Forty Years of Progress

It is abundantly clear that this is an industry on the move! Forty years ago the home improvement industry was struggling to reach a projection of $2 billion annual gross revenue. Now the annual gross revenue stands at $300 billion … Continue reading

More Q&A From March 2016 Webinar

We will now address more questions from our latest webinar on lead management for remodelers and home improvement companies. Q: I first heard about using the value of the visit as an appointment setting device last year, but had difficulty … Continue reading

Q&A From March 2016 Webinar

The following questions were left over from our most recent webinar on lead management and diversification: Q: How do you isolate those who are “not now” leads – how do you follow up with them? A: A well-managed company does the … Continue reading

Basic Business Structure Cautions

In order to set up a business or corporation, there are some key business cautions that you need to be aware of: Consult an attorney, create an issue stock certificate for shares invested, and have a minutes book. You created … Continue reading

What is a Salesperson?

A salesperson is often a pin on a map or a name on a monthly report to the sales manager, an enigma to non-salespeople, a bookkeeping item called “cost-of-selling” to the accountant, a smile and a wisecrack to a receptionist, … Continue reading

Recover Your Cancellations

Let me start this posting with a powerful statement: "A well-defined cancel/save procedure can recover 25 to 30% of rescinded contracts." In one of my last columns I wrote that rescission is a malfunction of the sales process. A canceled … Continue reading