Posted by Mark Paskell on Tue, Sep 30, 2008 @ 08:33 PM
I went to the Shriners Home Show in Wilmington this past weekend and saw a well attended trade show. I was suprised to hear so many people were asking about large remodel jobs like kitchens, in law suites, baths, and finished basements. In light of the current conditions, one would think that nothing is happening. However, if you were at the trade show and invested in a booth it was obvious that there is interest in remodeling.
I commend the companies who are investing in marketing their firms and doing what is necessary to keep things going. I here many complaining that nothing is happening in the remodeling industry. Bitching and moaning is not going to make the phone ring or bring work in the door. True it is tougher however keeping a negative attitude will only attract more negatives. I was glad to see many trade show exhibitors holding a positive attitude. One trade show exhibitor said he decided to do the show because other means of advertising were not sufficient to generate the leads needed. Another said if they (homeowners) won't come to you then you have to go to them. Yet another said we have to go back to the basics and adapt to a changing marketplace. Trade shows are a great place to meet my future customers.
Another exhibitor explained his view on doing home shows as follows; "if you want to get the fish to feed the family then you need to fish where the fish are!"
And this brilliant insight came from a contractor. Who said contractors weren't smart?
Mark
Posted by Mark Paskell on Tue, Sep 30, 2008 @ 08:08 PM
This is the time of year to prepare for the winter. Many times contractors wait until December and tell themselves that they need inside work for their company. If you wait until then it is too late.
Now is the time to increase your marketing and start looking for opportunities to book work for the cold months. One way to do this is to call all of your customers and let them know that you are now booking orders for projects to start after the holidays. For booking now, offer a small incentive. Also you can send all of your customers a hand written letter or post card promoting winter work. Advertise that you can do smaller projects like crown moldings in the living room, replace interior doors, install closet organizers, install new wainscoting, paint interior walls and ceilings.
Tell your customers that you can schedule work on the "the honey to do list" that their spouse has been promising to get to for months.
Ask your customers to refer you and you will give them a 50.00 gift certificate to Home Depot for a successful referral or they can use it toward work on their home.
Also don't forget to order your holiday cards to be sent out before Thanksgiving.
NEWSLETTER and Top of Mind Awareness (toma):
Marketing experts recommend that we stay in touch with our customers at a minimum of 4 times per year. This concept is called TOMA (top of mind awareness). Write a newsletter with helpful information on a how a homeowner can prepare for the winter and what they can do to winterize their home.
For other ideas and advice on what you can do to book work for the cold months feel free to contact The Contractor Coaching Partnership.
What are you doing to book work for the winter?
Mark
Posted by Mark Paskell on Tue, Sep 23, 2008 @ 08:34 PM
On 10/1/08 The Contractor Coaching Partnership is hosting a round table with Joe Holm of Sandler Sales at the monthly NARI contractor meeting in Natick.
Anyone interested in attending please let me know or contact Ann Dube of NARI at 508-907-6249. This event will be well attended so book by Friday to ensure a seat.
Mark
EM NARI October Dinner Meeting
Wednesday, October 1, 2008
Crowne Plaza, Natick, MA
Round Tables with the Professionals
Pre-Registration $50; Onsite $60
Contact Ann Dube' at ann@emnari.org OR
508-907-6249 to register
Pre-registration is highly recommended!
Networking begins at 5:30 pm Dinner at 6:30 and Presentations at 7:30 pm
Come Hear What Our Professionals Have To Say On These Topics:
- Glenn Travis, GMT Home Designs: Design/Build
- Shawn McCadden: Product Management
- David Morgan, D.R.M. Design/Build, Inc.: Estimating: Cost Plus vs Fixed
- Mike Sams, Kenney & Sams PC: Mechanic's Lien Law Issues and Risk Payment
Management
- Bill Avril, Commonwealth Financial Group: HR: How To Keep Good People
- Kevin Lister, Paradigm Strategies: The 12 Secrets to Successful Marketing
- Sheri Ryan, Paychoice: Payroll Services
- Pat Peterson, Construction Accounting Services: Quickbooks Overview; Job Costing
- Danielle Quaranto, Healthy Home, Inc.: Green-Icynene
- Christine Zuendt, Mason and Mason Insurance: Who Pays 2nd time around, General Liability
& Workers Comp
- Andy Kofman, CPA, Esq.: Tax Saving Strategies and tips before Year-end
- Ellen Dorian, Dorian Coaching Group: Simple Strategic Planning: A 7-Step Approach to
Accelerate your Profitability
- Joe Holm, Sandler Training and Mark Paskell, The Contractor Coaching Partnership: How to
quickly bond with your prospects and lock out the competition
- Ultan Feighery, The Human Resources Organization: Employment Laws: Roadmap to Success
Posted by Mark Paskell on Tue, Sep 23, 2008 @ 07:21 PM
Joe Holm from Sandler Sales Training Center and The Contractor Coaching Partnership are offering a free seminar for residential contractors. This program is specifically designed for contractors and the trades who provide contracting services to the home owner market.
This is a great time for contractors to plan and work on their business for next year.
If you or someone you know is interested in attending click the link below to register for the free seminar.
Subject: Contractor Coaching Seminar
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Free Seminar
"The next level remodeler"
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 enough time spent working ON your business - How to develop systems
- Your fear that the economy is going to ruin the business that you have killed yourself building
- 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
Wednesday, October 8th, 2008
4:00 pm to 6:00 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 |
|
Sandler Training
420 Lakeside Ave-suite 103 · Marlborough, MA 01752 · 508-449-3861
http://www.adventus.sandler.com/
Authorized Licensee
Refer a Business Associate!
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Posted by Mark Paskell on Mon, Sep 22, 2008 @ 10:53 PM
I met with a prospect recently who is afflicted with chief cook and bottle washer syndrome. He is the CEO, the salesman, the bookkeeper, the office clerk, the production manager, the service manager, the marketing manager. He is working over 75 hours per week and said he is concerned that he is working at a breakneck pace. He said he would like to leave the business to his kids who work in the business. He also said he doesn't really take vacations and when he does he is working from the vacation destination.
His spouse doesn't want to work in the business because he is very particular and for lack of a better word anal about the way things are done. His volume of work is in excess of seven figures. He even does his own payroll for 10 plus employees. He says he doesn't trust anyone! And I am glad to say he is a nice guy and is legally licensed and insured with a strong reputation. However he knows he is missing out on the family, the grandchildren, and time with his spouse. He doesn't have the time he would like for his hobbies and leisure. He was quick to point out that he was self made and learned from the school of hard knocks.
The above description is quite common for contractors. The likelyhood of a contractor similar to the above making it over the long haul are slim. They usually burn out, make mistakes, get divorced, or worse have heart attacks and of course go out of business. When this happens homeowners are left in the lurch and complain to the authorities. Is it any wonder that contractors are the most complained about industry in America, according to the Consumer Federation of America. These contractors usually have little or no systems, business training, and very rarely use best practices.
He says he needs a coach or some help, but is not sure if he can ever let go of his baby. Hopefully he doesn't join the ranks of 95% of contractors who don't make it and leave their customers with no one to service their work.
What do you think he should do?
mark
Posted by Mark Paskell on Mon, Sep 22, 2008 @ 10:45 PM
On 10/8/08 we are offering a free seminar for contractors at the Sandler Training Center in Marlboro form 4-6PM. This program is designed specifically for residential contractors. The seminar will focus on system development and exposure to Sandler Sales approaches and how to use them in residential construction applications. Please stay tuned for sign up information or contact Mark. Please let any contractors you know about the upcoming seminar.
Posted by Mark Paskell on Sat, Sep 20, 2008 @ 10:40 AM
The recent commotion in our economy is presenting many of us with challenges we haven't faced.
To all contractors, contractor providers, business associates and fellow networkers please use this forum to share your challenges and insights on what you are doing to overcome the current challenges?
What would you suggest to others who read this blog?
How do you market and generate lead opportunities?
Maybe you are doing something that will benefit a reader of this blog and can become known as an expert in how to succeed in challenging times.
Please suggest topics that you would like to see on this blog and I will write about them and also encourage my networking team to participate.
Let's help each other!
mark
Posted by Mark Paskell on Tue, Sep 16, 2008 @ 11:16 PM
An article recently published by Eastern Mass NARI in the monthly newletter sent to all members about The Contractor Coaching Partnership.
MEMBER SPOTLIGHT
During the May NARI meeting we welcomed a new member company called The Contractor Coaching Partnership. Founder, Mark Paskell came to us and said if there is anything he can do to help us increase the chapter membership that we can always count on him to help. In that same meeting he brought six guests. We learned that he is an expert in building groups through networking, in addition to his profession as a "Contractor Coach". In August, Mark was nominated by EMNARI President, Bill Farnsworth, to join the board of directors.
Mark has over 22 years experience in our industry and is known as a Design/Build and Exterior Renovation Expert. His industry related experience includes Sales and Marketing Management, Production and Administration System Development, Design/Build and Lead Carpenter System Development, Public Insurance Adjuster, and BNI Networking. He is a Graduate of Sandler Sales Institute, Design/Build Institute and a 10 year member of Certified Contractor Network. In February 2008, he founded The Contractor Coaching Partnership. The company provides coaching and industry specific best practice system development and training for residential contractors and the supporting trades.
He says that he got the idea for coaching contractors when he met Richard Kaller of CCN in 1996. Mark says, Richard taught average contractors that they could succeed if they developed, implemented and trained systems and best practices. Mark also said that he was inspired to start a coaching career by Tim Bretton of Sandler Sales and Shawn McCadden, Consultant. "I always believed that choosing the right role model and mentor has a huge impact on long term success.
In NARI, I see a great opportunity for new contractors to learn from the professional remodelers and I recommend NARI to all my clients"
Don from Bryan Construction says "The Lead Carpenter and Systems training has been great. I look forward to the Design/Build sales training we are now starting. Working with someone that has direct knowledge of the industry, has made all the difference in the world. Thanks Mark, Don Bryan"
For more information please check Mark's
website and blog at
www.thecontractorcoachingpartnership.com
mark@thecontractorcoachingpartnership.com
Cell; 508-847-0162, Off. 978-422-6354
Posted by Mark Paskell on Tue, Sep 16, 2008 @ 09:18 PM
Yesterday the the financial world and economy took a big hit. On top of recent oil, gas, electric and cost of living increases it is hard to escape the negativity all around us. On www.ContractorTalk.com I see many comments from contractors regarding the difficulties of securing any business. Many are saying they are just hanging on. Most have never experienced a downturn in residential work like we saw in the early nineties. Work has been so plentiful up until a couple of years ago. Just returning the phone call or showing up on time with a smile and clean truck ,you were hired.
So what can a residential contractor do to keep afloat when there is so little work to sustain everyone?
In my practice, I see some companies doing well in spite of these trying times. Albeit, they are not as busy as last year but they are not worried about closing their doors like many others. So what is the difference between those barely making it and those doing ok?
The answer is those who are succeeding have goals, business plans, systems and adhere to best practices. These companies model themselves after others who are successful doing what they want to do. They don't reinvent the wheel when tried and proven methods work. They are students of the game and they are always practicing, studying, and adapting their strategies to line up with their goals. They understand that they must be willing to delegate the many tasks required to run a successful business. They ask for help and don't claim to have all the answers. They attend trade shows like the recent Remodeling Show in Baltimore to learn more and sharpen their saw.
Contractors are a proud bunch and many times are not comfortable admitting that they may be having trouble running a business they weren't trained for. Time will tell if they will survive the current downturn in work. However it doesn't need to be this way. I saw so much genuine help available for contractors in Baltimore that any contractor who wants help can find it by aligning themselves with professional organizations like NARI, NAHMBR or they can obtain great information from contractor forums. They also can hire a contractor coach who knows their world.
What would you suggest to help a contractor friend who is just making it?
Mark
Posted by Mark Paskell on Mon, Sep 15, 2008 @ 10:45 PM
Last week I attended the Remodeling Show in Baltimore hosted by Remodeling Magazine, NAHB, NARI and Hanley Wood. The show was well attended by hundreds of contractors from all over the country in spite of a tight economy.
The show offered dozens of classes on how to run a contracting business. Many of the speakers were contractors who have their own successful businesses. It seems that there is a strong movement on in this country aimed at providing education for the residential contracting industry.
Two of my clients joined me at the show. They both said that they were very happy with the quality of the education they received. One of my clients from New York City said that this show opened his eyes to what he should be doing to bring his business to the next level.
The residential contracting industry is quickly taking the lead in educating contractors through trade shows like this.
The next show will be the JLC in March of 2009. If a contractor you know is struggling have them call me or read my blog for future announcements.
Mark
Posted by Mark Paskell on Sat, Sep 13, 2008 @ 09:24 PM
In May my firm, The Contractor Coaching Partnership, joined The Eastern Mass NARI chapter to network with professional contractors. My goal is to help the chapter grow its contractor membership using effective best practice networking strategies. Over the summer, I have been exposing this great organization to contractors, sub-contractors, and companies who provide services to the residential construction industry. On September 10th, I was joined by several clients and guests at the monthly NARI dinner. The theme for the night was to recognize the contractors who earned their NARI certifications.
A Great Networking Night
The networking part of the night was held from 5:30-7:00PM. The networking was so robust that you strained to hear the person you were talking with. The call to dinner at 7:00PM had to be repeated several times to get everyone to stop networking and sit down for dinner!
Dinner was served and you could still hear the buzz created by the intense networking. At 8:00PM the President, Bill Farnsworth began the introductions of new members and the guests. After the first three or four guests were introduced the microphone was handed to the incoming 2009 President, Phil Bates. After each guest is introduced the member who invited them is recognized. Here the night was about to take an interesting turn. Unbeknown to myself, the leaders collaborated to have a little fun with me. They decided to introduced all of my guests in succession. After each guest Phil would say invited by Mark Paskell. On the fifth intro instead of saying my name he paused and looked at the crowd and they like trained Pavlov dogs said "Mark Paskell".
Many said to me "you brought an army". I am fortunate and appreciative to all my guests who joined me for the event. Most networking pros know that becoming successful in a group requires inviting and bringing guests to the meetings. In one evening my guests helped me build enormous credibility. I would like to thank all my guests for their support. Joining me at the event; Jason Kallio; ExpoVantage,Trade Show Expert, Paul Ceccereli; Safety Trainers, OSHA and First Aid Training, Joe Holm; Sandler Sales Training, Derek McDougall; Professional Painter, Siraj Ahmed; Contractor Lawyer, Steve Babineau; CNE Distributors, Kitchen Cabinet Supplier, Andrew Marengo; APM Construction, Small remodel jobs, Rich Duhamel; Fiver Homes Remodeling, new homes and additions.
If anyone wants to recommend a great organization for contractors or for companies supporting the contractor industry please have them contact me and I would be glad to introduce them to NARI, an organization that supports contractor education, training and growth.
Mark
The Contractor Coaching Partnership
Posted by Mark Paskell on Sat, Sep 13, 2008 @ 06:43 PM
On September 10th, Eastern Mass NARI held their monthly meeting at the Natick Crown Plaza. The night was dedicated to recognizing residential contractors and their carpenters who successfully completed NARI sponsored education courses. The designations were for Certified Lead Carpenter, Certified Remodeler, Certified Kitchen and Bath, and Certified Green Builder courses. Many of the companies recognized are very active in the NARI organization. These companies know that it is important to educate and train their people. NARI is one of the premier contractor associations in the nation that is committed to providing education and training for contractors. Any contractor who is serious about being a professional and making money in residential contracting should consider joining NARI. I was there with several guests and they commented on how professional the contractor members were. (stay tuned for future post of details on my guests who attended)
It was great to see one of the companies I coached earlier this year, had 3 employees and one owner recognized at the event. Goodfellas Construction employees who were recognized for Certified Lead Carpenter were; Dave Katinas, George Johnson, and Jeff Snay. Owner Joe Kuptas was recognized for his successful completion of the Certified Remodeler course.
The amazing thing about Joe's certification was that when the course was offered there were not enough students registered and the course was canceled. Joe's determination to obtain his CR certification convinced the NARI education coordinator to offer the training. Joe took the course and passed with flying colors.
Joe Kuptas and his partner Dale Shadbegian are great role models for their employees and other contractors. Their commitment to education has made Goodfellas Construction one of the premier contractors in their market area. Great job Joe, Dale, Dave, George, and Jeff! It was an honor to coach you and your team.
Mark Paskell
The Contractor Coaching Partnership
Posted by Mark Paskell on Tue, Sep 02, 2008 @ 10:23 AM
Our first joint seminar hosted by Joe Holm of Sandler Sales Training in Marlboro and Mark Paskell of The Contractor Coaching Partnership, on 8/28/08, was well attended by 12 companies.
We were fortunate to have some top notch professionals, who service residential contractors, in attendance.
In attendance we had;
Jason Kallio for ExpoVantage a trade show strategist.
Siraj Ahmed of Law Offices of Siraj Ahmed a lawyer for contractors and home improvement law compliance.
Mark Packard owner of The Sterling Greenery. He brought 4 landscapers clients. He also holds seminars for his landscaping clients.
Amy McFadden of Amy McFadden Interior Design who specializes in working with remodeling contractors helping homeowners with selections and interior design services.
Little did I realize that these seminars can also benefit any service providers who work with residential contractors.
We will be having another contractor seminar on 9/16/08 at 3:30 PM-5:30PM.
Check back for more information in a few days. Also please let any contractors you know that this is a great opportunity for them to grow their business.
mark