Business Management

Ep.140: What Dealers Say Behind Your Back with Bradley Hartmann

Learning the best way to work with purchasing managers can help create great outcomes for both sides of the remodeling business.  With over a decade of experience in operations and purchasing for a national homebuilder, Bradley Hartmann has researched and found the importance of having purchasing sales teams devote their time exclusively focused on the specific needs and opportunities for remodelers. 

Bradley, founder and CEO of The Behind Your Back Sales Co., goes in depth about what suppliers really say behind your back on this episode of PowerTips Unscripted.

Mark, Victoria and Bradley talk more about:

  • Why it may feel like Remodelers are second-class citizens in the eyes of lumber and building material dealers
  • What suppliers are saying behind remodelers backs
  • The sales fundamentals missing from most remodelers
  • How Remodelers can best position themselves to get the best pricing and service from dealers
  • Questions Remodelers should ask to determine if they are the best fit for a specific supplier

On-Site Training Focused On Improving Your Bottom Line

Tim is going back out on the road! He is booking “Tim Tour” dates for 2021…

They will fill quickly, so Click Here to learn more about his Two-Day On-site Production training engagements.

Ep.139: Creating Great Compensation Programs that Help Grow Your Company with Tom Miller

For many, determining the compensation for an employee is nothing more than doing a quick google search, or in our members case, maybe asking their peers what they pay a particular position.  But Tom Miller doesn’t really agree with that methodology.  Instead, his company helps businesses apply the best compensation strategies that help recruit great talent.

Tom is the founder and president of The VisionLink Advisory Group, a compensation design firm that services private businesses across North America. Tom and his firm have served over 600 companies across all industries. 

In this episode, Tom discusses how to help small businesses apply the best practice compensation strategies that help recruit great talent, encourage execution of the business plan, and growing a company.

Victoria, Mark and Tom talk more about:

  • The starting point for building a great compensation plan in small company.
  • The most common mistakes employers make relative to compensation.
  • How to build an effective incentive plan in a private business.
  • The best way to handle employees who want stock in the company.
  • Setting and managing salaries for different employees.
  • And more…this 

Ep.138: Focusing Your Communication Style on Customer Satisfaction with Dave Yoho

Effective communication is measured by outcomes. Communication without an outcome is like traveling without a destination. The communication techniques used in selling are frequently more disastrous than helpful.

In this episode, Dave Yoho will expound upon several powerful communication techniques that have a psychological background, and have been proven to lead individuals to the outcome(s) they desire.

The measure of all communication is the outcome achieved. If you are not receiving the outcome desired with your communication – change what you are doing.

Dave Yoho is the president of Dave Yoho Associates, a widely recognized small business consulting company. He sits on the board of public companies, has appeared in over 100 video training series and has made over 5,000 speeches in all 50 states and 17 foreign countries.

Victoria, Mark and Dave talk more about:

  • Proven communication/sales tactics that a salesperson can use to find success.
  • The importance of persuasive language in the sales process, and some examples of how it is used.
  • Using customer satisfaction selling to introduce trial closes, and effectively close against price.
  • The most common reason for the failure of veteran salespeople.
  • Learning more about these powerful communication/sales tactics

Ep.137: Selling to Design, Not Designing to Sell with Jan Neiges

In this episode, we take a closer look at the sales process. We are always looking for fresh ideas and concepts that apply specifically to remodelers and those in the building community.

Our guest Jen Neige is adamant that you should be selling to design, NOT designing to sell, and she shares how you can improve your closing ratio, gain more control of the sales cycle and earn a design fee within two hours.

Jan Neiges is a National Kitchen and Bath certified Kitchen Designer and on the nine-member board for NKBA. Jan brings her 20 years of experience as a kitchen and bath designer and her 40 years of sales experience to share the selling process that she has developed.

Victoria, Mark and Jan talk more about:

  • Background on how Jan began working on this process.
  • Why this process is so important for remodelers to consider.
  • What some of the issues are within the industry faces that drives the need for using this process.
  • And more…

Ep.136: How to Build, Accelerate and Harvest the Value of a Company with John Warrillow

Small business owners spend a lifetime building a company and have one shot at getting their exit right.

Yet waiting to pounce on this unsuspecting group is a legion of financial mercenaries, private equity predators and corporate giants set up to prey on owner’s lack of experience when it comes to mergers and acquisitions.

These financial engineers use sleazy tactics like “strategic pacing,” “re-trading,” and “proprietary deal flow” to dupe owners into selling their life’s work for pennies on the dollar.

Our guest in this episode, John Warrillow, passionately advocates owners reframe how they approach their company from thinking of it as a job to building a transferable and valuable asset.

John is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. He is a past Keynote Speaker at our Remodelers Summit and has been a guest here on PowerTips Unscripted in milestone episodes 01 and 100.

Victoria, Mark and John talk more about:

  • The selling trends that John foresees with business owners who were hit hard during the pandemic.
  • The biggest mistakes John sees owners make when it’s time to sell.
  • The evil tricks large corporations and private equity groups use to pray on inexperienced owners.
  • How owners let potential buyers know they are interested in selling without looking desperate.
  • When owners should tell their employees they are thinking of selling.
  • And more…

Take the Value Builder PreScoreTM Assessment and Discover How “Sellable” Your Business is

Whether your exit is on the horizon or years away, the PREScore™ assessment will prepare you personally for a successful transition into your next chapter while enabling your business – and your people – to continue to thrive without you. More importantly, the changes you would make to ensure your business is more “sellable” will also make it stronger and more profitable.
[Click Here to Get the Link to the Assessment]

Ep.134: Preparing a Successful Exit Strategy with Dave Leff

Have you given any thought to your exit strategy? How are you going to leave your business when you’re ready to retire and enjoy your remaining years?

It is never too early to start, and you should really be planning for that day, no matter how many years you have left.

There are many options when it comes to planning a successful exit and our guest, Dave Leff, joins us to talk more about his process, one that he is closing on within the next few weeks.

Dave, President/CEO of Leff Construction – Design/Build, explored a number of different options over the past five years and ultimately determined that an Employee Stock Ownership Plan (ESOP) was the direction that provided the best outcome.

Victoria, Mark and Dave talk more about:

  • When Dave first started thinking about exiting his company.
  • The main things Dave did to prepare his exit strategy.
  • The main options Dave considered for your exiting and the pros and cons of each option.
  • The decision to go with the ESOP option.
  • How an ESOP works and the benefits and challenges.
  • And more…

Do You Need Help With Your Exit Strategy?

Our business coaches and consultants at Remodelers Advantage are standing by to help you formulate your strategy. It’s never too early to start and you will find that there are many steps you should be taking now to insure a more successful exit later. [Click Here to Learn More]

Ep.133: Harnessing the Power of 3D Visualization with Dave Pollard

Dave Pollard, Co-Founder & Design Director of Liv Companies outside of Chicago, joins the show to talk more about how his firm utilizes 3D renderings in almost every aspect of their business.

Leading LivCo’s design team, Dave’s process quickly takes hand sketches to full-blown renderings and walk-throughs, and they are even leveraging the power of quick video editing to help clients and prospects truly feel what their home can be, and leave every meeting feeling inspired.

LivCo has been leveraging the power of 3D design since they began design/build back in 2012.  Initially used simply as a creative tool for developing ideas, they quickly learned that the 3D output could take them to a higher level in sales, efficiency of communication, and marketing.

Victoria, Mark and Dave talk more about:

  • The software LivCo uses and why they use it.
  • An overview of LivCo’s general design workflow.
  • Using 3D visualization for more than just client presentations.
  • The time it takes to make deliverables to the client.
  • The fees to the client for 3D renderings.
  • And more…

LivCo’s Drawing Board Playlist on YouTube

VR Codes mentioned in this episode:

VR codes

Jobs are Won or Lost During the Design Process - MasterClass coming up in January!

BUILDING AN EFFECTIVE DESIGN PROCESS

Created exclusively for design managers and senior-level designers in remodeling and custom building companies, this MasterClass brings together presentations from award-winning industry experts, best practice sharing, and more.  [ More Information + Registration ]

Ep.132: How to Shatterproof Your Business with America’s Legal Coach

There are many legal challenges that can appear suddenly for remodelers, builders and business owners.

Frivolous lawsuits, “Jekyll & Hyde” clients, predatory creditors, employment claims… you name it, it’s out there.

It is imperative to build your business on a foundation that can weather the storm so that, as our guest today puts it, it doesn’t matter.

In this episode, we talk more about the process of “shatterproofing” your business with America’s Legal Coach, Scott Reib.

Scott is the owner of ReibLaw, a full-service law firm with over 20 years of Business Law and Estate Planning experience. For the last two decades, Scott has been helping business owners, entrepreneurs, coaches, and service providers to “shatterproof” their businesses and succeed in the professional world.

Victoria, Mark and Scott cover:

  • How Scott became known as America’s Legal Coach.
  • The difference between a legal coach and a lawyer.
  • What is meant by a “shatterproof” business.
  • Why a business would need to be shatterproof.
  • The biggest legal mistakes Scott sees businesses making.
  • And more…

Share the Love and Spread the Word!

After almost 3 years and 130+ episodes, we’ve come a long way… and we thank you so much for listening. But, we’re never too proud or complacent to not ask for “the love” and to help spread the word about our podcast.

If you’re enjoying our PowerTips Unscripted podcast, please spread the word, share our episodes on social media and post reviews on iTunes, Stitcher and Spotify. We would love to hear your thoughts on our program. 

Ep.131: All About LEAN and Value Stream Mapping with Dean Tompkins

Increasing efficiency is one of the easiest ways to increase your company’s profitability, and LEAN process improvement is an extremely popular direction to take for successful remodelers and builders out there.

We have discussed LEAN concepts in past episodes, including Episode 10 when we had Doug Howard on to talk about the LEAN consulting work he is doing with remodelers and builders around the country.

In this episode, Victoria and Mark look more closely at some of the aspects within the LEAN system and welcome Dean Tompkins to the show to discuss how using Value Stream Mapping can rapidly improve your business.

Dean is the Owner and Integrator for Payne & Payne Renovations and Design in Cleveland, Ohio and he, and his business partner David Payne, recently embarked on a LEAN process improvement journey.

Victoria, Mark and Dean talk more about:

  • How Payne & Payne got started with LEAN Manufacturing concepts.
  • How LEAN applies to remodeling and the custom building process.
  • Aspects of the LEAN toolbox and which ones they used.
  • How the Value Stream Mapping process went and what surprises they found.
  • What the results of the process were and whether or not they would do it again.
  • And more…

Imagine being more profitable than your competition, without having to be more expensive.

LEAN is a method of process improvement designed to simultaneously improve customer service, enhance employee morale and increase profitability — all with little or no capital investment.

Here at Remodelers Advantage we’ve taken the core principles of LEAN and developed the LEAN Remodeling System (LRS), which addresses the specific challenges facing remodeling businesses today.
[Click Here to Learn More]

Ep.130: The Rise of the Controller with Jackie Shaw

What will accounting and administration departments look like in five years? With advancements in technology and the shift towards an outsourced “gig economy,” the change is coming and the decisions you make now are critical to preparing for that change.

To look further into how the world of accounting and office administration is changing we welcome Jackie Shaw to the show.

In addition to being a long-standing and extremely popular Roundtables facilitator, Jackie is founder and principal consultant of Get Organized! whose mission is to increase the happiness in the world by helping business owners deal with accounting & administrative challenges. She is a nationally recognized presenter, consultant and QuickBooks Wizard.

Victoria, Mark and Jackie cover:

  • What accounting and administration departments will look like in 5 years.
  • What decisions you should be making (or not making) now to take advantage of technology advances and the gig economy.
  • Where owners are stumbling when making decisions about technology and staffing.
  • What a Controller position looks like currently and what it will be in 5 – 10 years.
  • What owners can do now to prepare for the change.
  • Pitfalls owners should watch out for in the next 5 years.
  • And more…

Check out Mark's New Book, Lobster on a Cheese Plate

As mentioned during this episode, make sure you check out Mark’s new book on marketing strategy, Lobster on a Cheese Plate. Plenty of great information for taking your company’s marketing to the next level. [Click here for more information & to order your copy!]

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