Sales

Capacity Beyond Demand with Chris Fox – [The Tim Faller Show] S5 E14

February 12, 2024 Production, Sales 0:42:48

On today’s episode of The Tim Faller Show, Chris Fox is joining us as the guest to talk about the concept of Capacity Beyond Demand. In order to maintain a good budget and client experience, it is important to determine the capacity of each department, as having an over-capacity department can lead to a decrease in both. Chris Fox will explain how his company, Fox Home Innovations, uses this approach and its positive impact on the business.

Chris Fox owns Fox Home Innovations, LLC, located in Manhattan, KS. Chris founded the company in 2009 and currently manages the Sales Department. He and the rest of our Leadership Team want to hit their big goal of 90% self-performed Revenue by 2026.

Chris, Tim, and Greg talk more about:

  • What are the benefits for a business (owner) to have this as a principle of practice?
  • Is there any way to measure capacity?
  • And more…

Client Experience: It’s what they feel, not what we do! – [Best of The Tim Faller Show]

December 11, 2023 Production, Sales 0:38:52

On this episode of the Tim Faller Show, Tim and Steve discuss the client experience and how to turn clients into raving fans. The client experience is all about how the client feels and not what you do. Tim differentiates the customer service a company provides from how clients perceive that service. Not only do salespeople have a major role in the client experience, but the production team and lead carpenter do as well.   

Tim and Steve talk more about…

  • Establishing a client experience vision statement
  • The importance of a pre-construction meeting in providing an excellent client experience
  • And more…

Shedding Light on The Darkness with Chris Bache – [Best of The Tim Faller Show]

May 8, 2023 Sales 00:36:20

By all accounts, business is booming. Projects are being booked way in advance, and everything is roses and sunshine. Or is it? 

In this episode, guest Chris Bache joins Tim and Steve to discuss the “dark period” – the period of time after the sale is completed, the project is booked, and is on the schedule. A critical time when the battle for client satisfaction can be won or lost. 

Chris Bache is the CEO and co-founder at Hatch, a messaging app specifically built for the remodeling industry that centralizes and automates homeowner communication.

Hatch began as a trial when Chris and his partner, Bill Violante, were asked by a local Pella franchise to help solve two huge blind spots in their business – follow-up and customer experience.

That’s when the idea for Hatch was, well, hatched.  Word spread like wildfire through other Pella franchises and then eventually into other areas of the industry.

Tim, Steve, and Chris talk more about:

  • How to keep customers happily engaged until the project occurs
  • The customer experience
  • How to successfully communicate with customers
  • And more…

The Reputation Economy With Tess Jezek – [The Tim Faller Show] S4 E14

February 7, 2023 Marketing, Sales, The Tim Faller Show 00:36:19

Tess Jezek joins the show today to discuss the importance of your company’s reputation in the reputation economy.  In fact, Forbes reports that 60% of consumers are willing to pay more if they believe they will receive a better service.  Tess discusses how an accurate description of your business online is smart business practice.  In addition, good social status leads to robust pricing power, and client loyalty can lead to return clients, referrals, and new business.

Tess is the Director of Sales for Customer Engagement Solutions of Evercommerce.  She manages the sales teams for GuildQuality, PulseM, and Customer Lobby.  With close to a decade’s worth of experience in the industry, she understands the importance of customer experience, customer engagement, and customer retention as the most important drivers for your business.

Tess, Tim, and Steve discuss:

  • The importance of client feedback and when to solicit it
  • How to take control of the online narrative
  • How to use your online reputation to build a stronger business

Listen now

Ep.169: How to Make Sure the Client Knows What They’re Getting with Chris Landis

October 25, 2021 Production, Sales, The Tim Faller Show 00:32:42

Do you have a way to be sure that your clients understand the scope and plans of the services you offer?

Simply asking for their signature on future plans does not necessarily guarantee that they understand what it is they are signing.  Like many of the topics discussed on this show, there is no magic answer to ensuring that a client is aware and knowledgeable about the services they may want or are receiving.  Host Tim Faller suspects that it is important to educate based off of the entire sales and production processes, so he speaks with guest Chris Landis to search for some answers.

Chris is the Co-Founder and Principal of Landis Construction, and is a member of the American Institute of Architects (AIA). After graduating with an MA in architecture from Columbia University, he worked with Fortune 500 companies. He served two terms on D.C.’s Historic Preservation Review Board and is a past president of the DC chapter of the National Association of the Remodeling Industry.  

Tim, Steve and Chris talk more about:

  • Starting this process
  • Creating a budget range
  • Steering away from making assumptions
  • And more…

Remodelers Advantage is Hiring!

We are looking for a new team member! Our new Sales Executive will work with smart, appreciative remodeling business owners; changing not only their businesses but their lives, families and the lives of their staff members!

[ Click Here for More Information & to Apply ]

Ep.164: Sales for Non-Sales People (Part 2) with Jeff Borovitz

September 13, 2021 Sales, The Tim Faller Show 00:46:01

In Part II of this series about sales for non sales people, tune in to hear about certain sales situations that you may find yourself in, and some possible solutions to those problems. In case you missed it, check out Part I first, where some general ideas are discussed, like why this topic is so important and the potential results of not embracing the field of sales. 

Guest Jeff Borovitz is known for triple digit revenue and profit increases, with over 25 years of experience as an award-winning quota busting salesperson, sales manager, general manager and small business owner

Jeff has advised, trained and coached small and medium sized companies as well as large enterprise companies on developing stronger sales teams, closing more sales and leading organizational change. Jeff is also available for speaking opportunities and keynote speeches.

Tim, Steve and Jeff talk more about:

  • Change Orders
  • Warranty Work
  • Communicating to achieve the best results
  • And more… 

Learn to Become a Great Negotiator!

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Masterclass: How To Become A Great Negotiator starts on September 30th.

[Click Here for More Information + Registration]

Ep.163: Sales for Non-Sales People (Part 1) with Jeff Borovitz

August 30, 2021 Management, Production, Sales 00:39:13

Some see salespeople as shifty, crafty people that try to trick you into buying.  So, how do we take steps towards reducing that stigma?

In part one of this two-part series with guest Jeff Borovitz, listeners will learn about the general ideas as to why it is so important to embrace the field of sales, and some potential outcomes in the event that we don’t.   

Jeff is a franchise owner of Sandler Training and the Remodelers Advantage Sandler Sales Trainer. He has advised, trained and coached small and medium-sized companies as well as large enterprise companies on developing stronger sales teams, closing more sales and leading organizational change.

Tim, Steve and Jeff talk more about:

  • The DISC Factor
  • Sales and its role in remodeling
  • Putting this advice into practice
  • And more…

Speaking of Sales... We're Hiring!

This might be exactly the opportunity you have been hoping to find! Remodelers Advantage, the leading provider of peer groups, education, and consulting to the home remodeling industry, is looking for just the right candidate to join our extraordinary team as Sales Executive. Could that be you?

[ Click Here for More Information About the Available Position ]

Ep.134: Seeing Projects from the Client’s Point of View with Meghan Haines

January 18, 2021 Management, Operations, Sales, The Tim Faller Show 00:34:41

Have you ever gone through an entire job thinking that the client was delighted with your work and then discovered afterward that they liked most of it, BUT…. (you fill in the blank). So, the question remains, how do you ensure customer satisfaction or, as some call it, creating “Raving Fans?”

There is no better way to explore this than by asking real clients, and even better when the client has a remodeling background and can look at it from either viewpoint.

Meghan Haines is the Production Coordinator for Hercules Design Build, a remodeling company in the St. Louis area. Meghan has been with Hercules for a little over a year and a half; However, before joining the company, she was a client for three remodeling projects in her own home.

Tim, Steve and Meghan talk more about:

  • Background on Meghan’s household (size of house, family, pets, etc.).
  • Description of the projects that Meghan contracted for.
  • Sales & production: did they match and meet expectations.
  • The most critical action an on-site manager can take while working on a project.
  • Things that the contractor did that made the projects more bearable.
  • Advice for remodelers from the client’s perspective.
  • And more…

This Episode Brought is Sponsored by LL Flooring -

We are excited to welcome LL Flooring as a sponsor for this episode. For over 25 years and with over 400 locations nationwide, they have focused on doing one thing – hard surface flooring – better than anyone else. Check out their website here – LL Flooring

Ep.122: Selling Virtually in Today’s Market with Matthew McDaniel

October 12, 2020 Management, Marketing, Sales 00:41:17

Remodeling companies and builders are now selling virtually, saving time and labor. Business owners and sales teams are finding new and unique ways to reach their audiences and secure contracts for projects and we’ve heard from some R/A Roundtables members that are now booking projects into 2022.

Our guest today has taken it a step further and we wanted to explore how far technology can take us. Imagine being able to sell remodeling projects through the web without even leaving your office or perhaps your kitchen. Matthew McDaniel and his team at Roofle are doing just that.

Matthew is the Chief Marketing Officer at Roofle, a revolutionary platform making it as simple as possible for homeowners to replace their roof through an online questionnaire, catalog and resulting match-making system.

Tim, Steve and Matthew talk more about:

  • Background and overview of the Roofle online platform.
  • The process Roofle uses to sell contracts and provide service.
  • The unique selling point for the public… why buy online?
  • How a remodeler or builder might utilize the same type of experience
  • And More…

Tim's Lead Carpenter Handbook Re-released!

We are excited to announce that Tim’s Lead Carpenter Handbook has been updated, re-formatted and re-launched! This is such a valuable resource for your production department… Every person on your production team should have one of these. Click here to learn more and get your copy from Amazon.
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Ep.112: Sales Training for Non-Salespeople with Jeff Borovitz

July 20, 2020 Management, Sales, The Tim Faller Show 00:43:03

In this episode, we continue to explore outside of the production world, but touch on areas of the business that affect what we do every day. Remodeling sales is typically handled by the business owner, or perhaps a sales team if the company is large enough.

What if we got others involved in the sales process? Ideally, the entire team should be focused on client satisfaction and in some instances, that means project and production managers being able to upsell in the field.

Tim and Steve welcome Jeff Borovitz to the show to talk more about training your production team in the art of selling in the field. Jeff is the owner of Sandler Training and has advised, trained and coached small and medium-sized companies on developing stronger sales teams, closing more sales and leading organizational change.

Tim, Steve and Jeff talk more about:

  • Jeff’s background and more about Sandler Training.
  • Why non-salespeople should care about sales.
  • Situations and scenarios where a Project Manager may need to sell effectively.
  • How sales techniques can help handling Change Orders.
  • The Sandler “Up-front Contract” – what it is and how it can be used on a job site.
  • Other Sandler concepts that make working with clients easier on a job site.

Increased Profit Through Client Management

Jeff Borovitz will be leading a course, starting in September, that focuses on client management training for Designers, Architects and Project Managers.
Click Here for More Information >>

This Episode of the Tim Faller Show Sponsored by: Wellborn Cabinet

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