Posted by Mark Paskell on Sat, Nov 28, 2009 @ 11:31 AM
Last night, while out with the family, my blackberry was humming like a bees nest with responses to the EPA lead post on the NARI LinkedIn Group. My wife told me shut the darn thing off! Next time I'll leave it in the truck.
I appreciate all the comments from contractors in the NARI group; maybe this is another thread like the Lead Generation Post that will generate 275 responses.
As stated in the responses, the EPA Lead Rule will produce an industry wide firestorm in 2010. We will see contractors and consumers comply, and many who wont. We will see sporadic enforcement, a lack of approved training providers, moving interpretations of the rule and industry wide resistance to change.
There is great concern and confusion from this regulation. However, I believe remodelers are the best at adapting to a changing landscape. Our expertise professionally remodeling inhabited homes and committment to training and education, prepares us to lead the re-structuring of the residential construction industry.
Now is the time to be BOLD and Aggressive. Let's be the trend setters and position ourselves as the pioneers responsible for changing the residential construction industry for the better. The EPA Lead Rule (whether we like being regulated or not) is here to stay and it is a major event affecting the future of our industry.
Do you want to participate in the change that revolutionizes our industry?
There are two ways to look at any situation, Positive or negative. I choose the positive and desire an outcome that will help all whom it affects. Why not choose to be part of the solution and not participate in the negativity we hear from those who blame the EPA, say it will cost too much, say "no one else will do it so why should I", the consumer, the banks, Lead Generation Companies, the economy or any other excuse for not doing what is necessary to WIN.
Positive outcomes from the rule; what can you add to the list?
- Protecting children from lead paint poisoning that causes irreparable neurological damage for life.
- Protecting our customer, employees and sub-contractors by doing the work safely.
- Requiring contractors to improve their knowledge and training leading to more professional companies that make money.
- Educating the public about the dangers of lead paint.
- Forced compliance with aggressive public education will cause homeowners to seek out the compliant companies.
- Non-compliant companies will find it harder and harder to find profitable work from qualified consumers.
- Increased professionalism in our industry will produce better contractor/homeowner relations.
- The public perception of our industry will improve.
- Companies who succeed will create jobs.
- A successful lead paint standard, enforced across the nation, promulgates the standardization of contractor licensing and certification.
I CHALLENGE YOU:
For all reading this post, I challenge you to think of only positive outcomes resulting from the EPA Lead Rule. Let's focus on the possibilities that will be great for our industry. Anyone can think of the negative, the successful look for the seed of opportunity inherent in any challenge.
Ask yourself what is great about the EPA Lead Rule?
Napoleon Hill states in Think and Grow Rich, "every adversity comes with the seed of an equivalent or greater benefit"
Use this blog post and add your ideas to the list started above. Who knows maybe your idea is the one that will change the industry? Sign up for this blog to stay see what others are saying on this important topic.
LET'S ASK OTHERS FOR THEIR HELP AND IDEAS!
Forward this post to all your suppliers, building inspectors, fellow contractors, trades, architects, designers, strategic alliances and ask for their input. Together, we can produce outstanding opportunities for our industry and our customers. Let's "Blow the Lid Off" and educate the nation about the EPA Lead Rule and why they need professional remodelers and contractors to insure that the work is done right. Will you help?
Mark the Coach
Posted by Mark Paskell on Thu, Nov 26, 2009 @ 10:36 PM
Professional Contractors, Remodelers and Trades Stimulus; EPA Lead Rule
Who would have imagined that our government would enact an unfunded mandate that may actually help LEGAL contractors in the residential construction industry?
By now you have probably learned about the EPA Lead Rule requiring that all work on pre-1978 homes shall be done by an EPA Certified Renovator. If you haven't heard you can learn more at http://www.epa.gov/lead/pubs/renovation.htm This rule applies to remodelers, general contractors, electricians, plumbers, hvac, painters, roofers, siding and window contractors, handyman, insurance restoration and any contractor who works in homes and buildings. If your work disturbs more than 6 square feet of painted area, then you must follow the EPA procedures for mitigation. Fines for non-compliance are $37,500. The date to be certified is 4.22.10. You can apply to the EPA now and schedule your class after.
This mandate is a true opportunity that will change our industry for the better by forcing contractors to professionalize. For years contractors and consumers have been frustrated at the dysfunctional standards for certifications and licensing of contractors in the residential construction industry. Confusing rules and poor enforcement allow for a black market construction industry that keeps prices low, produces shoddy work, puts consumers and employees at great risk, provides work for illegal aliens and allows for tax evasion and unpaid insurance premiums. From state to state and town to town, unlicensed and unqualified contractors take work away from the companies who decide to follow the rules and run their companies legally.
Wouldn't it be nice to compete against contractors who play by the same rules as you?
Your opportunity is to win business by educating your prospects that will care about hiring a legal contractor. There are consumers who will care about the professional way you run your business, the way you protect their family, and the way you take care of your employees who will do the work in their home. There are people who will want to do the work right because they will not want to jeopardize the value of their home doing it illegally. There are people who know that if they hire a contractor who is not legal, they run the risk of having shoddy work, unfinished jobs and a contractor nightmare.
The key is to educate the right prospect, how they will WIN with you and LOSE, if they hire any contractor who works illegally. The right prospect is the consumer who is looking for the professional. Your marketing program should attract the prospects that will welcome your professionalism.
In order to do this it will be helpful to show that you follow the rules and politely educate the prospect, without trashing the other contractors, about the dangers of hiring the illegal company. You will let them know that anyone can report their project and illegal contractor by calling the EPA. You can inform them the illegal contractor may get shut down while on their job and fined $37,500 for breaking the law. You can ask them if they would want to chance having their house tagged with an EPA violation.
You can let them know that the EPA is looking for opportunities to fund their program by fining contractors who don't comply so they can hire more inspectors.
Today's consumers are well educated and when you show them that you are the professional, you will win their trust and sell the job at your fair and honest price. When you skillfully educate them about The Lead Rule, the right consumer will disqualify those who don't comply.
If professional contractors view this change as an opportunity and embrace it, together one customer at a time, we can begin to force the illegal companies to either professionalize, go out of business or find work with the uneducated consumer who won't pay a fair price and isn't worth your time.
Thank you EPA!
Certified Lead Trainers
Mark the Coach
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, Nov 20, 2009 @ 08:27 PM
The clock is ticking for contractors and remodelers to obtain certification to comply with the new EPA lead rule. In Massachusetts this firm in Wilmington, Mass has just announced its class offerings. The course must be completed before you can apply for the Certified Renovator certification from the EPA. Last time I checked it takes 90 days to obtain the certification from the EPA. So if you complete the course before January and send in your application you will have your approval just in time for the April 22nd date. The fines are too great to take the chance.
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TRAINING CLASS
to satisfy
NEW EPA Lead Safety for Renovation, Repair and Painting
Final Rule 40 CFR 745 |
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The Environmental Protection Agency (EPA) Renovation, Repair and Painting (RRP) Final Rule 40 CFR 745.......requires that renovations -- in pre-1978 homes or child occupied facilities -- which are conducted for compensation that involve the removal or modification of painted surfaces or that disturb more than 6 square feet (interior) & 20 square feet (exterior) of lead paint must be performed by Certified firms using Certified Renovators. This includes landlords and their employees.
The deadline for achieving certification is April 22, 2010.
This rule applies to firms that will perform renovation work that disturbs lead paint in pre-1978 homes and child-occupied facilities. Applications which fall under this rule would be remodeling, repair/maintenance, electrical work, plumbing, painting, carpentry and siding/window replacement.
Workers seeking to become Certified Renovators must successfully complete the EPA accredited renovator class.
The class attendee will receive a certificate for having completed the EPA approved training class. This certificate should then be mailed to the EPA. The EPA will confirm class attendance then issue their Certified Renovator certificate.
ACT NOW. The EPA began accepting applications on October 22, 2009. The April 22, 2010 deadline will be here before you know it. Take the class now and submit your application to the EPA for processing well in advance of the deadline.
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Avoid EPA Fines
of up to $32,500 for each violation
Firms who knowingly or willingly violate the EPA regulation may also be fined up to an additional $32,500 per violation and/or face imprisonment.
Click here here to access more information about the rule.
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Classes are now Beginning for Renovator Certification
The Home Builders Association of Massachusetts (HBAM) has arranged for an EPA approved training facility, the Institute for Environmental Education (IEE), to train our members, as well as non-members, to be Certified Renovators.
Training will be done at their state-of-the art site at 16 Upton Drive in Wilmington, Massachusetts.
Training consists of 6 class hours & 2 hours of hands-on training.
Class Overview
- Registration & Introduction (including photo taken on site)
- Why Should I Be Concerned About Lead Paint?
- Regulations
- Before Beginning Work
- Contain Dust During Work
- During the Work
- Cleaning Activities and Checking your Work
- Recordkeeping
- Training Non-Certified Renovation Workers
- Hands-On Activities
- Review/Test
Member Price: $ 185.00
Non-Member Price: $ 195.00
Click here to register. | |
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CLASS DATES
This training arrangement offers a wide selection of class dates from which to choose...including Saturday classes!
Register early.....Class size is limited.
December classes: 4, 11, 19, 21
January classes: 8, 15, 21, 23, 25
February classes: 5, 6, 18, 20, 22, 26
March classes: 3, 6, 15, 20, 24, 31
April classes: 3, 17, 20, 30
Member Price is $185.00
Non-Member Price is $195.00
Classes begin at 7:30 AM and end at 4 PM.
Please arrive 15 minutes before class time.
The IEE is next door to the Sandwich Exchange restaurant at 16 Upton Drive in Wilmington, Massachusetts.
Directions to IEE will be on registration receipt.
Click here to register. |
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HBAM Education Committee Co-chairmen are Clayton Mersereau and John Steiger. | |
mark the coach
Posted by Mark Paskell on Tue, Nov 17, 2009 @ 01:02 PM
How many times have you or your team gone to the job and you find out you are missing something necessary to do the work?
Without checklists you or your team are guaranteed to forget something. The big question is what will it cost you?
Potential losses from not having a checklist
1. Money
2. Employee hours lost going back to get what's missing.
3. Men standing around doing nothing.
4. Sub shows up and can't do the work, has to re-schedule one week later causing a domino effect for all the subsequent trades.
5. Embarrassment for your men, morale takes a hit.
6. Embarrassment because the homeowner now knows you don't have you stuff together.
7. Next progress payment you need is delayed and you can't make promised payments.
8. Building inspector due to come to inspect but you have to cancel because you won't be ready.
9. Employees are ticked off because this may impact their ability to complete the job within the budget. Loss of bonus.
10. Loss of referrals from homeowner who was ready to refer you to their next door neighbor.
Surely, if you have been in the business long enough you could add to the list. In our contracting coaching sessions we go over the philosophy of having the right system and then develop checklists to insure that the system is implemented. Without checklists we are left depending on our memory to remember. Contractors and entrepreneurs are too busy juggling numerous balls in the air to remember everything that must be done on a project.
You worked hard to sell the job at a number that will cover materials, labor, overhead and profit. Insure that you realize your hard earned profit and develop the habit of using checklists to jog your memory.
mark the coach
Posted by Mark Paskell on Sat, Nov 14, 2009 @ 09:08 PM
In our recent Remodeler Roundtable Forum for contractors we introduced a questionnaire for our 12 members to get them thinking about the subject of running a design build company. It was interesting to hear some of the comments during the session.
One member said "the questionnaire reminds me of the things I know I should be doing but somehow I got sidetracked. This is a great tool to get me back on the right track"
Sometimes we get so busy, lose focus and forget some of the basics we know are necessary to run our design build contracting business. Now is a great time to get back to basics and start planning for next year. I am providing the list for your use. I hope it helps as you analyze your contracting business in preparation for 2010. Please let me know if you find this information helpful.
mark the coach
The Contractor Coaching Partnership Design/Build Questionnaire
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yes |
no |
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1. |
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I/we bid other people's plans? |
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2 |
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I/we provide design services for a fee? |
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3 |
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I/we are qualified to provide design services? |
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4 |
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I/we employ or sub-contract with a qualified designer or architect? |
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5 |
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I/we use a design/build lead form to capture lead information? |
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6 |
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I/we provide design ideas and concepts and bid for free? |
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7 |
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I/we provide cost/plus bids? |
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8 |
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I/we have determined that what type of clients we will work for? |
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9 |
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I/we have determined what type of projects we will take on? |
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10 |
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I/we will walk away from projects and homeowners that don't meet our model? |
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11 |
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I/we will run an appointment with only one decision maker present? |
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12 |
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I/we will not run an appointment unless all decision makers are present? |
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13 |
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I/we have an accurate estimating system, that yields pricing that cover direct costs, indirect costs, overhead, marketing costs, sales costs, owners salary, equipment and profit? |
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14 |
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I/we are proficient in explaining the budget to the homeowner? |
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15 |
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I/we have a well defined sales process for design/build? |
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16 |
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I/we have a well defined sales process for scope development? |
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17 |
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I/we have a well defined sales process to complete an accurate written contract to build the project? |
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18 |
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I/we have a stable of qualified subs and vendors to assist in the scope development of our projects? |
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19 |
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I/we rely heavily upon allowances to complete the build contract? |
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20 |
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I/we allow for time to assist the homeowner in the selection of products to be used on the project before the contract is finalized? |
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21 |
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I/we try to eliminate all allowances in the build contract? |
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22 |
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I/we require written scopes from subs and vendors that reflect the final scope of work in the build contract? |
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23 |
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I/we have a well defined production process? |
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24 |
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I/we use carpenters trained in the lead carpenter production system? |
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25 |
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I/we have a written change order policy? |
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26 |
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Our carpenters are trained to follow the contract and write change orders? |
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27 |
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I/we prepare the job binder for the lead carpenter? |
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28 |
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I/we conduct pre-construction meetings with the lead carpenter and the homeowner? |
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29 |
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I/we provide a schedule for construction and hold weekly meetings with the homeowner? |
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30 |
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I/we conduct weekly job cost reviews of our projects? |
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31 |
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I/we create estimated versus actual job cost reports and review them weekly? |
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32 |
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I/we have an accounting system with a chart of accounts that separates direct and indirect job costs, and produce the necessary financial reports needed to run my business? |
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33 |
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I/we conduct forensic reviews of completed jobs? |
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34 |
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I/we actively market our ongoing projects to the neighborhood? |
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35 |
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I/we consistently ask our customers for referrals? |
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Posted by Mark Paskell on Fri, Nov 13, 2009 @ 08:24 PM
When we started our contractor coaching business in 2008 our plan included hosting roundtables for contractors. Our goal was to provide a forum where residential contractors could learn from each others experiences and improve their companies.
On Wednesday we held our second forum on the subject of design build, 3D design and finding the budget. Glenn Travis from GMT Home Designs, Inc provided great insights on how Chief Architect's 3D design program can provide the competitive edge today's remodelers need to win business in this challenging economy. Glenn's presentation was tremendous and received accolades from all participants. The quality of the questions and comments from each member led to a vibrant and robust interest in learning to how to use this best practice approach to help develop consumer trust and confidence in our companies.
One of our members Kyle Dube, of Project Plus Builders left so excited he wrote a design build order the next morning. He said he was able to use information from the roundtable forum to quickly establish trust, obtain the budget and proceed to close the order. He stated that even though he is well educated on the concept of design build that the forum reminded him to focus on the needs of the customer and listen more than speaking.
Reinforcement and practice of the things we know are essential to keep ourselves on top of our game. The forums are proving to be a great venue for this reinforcement with the opportunity for role playing and frank discussion between peers.
Our next session will cover the design build sales process and the importance of using the approach to win the business of today's savvy consumer. We also will have a special guest, Shawn McCadden, Remodeling Industry Expert, who will share his insights on the importance of having an effective estimating system.
If you or or a contractor you know are challenged by the current economy, a forum may be a solution to help overcome challenges. If you have interest in future forums or would like to discuss starting one in your area we can help.
mark the coach