Sales

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 ]

Ep.156: Making Money in Cost Plus Remodeling with David Crane

While Cost Plus Remodeling isn’t for everyone, it can be an enjoyable and profitable way of doing business.  If it is done well, it can be very rewarding and reduce the uncertainty of a market.

Guest David Crane joins this episode to share why cost plus remodeling has proven to be successful for his business and his clients, and why remodelers should adapt this form of a remodeling contract.

David is the CEO and President of Crane Builders in Nashville, Tennessee and has spent the past 34 years meeting clients’ needs with the highest standards in the remodeling and construction industry.  He graduated from Louisiana State University with a degree in Construction and after spending 10 years in his hometown of New Orleans remodeling homes, he moved his business to Nashville where the company has been delighting clients since.  David will also be speaking at this year’s Remodelers Summit in Phoenix, Arizona.

Victoria, Mark and David talk more about:

  • Some of the keys to successfully doing Cost Plus Remodeling
  • The differences in Cost Plus Remodeling vs. Fixed Price Remodeling
  • How to make a profit when you have to show the client your markup
  • What to do with your labor and Project Manager costs on a Cost Plus Project
  • And more…

No Better Way to Build Your Team...

For years we have seen the most successful remodelers in the industry take the opportunity to build their teams by bringing Key Managers and Staff to the Annual Remodelers Summit.

This year, we take that to a new level by offering three content tracks; Business, Value Builder and Production, led by our own “Guru” Tim Faller. So there is literally something for every member of your team, whether they want to switch back and forth or focus on one area.

In addition, with the activities surrounding this year’s Summit, like 2 golf outings and the proximity to the Phoenix area, there are countless team-building opportunities can be combined with your Summit experience.

Register for Summit today and BRING YOUR TEAM!

Ep.152: The Seven Deadly Sins of Negotiating with Jeff Borovitz

A remodeler who fears negotiation, is like a roofer who is afraid of heights.

Negotiation skills are necessary for success in the field of remodeling.  However, a lot of remodelers are unaware of how to even approach the subject. 

Guest Jeff Borovitz joins Victoria and Mark in this episode to talk about how to be an efficient negotiator and how to avoid the seven deadly sins of negotiation that stand in the way of success.

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:

  • What the Seven Deadly Sins are
  • The sin that costs remodelers the most
  • The sin that is the most misunderstood
  • How conviction and belief relate to negotiation
  • And more…

Hear More from Jeff Borovitz at the Summit!

Jeff will be one of our speakers at the 2021 Annual Remodelers Summit in September. Registration is now open so start making your plans to join us LIVE and In-person in Phoenix!
Click Here for more information + Registration

Ep.151: What Were They Thinking? with Victoria Downing and Mark Harari

Successful communication with new or potential customers can make or break a company’s image. 

Alongside communication, ensuring that any preconceived notions or assumptions are put aside when working with a new customer can be crucial in securing their business.

Victoria and Mark both share experiences with remodeling and trade companies that left them bringing their business elsewhere.  This is easily avoidable, and in this episode they talk about how communication plays a large part in having a successful business. 

Whether it’s poor communication or a lack thereof entirely, learn how to ensure that your business does not leave customers saying, “what were they thinking?”

Victoria and Mark talk more about:

  • The importance of being personable
  • How to facilitate good communication
  • Advice for following-up
  • And more…

Get on the Waitlist for the 2021 Remodelers Summit in Phoenix

We are very excited to announce that after more than a year of virtual conferences and canceled events, we are holding the Annual 2021 Remodelers Summit LIVE and In-person at the luxurious Arizona Grand Resort & Spa, in Phoenix, Arizona, on September 22, 2021. We will launch registration on May 19, 2021, but if you’d like to join our waitlist, we will guarantee you a spot at this event and offer you the lowest pre-sale special pricing of $500 off the standard registration fee. So, sign up today!

Ep.148: How to Compete Against BIG Competitors and Win with Mark Harari

You shouldn’t have to slog through a dry, term-laden textbook  to successfully market your business.

So in this episode, Co-Host turned guest, Mark Harari takes a deeper dive into his new book, “Lobster on a Cheese Plate,” a practical handbook that shows how to effectively market your business. Or, as the book’s subtitle states, “how to stand out, attract the best clients, and win every sale that comes your way.”

Mark is an accomplished speaker and writer, as well as the Vice President of Remodelers Advantage, President of R/A Marketing Inc., author, and co-host of this podcast.  He provides strategic direction for Remodelers Advantage’s internal and external marketing and communications programs, in addition to being responsible for the company’s brand identity, and ensuring marketing alignment across all channels.

Victoria and Mark talk more about:

  • The “six stones”
  • How narrowing your focus can broaden your appeal
  • Marketing plans VS. marketing budgets
  • And more…

Links from this episode:
Lobster on a Cheese Plate on Amazon
Lobster on a Cheese Plate Audiobook on Amazon’s Audible

Ep.145: Double Revenue by Focusing on Less with David Wood

It’s easy to fall victim to the “Shiny Object Syndrome” in remodeling.  With so many goals of success, there are a lot of “shiny objects” that can distract remodelers from reaching their full potential.  

How do you avoid them?  Guest David Wood of Focus.CEO joins Victoria and Mark in this episode to share the five steps to success and doubling revenue in less time.

David quit his career as a Consulting Actuary to Fortune 100 companies, to create the world’s largest coaching business. He now coaches rock star entrepreneurs to double their revenue faster, overcome Shiny Object Syndrome, and be a more extraordinary entrepreneur and human. 

In this episode, David shares five simple steps to help business owners combat Shiny Object Syndrome to double business, achieve more, and be extraordinary.

Victoria, Mark and David talk more about:

  • Why the “Shiny Object Syndrome” is an epidemic among entrepreneurs
  • Why choosing the right goals and plan is so important
  • Going from “Shiny Object Syndrome” to peaceful, focused action
  • The five steps to doubling revenue in less time
  • And more…

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