PowerTips Unscripted

In this episode of PowerTips Unscripted, host Victoria Downing interviews Robert Gurinowitsch who shares insights on incorporating state-funded projects into a remodeler’s revenue stream. Robert explains how these opportunities can be lucrative but require navigating government regulations and compliance.Robert Gurinowitsch is the regional program manager for Best Bath. Best Bath has been providing over 25 years in Strategic Solutions for Home modifications and Home access. They work with Home and Community Based Service programs, Managed Care Organizations, Workers Comp, and Bank Trusts.Victoria and Robert talk more about:Challenges and benefits of state-funded workHow to start doing state-funded workExamples of how state work has helped companies And more… The post Adding State Funded Work to Your Revenue Stream with Robert Gurinowitsch – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

Most remodelers start as the sole salesperson for their companies. Stepping out of that role is arguably one of the hardest things you can do — but you have to if you’re going to grow your company. Hiring, training, and managing a sales team is a challenge. Normandy Design Build Remodeling has a sales staff of 22, and all have design or architecture backgrounds. This is more important to the company than having pure sales experience. In this episode, Andy Wells talks to Victoria and Mark about hiring and training superstars at Normandy, where he’s the president and owner. Normandy has been in business for 40 years and does additions, kitchens, and whole-house remodeling throughout the Chicagoland area. Andy has been with Normandy for 21 years. Expanding and growing your company takes sales, and more sales, says Andy. His newer salespeople are selling $600,000 per year; some with more experience are doing $2 million, topping out at around $4 million sold by one salesperson. Andy talks about hiring and training the Normandy way, with information you can use to build your own sales staff, including: Why passion is the most important thing How to be a Sherpa for your clients The importance of being nimble Clicking with the customer Training in the culture The value of ride-alongs for sales Scaling the commissions and compensation Moving from salary to commission Meetings — what to cover and how often to hold them Why sales managers can’t do all their own selling And more… So much more, in fact, that we ran out of time. Since we didn’t even get to the management part, we’ll be bringing Andy back soon! The post Building a Remodeling Sales Team with Andy Wells – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

More and more remodeling and home building contractors realize the value their design services bring to their clients, and it is becoming a profit center for many companies.  Guest Dan Baumann is here to share the many reasons why you should be charging a fair price for your design services. Dan is the founder of Chief Experts Academy, a resource-packed treasure trove of information that provides ongoing training, support, and content for contractors and designers involved in the sales and development of plans for residential and light commercial buildings. Victoria, Mark and Dan talk more about: Compensation for design services Why some contractors may not charge for these services How design services can save clients money on their projects And more… The post Design Services as a Profit Center For Your Business with Dan Baumann – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

Victoria and Mark are just back from their own peer group meeting, and were inspired by what they learned. In particular, they were excited by something they heard from another member, Wayne Rivers. Wayne has a video blog, and we’re picking up one of his episodes about leadership. He says leaders tolerate bad behaviors in their organizations too often, and it can cost you money and time. The culture of any organization is shaped by the worst behavior the leader is willing to tolerate. You may hear some things that hit home for you in his talk. Wayne Rivers, the Founder and President of Performance Construction Advisors, and celebrated for his four influential books. He’s a sought-after media figure, appearing on Today Show, CNN, MSNBC, CNBC, and “BusinessWeek: WEEKEND,” and serves as a Wall Street Journal Expert Panelist. In addition, Wayne’s wisdom is featured in Forbes, Fortune, BusinessWeek, and The New York Times. With a wealth of articles, a 15-year blog, and workshops for prestigious organizations like Harley-Davidson and YPO, he brings a wealth of experience to PCA. Honored as a Fellow of the Family Firm Institute, Wayne’s dedication reflects his passion for building better contractors. Wayne gives examples of toxic employee behavior in his talk today, and tells you how you can curb them, including: The reasons you keep bad employees Why you need to have performance reviews The definition of stewardship Why you need to have a recruiting system Developing your spine The benefits of outside support for leaders The improve or remove system And more … Want this kind of clarity and accountability in your own business? What Victoria and Mark experienced—and what Wayne reinforces—is exactly why Remodelers Advantage Roundtables exist. In a trusted peer group, you’re challenged to stop tolerating what’s holding your business back, learn from owners who’ve been there, and get outside perspective before problems become expensive mistakes. Roundtables give you the structure, peer accountability, and experienced facilitation leaders need to grow stronger teams, healthier cultures, and more profitable businesses—without going it alone. Learn more about Remodelers Advantage Roundtables and apply today. Get Started Today The post A Leader’s Inactions Are Just as Important as Actions with Wayne Rivers – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

Jef Forward, owner of Forward Design Build, shares his innovative approach to training teams through virtual ride-alongs, moving away from traditional methods. He highlights the impact of AI in improving sales processes and team performance. Jef explains how AI tools like RillaVoice enhance communication and save time, resulting in higher conversion rates. He discusses effective coaching through conversation metrics and the importance of clarity in client interactions. Jef's insights reveal how technology can streamline onboarding and elevate organizational success.

Doug Howard, a senior consultant at Remodelers Advantage, shares his expertise on creating a reliable referral system for lead generation. He explains what a referral engine is and discusses the importance of having a formal process in place. Doug highlights how to track referrals effectively and suggests maintaining strong contact with referrers. He also shares clever tactics to enhance referrals, like celebrating successes and educating referrers. With lively insights drawn from his experience, Doug illustrates how structured strategies can turn good connections into thriving business opportunities.

In this discussion, Alan Hanbury, a seasoned remodeling expert and former owner of House of Hanbury Builders, shares invaluable insights from his 45-year career. He emphasizes the critical importance of accurate job costing, warning against relying solely on gut feelings. Alan also dives into the challenges of hiring amid labor shortages and the pitfalls of over-relying on referrals for growth. With practical tips for managing costs and understanding margins, he aims to help contractors boost profitability and sustainability in their businesses.

In this episode of PowerTips Unscripted, host Victoria Downing chats with Jessica Lipson, Vice President of People and Culture at JBL Consulting, about building strong leadership within your remodeling business. Jessica, who brings over 20 years of HR experience, shares her insights on identifying high-potential leaders, developing effective mentorship programs, and fostering non-toxic, inclusive company cultures.Jessica explains the difference between high-performing employees, who excel in their current roles, and high-potential employees, who show the drive and emotional intelligence to lead in the future. She emphasizes the importance of utilizing tools like behavioral assessments and regular one-on-ones to spot these emerging leaders.Victoria and Jessica also dive into:The key skills future leaders should possess, such as emotional intelligence, resilience, and adaptability.How to balance formal training with real-world leadership experiences.Practical strategies for resolving workplace conflict and building a respectful, productive team culture. Loved Jessica’s insights on the podcast? Bring her expertise directly into your business. From identifying emerging leaders to designing sustainable culture initiatives, Jessica works hands-on with remodeling companies to elevate their people and performance. Reach out to Jessica for consulting today. The post Developing Your Company’s Future Leaders with Jessica Lipson – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

Join Jeff Borovitz, a seasoned sales and leadership trainer, as he dives into the pitfalls that hinder success in the remodeling industry. He reveals the crucial difference between being liked and earning trust, emphasizing the importance of clear agreements to prevent misunderstandings. Jeff advocates for normalizing budget discussions and developing strategies to disqualify poor-fit clients. With rapid-fire insights and a core takeaway of clarity over confusion, this conversation is packed with actionable wisdom for designers and production teams.

Chad Vincent, CEO of Renaissance Remodeling in Boise, shares his journey from the family business to a leading figure in remodeling. He discusses the critical challenge of labor estimating, emphasizing the need for efficiency. Listeners will learn about innovative methods to simplify this process and the importance of educating designers on labor costs. Chad also highlights strategies to reduce estimating time while improving accuracy and profitability, all peppered with humor and personal anecdotes that make the insights both relatable and entertaining.