Posted by Mark Paskell on Mon, Aug 25, 2008 @ 12:02 AM
A few months ago I joined the National Association of the Remodeling Industry. This is a great organization for residential contractors servicing the home owner construction market. They provide many innovative training programs to support the professional contractor. NARI teaches best practices and helps contractors make money based on proven processes.
One of my goals when I joined NARI, was to use my networking experience to help the chapter grow. Many of my larger general contractor remodeler clients have expressed an interest in finding more reliable sub-contractors. I learned that this is a need for all remodelers in the industry. I am looking for good reliable subcontractors like plumbers, painters, electricians, landscapers, framers, foundation, excavation, roofers, tile installers and small trades that support general contractors in the home owner construction market. In addition, I recommend that any remodeler or general contractor come and join this great organization.
Last week I was appointed by the President of NARI, to join the board of directors.
If you know any contractors in the residential industry recommend NARI to them. Have them contact me and I will personally introduce them to a room of professional contractors at a NARI meeting. The next meeting is 9/10/08 in Natick. My cell is 508-847-0162.
Mark Paskell
The Contractor Coaching Partnership
"every contractor needs a coach"
Posted by Mark Paskell on Sat, Aug 23, 2008 @ 01:34 PM
You are a legitimate and honest contractor who follows the rules. You carry the right insurance, you are licensed, you pay your employees legally, you hire legal citizens, you pull permits, you stand behind your work, you pay your taxes and your bills, you are part of a contractor organization and you are active in the community. All evidence points to the fact that you are a quality residential construction company.
A residential home owner calls you to assess and estimate a kitchen renovation project. You set up the appointment, show up on time and begin to ask some questions about the project. The homeowner greets you at the door with the arms folded. He leads you into the kitchen and says here it is. You ask some questions and try to find some common ground. You begin to sense that the owner is guarded. Their answers are cordial yet short and to the point. You try to ask questions that will allow you to understand exactly what they want before you can begin to recommend solutions. You feel like you're at the dentist pulling teeth and the owner is holding back. So the owner says please give me a price and let me know when you can start. You respond I have more questions and will need to know how you want to use the space, and of course what is your budget range. The home owner is reluctant to share. Why do home owners put up walls when contractors ask them questions relative to their projects? Why does it appear that they don't really trust contractors?
A possible explanation of this scenario can be found in the study of the how consumers view the reputation of service industries in the United States. According to the Consumer Federation of America The industries with the most complaints from consumers are home improvements and automotive services. Contractors and used car salesman types have been the most commonly complained about industries going back 10 years. So when a contractor shows up to see a homeowner he is viewed as a contractor and a salesman in one body. So what can a contractor who sells his own work do to earn the trust and confidence of the home owner?
The solution to this dilemma is solved by learning and using a consultative sales process. Professional sales training teaches contractors how to develop and ask questions to earn the trust and confidence of the potential customer.
Many contractors are good at building things but have not been exposed to the basic necessary training that is needed to win business from today's savvy and careful consumer. Contractors who learn how to use systems and best practices, consistent with the most successful contractor companies will earn the trust and confidence of the home owner. Professional consultative sales training will teach the contractor how to neutralize the home owner's distrust of the industry so that there is a mutual exchange of information between service provider and consumer.
Mark Paskell
The Contractor Coaching Partnership
Posted by Mark Paskell on Sun, Aug 17, 2008 @ 11:13 PM
On 8/28/08 The Contractor Coaching Partnership and Sandler Training are hosting a complimentary seminar specifically designed for contractors. The seminar will be held from 3:30-5:30 PM at the Sandler Training facility on route 20 in Marlboro. The program is for remodelers, kitchen and bath companies, custom home builders, handyman, roofers, siding contractors, painters, landscapers, electricians, plumbers and small trades who service the residential home owner construction market. Sandler Trainer Joe Holm will share his cutting edge approach to blending Sandler principles with best practice systems for residential contractors.
Thank you network friends and contractor clients
When I started my coaching service earlier this year I knew at some point that an alliance with a professional training facility would be neccessary. I just didn't expect it to happen this fast. I left Francis Harvey & Sons in February, to start my coaching service, and thanks to my networking friends and contractor clients I have reached this milestone 6 months early. This combination will greatly enhance the service The Contractor Coaching Partnership provides for residential contractors.
We will be announcing other programs specifically designed for the residential contractor at the seminar. We look forward to seeing you on the 28th.
Please use the link below to register for this FREE event.
Mark
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Complimentary Seminar
"Growing your business & taking it to the summit"
Remodelers, Replacement Contractors, and Small Trades
Invest two hours discussing these and other important issues with your peers
- You are spending too much time working IN your business and not enought time spent working ON your business
- The fear that you will not have enough sales to pay your bills and prevent employee loss and bankruptcy.
- How to prevent home owners from stealing and using your expert information to scope work and hire low ball contractors
- You're sick and tired of communication problems between your employees and customers
Thursday August 28th, 2008
3:30 pm to 5:30 pm
Sandler Training Center
Summit-Place
420 Lakeside ave
Marlborough, MA 01752
To Reserve a Seat contact Joe Holm 508-449-3861 JHolm@sandler.com
Or
Mark Paskell at 508-847-0162 Mark@thecontractorcoachingpartnership.com |
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| Profit From Other People's Experience Other people's experience can be enormously helpful. With it we can often overcome both time constraints and lack of training. But this experience can only be helpful if it is used. Most people, mainly because of pride, cannot make use of other people's experience. Many cannot accept expertise or help. Most people cannot even listen to others' advice - or rather they seem to be listening but cannot make use of it. To learn to listen to, evaluate, and use the wisdom of others is an invaluable aid to being successful. This takes receptivity and is born of humility and self-confidence. Many of us resist using other people's experience because we are afraid of our own potential dependence and compliance. To the extent that we can assert ourselves, we can overcome this fear and use other people's expertise as we do that of doctors' and lawyers'. People who have strong ideas of their own are less reluctant to make use of expert consultation. Someone else may already have paid a price you need not pay. Look to your associates for lessons already learned. |  Click here to register for the Free Seminar |
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The Contractor Coaching Partnership & Sandler Training
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Posted by Mark Paskell on Mon, Aug 04, 2008 @ 10:15 PM
I recently met someone who spent over $8,000.00 for a website that they
were told was done with the latest and greatest SEO practices. They got
less than 10 leads over a three month period even though they had
adwords ad campaigns and professionally done SEO. The website designer said they were the best and they
were experts at SEO. Unfortunately it didn't work.
Separately, I started a basic website a few months ago and honestly had no idea what was required for setting one up that actually works.
So I called an expert.
Like website designers that call themselves experts at SEO, I know many residential contractors who have adopted the key phrase "Design/Build" even though they don't have the first clue about how to provide the service properly. The ones who do understand design/build call an experienced residential contractor coach to mentor them.
The point here is that consumers should be very wary of website designers who claim to be SEO experts, when they really are not. I hired Hubspot to coach and mentor me on how I could effectively develop a website that got ranked on the top pages using specific key words that will attract the customers I want. My site isn't pretty (neither am I) but within three weeks of using the tools from Hubspot and listening to their coaching my site came up on the first page for my chosen keywords. In less than one month, I am listed on Google with three of the top contractor coaches in the country!!! I almost crapped my pants when I saw this. I wonder what will happen when I really get good at this SEO thing under the mentorship of Pete Caputa and his Hubspot team?
Thank you Pete for doing what you said you would do. Deliver!
Posted by Mark Paskell on Sat, Aug 02, 2008 @ 03:36 PM
When should I plan for the home show?
Before you know it contractors will be in the midst of the winter and spring home show season. Typically January through May is the main season for these major home shows. Most contractors don't start planning for the home shows until the end of the year or week before the set up. If this describes you then do yourself a favor a don't waste your money, stay home. Improperly planned trade shows will cost you thousands of dollars in wasted time rushing to put everything together, missed lead opportunities, stressed out staff, the wrong type of lead and more.
The time to start planning for your home show is 5-6 months before you go. You need to plan everything down to smallest detail. You only have 3-8 seconds to capture the interest of the homeowner. You need to determine if the show is right for you. What are your goals for the show? How many leads do you want? Who will set up and take down the booth? Do you have a professional looking booth? Do you have a booth? Who will work the show and will they know what to stay? What is your message?
If you don't have experience planning for trade shows you can hire a trade show expert. In my coaching business I see so many contractors who just shoot from the hip when it comes time for a show. Last year I spoke to a contractor who the week before a major Boston Trade Show said he was going to jump in and do the show. His partner and himself spent three days the week before running around getting stuff for the show. They stopped all their jobs to pull it together. Then they worked the show themselves with no literature, no strategy, unprofessional looking signs and booth and a notebook to take prospect information. I saw them a few months later and asked them if they did well. They said they got one small job that they broke even on. Do the math; 6 days for two owners at say 600.00 a day, the cost of the booth, 2000.00, crappy signs and one sloppy handout, 400.00 and a couple dozen leads of clients they didn't really want to work for leading to one job that didn't even generate a profit! Estimated cost to run 20 leads in an area one hour from their home base, 80 hours or 10 days at 600 per day. Hours for each to work the show; 64 hours or 8 man days at 600.00 per day. Add it all up and you get a whopping 3600.00 +2,000.00 + 400.00 + 6,000.00 + 4800 = $16,800.00!!!!!!!!!!!! Now this is what they told me however I suspect they lost more due to stopping their jobs and dealing with upset customers. Adding insult to injury they told me they ran a yellow page add earlier in the year for their company for 12,000.00 that didn't generate one sale.
So are you going to plan for your home show?
If you need an trade show expert check out EXPOVANTAGE
http://www.expovantage.com/
and speak to Jason Kallio. He does a great job and will save you thousands.
Mark Paskell
"a coach for residential contractors"
The Contractor Coaching Partnership
www.thecontractorcoachingpartnership.com
http://www.expovantage.com