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 Mon, Mar 30, 2009 @ 10:13 PM
I just got back from the NARI National Business meeting in Atlanta where many leading residential remodeling contractors received their COTY awards. The conference was a class act showcasing some of the finest work of NARI remodelers.
The national NARI team put on a great event. There were numerous seminars and sessions focusing on the benefits of being a NARI member. The networking between the leaders in the industry was a highlight of the event.
The association shared many cutting edge ideas and concepts that will revolutionize the remodeling industry. There is no better time than now to become a NARI contractor. The association is committed to delivering cutting edge training and education for contractors to help them position themselves to service today's savvy and demanding consumer.
The NARI team unveiled a new marketing campaign that will focus on the consumer market. This program will be very effective exposing the NARI brand to homeowners across the nation.
This is an exciting time to be part of such a dynamic organization that is destined to be the preferred choice of the homeowner looking for a professional and ethical contractor.
Soon NARI will be as popular and known as the Good Seal of Housekeeping.
At the awards part of the weekend many jobs were recognized for their high quality and craftsmanship. In addition, they recognized the best scores achieved by Certified Lead Carpenter and Certified Remodeler. Imagine if your carpenter knew that he could have a chance at being recognized nationally for a top grade on a certification test. It is inspiring to know that all contractors who want to grow through education and training have a chance at getting noticed for excelling in their chosen profession.
Do you think that an organization like NARI would help you succeed in the remodeling industry?
To learn about NARI go to www.nari.org or call me and I will be glad to answer any questions you have as well as show you how joining will set you apart from other contractors who may not make it through this downturn.
Posted by Mark Paskell on Sun, Mar 22, 2009 @ 08:48 AM
You have produced a lead opportunity that has placed you in front of your target client. You determine the needs and wants of the homeowner and it appears that they are ready to hire you. After you present the solution they ask you what is the next step.
Do you have a process that allows you to help the customer go the next step? Or do you have to leave and come back after you put together the paperwork and pricing?
When your client is ready to go the best time to help them is at that time. If you have to come back you may lose the enthusiasm they have and not win the job.
Here are the some helpful basics for contractors to be prepared to close the job on the first appointment when your client is giving you buying signals. If you are missing any, you can learn them by joining contractor associations like NARI, buying books from residential construction experts, working with a contractor business coach, and participating in online contractor forums.
- Use a sales process.
- Use a contract form, three part carbon.
- Use a unit cost pricing system that allows you to price the project on site.
- Use a laptop computer and show the customer what they need to determine that you are their contractor for the project.
- Use a mobile printer to print on site.
- Provide financing.
Most people today want what they want when they want it. Instant gratification is in high demand. When the customer is ready to buy we need to help them. If we don't, we can lose the sale opportunity.
Also it is important to ask for the order.
Statistically 67% of salespeople don't ask for the order on a sales call. If you have a challenge asking for the order consider sales coaching.
Are you prepared to close on the first appointment if the homeowner is ready to go?
Posted by Mark Paskell on Sat, Mar 21, 2009 @ 10:54 PM
It wasn't long ago that most contractors had more than enough work to keep busy. Depending upon who you believe, we started to experience a significant downturn in construction activity in late 2007. Up until this point it was easy to keep busy and even walk away from projects we didn't want. Now the landscape is quite different. We are all fishing in the same fish bowl with fewer fish.
The approaches that used to work are not producing enough to keep our heads above water. Many contractors are taking jobs they wouldn't even consider a few months ago at reduced prices potentially leading profit loss and business failure.
Today at the JLC Show in Providence, I spoke with many contractors in the seminars. The overall attitude was that it is time to focus on learning how to effectively market to generate quality leads and then learn how to sell these leads at the right price.
Interestingly, the majority of our current coaching clients are requesting marketing and sales coaching. They are holding off on production, process and administration improvements. One contractor client says what good is it to focus on production training and process if we don't have enough leads and sales to produce?
Are you receiving coaching for marketing and sales to help your business win the right jobs at the right price?
Posted by Mark Paskell on Sat, Mar 07, 2009 @ 10:54 AM
The recent stimulus package includes tax credits for specific energy related improvements. This will help residential contractors win business at a crucial time. This will help window and door contractors, roofers, insulation companies, heating companies, and remodelers who are ready.
Improvements that qualify are windows, doors, insulation, heating and air conditioning, water heaters and biomas stoves. Tax credits are are available at 30% of the cost of the improvement up to $1500 for 2009 and 2010 for existing homes.
Other incentives that qualify are geothermal heat pumps, solar panels,, solar water heaters, small wind energy solutions and fuel cells. These items have 30% tax credits with no upper limit through 2016 for new and existing homes.
This type of program can be very successful at generating consistent business. In the mid 1980's, I worked for an energy improvement company where we were able to get funding for public buildings from the funds set aside from the oil companies settlements from the 70's. The government made the companies set aside millions of dollars due to the huge amount of profits they were able to make from the public. The government is coming to the aid of the consumer and contractor through this stimulis package.
Are you prepared?
Now that the details are out, it is critical that you study and research the program, develop a game plan to capitalize on the opportunity, obtain coaching for yourself and your salespeople how to sell the opportunity, market your services to your clients and market place.
Many companies are starting to promote this in their marketing. If you wait too long you may miss the wave and your competion will beat you to the punch.
The early bird will get the worm! Will you be the early bird or will you go hungry?
Follow this link to learn about the energy incentives available to homeowners. If you have any questions or would like to know how you can use coaching to capitalize on this opportunity feel free to contact The Contractor Coaching Partnership .
http://www.energystar.gov/index.cfm?c=products.pr_tax_credits
Posted by Mark Paskell on Sun, Mar 01, 2009 @ 04:09 PM
Four years have passed since I met Darcy Cook of Safety Trainers at a BNI group. She joined our group and instantly became one of the premier networkers in the area. She always found a way to help others first before looking for something for her business. Month after month I have watched her grow and her list of first quality contacts has always impressed all that know her. When she refers you it is always a strong opportunity. You will see her often at events putting people together and always sharing a kind word and building people up.
Darcy Cook wows Corridor Nine Chamber
Last Thursday at the Corridor Nine speed networking event Darcy sponsored the 3 minute spotlight and addressed the attendees. She spoke with precision and clarity about how her business is helping to keep people and industry safe. She eloquently described the importance of knowing CPR and the Heimlich maneuver to save lives. Darcy explained how having a defibrillator on site can prevent the death of heart attack victims. She shared with us the importance of knowing, training and following OSHA regulations before there is an accident that will surely bring OSHA to you door with a hefty fine for non-compliance that will threaten your business. She gave an example that this training is very important for contractors who work with staging and dangerous equipment.
This was not the first time I saw Darcy speak in front of a group. Recently, I saw Darcy arrange a state grant for the Worcester Builders Association for $25,000.00 for OSHA safety training. She has helped many residential contractors receive this valuable training.
After the event was brought to a close, I wanted to tell her how great she did but I couldn't get near her. She was surrounded with people two and three deep waiting to speak with her about her Safety Training services. It was an amazing site to see someone in such demand at a networking event. Twenty minutes after the close of the event I finally had a moment to congratulate her and introduce her to three new contacts. In typical Darcy fashion, she instantly thought of contacts for my guests to help them with their business. Likely she has already called each one to set up a meeting to help them.
Speak in front of chambers or associations
Speaking in front of a chamber or any group is a great way to show your potential customers or network that you are an expert in your profession. It takes some courage and preparation however, it is well worth the effort. You will become known as a leader and resources that professionals will want to know. This is a very effective way to utilize a chamber event. Imagine if you addressed a crowd of 200+ people and you were surrounded at the conclusion by attendees who wanted to talk to you about how your business can help them?
I am reasonably certain that if you wanted to discuss how to achieve outstanding results speaking in front of a chamber or group, Darcy would be happy to share with you. You see, she believes in the concept of "Givers Gain" and she walks the walk.
Do you seek opportunities to speak in front of groups to show that you are the expert?
To contact Darcy Cook of Safety Trainers for questions on OSHA, CPR or First Aid training;
website; www.safetytrainers.com
phone; 508.799.2857