PowerTips Unscripted

In a low-unemployment economy, recruiting and retaining the best talent is a continuous effort. You need a powerful competitive advantage — one that’s nearly impossible for anyone else to copy.  It’s your company culture. In this episode, Steve Anderson tells Victoria and Mark why that is, and how you can develop a successful culture — or turn around a faltering one.  Steve’s an author, entrepreneur, and philanthropist. He’s worked with tens of thousands of professionals to grow and expand their businesses. Steve has spoken at our Remodeler’s Summit and worked with our Roundtables members in the past. Your company culture is a combination of priorities and processes, and how your team acts on them, that results in how people feel about your company, inside and out. It can happen by default or by definition, but almost all successful cultures happen by design. He tells you how to look at your culture critically, and the steps to take to improve it, including: Building on natural laws Defining your prioritiesDesigning your culture intentionallyThe law of emotionWhat the 10 Commandments can teach you about changing your cultureDefining your culture in a written documentSetting expectationsReinforcing acceptable behaviorWhy the customer shouldn’t come firstUsing your culture in recruiting and hiringThe culture mistakes you may be makingAnd more … There’s a copy of Steve’s first written culture guide in his book, The Culture of Success: 10 Natural Laws for Creating a Place Where Everyone Wants to Work. He invites everyone to use that culture guide to create your own — just click the link and make your purchase. The post Ep.78: The Most Powerful Competitive Advantage with Steve Anderson appeared first on PowerTips Unscripted.

It’s easy to be successful in a great economy. You can get away with a lot of bad habits, lack of systems, and high overhead when jobs are large and margins high. But when the economy contracts, job sizes shrink, and margins erode, those bad habits can have a huge affect on the health of your company. Focusing on the right things when times are good are key to recession-proofing your business. In this episode, Dave Edwards talks to Victoria and Mark about the lessons he learned and the changes he made to create a healthy company following the last recession, and how that positions it to survive and even thrive in the next downturn. Dave is the founder and president of Earth Bound Homes, a home-building and remodeling company in San Jose, CA. Before he joined Remodelers Advantage Roundtables in 2014, Dave spent 12 years learning all the different ways to not build and run a profitable construction company.  His path to recession-proofing his company came after watching other remodelers and builders go out of business in the last recession. After his company almost went bankrupt in 2011, he joined Roundtables and also went to counseling. He talks about his path to success in business and in his personal life, and how he has built a company that can withstand an economic downturn, including: Focusing on others’ happiness as the key to achievementHis metrics for success — it’s not all about moneyRecognizing when someone else has better ideas, and running with themThe Stop/Start meeting to improve the companyHow to bill like a lawyerMaking project management a source of incomeWorking with a tight subcontractor market who need extra managementHelping architects get their project packages togetherIdentifying bad habits and how to fix themHow unbilled labor can cut into your profitsWhy he cut his field staff to boost his revenueGetting the best people and keeping them happyThe power of diversity in company cultureAnd more … Dave says the three big ways to ensuring your company’s survival are figuring out how to live on your salary as a business owner, banking your cash to be able to pay and retain your team during a downturn, and reducing your mark up to still be profitable. The post Ep.77: Recession-Proofing Your Company with Dave Edwards appeared first on PowerTips Unscripted.

It’s time for another Unscripted Back-Up. It’s a chance to revisit some of our best and most informative episodes. They’re jam-packed with information you can use — so if you missed it the first time around, here’s your chance to catch up. This is one of our most popular episodes, and digs in to a part of your remodeling business that few people really consider — managing your clients.  If you — and especially your designers — aren’t managing those customers you’re wasting time and losing out on potential profits, says Chip Doyle. In this episode, Victoria, Mark and Chip discuss how to speed up the hand off from design to production. Effectively managing client expectations, setting clear goals and deadlines, and guiding clients intentionally, gets you out of having projects park in design and selections.  Chip has been in the sales industry for 29 years, and training with Sandler for nearly 17 years. He’s a sought-after speaker and co-authored Selling to Homeowners The Sandler Way. Chip has a licensed training center and trains companies of all sizes in Pleasant Hill, CA, helping them reach their full potential, exceed expectations and continue to grow. Empowering designers to guide, and ultimately lead, clients through the design process can increase your profits by 25 percent. Some of the ways to get there include: Cutting design time in half, without cutting cornersGiving designers the right role modelsManaging “genius attacks”Setting clear meeting goals and timely next stepsThe importance of deadlines — for clientsGetting projects through that would otherwise stallThe traits to look for in a designer — toss the DISC assessmentAnd much more … Need More Help? If your designers, project managers, and other customer-facing team members need guidance on how to deliver excellent client services effectively, Chip is leading a course, Client Management Training for Designers & Architects, to address it all. It’s not a sales course, it’s specifically designed to give your team members the skills they need to get selections and designs past the bottleneck and into production, while creating and excellent customer experience. The post Ep.76: [Unscripted Back-Up] Managing Your Customers with Chip Doyle appeared first on PowerTips Unscripted.

It’s incredibly busy in the remodeling world at the moment — leads are pouring in, proposals are flying out, and jobs are being scheduled like crazy. We’re seeing businesses with 30 percent growth, year over year. Yet there’s a silent killer lurking beneath all the fevered growth: insufficient cash flow. In this episode, Mark’s flying solo and he tackles the phenomenon of “growing broke” — being busier than ever, but running out of cash. It can happen to the best, most experienced remodelers — times are almost too good, and it’s easy to lose track of your cash flow. Mark shares why you need to control it, and what to do if cash is starting to run out, including: How to assess your cash flow situationWhy cash flow is kingLong-term planning strategiesWhat to do when you start feeling the pinchHow to address a problem if you’ve got oneKeeping your customer experience safeAnd more … If you’re concerned about where your cash situation is, set a calendar alert for the all-new RA University, launching Monday, Aug. 12 (the link is still to the older site). You’ll find five new lessons — and one of them is The Importance of Cash Flow. You’ll also find the The 5 Things to Never Do & The 5 Things to Always Do, Running a Paperless Office, Marketing that Works, and Setting Goals and Hitting Them. If you want to go even deeper and you can always reach out to us to help you find the solutions to your cash flow issues. The post Ep.75: Cash Flow: The Silent Killer appeared first on PowerTips Unscripted.

Everyone would love to have raving fans — and today’s guest is the most popular mascot in sports.  Tom Burgoyne has had a 30-year career as the best friend of the Phillie Phanatic — the most popular mascot in sports.  In this episode, Tom talks to Victoria and Mark about what the Phanatic has taught him about the importance of customer service in business — and how it can be the difference between being a good company and being a great one. Tom has applied what he has learned in costume and talks about how the love people have for the Phanatic can be applied to your everyday working life. He’s also the author of Pheel The Love!: How the Most Powerful Force in the Universe Builds Great Companies — Phillie Phanatic Style!  Tom was working in sales when he answered a blind ad to become the backup to the original Phanatic. He was the backup for four years before stepping up into the primary role. He realized the power of the character and the love the Phanatic generates and has applied the principles to boosting customer service and your company through love and fun, including: Being authenticDeciding to be lovingNoticing opportunities to share the loveActing on the opportunitiesThe big smooch — making people feel specialBeing optimistic consistently as a companyThe Love 15 evaluationAnd more … Tom shares some of his most enduring memories as the Phanatic, including leading the 2008 World Series parade, and hot it gets in the costume, and what the Phanatic and Remodelers Advantage have in common. Tom also has a podcast called Phillies Backstage with Brazer and Burgoyne. And you can check out his page on LinkedIn. The post Ep.74: Pheel the Love — How the Most Powerful Force in the Universe Builds Great Companies with Tom Burgoyne 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 is the co-founder and president of The Family Business Institute Inc. He has authored four books on the subject of business families, the latest of which is Our Family Business Crisis and How It Make Us Stronger. Wayne has appeared on the Today Show, CNN, MSNBC, CNBC, BusinessWeek: WEEKEND, and on the Retirement Living Network. 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 employeesWhy you need to have performance reviewsThe definition of stewardshipWhy you need to have a recruiting systemDeveloping your spineThe benefits of outside support for leadersThe improve or remove systemAnd more … You, as a leader, have to find the bad behaviors you’re tolerating, and figure out what to do about them to keep your company healthy. For more of Wayne’s videos, go the The Family Business Institute’s YouTube channel. The post Ep.73: A Leader’s Inactions Are Just as Important as Actions with Wayne Rivers appeared first on PowerTips Unscripted.

It’s time for another Unscripted Back-Up. It’s a chance to revisit some of our best and most informative episodes. They’re jam-packed with information you can use — so if you missed it the first time around, here’s your chance to catch up. Growing your remodeling company is filled with pitfalls and challenges that can prevent you from getting to the next level successfully. So many of our Roundtables members say it takes hard work, yes, but also a concentrated focus and a willingness to look for help from outside your organization when you need it. In this episode, Victoria and Mark talk to Brandon Bailey, who’s a textbook example of a successful remodeler who made the right moves after deciding to significantly grow his business.  Brandon is an owner of Bailey Remodeling & Construction, a design build company in Louisville, KY. After starting his business in 2005, Brandon was where many of our members were when they were starting out — producing good, reputable work but spinning their wheels with long hours, no systems in place, and no predictable revenue model. Sound familiar? In 2009, Brandon and his business partner, Jon Steimel, set out to significantly change and grow their business. They’ve done a fantastic job, their awards include being named the 2017 Remodeler of the Year by the Building Industry Association in Louisville.They won two project awards from BIA in 2019. They are now have 10 team members and are looking for more. Brandon talks about how the company has managed its growth, things to look out for, and what it has meant for the business and his life, including: The specific challenges when growingFinding outside resources to help his businessWhat it was like working with a business coach and peer groupWhich KPIs to keep an eye onGrowing his team beyond the two partnersBuilding a sales systemEstablishing a consistent and predictable revenue modelIncreasing net profitWhat his business and day-to-day life is like nowAnd more … Brandon’s story will sound familiar to so many remodelers, and the steps he has taken to build a more successful, profitable remodeling company can be guide your own journey. Join Remodeling’s Top One Percent Brandon is a fantastic example of a business owner who took advantage of the Power of Roundtables. Our program is a world-class peer advisory service that brings together smart, motivated remodeling professionals, just like you, to help one another grow. Want to learn how you can participate in this experienced braintrust? Learn More Here >> The post Ep.72: [Unscripted Back-Up] Building a Successful, Profitable Remodeling Company with Brandon Bailey appeared first on PowerTips Unscripted.

A successful remodeling business isn’t only dependent on tactics or the larger strategy behind them. A company’s culture plays a crucial role in executing any business strategy.  In this episode, Brian Gottlieb discusses the key steps needed for a business to implement their desired strategy with Victoria and Mark. Brian Gottlieb is the founder and CEO of Tundraland Home Improvements, which serves all of Wisconsin. He started his business on a plastic folding table, with just $3,000 in cash. Today, Tundraland employs more than 220 people, and revenues  are in excess of $42 million. We’re excited that Brian will also be a speaker at the Remodelers Summit in Orlando this September. He defines strategy as an integrated set of choices an organization makes to position against the competition, add value to their customers, and add value to the company. Brian’s “a-ha” moment came last summer, when he understood that when a community is at its full potential, we’re all in a better place; and when an organization is at its full potential, we’re all in a better place. He calls Tundraland a training organization — developing an employee to his or her full potential is a key point of the company’s  strategy. Brian describes the four ways to define your culture, and how to make it stronger, including: How building a strong culture is like building a shipHow realizing potential depends on othersWhy Brian doesn’t have drawers in his officeExamples of the wrong strategiesKnowing how to add value for you customersWhy you shouldn’t hire people like youFinding the root causes of your weaknessesWhy throwing dollars at a problem doesn’t workThe differences between vision and a road mapWhy firing someone should never be a surpriseAnd more … Including how Brian sees his role in his organization, what he does, and what it means to the culture of his organization. See Brian Speak at the Annual Remodeler’s Summit We’re thrilled that Brian will be joining us for two sessions at the 2019 Remodeler’s Summit, Sept. 24-25, in Orlando: Limitless: Growth Starts with YouLimitless: An Interview with Brian Gottlieb To learn more the Summit event and our line-up of other great speakers, go to Remodelerssummit.com! The post Ep.71: Strategy Isn’t Enough with Brian Gottlieb appeared first on PowerTips Unscripted.

So many things go into a successful remodeling project — the design, the materials, the actual build — but what’s really the most important part? It’s your client.  Remodeling a home can change your clients’ lives. Robert Kauffman says the secret to a successful remodel is working upfront to get to know your clients to the greatest extent possible. In this episode, Robert shares his story with Victoria and Mark, and how and why he gets to know his clients so well. Getting to know your clients takes asking questions — and listening to the answers.  Robert is the owner of Kauffman Design Services in Atlanta, GA. He’s worked with architectural firms, as a remodeling contractor, and currently as a remodeling designer. He has never taken for granted the trust it takes for clients to open their lives up to him.  On his first remodeling project, Robert realized that digging for answers from clients helped him understand how the clients wanted to live in their home. Each client has a unique story, Robert says, and getting them to open up to tell it is vital to understanding their real goals. He talks about how to get the answers you want, including: His book of 1,000 questionsWhy asking what people do in their bedrooms isn’t creepy How different people use identical homesGuiding clients to direct the projectHow family dynamics affect the questions and final designsObserving the non-verbal clues and cuesPutting all the details together at the endHow long it takes, and how to do itAnd more … The more you understand your clients’ lives, and how they live in the home you’re remodeling, the better your projects will be. The post Ep.70: The Most Important Part of a Remodeling Project with Robert Kauffman appeared first on PowerTips Unscripted.

Physics and chemistry affect the interior of every home, every day. Performance testing can enable remodelers to predict and prevent health, safety, and comfort issues, earn more for your work, and predict and prevent callbacks, claims, and lawsuits. As a remodeler, you have two choices. You can test for and design performance controls into your projects to predict and prevent side effects. Or you make assumptions and hope for the best. You might make problems worse, and take the heat for it.  In this episode, Corbett Lunsford talks about home systems, performance, and testing with Victoria and Mark. Home performance is the invisible “stuff” that happens inside a home — how it feels, smells, and sounds.  Corbett loves investigating invisible dynamics using high-tech techniques and tools. He’s the co-host of the PBS series Home Diagnosis, the Building Performance Podcast, and the author of Home Performance Diagnostics: the Guide to Advanced Testing. Every remodeling project will affect how a home works — for better or worse. Building inspections are about the static state — what’s there all the time. Performance dynamics have to do with all the actions of the house while it’s working. You need testing to be able to predict that. Remodelers deal with and interfere with these dynamics as part of their work — there will be changes. Corbett says the first tests to do are a blower-door test, using infrared cameras to pinpoint roof leaks and moisture detection, and other reasons why home testing can improve your projects, business and client satisfaction, including: Tuning a home like an instrumentTaking the guesswork out of the home performanceHow pressure issues can cause mold and mildewWhy home interiors affect healthAtmospheric draft, water heaters, and range hoodsCharging more for optimizing home system performanceTesting for the invisible dynamicsLoad calculations and energy models for HVAC choicesWhy testing also makes homes more energy efficientThe marketing opportunities for youThe power of statisticsAnd more … Corbett warns that your clients may know about the importance of performance testing because they’re watching home-improvement shows like his — and you have to stay ahead of what the general public knows or lose credibility. As a first step, you can download his ebook, Proof Is Possible: How to Keep an Eye on Your New Home Construction or Home Improvement.  You can also see his tiny house and more on his YouTube channel: https://YouTube.com/c/HomePerformance. The post Ep.69: How to Protect and Grow your Business with Performance Testing with Corbett Lunsford appeared first on PowerTips Unscripted.