged period how do you feel?
Another example is the economy. Yes, for us contractors in the construction industry the economy stinks. Housing is down, credit is tight, low ball contractors are everywhere giving their work away, homeowners are holding back and more. So now that we know that, what are we going to do about it! Stop watching the news, stop complaining about no work, no leads, no money and start working on you and your business! The successful contractors of tomorrow will look back on this time and know that their investment in themselves now, was responsible for getting them ready for the future, when things rebound. Tomorrow's successful contractors right now are reading books, listening to tapes or cd's, working on their business plan for next year, taking sales training courses, working with a contractor business coach, working on their marketing plan and more.
I remember a seminar a couple or years ago where a speaker said one sure fire way to screw up your attitude is to listen or read too much news. He said if it dies, bleeds, burns, crashes or blows up it usually leads in the news. Just think what leads the news today. Murder, bank robberies, sex scandals, car crashes, business failures, political stuff, weather and so on. How many good stories have you heard leading the news? Probably not many because good news doesn't sell and it isn't sexy, grotesque or controversial.
To protect your attitude determine to spend as little time as possible watching the news. Get your information from the headlines or the internet. If you must be informed locally about a certain issue or situation by all means read up on it. It is very easy to get updates on the weather or news without listening to the sensationalists on the news.
How are you maintaining a positive attitude in these challenging economic and environmental times?
Posted by Mark Paskell on Tue, Dec 16, 2008 @ 08:16 PM
Last Thursday evening I went out for dinner with my wife and came home around 10:00PM with a lite rain falling. Just after 12:00 midnight we lost power. Little did we know that a few hours later our yard would look like a tornado had ripped the trees in the yard to shreds. For three hours we heard huge thuds from snapped branches and tree tops that battered our property and the side of the house.
The devastation was so extensive that thousands of people were destined to live the coming days without the things we assume will always be there. Items like heat, electricity, coffee in the morning, the internet, cable tv, a hot shower, the telephone, running water to drink, water to flush the toilet, water from wells, hot meals, food in the fridge and lets not forget, the microwave.
As the days without the basic necessities available progressed, it was humbling to realize how dependent we really are on the conveniences available to us in this day and age. Not long ago our ancestors were not so blessed with the many advances we enjoy.
We spent three nights in a hotel worrying about the things we didn't have access to and the status and safety of our home. We were in awe of the force of lineman, national guard and private contractors locally and from afar that were working night and day to restore power to thousands of homeowners. Many residential remodeling contractors, electricians, roofers, landscapers and tree companies were seen clearing roads and properties to pave the way for the crews to access power lines. I witnessed several contractor coaching clients offering generators and labor after hours to help those in need. We are thankful for their hard work and dedication to help homeowners and restore power to all effected.
Today we were fortunate to have power restored while many still go without. It is amazing how dependent we are on the benefits that we enjoy from electricity. A couple of days without power and life is turned upside down.
We hope all our neighboring communities will have their power restored for Christmas. Our power restoration is the best Christmas gift we could receive. We owe our thanks to the hardworking men and women contractors who continue to drive up and down our street to help restore power to others as I write this post. If you see a lineman or municipal employee working to restore power tomorrow take a moment to thank him or her for their role in helping others have a Christmas with lifes' basic necessities.
How are you faring after the storm?
Posted by Mark Paskell on Sun, Dec 07, 2008 @ 03:39 PM
I am fortunate and blessed to have the support of many contractor clients in my first year as a contractor coach. I recently received a letter from a client describing his satisfaction with our coaching services and relationship. It describes what The Contractor Coaching Partnership means to him.
From the Desk of Kevin Barnes, Barnes Building and Remodeling
December 1, 2008
To; Mark Paskell,The Contractor Coaching Partnership
Sterling, MA 01564
Dear Mark,
I am writing this letter to thank you for the services and guidance you have provided to me over the course of the past year. Your expertise and knowledge in the field of Design-Build remodeling and construction has been invaluable to me.
Your well-rounded approach to coaching is exactly what I had been seeking to help me navigate the early stages of developing my business and surviving challenging economic times. Being "chief cook and bottle washer" for my business, it is critical to get proper guidance in many areas, including sales, production, marketing, and establishing the systems and processes necessary to run a profitable business. You have been able to provide this for me, in a personal one to one format, which is extremely beneficial and far superior to impersonal over the phone coaching offered by many other business coaches.
I would also like to express appreciation for not only coaching me on the "nuts and bolts" of the business, but also helping me to maintain the proper mindset and vision on a personal level that is so critical to success in any endeavor.
Your large sphere of influence and strong network of associates has also proven extremely beneficial to me, as evidenced by more than $350,000 of new work that you have referred to Barnes Building & Remodeling this year alone. Thank you once again for supporting my business and having the confidence and faith in our abilities to properly service our clients. For any business owner or professional in the construction industry looking to position themselves for growth and profitability, I would highly recommend your services to assist them in achieving their goals. I personally feel that a strong coaching / mentor relationship is a key ingredient to achieving success.
Please feel free to use me as a reference in the future for any of your potential clients. I wish you the best of luck in growing your business and I look forward to continuing our relationship in the coming years.
Sincerely,
Kevin Barnes
Owner, Barnes Building & Remodeling
508.829.1900
If you are a contractor reading this post, does anything Kevin said above resonate with you? Please comment and share with the readers of this blog, your opinion matters and may help others.
If you are not a contractor and you are reading this post, do you know a contractor who would benefit from a coaching relaionship like Kevin describes above?
mark the coach