Women athletes, the Olympics, and how to crush the competition in your contracting business

Posted by:

For those keeping score by country, the U.S. crushed the competition in Rio with 121 medals. China was second with 70, Britain third with 67. They wouldn’t have done it without the women (61 medals), who earned more than the men (60).

There are some important lessons for contractors here.

First, by supporting women, women can thrive. The U.S. supports women athletes at all levels better than anyone else.

What if we did that in the business world, too? What if we helped ...

Continue Reading →
1

Grow leaders: ask your team questions, let them solve problems

Posted by:

Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an employee asks a question, to immediately answer it. Often, you’re better off resisting that urge.

When you jump in and answer the question, you don’t give you employee a chance to to think through the problem herself. She misses on on the problem-solving process and the chance ...

Continue Reading →
0

How Efficient is Your Home Efficiency Business?

Posted by:

Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and “reducing waste” in homes. But what about efficiency and reducing waste in our home improvement businesses? Can we get do better by getting leaner?

Lean home performance is an approach to design delivery systems, whether we’re talking audit, air-sealing, or air-conditioning, to minimize waste of materials, time, and effort in order to generate ...

Continue Reading →
0

Building Quality with Intention

Posted by:

Quality - Foster QuoteQuality doesn’t come from an inspection after the work is done. Instead, it is built in, from the beginning.

It must begin with intention not just on the immediate outcome, but as part of a process of continual improvement, always searching to increase value.

In the home improvement world, make sure that value includes not just how well you’ve air-sealed around ...

Continue Reading →
0

Don’t let sunk costs rule your business

Posted by:

Watch out for the sunk cost trap.Contractor: “I hate our new CRM system system.”

Me: “What don’t you like about it?”

Contractor: “It’s too hard to modify for our business. And the mobile app is clunky. Half the time the guys can’t use it and they’re either calling into the office or just missing things. I can’t really blame them though–it is hard to ...

Continue Reading →
2

Your Weekly Sales Meeting Can Help You Sell!

Posted by:

Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a couple of years ago because it’s still too true today! Many of you aren’t having regular sales meetings, meetings not just to meet, but to improve sales performance. Others aren’t sure what to do in a sales meetings. Let’s change that.

Next Monday morning—I like Mondays, but choose whatever slower sales morning works best for your team—start to turn ...

Continue Reading →
0

Think Big. Big Value. Big Sales. (And Big Savings.)

Posted by:

tiny house‘I can’t sell that attic insulation package at $3.50 per square foot. No one will by it.’

This is just one example of contractors coming to home performance from within a single trade missing the opportunity to do more and to do better. Do better for her customer. Do better for her business.

Customers don’t buy a price. They buy something (of value) at a price. If you create sufficient value ...

Continue Reading →
0

Opportunity with a First Call Close

Posted by:

Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, some long time, after the first visit, but without any further homeowner contact.

Opportunity

It doesn’t have to be that way. Even for contractors with average project sizes of $40,000, first-time closes are possible for as many as one-third of the sales. This is a big ...

Continue Reading →
0

6 Ways to Screw Up Hiring a New Sales Person

Posted by:

Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for additional sales staff right now.

Hiring good folks is difficult. Hiring good home performance sales people…that can be very difficult. This is particularly true if you’re some of these classic blunders in your recruiting and hiring process, making it harder to find and hire the right sales person.

How can you find the wrong ...

Continue Reading →
0

Thanks for the people

Posted by:

RR quoteOne of the great things about this industry is the people I’ve had the chance to work with. And hope to work with again.

I’m grateful for that.

Contractors (and everyone else), when you’re hiring, you want to add to that collection. Most of the technical skills they’ll need can be taught. Character can be, too, but that’s much harder and my less likely ...

Continue Reading →
0
Page 1 of 21 12345...»