Remodelers On The Rise

Listen to Kyle Hunt's interview with Jayme Dill to find out how you can make the most of your initial phone call with a remodeling prospect.

I spent a little time on the phone with a remodeler down south recently. He went to a home show last week – generated 24 leads – and is struggling to qualify them and have control of the initial phone call with a new prospect. Here's a list of some initial phone call best practices I shared with him that he found helpful – I hope you find them helpful as well: First things first – pull out your Project Discovery Sheet. Have a process. Have the questions you want to ask in front of you. Not so that you sound scripted at all, but so that you have a process to follow. Be 100% focused on the call. Don't be multi-tasking. Don't be driving. Be 100% into it. Smile (yes – you can 'see' that smile through the phone.) Be friendly and up-beat. Set the expectation of how long the call will last. 'Do you have 10-15 minutes to talk about your project?' If your initial phone call is lasting 5 minutes – you aren't asking enough questions. Ask a lot of questions about their project – enough so that you have a clear picture of the project in your head. And, in turn, have some other projects you have completed that are very comparable in size and scope. Later in the phone call – and if/when you have a clear picture of the project in your mind – Ask them, 'How much are you looking to invest in this project?' Most likely they will say 'I don't know.' You can reply with, 'based on my experience and projects that are very similar to yours – depending on a lot of factors and selections – you are going to looking at investing between $________ and $________. How does that sound to you?' (and then be quiet) If you are still feeling like it is a good project for you –Lay out your process for them. Let me know that you'd love to come out and meet them and see the space that needs to be remodeled. And then explain the next few steps of 'This is how we work' to them. Explain what you'll do in the initial in-person meeting… that you will book the second in-person meeting before you leave the first meeting. Explain your design agreement if you do that. Educate them on the process. Track how they found you. Keep your pipeline up-to-date. Add this lead to your CRM system or spreadsheet or whiteboard – whatever you use.  Send a nice professional email between the initial phone call and first in-person meeting. Always seek to improve this initial phone call! This is an extremely important part of your process. The better you get at it – the more success you will have with turning that lead into a paid project. At the end of the phone call – write down a quick 'What worked? What didn't work? Always be improving, trying new things, and learning. Reach out if you have any questions: www.RemodelYourMarketing.com

Imagine you are on one of your jobsites and have an ideal prospect standing next to you. What are the little things on the jobsite that you would want to tell that prospect about? (Think creative design, what's behind the drywall, process, products, jobsite cleanliness, attention to detail, etc.) Now pull out your iPhone and record a quick 45-second video explaining one of these things on the jobsite. Upload that to your website, use it in your follow-up emails to a prospect, and post it on social media. Listen to this podcast and imagine creating these for your remodeling business...

You know processes and systems are important to your remodeling business. You may also know that creating a process isn't that hard. Pull out a sheet of paper, put the title of the process at the top, and list out the steps. So why don't we have more processes locked and loaded in our businesses? I aim to answer that (and motivate you!) in this little audio clip.

Want to know a great way to start the day? Eat your frog. I know, sounds weird, but give this a listen - you won't forget it and it's an exceptional time management tip for the busy remodeler.

Our guest for show #14 is Pam Kofsky who is the Founder and Designer at Elegant Interior Designs which is located in Ambler, Pennsylvania. Pam is an Award Winning Interior Decorator and mostly recently won the Remodelers Magazine Big 50 award. She works with clients from the smallest design dilemma to an entire space. She does Corporate, Residential, and Space Planning work - and will be bringing us a little different perspective to the Remodelers on The Rise podcast. Pam reveals her complete marketing strategy and the little things she has done over the past few years to build a super successful interior design business. Don't forget the free resource Pam has so kindly given to all Remodelers On The Rise Listeners. Download her Bathroom Estimate Template.

Show 13: Don Kennedy with Pro Master Home Repair shares his ideas on how to never starve as a remodeler and how to build a team that actively sells for you. You do not want to miss this podcast as you will pick up 1 or 2 things that you can implement immediately into your handyman or remodeling business.  Don is a former Air Force officer and KC-135 pilot and brings a high level of structure and order to his business. Learn what books Don recommends and some of the things that he has implemented into his business to become one of the most recognized remodeling brands in all of Cincinnati, Ohio.  Download the Free Resource and Full Show Notes: http://www.remodelersontherise.com/show13

Andy Haste with Riverside Construction shares how his weekly strategic meetings have made all the difference in his remodeling business plus shares the very best way he’s generating new business. Andy also discusses his secret to success which involves surrounding yourself with really smart people from the industry and implementing great ideas as fast as possible.  We also get into how to put on remodeling seminars and make those work for your remodeling business. 

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