You need more proof

I’m writing this blog as much for myself as I am for you.

We all need to be doing a better job of getting proof and testimonials from clients.

That might mean:

  • Making sure we are getting out a nice Client Satisfaction Survey at the end of the project (example here) to capture testimonials
  • Getting your client’s thoughts about working with your business in a quick iPhone video
  • When they verbally share some great feedback with you – writing it down and then asking if you can use it in your marketing efforts
  • Writing up a simple and solid Project Story (what they wanted to do in their kitchen and how you helped them – including pictures and a testimonial)

The bottom line is – we all need to be more proactive with getting proof and testimonials.

I finally got serious about asking for testimonials from some of my Remodelers AutoPilot clients – after putting it off for far too long (you can see some of them below.)


– Make securing one testimonial a priority in the 7 days.

“I just want to thank you for all of your help. We are on track for another record year – as we already have more volume under contract/design agreements this year than all of last year.

No way I could have achieved or managed this increase in business without the tools/systems you helped us set up in Remodelers AutoPilot.”

Jacob Thompson, Home Run Solutions

“Kyle – I can’t tell you how much I have taken away from your coaching. It has made my confidence level grow tremendously.

Remodelers AutoPilot keeps sales pipeline very organized. It’s easy to use and professionally differentiates our company during the prospect stage and keeps us in front of past clients.

Stu Cavner, Innovative Builders & Remodelers

“In every way, Kyle brings value, creativity, and accountability – I consider him a true friend and advisor.

Remodelers AutoPilot program has kept us very organized. All of our client information is at my fingertips. We keep in touch with our previous clients very easily with the done-for-you email newsletter. I’m able to send out our appointment confirmation email with a click.

It’s like the least expensive employee we have. It’s reliable, never gets sick, and is consistent. It helps us keep a professional and organized appearance to our prospects and clients.”

Bret Oleksyn, Odd Fellows Contracting

Learn more about Remodelers AutoPilot here.

“It was excellent having Kyle readily available for comments, questions, or concerns. And they are always handled with a great blend of professionalism and friendliness.

Remodelers AutoPilot was smooth and easy to set up. Is easy to use and effective at communicating to prospects/clients automatically in a personal, yet professional manner.

Kyle must have a team to help get Remodelers AutoPilot all set up – there is no way that one guy could do so much, so well, with so much creativity, energy, and personality.”

Ben Quie, Ben Quie & Sons

“The best part about the Remodelers AutoPilot program is that it’s super simple.

At our remodeling appointment yesterday with a potential client she complimented us and was “very impressed” by the email I sent her after the appointment was scheduled. Said she’s never had any contractor do that before. The system really helps differentiate us.”

Nancy & Mark Benson, Bencar Building Systems

Learn more about Remodelers AutoPilot here.
Dedicated to your success!

You may be able to relate

You may be able to relate to this one.

We have four kids. Three in school (Pre-K, 3rd, 5th grades) and one doing preschool two days a week.

Let me tell you about getting out the door in the morning (and then tie it into your remodeling business.)

Getting out the door (when it works)

  • The night before…
    • Lunches are packed and in the fridge
    • Homework is all done and checked
    • School bags organized
    • Clothes laid out for the morning
    • Water bottles filled and ready
  • The morning of…
    • Kids wake up on time
    • Dad’s already been up for a little bit (has had coffee.) Took care of some studying, a few quick emails, and a little pick-up in the kitchen
    • Dad and kids take care of breakfast
    • Momma gets her breakfast and coffee in bed and comes down 10 minutes later to do the girl’s hair, etc.
    • Dad takes a shower and everyone is pleasant, not rushed, and out the door for school at 7:30.

Getting out the door (when it doesn’t work – AKA: This Morning)

  • The night before…
    • Lunches were kind-of packed, but not really
    • It was a busy night, so we didn’t get homework and school work quite squared away
    • Clothes are out – they just happen to be in two baskets of clean laundry piled in the dining room
    • Water bottles got washed, but they are empty and in the dishwasher
  • The morning of…
    • Dad was tired and hit the snooze button for 45 minutes
    • Kids didn’t get up and moving very well either
    • Breakfast was a rush
    • Momma didn’t get her usual coffee/toast in bed
    • Everyone was a little cranky (with dad – thetone-setter – leading the way)
    • Teeth brushing got rushed
    • Belt and glasses couldn’t be found by son #1
    • Did I mention dad didn’t get his coffee?
    • Voices are raised, things are scattered, everyone is rushed, and we’re late

In your remodeling business – when you prepare the week before a job starts – things run smoother.

When you take the time to bring your lead guy out to the jobsite for a pre-construction handoff – there’s less stress.

When you have checklists and you follow them – people are more relaxed and in-control.

When you order materials in advance (like you know you need to) – it limits surprises and delays.

When you’re proactive vs. reactive – you/your team/your clients are more pleasant.

When you follow the process that you have in place – that you know works vs. being loose with it – you’re more successful.


Being prepared produces a feeling of being relaxed, in control, smooth, easy, fun, and successful.

The other is stressful, lots of (bad) surprises, loud, costly, hectic.

9 times out of 10, just like the Hunt’s getting ready for school, things running smoothly in your remodeling business is about taking a few minutes to prepare, consult the checklist, and a little dose of discipline to make sure what needs to get done in advance – gets done.


Remodelers AutoPilot helps make your sales process, sales pipeline, follow-up, stay-in-touch marketing efforts relaxed, in-control, smooth, easy, fun, and successful.

What would you do with this lead?

Two things come to mind

One of my clients received a website lead the other day.

This came in on Friday, September 16, 2016 at 4:55 PM

“Please tell us about the project you had in mind:

2000 sq ft basement finishing with bathroom and wetbar. Are you available to come out for an estimate this Saturday tomorrow?”

——-

Two things come to mind:

1. Really?! Website contact form at 4:55PM on a Friday and you want me to come out tomorrow??

2. This is a really good reminder that a huge part of your job as a professional remodeler is to educate your homeowners.

They’re watching HGTV – they think that basement remodel is going to cost $17,000 and take a week to complete.

When you have the first phone call with them – they’re expecting the call to last two minutes and for you to quickly book an appointment to come out to their home.

Most likely, they’re expecting you to work up some type of design and put hours and hours into a proposal for them free of charge.

They’re busy – so they would prefer it if you just email them the proposal instead of setting up an in-person appointment to review the proposal together.

———

A huge part of your job is to educate them. Teach them. Explain the process clearly to them.

To elegantly lead them (not in a pushy way at all) through the entire remodeling process.

That’s part of the service you’re offering them.

For yourself – part of your job is to protect your most valuable asset – your time.

This requires you to have a process and system you follow. A way for you to qualify leads so that you’re not chasing after everything that comes in.

———

This type of sales training and process is what we cover as we set-up your Remodelers AutoPilot program.

P.S. What’s your frog today?

New

Try new things - then keep doing them, tweak, or scrap

So I got a new haircut on Friday. Nothing too spectacular.

As my hair continues to – let’s just say – ‘thin out’ I’ve been cutting it shorter.

This time around I went all the way down to the shortest blade.

The thing about a new haircut is that if you don’t like it – don’t sweat it – it’ll grow back and you can try something else.

This is similar to changes in your remodeling business.

Just because you try something new – doesn’t mean you have to live with it for the rest of your life.

Learn from it.

If it worked – keep doing it.

If it kind-of worked – tweak it and make it better.

If it didn’t work at all – scrap the idea.

Examples would be:

  • New questions you ask during an initial phone call with a prospect
  • Talking ‘budget’ with a prospect
  • Testing out a new (higher) markup on your work
  • Presenting your proposals in a new way
  • Trying different ways of motivating your team
  • Working with a new sub-contractor
  • Installing something using a new tool/technique
  • Testing out a new way of advertising
  • Recording a video highlighting something on your jobsite
  • Improving the way you ask your client for a review or referral
  • Calling a previous client just to check in

The point is – try new things – then keep doing them, tweak, or scrap.

———-

If you need to get out of a rut and work on major changes/improvements to your sales process, how you manage your sales pipeline, and how you follow-up and stay-in-touch with your previous clients – take a look at Remodelers AutoPilot.

Keep moving forward – don’t become complacent!

What can you try/test today in your business?