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.

Two weeks ago I went to the national NARI business meeting in Atlanta and met many successful remodeling contractors from all over the country. I was interested to learn what was behind their success. The contractors I asked were eager to share the factors and experiences that led to their success. Here are some of the major factors shared;

I recently found a video on Youtube describing how a screened contractor took advantage of a homeowner on a deck job.

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.

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.

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 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.

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.

In today's competitive construction market it is harder and harder to win jobs without an effective sales process and sales training. Just a few years ago a decent contractor who showed up on time, talked well, looked good and had a decent bedside manner had no problem getting plenty of jobs. Most contractors with little or no formal sales training were very busy. The residential contractor now knows that being a simple order taker is no longer good enough in this market. It is critical to have an effective sales process and sales training to win jobs from the new consumer. The chances of succeeding without an effective sales process and training is small. In addition, the cost of leads has skyrocketed. Can you really afford to blow a lead?

Remodelers, Design/build contractors, Custom Home Builders; Help with homeowner selections.