Sales

Pheel the Love — How the Most Powerful Force in the Universe Builds Great Companies, with Tom Burgoyne – [Best of PowerTips Unscripted]

Everyone would love to have raving fans — and today’s guest knows the feeling. Tom Burgoyne has had a 30-year career as the person behind the Phillie Phanatic — the most popular mascot in sports. 

In this episode, Tom talks to Victoria and Mark about what the Phanatic has taught him about the importance of customer service — and how it can be a great differentiator.  Tom has learned, while in costume, that the love people have for the Phanatic, and the love the mascot shares, can be applied to your everyday working life. 

Tom was working in sales when he answered a blind ad to become the backup to the original Phanatic. He was the backup for four years before assuming the primary role. He’s also the author of Pheel The Love!: How the Most Powerful Force in the Universe Builds Great Companies — Phillie Phanatic Style!  He applied this principle to improving customer service through love and fun, including:

  • Being authentic
  • Deciding to be loving
  • Noticing opportunities to share the love
  • Acting on the opportunities
  • The big smooch — making people feel special
  • Being consistently optimistic as a company
  • The Love 15 evaluation
  • And more …

Tom shares some of his most enduring memories as the Phanatic, including leading the 2008 World Series parade, how hot it gets in the costume, and what the Phanatic and Remodelers Advantage have in common.

Tom also has a podcast called Phillies Backstage with Brazer and Burgoyne. And you can check out his page on LinkedIn.

This episode was initially posted in 2019.

Everyone Should Think Like an Entrepreneur with Sean Castrina – [PowerTips Unscripted] S4 E4

Sean Castrina joins the program to discuss why everyone should think like an entrepreneur and the importance of developing a strategy for determining what business you want to start. He shares that when he lost his job, he found another one so he could take his time to figure out his next steps. 

Sean Castrina is the Founder of The Weekend MBA, host of The 10 Minute Entrepreneur Podcast (a top 10 entrepreneurship podcast), an author of 4 bestselling books, and a serial entrepreneur.

Sean, Victoria and Mark discuss:

  • Critical components of building a successful business
  • The top reasons why most entrepreneurs fail
  • Why you must constantly look for new revenue streams 

The Delicate Art of Qualifying Remodeling Leads with Chip Doyle- [Best of Powertips Unscripted]

Leads! Lead! Leads! Business is good, leads are coming in. But are you over-qualifying, under-qualifying, or doing it just right? 

Chip Doyle’s got research that says 30-60 percent of business is lost because the initial phone call is handled incorrectly. So if you’re not doing it just right, you’re leaving money behind.

In this episode, Chip’s back with Victoria and Mark to break down the best practices for lead evaluation over the phone, and what to leave for the salesperson to handle in the prospect’s home.  

Chip Doyle wrote Selling to Homeowners — The Sandler Way, a best-selling industry book, and has been offering Sandler training for 20 years. He has worked with hundreds of remodeling companies across North America — including many of our Roundtables members and RA University members, and many other RA programs.

The most fundamental mistake many remodeling companies make — especially in this hot market — is mismanaging leads over the phone. Over-qualifying leads mean you’re actually losing money, says Chip. He says the salesperson’s job is to go out and get “no”s. Getting into the home is key, but too many owners wear too many hats and don’t have enough time to devote to sales calls. The result is being too stringent during the initial phone calls. Chip talks about how to qualify your prospects the right way, including:

  • Predictive qualifying
  • How long the initial call should take
  • Who should do the qualifying
  • Training the qualifier, or LIP
  • Ensuring that the homeowner has a positive experience on that first call
  • Finding out the client’s pain points while on the phone
  • Making and confirming appointments
  • And more …

Growing a High Volume Remodeling Business with Jake Schloegel- [Best of Powertips Unscrpited]

Many remodelers dream of one day building a high-volume remodeling company. Others aren’t sure it’s worth the effort.

In this episode, we talk to Jake Schloegel about what it takes to grow a high-volume remodeling business. Why build it? Who should be involved? What are the expectations?

Jake is the Founder of Schloegel Design Remodel, an award-winning Design/Build firm in Kansas City. He started in 1980 as a one-person company and has grown it, with the help of his team, to an operation exceeding $14 million in revenue annually. The company is now managed by Jake’s son, Charlie Schlegel, and his business partner, Chris Peterson.

Jake has been a facilitator and instructor for Remodelers Advantage for years and is very active in the remodeling community, having served as president of NARI from 1990 through 1992.

Victoria, Mark, and Jake talk more about:

  • Jake’s business and what prepared him for growth.
  • Who helped Jake in building the company?
  • The key components necessary for sustainable growth.
  • Why Jake wanted to achieve high volume.
  • What Jake would do differently if he could have some do-overs.

Ep.190: Sales Messaging Mistakes We Must Fix Today

Henna Pryor joins us to talk about digital messaging and sales psychology to help business owners improve their online presence. Henna discusses the 5 biggest mistakes people make when they use digital messaging including not sounding like robots and not being self-centered in our writing.

Henna Pryor is an in-demand speaker, executive coach, and workplace performance expert, who was a #1 top seller and leader at a $2B firm for over 14 years. She’s speaking at TEDx in NYC in September and is publishing her first book, Awkward & Upward, in 2023. 

Victoria, Mark, and Henna talk about:

  • Biggest mistakes people make when marketing online 
  • Improving subject lines 
  • Focusing on benefits not features 
  • And more 

Ep.176: Top 10 Sales Tips for Remodelers with Jeff Borovitz

Jeff Borovitz has trained hundreds of remodeling sales people, designers and owners to help them increase sales and margins.  So, we have asked him to join us here to share his top ten sales tips with our listeners.

Jeff is a franchise owner of Sandler Training and the Remodelers Advantage Sandler Sales Trainer. He has advised, trained and coached small and medium-sized companies as well as large enterprise companies on developing stronger sales teams, closing more sales and leading organizational change.

Victoria, Mark and Jeff talk more about:

  • The most commonly missed sales tip
  • Conviction and belief in relation to sales
  • Customized remodeling sales tips
  • And more…

Click here to check out Jeff’s sales training classes!

 

Ep.171: Design Services as a Profit Center For Your Business with Dan Baumann

More and more remodeling and home building contractors realize the value their design services bring to their clients, and it is becoming a profit center for many companies.  Guest Dan Baumann is here to share the many reasons why you should be charging a fair price for your design services.

Dan is the founder of Chief Experts Academy, a resource-packed treasure trove of information that provides ongoing training, support, and content for contractors and designers involved in the sales and development of plans for residential and light commercial buildings.

Victoria, Mark and Dan talk more about:

  • Compensation for design services
  • Why some contractors may not charge for these services
  • How design services can save clients money on their projects
  • And more…

Is Your Production Team Focused on Profit in 2022?

Masterclass Starting on Monday, January 10, 2022

As we begin the New Year, get your production team ready to focus on profit with weekly Production Team Training, whether they are in the office or in the field on a phone, tablet or laptop.

Six afternoon sessions, every other week, starting on January 10th, led by R/A’s Production “Guru” Tim Faller.

Ep.169: Opportunities and Challenges for Residential Remodeling in 2022 with Abbe Will

The U.S. home and remodeling market continues to be influenced by a variety of housing and lifestyle changes, brought about by the COVID-19 pandemic.  As this year comes to a close and we begin to prepare for 2022, we can learn and grow from these patterns. 

Guest Abbe Will is here to share some pandemic-induced changes along with market fundamentals pointing towards strong growth in home improvement and repair spending in the near future as well as long term.

Abbe Will is a Senior Research Associate and Associate Project Director of the Remodeling Futures Program at the Harvard Joint Center for Housing Studies. Abbe has over 15 years of experience conducting economic and demographic research of the U.S. home improvement and repair industry. 

Victoria, Mark and Abbe talk more about:

  • Opportunities and challenges in 2022
  • Market trends influenced by the pandemic
  • Market fundamentals for the future of remodeling
  • And more…

Industry veteran, Craig Deimler, leads this popular Masterclass sales course that meets for six weekly afternoon sessions; next class starts on January 17th!

By participating in this course, you will improve your skills in:

  • Finding the prospect’s real pain and providing them with the best solutions.
  • Balancing the prospect’s needs with their budget.
  • Setting real expectations at your first sales meeting.
  • Handling prospect’s objections and reversing the negative.
  • And so much more!

[ Click Here for More Information + Registration ]

Ep.164: Focusing on What Matters Most with Spencer Powell

The most common marketing mistake host Mark Harari sees is a focus on tactic without regard for strategy.  It is important to avoid adopting new fad marketing tactics, and start with a strategic foundation.  Guest Spencer Powell agrees, and he is here to share how to focus on what matters most to your business so that you can use marketing to increase profit.

Spencer is the CEO of Builder Funnel & the author of the book, The Remodeler Marketing Blueprint. Spencer began his marketing journey by helping his uncles’ remodeling division grow from $2M to $10M in 4 years & now helps remodeling companies create sustainable, repeatable marketing plans.

Victoria, Mark and Spencer talk more about:

  • Developing strategy
  • The importance of tracking/measuring
  • Taking the necessary steps for successful strategies
  • And more…

For the Marketing Pro on Your Holiday Gift List...

Ep.157: How to Achieve Consistency in Revenue and Profit with Andy Haste

Guest Andy Haste is among one of Remodelers Advantages most successful members, and he attributes that success to consistency and profitability.  But, how does one achieve consistent profits in such an unpredictable, and inconsistent industry such as remodeling? 

This episode shares tips, tactics, and techniques to effectively set the goals and budgets to reach, and maintain consistent profit in such an inconsistent industry.

Andy is the president of Riverside Construction in West Lafayette, Indiana, and has been part of the Remodelers Advantage Roundtable community for many years.  He has 15 years of experience in the business supplies industry and values the privilege of working alongside homeowners, exploring creative ways to turn their homes into personal living spaces that will be loved for years to come.

Victoria, Mark and Andy talk more about:

  • Why remodelers may have problems maintaining consistency
  • Embedding a good philosophy with your team
  • The challenges that come with maintaining consistency
  • And more…

Masterclass Coming on August 9th!
Ready to Stand Out, Attract the Best Clients, and Win Every Sale that Comes Your Way?

Based on his best-selling book, Lobster on a Cheese Plate, Mark’s intensive marketing masterclass will cover everything from positioning, messaging, building a marketing plan, measurement, customer research techniques, and more.

August 9, 2021
Baltimore, MD

[ Click Here for More Information ]

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