Leadership

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.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.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.21: How Powerful Beliefs Can Transform Your Business with Ari Weinzweig

Stepping outside the world of remodeling for a moment and we couldn’t be more excited to welcome a an entrepreneur, author, speaker and a visionary to Episode 21 of PowerTips Unscripted.

Ari Weinzweig is a founder and co-owner of Zingerman’s– an amazing company that started as a single location deli 36 years ago and has grown into a $60 million dollar organization based in Ann Arbor, Michigan.

Rather than replicating their deli through the franchise model, Ari and his business partner chose to develop new, independent businesses, all rooted in their local community that work together as one organization.

The Zingerman’s Community of Businesses (ZCoB) is a family of ten businesses, each operated by one or more managing partners who share ownership and put their particular expertise to work in the day to day running of their business.

The idea for the ZCoB was laid out in Zingerman’s 2009 vision, written by Ari and Paul in 1994 and highlighted in Bo Burlingham’s 2003 article for Inc. Magazine, “The Coolest Small Company in America.”

Victoria, Mark and Ari touch on many of the things that make Zingerman’s known for their unique culture, for company growth, and for their ability to bring out the entrepreneur in every employee.

In addition to a quick summary of Ari’s background and overview of the different businesses within the ZCoB system, Ari covers just a few of the philosophies that have built the unique culture at Zingerman’s:

  • Visioning, getting clear about the future you want to create.
  • Servant leadership – leader’s job is to serve the organization, treating employees as customers
  • Teaching everyone to think like an owner and the practices used to drive that mindset
  • Open book management, open meetings, etc.
  • Treating people as intelligent individuals and asking their opinions and getting input

“When you are an owner, your personality and your values, if you live them, become the culture of your business…” – Ari Weinzweig

If you are looking to improve your business, change your company’s culture or simply want to hear from an experienced and dynamic thought-leader, don’t miss this episode.

If you would like to learn more about the Zingerman’s Community of Businesses you can visit their website: http://www.zingermanscommunity.com

 

Reviews are Awesome… Keep them coming!

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.20: Constantly Improving Your Business Using Kaizen with Michael Sauri

Kaizen means (literally) “Change for Good,” and that can mean REALLY good things for your growing remodeling company. This process of constant improvement, with every team member participating, allows your company to constantly raise the bar on its target metrics.

In Episode 20, Victoria and Mark learn more about the Kaizen practice of process improvement by welcoming Michael Sauri, CEO of TriVista USA, to the show.

Michael and his wife Deborah started TriVistaUSA in 2005 with the goal of providing an outlet for creativity and a Ritz Carlton-level client experience. “Our Thoughtful Design Builds Fine Living,” is their mission statement and their mantra as they bring phenomenal, award-winning design to the Design/Build community in the Washington DC area.

The Kaizen practice focuses on improving existing, standardized processes by eliminating waste and was first practiced in Japanese businesses after the World War II.

Michael provides some great insight on how TriVista has adopted Kaizen throughout his business and includes:

  • The background of Kaizen and how TriVista got involved
  • Hiring and developing a team within the Kaizen structure
  • The differences between Kaizen and other process improvement practices
  • 3 metrics of measurement to measure client satisfaction
  • What a Kaizen Event is and what the goal of the effort is
  • Issues and examples where Kaizen improved their business
  • Managing team buy-in into the process
  • And More…

To learn more about TriVistaUSA, visit their website at https://www.trivistausa.com/

 

Tell everyone you know about PowerTips Unscripted!

As always, 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.19: Sales Compensation Plans & Impact on Company Culture with Ciro Giammona

When it comes to compensating remodeling sales professionals, there are so many different models or plans; each with its own set of incentives and sales performance metrics.

But have you ever considered the effect that your sales compensation plan has on company culture? We work so hard to create and maintain the right culture fit for our employees but something as simple as how we pay our salespeople can throw off that critical balance.

In Episode 19 Harrell Remodeling’s CEO, Ciro Giammona, joins Victoria and Mark to talk more about their award-winning firm’s unique approach to sales compensation and how it has impacted their company’s culture.

Since joining Harrell Remodeling as an estimator in 1996, Ciro’s attention to detail, exemplary customer focus and commitment to the company’s employee-ownership culture eventually led him to the role of General Manager in 2006, President in 2011 and CEO in June of 2014.

Harrell Remodeling is a very successful, 33-year-old, second generation full-service design + build residential remodeling company based in Mountain View, California. Harrell’s employee-owned company structure and culture is well-known and respected within the design + build and remodeling community.

Ciro shares some excellent points on how commission-based sales compensation plans can impact not only the bottom line, but company morale and culture as well. Harrell’s salary compensation for their design/sales team is explored and Victoria and Mark take a closer look at the sales management and tracking process.

A great episode for any remodeling firm looking to improve company culture, effectiveness of your sales payment plan and so much more… Enjoy!

If you would like to learn more about Ciro Giammona and his team at Harrell Remodeling you can visit their website here: https://harrell-remodeling.com

We love the feedback we have received so far!

As always, 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.18: Adapt or Become Irrelevant with Mark Richardson

In Episode 18, Victoria and Mark Harari welcome author and industry adviser Mark Richardson and talk more about the changes that have impacted the remodeling industry and how companies today need to either adapt or risk becoming irrelevant.

Mark Richardson is the Former President and Co-Chairman of Case Design/Remodeling, a Senior Fellow at Harvard and the author of 4 books; 30 DAY Remodeling Business Fitness, How Fit Is Your Business?, Fit to Grow and Control Your Day; 7 Steps to Time Mastery. Mark is also the host of the Remodeling Mastery Podcast.

The hosts explore Mark’s background and the various ways he has been involved in the remodeling industry. From pioneering the Design + Build concept from the early days with Case, to the challenges and obstacles they were able to overcome when growing their business.

Mark talks more about how he and his firm were able to learn from others and from experience and how Case’s founder, Fred Case, created an environment where team members were free to test and try things to improve the business. “Most successful people are students of success,” said Richardson, and went on to explain and encourage today’s remodeler to “put in the time to learn, read, observe, think, etc.”

Victoria, Mark and Mark dig more into some of the different ways the industry has changed over the past several years, including:

  • Time; from the time needed to adapt and change to the response time now expected and demanded by clients
  • How technology is now an integral part of doing business vs. being optional in the past
  • The level of transparency now faced by businesses, where the client’s knowledge and cost of products may outpace your own and they have full access to your past performance, reviews on your business, etc.
  • How clients perceive or envision a project and how you sell or get them to commit
  • How companies can learn and know which ways to adapt themselves

How have you adapted or changed your business?

We would love to hear some constructive feedback on ways you have adapted your business to meet the changes in our industry. Use the comments section below to share your experiences.

We love the feedback we have received so far!

As always, 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.16: Keys to Developing an Impactful Leadership Team with Bob Gallagher

Can you define a good Leader vs. a good Manager? Are they the same, similar or completely different? How can having a strong leadership team affect the success or your business?

In Episode 16 Victoria and Mark welcome Bob Gallagher to the show to discuss how building the leadership team at Sun Design Remodeling Specialists has helped grow their business into one of the most successful firms in the Washington DC / Northern Virginia area.

Over the past 30 years, Bob has been instrumental in building and improving Sun Design’s operational procedures in all departments. Bob has been very involved in the industry, through his involvement in NARI, and has received four President’s awards and two Image awards from NARI National, as well as the Hall of Fame Award from the local NARI Metro DC Chapter.

Bob and his partner, Craig Durosko, are members of a Mentor-level Roundtables Group where they work with other large volume, successful firms from across the country.

Victoria, Mark and Bob explore the issue of not only identifying and hiring good leaders, but how to assemble them into a strong team that is focused primarily on making improvements within a company’s standards, systems and day-to-day operations.

Included in this episode:

  • Defining Leader vs. Manager – Improvements vs. Maintenance
  • Identifying leadership qualities, behaviors, etc.
  • Establishing goals for the team
  • Measuring the ongoing impact and success of the team
  • Building trust and working efficiently with open communication within the team
  • Facing challenges in building and training the team
  • Managing roles and personalities within the team
  • Developing leadership qualities into members of the team

Great insight from a very successful thought-leader among the remodeling industry… Don’t miss this opportunity to learn more about building the team that will help lead your company to the next level.

If you would like to learn more about Sun Design Remodeling Specialists you can visit their website: https://www.sundesigninc.com/

 

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