Energize Your Contracting Business!

Elk Grove, CA, January 9-10

Holiday Inn Express Elk Grove, 9175 West Stockton Blvd, Elk Grove, CA

San Ramon, CA, January 13-14

San Ramon Valley Conference Center, 3301 Crow Canyon Road, San Ramon, CA

BIGrgbLearn how to grow your residential contracting business during Build It Green’s two-day sales boot camp with nationally renowned home performance expert Mike Rogers. He will be sharing his toolkit for success in the residential energy retrofit market and covering key strategies used by successful contracting companies.

This two-day training is free for contractors and partners participating in PG&E’s Home Upgrade and AC Quality Care programs.

You’ll gain a practical understanding of Mike’s “Whole Business” approach that integrates sales, marketing, operations, business systems, and training.

Day 1

  • PG&E program updates
  • Foundations of contracting success
  • Marketing strategy, tactics, & management
  • Effective messaging
  • Missed marketing opportunities
  • Social media basics

Day 2

  • A consultative sales approach
  • A framework for an in-house sales process
  • Questioning to build understanding
  • Sales exercises
  • Objection handling
  • Sales management basics


Sacramento, CA, January 9-10

Holiday Inn Express Elk Grove, 9175 West Stockton Blvd, Elk Grove, CA

San Ramon, CA, January 13-14

San Ramon Valley Conference Center, 3301 Crow Canyon Road, San Ramon, CA

“Homework” to prepare for boot camp

You can walk in the door cold, and you’ll still get a lot out of this contracting business boot camp. However, the examples will mean more, and you’ll have better questions, if you prepare ahead of time. Here are some suggestions to help you make the most of the training.

Review your numbers

To give context, please tease out ahead of time some of your key performance indicators and targets in your marketing and sales. These include:

  • Cost per lead and cost per acquisition.
  • Number of leads per week you need.
  • Average installation project size (average ticket size).
  • Sales closing rates, for the company and for each sales person.

Write down your burning questions

Send your questions or “I would like to learn _______” comments to Amy Beley at Build It Green (abeley@builditgreen.org) ahead of time if you’re able. But in any event, be prepared to ask and share them. This boot camp is about helping you figure out which areas to focus on in your business. The more specific you get, the more directly we can help.

Read some of the recommended resources

There are several books that I find myself routinely recommending to contractors. If you’ve got time, start reading them now. See my recommended reading list.

Get ready to play

You can’t sit on the sidelines. This is a participatory session. You’ll have to write, talk, and role-play. And to make it all stick, you’ll have to take this all back to the office and keep working on it with the rest of your team.