Category: Negotiating

Calculating Indirect Expenses

Calculating Indirect Expenses

By Judith Miller Understanding indirect expenses will greatly benefit your remodeling business. By pretending they don’t matter, you’re jeopardizing your remodeling company’s fiscal health. First things first – some definitions: FIELD LABOR BURDEN: all costs related to employees who ...READ MORE
PAYING YOURSELF CORRECTLY FOR ALL THE HATS YOU WEAR

PAYING YOURSELF CORRECTLY FOR ALL THE HATS YOU WEAR

Your overheads as a professional renovator are likely to hit 20 per cent of your gross sales. And that’s before you calculate in your profit.  By Steve Payne Are you paying yourself enough? If you are wearing many hats ...READ MORE
STOP CLIENTS ‘CHERRY-PICKING’ YOUR QUOTES

STOP CLIENTS ‘CHERRY-PICKING’ YOUR QUOTES

By Steve Payne There is nothing more frustrating than having a homeowner ‘cherry pick’ your quotes. This is very common when you are in the final stages of winning a renovation contract. You’re feeling good about your chances of ...READ MORE
7 QUESTIONS TO ASK ANY PROSPECTIVE RENOVATION CLIENT

7 QUESTIONS TO ASK ANY PROSPECTIVE RENOVATION CLIENT

By Steve Payne Over the years, you will probably have come across the term “Pre-Qualifying,” especially if you’ve read any books, or been to any seminars, on professional selling. “Pre-Qualifying” simply means digging for information to see if it’s ...READ MORE
What ‘freebies’ really cost you

What ‘freebies’ really cost you

By Rob Koci It’s natural to want to be generous. As nice as it is for the one receiving your generosity, it’s even better for you and your sense of self worth. Being generous within the context of a ...READ MORE
The most natural way to close a renovation sale

The most natural way to close a renovation sale

By Victoria Downing Here’s a question that was recently asked on an online business forum I frequent, and it really resonated with me: Q: (From a business owner) Okay, here’s a quick question: After discussing details of a project with a ...READ MORE
Dealing With Client Conflict: The 4 Stages

Dealing With Client Conflict: The 4 Stages

Every company has conflict with clients from time to time. The way your team handles these occurrences can mean the difference between creating a loyal client for life and a disgruntled homeowner who will spread their dissatisfaction throughout the ...READ MORE
Common Sales Mistakes

Common Sales Mistakes

Most contractors have never taken any formal sales training whether the training is on sales strategies or sales techniques. They do, however, have lots of experience selling through trial and error. Unfortunately, trial and error is an expensive way ...READ MORE
SALES 101: DON’T GET TO PRICE TOO EARLY, EVEN IF YOU’RE ASKED TO ‘BALLPARK’

SALES 101: DON’T GET TO PRICE TOO EARLY, EVEN IF YOU’RE ASKED TO ‘BALLPARK’

SALES 101: DON’T GET TO PRICE TOO EARLY, EVEN IF YOU’RE ASKED TO ‘BALLPARK’ By Steve Payne “Ballpark pricing.” It can kill you – if you time it wrong. As a renovation contractor, your timing on disclosing price is ...READ MORE
FINISH UP STRONG TO COLLECT YOUR FINAL PAYMENT

FINISH UP STRONG TO COLLECT YOUR FINAL PAYMENT

FINISH UP STRONG TO COLLECT YOUR FINAL PAYMENT By Mike Draper As we all know, the reason for the 10 per cent holdback provision in a standard renovation contract is to protect the homeowner from liens. Subtrades and suppliers ...READ MORE
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