Business Management

Ep.45: Using Tools to Find the Best Talent with Rick Bowers

You know all about the labor shortage, you’re living with it every day. But there are tools that can help you find the right person for the right job — and help you keep them in your company.

Remodelers Advantage has been using a personality assessment tool called DISC for years, and we love it. Everyone on our team completes a DISC assessment, as do all of our Roundtables members— who also rely on them in their own businesses.

In this episode, Rick Bowers of TTI Success Insights, the maker of the DISC test, drops by to talk to Victoria and Mark about how and why to use personality assessment tools in your organization.

Rick’s the president of TTI Success Insights, and the keynote speaker at its show TTISCON. Rick has more than 30 years of experience with talent management tools and has trained people to use effective talent management techniques in more than 30 countries on six continents.

For those who don’t know, or could use a refresher, the DISC profile breaks down personality into four buckets, to see which are more pronounced in each individual:

  • Dominance: The take-charge type
  • Influencing: Outgoing and fast-paced
  • Steadiness: Consistent and methodical
  • Compliance: Follows the rules

There are unlimited combinations, because everyone’s an individual, but taken all together, a person’s DISC profile shows why people do what they do, and how best to communicate and motivate them, says Rick. He takes a deep dive into how the DISC and other tools can help managers and employees, including:

  • The 12 driving forces that motivate
  • Letting the job talk
  • Using the right words for each personality
  • Making space for individuality
  • Building an effective team
  • Importance of debriefing process after hiring
  • Why the DISC can’t be used to excuse a bad behavior
  • Why you’ll only go against the assessment once in hiring
  • And a lot more…

In the remodeling business, it’s especially important to hire the right person for the job, and the team — the wrong hire can mess up your company for years. These types of assessment tools can help you make better decisions, and aid you in understanding how to manage and communicate. How do you use your DISC assessments? Let us know in the comments below.

Ep.44: Building a Remodeling Sales Team with Andy Wells

Most remodelers start as the sole salesperson for their companies. Stepping out of that role is arguably one of the hardest things you can do — but you have to if you’re going to grow your company. Hiring, training, and managing a sales team is a challenge.

Normandy Design Build Remodeling has a sales staff of 22, and all have design or architecture backgrounds. This is more important to the company than having pure sales experience.

In this episode, Andy Wells talks to Victoria and Mark about hiring and training superstars at Normandy, where he’s the president and owner. Normandy has been in business for 40 years and does additions, kitchens, and whole-house remodeling throughout the Chicagoland area. Andy has been with Normandy for 21 years.

Expanding and growing your company takes sales, and more sales, says Andy. His newer salespeople are selling $600,000 per year; some with more experience are doing $2 million, topping out at around $4 million sold by one salesperson. Andy talks about hiring and training the Normandy way, with information you can use to build your own sales staff, including:

  • Why passion is the most important thing
  • How to be a Sherpa for your clients
  • The importance of being nimble
  • Clicking with the customer
  • Training in the culture
  • The value of ride-alongs for sales
  • Scaling the commissions and compensation
  • Moving from salary to commission
  • Meetings — what to cover and how often to hold them
  • Why sales managers can’t do all their own selling
  • And more…

So much more, in fact, that we ran out of time. Since we didn’t even get to the management part, we’ll be bringing Andy back soon!

Tell us about your experiences with hiring and training a sales staff in the comments.

Ep.42: How and When To Hire a General Manager with Aaron Enfinger

As companies experience growth, there are tipping points where changes need to be made. One of those points is when you realize you need additional management for the organization. Many remodelers are considering adding a General Manager, but are unsure how it will work in practice.

The Cleary Company of Columbus, OH, reached this tipping point in the Development Department in the Fall of 2016. The company was changing rapidly, adding staff, and stressing the existing systems in place. Things were getting bogged down. Owner George Cleary promoted Aaron Enfinger from Production Manager to GM to step in the gap. He’s currently wearing both hats while searching for his successor as PM.

In this episode, Aaron talks to Victoria and Mark about his experiences in taking over his new role and what it’s meant for the company. While Aaron oversees the operations, George has more time for business development and long-term planning.

The decision to add an overlay of management was caused by three factors, says Aaron. The staff was stressed by the workload, they were having trouble getting projects through the different phases of the job, and steps were being skipped in previously reliable systems because of the rush to get jobs to production. He talks about what his job entails, and some of the challenges, including:

  • Keeping the owner in the mix
  • How to not overload a GM
  • Managing people outside of your own job experience, like designers or marketers
  • Creating new positions to help streamline processes
  • Why to hire from within (if you can)
  • Working with the owner (or CEO)
  • The benefits of a walking meeting
  • Small picture vs. big picture thinking
  • And more…

As promised in the podcast, here’s the link to Aaron’s appearance on The Tim Faller Show, where he outlined his approach to creating a master schedule to control the flow of jobs through the pipeline.

Extreme Makeover: Business Edition

As Mark and Victoria mentioned in this episode, the Extreme Makeover: Business Edition, Jan. 29-30, 2019, is filling up fast — and Super Early Bird Pricing ends this Friday, November 30th.
Click Here for More Information & Registration 

 

Ep.41: Using Virtual Reality to Grow Sales and Profits with Chris Katkish

Virtual reality creates immersive environments in real time. For remodelers, that means your clients could preview and even “walk-through” their projects to see if they like what they’re seeing. 

Guest Chris Katkish says VR can help remodelers streamline their sales and design process, trim the length of the sales cycle, and boost production efficiency by reducing change orders. All of which leads to more sales and more profit.

In this episode, Chris talks to Victoria and Mark about using VR technology to help clients confidently make decisions more quickly in the sales and design process.

Chris is the general manager of InSite Builders and Remodeling in Bethesda, MD. The three owners of InSite have partnered in a company called Limitless Virtual Reality, which enables CAD designs to be viewed in VR.

InSite uses VR as a visualization tool to get concepts across to homeowners. Even if you’re using 3D modeling, they’re still viewed in 2D, and seeing it on screen isn’t the same. VR immersion allows clients to experience the space and see what they’re buying before its built. Chris talks about the ways remodelers can use VR in their businesses, including:

  • When to bring VR into the sales process
  • Building in the charge for the VR design
  • How your 3D model becomes a VR environment
  • The equipment you’d need — and how much it may cost
  • Real-world examples of how VR speeds up client decisions
  • How to use it with Project Managers and Trade Partners
  • And more…

Victoria and Mark also spitball ways to use VR in your marketing. The pace of technology is fast — and VR is the newest tool on the scene. If you’ve got ideas or opinions on how VR may affect the remodeling business or your business, let us know in the comments below.
 

Are You a PowerTips Unscripted SuperFan Yet?

We are receiving great feedback from our listeners and we have more great episodes like this one coming. If you’re enjoying our PowerTips Unscripted podcast, please spread the word by rating our show and commenting on iTunes, Stitcher, or whichever platform you use!

Ep.39: How NOT to Grow Your Remodeling Business with Judith Miller

The Great Recession gobbled up a whole slew of remodeling companies, but more of them fail during an economic expansion than during a contraction. Growth is great, but it’s risky, and knowing how not to grow will put you ahead of the game.

In this hot market, there are so many opportunities, you can get ahead of yourself too quickly for the health of your company. And that’s where remodeling company owners get into trouble by growing the wrong way. There are potential downsides, and to avoid them, you have to keep you basic best practices — and customer satisfaction and net profits lie at the center, says Judith Miller.

In this episode, Judith joins Victoria and Mark to talk about the ways to grow your company the right way.

Judith has been a facilitator for Remodelers Advantage Roundtables for more than 15 years. She’s a QuickBooks expert, the author of The Remodeler’s Ultimate Guide to QuickBooks, and has been a columnist for Remodeling magazine for more than 10 years. Judith isn’t just a financial guru, she’s a high-level strategist who understands that numbers prove your strategy. She loves the challenge of helping good remodelers become better every day.

When trying to grow, the biggest stumbling block is a lack of control, preparation, and not focusing on the best practices. Judith tells you what those best practices are, and how to grow the right way, while explaining the details, including:

  • The critical need for leadership
  • Why your financials have to be in order
  • The Top 5 things you need to do to build a strong, profitable company
  • The predictable stages of growth — and which is best to grow in
  • How large you can get
  • Why hiring a sales force is the riskiest transition
  • How to build a company you can sell
  • Why growing over 20% may be crazy
  • And more…

You’ll also learn why “The Whale” projects takes too many remodelers down. Click here to go to the Growth Sustainability Calculator we discussed in the episode.

And if you need QuickBooks help, or want bring in Judith as a consultant for your business, you can email her at jfmiller@remodelservices.com.

 

Want More Ways to Improve Your Business in 2019 and Beyond?

We are excited to announce that we are re-launching and re-branding our annual January event, formerly known as the Master Your Remodeling Business Workshop. The Extreme Makeover: Business Edition Event has been re-tooled and re-focused on providing growing remodelers and renovators with the tools necessary to improve their businesses in 2019 and beyond.

In addition to Judith Miller, this 2-day event will feature well-known speakers such as Victoria Downing, Tim Faller and Mark Harari and bring in new faces like Doug Howard and the 2018 Fred Case Award Winner, Michael Sauri. For more information and to grab Super Early Bird discounts, CLICK HERE.

Ep.38: Learning from the Trucking Industry To Solve Your Labor Shortage with Natalie Putnam

So many remodelers can’t reach their production potential because of the labor shortage. With the unemployment rate at a 20-year low, the struggle to find and retain good people is curbing business growth for small-business owners, across industries.

In this episode, Natalie Putnam tells Victoria and Mark about the hiring and retention strategies that have worked for her company in the trucking space, another industry struggling to find great people.

Natalie’s the chief commercial officer at Verst Logistics in Walton, KY. She’s a an industry expert, with 35 years of experience in supply chain, logistics, and trucking. Verst is growing at 24% a year, so Natalie regularly recruits employees and drivers for warehousing, fulfillment, and truck driving — in an area dominated by Amazon, FedEx, and DHL.

While wages play a significant role in recruiting and retention, it’s not the only lever you have, Natalie says. Your company culture can be a bigger factor in making employees accept your job offer. She shares other tactics that have worked for her in hiring and retaining good employees in a highly competitive market, including:

  • Expanding your target market — especially toward women
  • Using marketing for recruiting
  • The power of listening
  • Relaxing your requirements — how and why
  • Creating a Mentorship program
  • Why respect goes farther than cash
  • Job-site recruiting
  • The rise of robots
  • And much more…

Finding good people to work for you is a struggle. But taking some tips from another industry can help you prosper.

Ep.37: The Art of Effective Communication with Paul Winans

Most work requires more than one person to get it done. Effective communication is essential to the enterprise. Everyone has to learn the skills to communicate effectively. One key is concentrating on what brings you success — in work, with your spouse or partner, and in the rest of your life. Build on that.

In this episode, Paul Winans joins Victoria and Mark to dive in to work on having effective arguments, resolving conflict, and working on listening.

Paul and his wife Nina owned a remodeling company for 30 years, living and working together, selling the company in 2007. Paul continues to work in the industry as a consultant, writer, and facilitator with R/A’s Roundtables.  As a facilitator, Paul works with our members to help them improve every aspect of their communication.

The biggest problem in effective communication happens when people just want to be heard, and don’t take on the responsibility to listen. For entrepreneurs, especially, It’s easy to say you have to listen, but you’ve built your business on others hearing you, and that habit is hard to break.

It takes a conscious and constant effort toward improvement. Paul gives examples and tips for improving your communication skills, including:

  • Focusing on understanding the other person
  • Using “I” language, not “you” language
  • Avoiding verbal attacks, even if they’re unintentional
  • Asking neutral questions
  • Establishing a foundation for decision making
  • Bridging the gap between communication styles and paces
  • How to tell if someone’s just visiting the conversation
  • Why meeting about nothing is good, actually
  • And so much more…

2019 Couples Retreat Workshop

This episode covers a lot of valuable ground, and you have an opportunity to go even deeper as it pertains to working with your spouse. As we mentioned in this episode, Paul and Nina will lead a Couples Retreat Workshop 2019 in Scottsdale, AZ, on February 7-8, 2019.

It’s an intimate group of 15 couples who will learn how to deal with conflict, argue effectively, and set goals for yourselves. The spots are going fast (a reservation was made during the podcast!), so act quickly to take advantage of this incredible resource. Register here!

 

Ep.35: Why You Should Have a Personal Vision Statement with Dave Bryan

A personal vision statement charts your course — in life and in business. If you don’t have one, you might as well be lost at sea when you’re making decisions.

For Dave Bryan, his personal vision statement serves as his North Star, allowing him to plot his course through his life. “There are a million ways in any given day to get knocked off course,” he says. “Everything you do should be in support of your life, and having a personal vision statement can help you stay on the path and keep on track.”

In this meaningful episode, Dave talks to Victoria and Mark about the genesis of the idea for him, how he did it, and gives tips for how you can write your own. Most importantly, he shares his reasons why you should.

Dave president of Blackdog Builders, with offices in Salem and Amherst, NH. After starting his business in 1989, he’s built Blackdog into a strong, consistently profitable business, with several diversifications under its umbrella. Dave is an entrepreneur who is known for the discipline and care with which he runs his company. Dave is also one of our popular Roundtables facilitators, where he shares his story with the groups.

Being an entrepreneur can be lonely, with no one to keep you accountable. Planning your life and using a personal vision statement can help define your goals. Dave’s path to writing his own statement began with the recession in 2008. “It was brutal,” he says. But defining the goals and intentions for his life going forward was a turning point.

You’ll hear Dave’s personal vision statement and learn why he won’t share it in written form. But you have to do the work yourself for your own, he says. Dave covers how to develop your personal vision statement, and what it can do for your life and business, including:

  • Creating a vision board as a first step
  • Why work is only a tool to build your life
  • How far out to plan
  • Working gratitude into your plan
  • What you learn when you look back

With all of the planning and goal-setting you do for your business, you may still be spinning your wheels if you don’t create the personal plan that forms a strong foundation for what you do — and why.

You can learn more about Dave and Blackdog at the website.

 

Are You a PowerTips Unscripted Super Fan?

If you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

If you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher.

Ep.33: The Sales-to-Production Handoff with Bruce Case

To many remodelers, a project works like a relay race, depending on good handoffs of the baton. The sales-to production-handoff is critical, and if you drop the baton, the race is over.

But there are ways to make it less of a hard handoff and more of a continuum, says Bruce Case. Bruce joins Victoria and Mark to explain how to break down the barriers and bring Sales and Production together as a team.

Bruce Case is the president and CEO of Case Design/Remodeling Inc., one the largest full-service remodeling firms in the nation with more than $60 million is annual revenue. Focused on the Washington, DC, metro market, the company provides a unique mix of design/build and home improvement services. Over the past 15 years, the company has extended its reach across the US through a network of licensees and franshises working under the Case Handyman & Remodeling Services banner. All these initiatives is focus on inspiring team members and clients.

Involving Production from the beginning of a job makes the projects more seamless and collaborative, creating a process that empowers employees and keeps them all focused on the bottom line. Bruce tells you how Case handles this team approach, including:

  • The need for accurate estimating
  • Why Project Managers get to sign off on a contract before the client does
  • Structuring compensation for Sales and Production based on gross profit
  • Who goes to what meetings and why
  • What to do when you need a tie-breaker
  • And a whole lot more…

Bruce talks about how to lead this process, and your team, with empowerment and accountability. For more about Case Design/Remodeling, check out their website. And we’re looking forward to Bruce’s AskAnything Fireside Chat at the Remodeler’s Summit on Sept. 26 — his fourth time sharing his expertise with us.

 
 

Ep.32: Industry Insights with Rick Strachan

If you’re curious as to where the remodeling  industry is going and the key opportunities for the future, Rick Strachan of Hanley Wood has your answers.

In this episode, Rick breaks it all down with Victoria and Mark, telling you what will drive growth, and how to face the coming challenges. You’ll get the big picture, detailed information to help you make strategic decisions for your future, and more numbers than you can shake a stick at.

Rick has worked in the media and information business serving the construction industry for 35 years, and for the last 26 years has been with Hanley Wood’s Remodeling Group. He is a founding member of the Harvard Joint Center Remodeling Futures Program, and is a past board member and former chairman of the Home Improvement Research Institutes Remodeling Professional Committee. He has also received NARI’s President’s Award for service to the industry.

The biggest drivers of remodeling, now and for the near term, are the Baby Boomers. Rick tells you what you need to know about this generation’s buying power and habits, as well as:

  • The predicted habits of Millennials in the remodeling space
  • The phenomenal growth in the industry and why the future looks bright
  • How to address your labor shortage
  • Why product and materials costs will escalate, and how to deal with it
  • Why HGTV isn’t all bad for business
  • What our aging housing stock means for you
  • And much more…

This episode is as close to fortune-telling as we can get. If you have any questions for Rick, you can email him at rstrachan@hanleywood.com. For more information about Hanley Wood and its news and information about the remodeling industry, go to their website.

Summit Partners

We are proud to partner with Rick and his team at Hanley Wood on producing the Remodelers Summit and we’re excited to get down to New Orleans for this year’s event. We only have 5 seats left for Summit so if you haven’t registered yet, please do so ASAP. You do NOT want to miss this year’s event!

MASTER NAVIGATION
MASTER NAVIGATION