Sales

How to Make Huge Profits Without Clients with Andrew Schroeder – [Best of PowerTips Unscripted]

Welcome to another episode of PowerTips Unscripted. This week, we go into the vault for an informative episode. Victoria and Mark talk to guest Andrew Schroeder about using your remodeling experience to grow your business by profitably flipping houses, minimizing the risks and maximizing the benefits, and the challenges of acting as your own client.

Whether you’re a seasoned professional in the remodeling industry or just starting, this episode is for you! Victoria and Mark dig deep with Andrew to uncover all the tips and tricks for success in the lucrative world of house flipping.

 

Andrew joined the Schroeder Design/Build team in 1999 and became owner in 2011. In addition to running SDB, Andrew volunteers time with the National Association of the Remodeling Industry (NARI).

Victoria, Mark, and Andrew talk more about:

  • Where to invest your time and money to get your best returns
  • How to fill your production pipeline without getting new clients
  • Determining your profit margins in real estate
  • And more…

The Three Most Important Skills in Sales Management with David Mattson – [Best of PowerTips Unscripted]

Sales management can be one of the hardest jobs in a company, especially if you are both a player and coach.

Sales managers are constantly focusing on how to improve their business, their team and themselves, and could use some tips along the way. 

Guest David Mattson joins Victoria and Mark in this episode to share the best practices to incorporate into succeeding as a sales manager.

David Mattson is the CEO of Sandler Training and also a former speaker for the Remodelers Advantage Roundtables.  David has written 5 best selling books on sales management and is also releasing another called, “Scaling Sales Success -16 Principles for Sales Leaders.” 

As a distinguished author and CEO, David brings his knowledge of world-class sales, sales management tactics and actionable strategies into this episode.

Victoria, Mark and David talk more about:

  • Onboarding salespeople as a small business
  • Tips on coaching
  • Advice for new sales managers
  • What it means to “Tap Into Their Why”
  • And more…

Documents Mentioned During this Episode: 

Explore More Sandler Books

Exploring a Large Project Sales Process with Lane Cooper – [PowerTips Unscripted S4 E11]

Today on PowerTips Unscripted, Lane Cooper joins the show to discuss the large project sales process. Price is a process like design. Setting our clients up for a successful pricing process is critical to large remodeling projects moving forward through design into construction. Lane walks us through his pricing process to manage clients’ price expectations.

Lane Cooper is the President and founder of COOPER Design Build in Portland, OR., and is a valued Roundtables member. COOPER Design Build specializes in large remodeling and addition projects.

Victoria, Mark, and Lane talk more about…

  • Scope Creep
  • Challenges of selling and pricing major additions and whole house remodels
  • Determining if the project is suitable for your company
  • And more… 

Top 5 Remodeling Sales Secrets You Must Know with Jeff Borovitz – [PowerTips Unscripted] S4 E6

Today on PowerTips Unscripted, Jeff Borovitz joins the show to discuss the top 5 remodeling sales secrets every business owner must know. In addition, Jeff talks about how sales professionals should establish a clearly defined future with clients and how that helps eliminates surprises during the sales journey. 

Jeff Borovitz is the President of Sandler Training, a company that helps train remodeling professionals. Known for triple-digit revenue and profit increases, Jeff has 28 years of experience as an award-winning quota-busting salesperson and has trained over 1,000 salespeople. Jeff also runs SalesEdge, a program exclusively for Remodelers Advantage, where Roundtables members can receive sales training.

Victoria, Mark, and Jeff talk more about:

  • How to not surprise your customers
  • Being uncomfortable in the sales process
  • The most important tip for remodelers
  • And more…

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!

 

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