Process Improvement

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

February 9, 2023 Sales 00:38:39

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: 

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Making powerful emotional connections using empathy-based marketing with Tanya Bamford – [Best of PowerTips Unscripted]

February 2, 2023 Marketing 00:25:14

Current events have created an environment of incredible stress for homeowners across the globe. Remodelers have an opportunity to tap into their dissatisfaction with their home environments by using an empathy-based marketing approach to make an emotional connection.

On this episode of Best of Powertips Unscripted, Tanya Bamford joins Victoria and Mark to share how using the right messaging, imagery, and delivery channels can allow remodelers to present themselves as conduits for creating retreats from stress at home.  These tips can help them fill their pipelines with homeowners who are hungry for a reprieve.  

Tanya Bamford is the Managing Director of R/A Marketing–a full-service agency providing creative, yet straightforward marketing solutions for remodeling companies across the United States.

This episode will cover:

  • What empathy marketing is.
  • Practical ways to incorporate empathy into your marketing messages.
  • How this is this different than leveraging “pain points.”
  • The challenge of making an emotional connection with a stranger and how empathy marketing bridges that gap.
  • How remodeling companies can begin to incorporate empathy into their marketing.

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

January 26, 2023 Business Management, Sales 00:28:14

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… 

Solving the Challenges of Leadership Development in Remodeling Companies with Wayne Ottum – [PowerTips Unscripted] S4 E10

January 19, 2023 Business Management, Hiring, Personal Development 00:25:25

As remodeling companies grow, owners face the challenges of deciding when leaders are needed, how to find them, and train them to be good leaders. In this episode of PowerTips Unscripted, Wayne Ottum discusses these challenges and provides tools and methodologies for facing these challenges head-on. In addition, he talks about how he helps owners create a business that works for them.

Wayne Ottum is a senior consultant at Remodelers Advantage. Wayne has over 30 years of experience, with 15 of those years specializing in the remodeling industry. He helps create clear and compelling paths for owners to meet their goals.

Wayne, Victoria, and Mark talk more about:

  • Checklist of leadership skills
  • How to know when to develop or hire leaders
  • Managers vs. Leaders
  • And more…

Using the Financial Review to Pivot to Profitability with Michael Hodgin – [PowerTips Unscripted S4 E9]

January 12, 2023 Financial Management 00:38:49

Today on PowerTips Unscripted, Mark and Victoria are joined by Michael Hodgin to discuss using the financial review to pivot to profitability. A complete understanding and review of your company’s financials is a practice that requires a disciplined effort. However, with this practice in place, an owner will be able to use the information from these reviews to pivot when and where necessary to be more profitable year over year. Using his expertise as a former business owner and a business coach, Michael talks about how he examines a company’s financial statements, including what KPIs to review and whom to review the financials with.

Michael was an owner of a successful remodeling company for over 22 years. He has since left and is the owner of Maestro’s Toolbox, where he works with owners of design-build companies across the country to help them build better companies and, therefore, better lives. In addition, Michael has been part of the roundtables as an owner, a facilitator for roundtables meetings, and part of the Remodelers Advantage Business Coaching team.

Victoria, Mark, and Michael talk more about:

  • When is it best to review financials
  • What should be getting reviewed
  • What is the next step after reviewing
  • And more…

The Magic of Disney’s Customer-Service Strategies with Pete Blank – [Best of PowerTips Unscripted]

January 5, 2023 Business Management, Company Culture, Customer Service 00:36:27

In this episode, Pete Blank shares customer-service strategies from Disney with Victoria and Mark, and discusses how to apply these lessons to your remodeling company to boost your own team’s customer-service performance. 

Pete has been developing leaders and improving service levels of organizations for the past 25 years — 13 of those with the Walt Disney Co. and the past 12 in local government. He loves inspiring others with ways to enhance their organizational culture. You can learn more about Pete Blank at his website: www.peteblank.com, or on his LinkedIn page. 

Growing up near Disney World in Orlando, FL., Pete says he knew he always wanted to work there. After a few years as a sportscaster in Alabama, Pete went to Florida and began working for Disney. After 13 years, he and his family moved back to Alabama so he could start working in the local government.

Blank said that the biggest challenges to providing outstanding customer service and experiences are speed and expectations. Technology has changed the speed and convenience with which goods and services can be delivered, so you have to align your client’s expectations with what you can actually deliver. 

Mark, Victoria, and Pete talk more about:

  • The difference between customer service and customer experience
  • How social media amplifies all experiences —good and bad
  • Making customer service part of your mission
  • How emotional connections create relationships
  • How to measure your customer-service success
  • The power of follow-up surveys
  • And more …

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Fighting the Labor Shortage with In-house Training with Dan Hurst – [Best of PowerTips Unscripted]

December 22, 2022 Business Management, Hiring, Recruiting 00:27:59

The demand and absence of skilled labor is a huge challenge for remodelers across North America. We hear it from our Roundtables Members as well as from our associates, sponsors and Podcast guests.

In this episode Victoria and Mark explore different ways to tackle the issue, and welcome Dan Hurst to the show to talk about how his firm effectively creates a culture and career path that provides opportunities for his staff to learn and develop new skills.

Dan is the President / General Manager of Hurst Design Build Remodel in Westlake, OH and is actively involved in NARI as well as a Master Certified Remodeler and Certified Lead Carpenter.

Dan, Victoria and Mark talk more about:

  • Things you can do to create a culture and provide a path to grow your own skilled workforce
  • Why there is a need to develop your own staff vs. hiring
  • Creating opportunities for your employees to learn and develop new skills
  • What a typical career path might look like
  • Managing and helping your staff achieve their career goals
  • The fear of investing time and energy into developing someone, only to have them leave

Outsourcing 3-Dimensional Design with Lauren Campuzano- [PowerTips Unscripted] S4 E7

December 8, 2022 Business Management, Design, workload 00:22:40

Today on PowerTips Unscripted, Lauren Campuzano joins the show to discuss outsourcing 3-Dimensional (3-D) Design. 3-D designs can help remodelers sell their plans, but finding the right talent can take time and effort. Lauren found that 3-D designs were great communication tools within the design department, construction department, and sometimes with clients. Creating 3-D models in-house was difficult for Lauren, so she outsourced them.  

Lauren is the Principal Designer at New Market Builders LLC. After working within the Design- Build industry, and many years teaching Interior Design at The Art Institute of Philadelphia, Lauren joined her husband, Michael, at New Market Builders to launch and oversee the Design portion of the company.

Victoria, Mark, and Lauren talk more about:

  • Online marketplaces to outsource
  • Payment terms for the designing
  • How long it takes to make the designs
  • And more…

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

December 1, 2022 Sales 00:30:10

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…

Will Your Personnel Files Survive a Legal Trial with Jody McLeod – [PowerTips Unscripted] S4 E5

November 10, 2022 Legal 00:39:04

On this episode of PowerTips Unscripted, Jody McLeod joins the show to answer legal questions, including whether companies are set up to withstand a legal challenge. Jody discusses the best way to ensure having a complete personnel file for each employee, including documentation of conversations and key facts,  so that you can support yourself and your company during a legal trial. Jody also advises business owners to help them avoid lawsuits through a complete onboarding process and proper training for all managers.

Jody, an attorney, and former Fortune 500 legal executive is the Founder and Principal of McLeod Legal Solutions (MLS). MLS partners with business owners to protect their business during HR and employee relations disputes with direct access to litigators, employment lawyers, and legal executives from Fortune 500 companies.  Jody specializes in employment law, litigation and litigation management, compliance, investigations, and training.

Jody, Mark, and Victoria talk  more about:

  • Complete personnel files 
  • Best practices to avoid legal trial 
  • Inappropriate or incomplete personnel files 
  • And more… 
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MASTER NAVIGATION

This website is part of the Remodelers Advantage Network.

Visit our other properties: