What Do You Say To This...

We have all had this question before. It can be phrased several different ways, “Ball Park Pricing” or “Approximately” are the most common examples. I personally get this from several different kinds of buyers weekly. My first buyer is just looking for pricing for whatever reason. They might be closing on a house and looking for costs or budgeting for income tax refund day. In my case this past week, I visited an investor who just bought a 2 bedroom house and wanted to make it a 3 bedroom house and add a bathroom.

Read More...http://www.contractortalk.com/articles/2014/08/what-do-you-say-to-this-what-do-you-think-this-will-cost/

Justin

Sure Fire Way To Become The Contracting Expert

This is one of the coolest ideas I have seen for Contractors in a long, long time.

You want to be the expert write a book. The coolest part about this book is the process to make the book. I explain the entire process in the audio below.

We recorded audio on how to make this book in our podcast that will help break everything down for you.

Enjoy and Leave a Comment...I like the +1's, but feedback helps..

http://contractorssecretweapon.com/the-one-about-becoming-the-expert-in-your-market-place-28/

Justin

Job-Site Selfies, Good Idea or Get a Life

             (Clearwater, Sidewalk Selfie)

I look through websites for good pictures and themes. I look for different angles at job sites that enhance the end product and highlight the craftsmanship. 

I see tons of pictures of finished work or before and afters. I always question is this a real pic from the company or do they pay for pics. Some companies use watermarks on their pictures to give them authenticity which I think is a great idea. Other companies take pictures while employees are present on the job and you can read the shirt or truck. That is usually the extent of pictures on websites.

I want to be different...

For the month of August, I will be taking selfies and videos at jobs to see if this resignates with my audience. My audience is Baby Boomers with disposable income that have just retired or will retire within 3 years that typically just moved. I can use these pictures for both blogs and social media.

My theory is these pictures and videos will come across genuine and authentic. 

Give me your thoughts on this, Good Idea or Get a Life?

Justin

Controversial Advertising For Contractors

I debated writing this for 3.5 minutes. I almost took out 2 cars while trying to pullover and take a picture of this. I am not usually attracted to men spread out over 30 feet of canvass but, I read Roofers..That caught my eye.

I have a roofing license and in all my years of doing this I have never seen an advertisement like this. When I think roofing, I think of Sweat, Hardwork, Professional, A little crazy..I dont think of this advertisement. I think this does a disservice to our industry.

My next thought, how about the customers perspective..WIFM..Whats in it for me.

If I have a roof leak and I see this billboard. Will this guy come and fix my leak? Doubtfull. He looks more like and escort.

I know women make majority of the buying decision and I want to turn it over to the ladies on this one? Give me your thoughts on this?

Keep sexy out of construction or I am calling this company now?

Have a great Memorial Day, Thank a vet.
Justin

Sharing Awesome LinkedIn Tips For Contractors

I recently had the pleasure of interviewing Charlyn Shelton on LinkedIn.

She specifically shared tips for Contractors like us that I found incredibly useful and adjusted my profile just now. Here is a couple of tips that were shared and I recommend listening to the entire interview below.

Tip #1: I am paraphrasing here, on the LinkedIn homepage your heading below your name needs to have your location in it. For myself it was Tampa Bay Renovation Contractor. I personally never thought about having the location in this area until we did a search and my name didnt come up. Now I rank much higher and will be moving up quickly.

Tip #2: My phone number right near the top of my summary section. I thought my contact info was enough for my number and then Charlyn explained only certain connections could see that info. Everyone else could not.

Charlyn took the time and shared much more details in the audio. We thank her for the time and sharing her expertise. Click below and enjoy the listen, leave some comments please..

Click Here-LinkedIn For Contractors Audio Interview

5 Tips For A Successful Contractor Mastermind

                                                                                                                                                                                                                                               I am blessed to be a part of a highly organized mastermind that focuses on accountability and Growing each others business. I wanted to give some tips to Contractors who have thought about Mastermind groups. These tips will make your mastermind blossom with ideas.

1. Choose the right fit: I interviewed 21 people before choosing the right players for our group. I focused on what others could bring to the table that I didn't posses and vice/versa. We all have similar personalities but, were very distinctly different. All different trades.

2. Get Organized: Have the schedule set and agenda sent out ahead of time. Here is what works best for us and will work for you. 

A) Meeting Organizer-We choose to rotate monthly. 5-7 in group. Meet Weekly or Bi Weekly.

B) Tell us your win this past week- Give each other about 3 minutes each or pass if you have no win. 

C) Hot Seat-This is the focus of the meeting. Someone from within the group explains the challenge their facing and each person take a turn giving their opinion. 30 minutes total

D) AHA Moment-This is not just for Opera, give something of value during the AHA moment Example: New technology, Marketing, Sales Tip. 2 minutes each

3. Accountability: Once your in, you have to make meetings. Missing throws everything off. Too many misses and your out.

4. Take notes: I personally record all my Masterminds. Some of the info talked about is so rich I have to listen twice. Plus taking notes makes you engaged in conversation. I have personally taken away several ideas worth six figures or more overtime.

5. Have Fun: We meet for breakfast and we meet for lunch sometimes. Relax environment and the creativity goes through roof.

I have attached the meeting agenda that we use with some notes here: http://static.smartpassiveincome.com/wp-content/uploads/2012/11/Mastermind-Structure.pdf

COMMENT, If your interested in Masterminding shoot me a message and lets chat? Justin

WOW...Thank You. The 4 Minute Idea.

My pool guy Jack comes every Wednesday like clock work to clean and balance my pool. In the past several years I have only seen him twice. I got a brief conversation with him in 2011 to talk about a new pump that started leaking.

When I come home every Wednesday the pool looks great, which is what I am paying for.

The pool deck looks spotless of leaves and debris, which I do not pay for.

It took me about 13 cleanings to realize that everyday there was leaves and debris everywhere. I finally called Jack and found out that every Wednesday he blew the pool deck off. WHAT..Why?

Jack informed that when he unloads his trailer to clean the pool he has a small gas blower that he uses to blow the leaves off the deck and away from the pool. Once the pool is clean the presentation is better to have a clean deck and pool. Also, there was chance the deck leaves would end up in the pool by the time I got home.

This took Jack an extra 4 minutes to blow my deck off every week. This equates to 16 minutes per month.

WOW..Thank you, was my response.

The Aha moment was then for me. What am I doing to get a similar response, WOW thank you??

What are you doing in your business to get a WOW Thank you?

This past Wednesday we posted our 11th Podcast for Contractors. Marketing the Basics, great information. Here is the link to listen on your Phone or Computer. http://contractorssecretweapon.com/back-to-the-basics-marketing/

Does 10 Estimates Keep You Honest..Follow Up Video.

Wow this blog post has gone viral through the Contractor Community.

I had the opportunity to interview the 10 estimates customer. He got to breakdown his thoughts and hiring process. Check the video out and leave some comments below..

Here is the original Post:
http://sellingandmarketingforcontractors.blogspot.com/2014/03/does-10-estimates-really-keep-everyone.html

The Contractor Secret Weapon Weekly Podcast is growing. Here is the latest episode to help with Unique Selling Proposition. Hope you enjoy.

http://contractorssecretweapon.com/8-usp-in-your-marketing-what-makes-you-unique/

Does 10 Estimates Really Keep Everyone Honest?

Good Morning.

I attended a networking event this past Tuesday morning. One of the guys in the room told me how he just finished his roof and it was AWESOME.

He started telling me the features and warranties.

I stopped him and asked, "I thought you replaced your roof months ago?"

Response, "I got 10 estimates and couldn't decide."

As the scramble eggs projected out of my mouth..... 10 ESTIMATES..What do you need 10 for?

Response, "I wanted to keep everyone honest."

I was beside myself. He wasted everyone's time including his own. He didnt choose the lowest bidder. He didnt choose the highest. He made his decision based off What?

Does anyone else get this?

Please do me a favor for my sanity and leave a comment..

Click Here for most recent Podcast-Just Added Interview With Contractor Marketing Expert Pete Mitchell

Justin

How You Avoid Being a Commodity Contractor.

This is a follow up to last weeks, commodity contractor blog post.

I had the pleasure of having coffee with a very wealthy client that turned into a very expensive lunch and great conversation. Luckily, he paid.

Somehow our conversation between two men took a drastic turn when the topic of Nordstroms started. We have a local Nordstrom in Tampa that his wife was shopping at while we had coffee.

The only thing I knew about Nordstrom is they sold higher end clothing/shoes and to keep my wife away.

I asked, "Why does your wife like Nordstroms"
His answer was priceless, "My wife can spend hours in that store, they have a personal stylists that assists her every step of the way. She likes the layout of the store, very open and welcoming. She earns points on her Nordstrom Card toward future purchases. She goes to the other stores Neiman Marcus, and Saks but, really goes back to Nordstrom for the personal touch. Lastly, the stylist will call or email when they have new arrivals that fits her style."

I would typically space out while another man talked about a department store. I found myself asking more questions. I was curios to see buying habits of higher end customers. Customers that could choose to shop wherever they wanted but, found themselves spending thousands of dollars in one store.

My findings and how they pertain to Contractors:

Nordstroms has 5 competitors in the market place. They have carved a great niche with high end and personal services. The wide open store layout invites customers to freely walk through the store and take in everything Nordstroms has to offer. Lastly, the return policy is 100% Guarantee.

Enough about Nordstroms.

Ways not be a commodity and more like Nordstroms:

1. Position yourself as the expert. If you are the best at what you do, you dont need to talk about being the best. Show your expertise with articles, and answering questions on community dashboards. Highlight your projects through social media and be open to answer questions and let prospects freely look around.
2. When customers arent asking for your bid or price, but when they can get on your schedule. Welcome to the Nordstroms experience. You are the contractor they want and will wait until your avialable.
3. Your 100% satisfaction Guarantee. Offer that longer warranty, your business uses better materials and trades. Extend the guarantee and warranty.
4. BONUS. Stay in touch with your customer. Thank you card or pictures taken during their project with personal note from you. Bottle of wine with your label. Anything that keeps you top of mind.

Creating a higher end niche keeps you out of price wars. Spending more time on higher end will garnish higher profits and better referrals. How do you want to spend your time price wars or profits?

Want to know more about selling to higher end? Call me or send an email.

Justin 727-644-0160 or Justin@ContractorsNetworking.com

Are You A Commodity Contractor?

Are you a commodity contractor?

I was recently asked my niche in the local market. I explained what I do better than anybody else. Then I proceeded to explain why I do it better than anybody else.

The prospect I was talking with called 8-9 companies and told me they all sound the same. The ones that did call back, I cannot differentiate between any of them.

I simply told the prospect, I cannot help them. You will waste your time and everybody else searching through these commodity contractors.

I had an AHA moment just then.

DO you have that awkward moment where the prospect asks "What company are you with again"?

Sometimes I want to hang up the phone and other times I say my name and company.

If you cant create a distinct difference between you and other contractors, you are a commodity contractor.
How do I know if I am? Here are some examples:

1. If you constantly lose jobs to price. COMMODITY
2. If your marketing is exactly the same as competitors. COMMODITY
3. If you strive to be the lowest, and brag about all your jobs. COMMODITY
4. If your telling your team to wait and cash their checks...DRUM ROLL....COMMODITY

If your stuck and cant figure out how to get out of the rat race, I can help call me.

If your ready to increase leads and profits, email me.

If this sounds like your business. Call me or email: Justin 727-644-0160 or heavenly.foundations@gmail.com

Is Price Per SQFT Coming Back?

I drove by this sign last week while riding from Pinellas to Hillsborough. The big debate was going through my head.."Do I call this company and tell them to up their prices..or...Do I call them and remind them price per sqft ended in the 80's"

I figured I would just write to everyone and get some opinions.

For those of you who don't know price per square foot, I will give you a little back story.

During the good old Reagan years when interest rates were 18+% builders had several different home models, these models came with limited choices and could be figured out by the sqft price instead of calculating in all the different trades and selections. This was great for buyers that would pick A,B, or C.

In today's world with all the different choices, price per sqft doesn't work. Prospects will still try to ask about the sqft price and good contractors quickly explain.."It doesn't quite work that way..."

My local market, Tampa Bay Area you cant build for $90/sqft and make a living. Not possible, if I had to figure out per sqft on my last couple of deals, the median would be around $144.

Please tell me what I should do in this situation? I dont want these guy bringing this back to my market..

Are You Selling What People Want?

In my everyday business I run across a lot of people who think they know what they want. In truth, they have no idea.

I recently polled all my current jobs and the past thirty jobs completed. I had two customers that knew what they wanted. Two out of Forty, Approximately 5% knew what they wanted.

My question to you, how do you know your selling what people want, if only 5% know what they want?

Do you sell your products? Do you sell what you think they need?

My formula to make sure your selling what people want:

1. Sell based on results. (This is my secret sauce.) 
• Listen to what people want. 
• Reiterate to them what they want. 
• Add your professional opinion and thoughts. 
• The customer will get what there asking for and you add value by giving a professional opinion to re affirm the customers choice.

Defining Your Target Market or Following Competitors Target Market?

This is a follow up to Rock Star Contractor Mindset from 1/31/14.

I grab the mail every week to look at competitor ads. Over the past 3-5 years there has been a National company that advertises windows. Specifically any size window for $189.00 installed. I am sure you'll have seen the ads or commercials. I don't know how they can make money at $189.

Shortly after this $189 phenomenon, I started seeing competitors (Mom and Pop Window companies) trying to compete against this large national brand. The Mom and Pop companies didn't do the research needed to sustain. They started to go after this low hanging fruit and mimic the advertisement only to find out there is no pot of GOLD at the end of the rainbow. Unfortunately, this still happens today in 2014.

My 3 suggestions:

1. Take notes on competitors for ideas, dont copy there advertisements.
2. Find your unique selling proposition. The large national brand above can install any size window for $189, that is unique. 
3. Look at other industries for some ideas on how they target market. Some of the best ideas come from industries outside of Construction. Also, these companies outside of Construction aren't threatened when you call for questions.

The Mom and Pop's didn't last very long in the $189 arena and some went out of business. The others that made it through for little margins are glad to still be around.

Please leave a comment below.

Rockstar Contractor Mindset

I love the term Rock-star for multiple reasons.

1. I grew up in the 80's watching Aerosmith, Def Leopard, and some other Rock bands of that time. I believe this was some of the best music ever produced. I didn't agree with their lifestyles but, when they took the stage it was magical. The term Rock-star means performer.

In our businesses today we perform. Some of us Rock-stars and some wannabe's waiting to crack the code to being Rock-stars.

The first real piece of advice for being a Rock-star Contractor is knowing your audience. We call this target market. I want to make sure my performance is specific to who wants to hear me. 

Who listens to me now and pays me? This is the best starting point. Your existing customers know you and will be glad to spend more money with you or better yet tell you why they buy from you. Armed with this information you can now start to target your audience.

Let me ask you this, if Kenny G were to come and perform during an Aerosmith concert do you think the fans would listen or boo him off the stage?

Don't be Kenny G.

No need for comments, just pass this on to your fellow Contractor.

The #1 Indicator To Measuring Your Marketing.

How do you measure your marketing?

I ask this question to a group of contractors and the responses are all over the place.

Some feel the number of leads that come in, divided by the marketing budget gives an accurate measurement. Most, keep track of calls on a spreadsheet. Some of the recent directories have started tracking this information for contractors. This is great information and gets you closer to measuring but doesn't give you the real picture.

Others feel closed business divided by your marketing expense.
Example, if I get 100 Calls and close 25, I keep track of the 25 only? Is that how to measure? Lets look below.

The 25 shows your conversion rate. Taking the number of leads that come in and dividing by closed prospects equals your conversion rate. This number is the indicator for measuring your marketing efforts. 

The best part about knowing your conversion rate is knowing your customer cost per closed business. Typically speaking in our industry the cost to acquire a new customer is between $250-$1200 and depends on your local market. My local market the cost is closer $250.00, If my business was located in NY City the cost would be much higher.

Keeping track of this number alone is key to measuring your marketing efforts.
Do you have any suggestions for tracking or tips to simplify?

10 Must Have Marketing Pieces for Contractors

I had the pleasure yesterday to listen to one of my friends Sandi Burnside talk to a group of Contractors about the "10 Must Have Marketing Pieces for Contractors"

My personal takeaways from yesterdays event:

1. Perception is Reality

• Use Quality materials in your marketing materials.
• Use an Email address that matches your domain name. 

2. Be Consistent

• Your website, marketing and promotional materials should all integrate
• Same Color
• Logo Placement
• Look and Feel
• Remember the 7 touches of marketing.

3. Show your customer you are professional. License number and Insured.

• If your information needs to be updated. Dont wait until the next print cycle for cards or flyers. Update now.

4. Make sure your contact info is easy to find.

These were my personal takeaways and I would like to have Sandi on Hangouts go through the top 10. If you would like to hear the top 10 leave a comment below. Enough comments and I should be able to get her on...

Justin