Ask Me Anything About Selling Home Improvement

 
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Old 04-06-2017, 09:09 PM   #81
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Re: Ask Me Anything About Selling Home Improvement


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Want to thank the moderators for re-opening the thread. Some compliance issues were taken care of and we can continue. Just to clear something up I write 200k a month in business for the company, not personal income. Keep the questions coming if you have anything to say about selling. Thanks!
I'll give you credit for the way you handled the initial bout of questions...well done
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Old 04-06-2017, 09:19 PM   #82
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Re: Ask Me Anything About Selling Home Improvement


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1. Pretty impressive - in your first post you stated that you do $200k per month (even though you no longer have to), so you close approx. 10 of these per month. How many clients do you see in a week and how do you obtain these leads?

2. My business is based on honesty and integrity. We have never been without work in 20 years, with very little to no advertising. I would not feel comfortable walking my customers down a specific psychological path. In my opinion, this sentence makes you sound like a charlatan trying to peddle your wares, whether it be your remodeling services or your "perfect" home improvement presentation.

3. While this might work for someone selling work such as roofing or windows, most of our projects are full custom remodels and exceed $100k. It would be impossible to close and walk out the door with a construction contract on the first meeting. My initial consultation is to find out if we are the right fit for the project and the if the client is someone I want to work with. The next step is either a pre-construction agreement or a design agreement. From there on out they are paying for our time whether it be for estimating or designing. 99.9% of these projects go to construction contract and get built by us.
What all does this pre construction agreement cover?
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Old 04-06-2017, 10:00 PM   #83
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Re: Ask Me Anything About Selling Home Improvement


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I don't do quote's in my car... you're confusing me with Dean Craig who does that... I work in the home...

As I mentioned to NJ Contractor, there is not enough info in his post to price it out...

As to your specs you listed in your hypothetical kitchen, we work with a price list that encompasses 90-95% of everything needed to secure the customer and remove them from the market... As I've mentioned previously in other threads, our subs pricing is incorporated into our pricing schedule, and for things that go beyond that scope we tell the customer that will be quoted as a separate item, but that's no reason to hold up signing.... We don't sell appliances but do discuss what their plan for them is as it relates to them as in most cases they already have an idea of what they are thinking of from friends or families recently remodeled homes, magazines, the internet and home improvement shows (where else do you think they get the ideas from?)... no matter what they choose, that certainly doesn't mean the plan cannot be changed... there are certain things that always need to be addressed on remodels and are just par for the course(GFCI's, separate circuit for range/microhood/dishwasher, etc.)... sometimes this may require updating the service, which would be a separate item as outlined above...

As to particulars, you're operating off the erroneous assumption that EVERY decision not only has to made that night but that it can't be changed... as one example, we provide installation pricing for things like backsplashes but the actual tile, we let our customers pick out what they want at a later date from our supply house, and we get it for them at our discount (our profit is already built in on the project)... if we waited to sign a deal based on a customer deciding what tile they wanted, we'd be spending a "week endeavor" on it and not have anything to show for it except wasted time...

Cabinet specs (we can do whatever they want), styles, colors, finishes are all zero'd in that first night with samples (we carry the most popular choices on the market, but they are not limited to those choices)... as are countertops, lighting, flooring, etc. we meet up with the client a week later to provide computer drawings of their choices and finalize design and options... fabrication doesn't begin until everything is finalized... Because of variants from town to town, our contract states the customer is responsible for all inspections costs, but because we work in many of the same towns we provide them with a range of what they can expect...

The idea is to remove them from the market, so while others are spending a week endeavor pricing things out, we've already signed the deal... most people already have an idea of what colors, cab designs, tops, etc. they are looking for before you even show up and those that don't, there are various ways to zero in on their preferences which comes from asking the same questions over and over again over the years (you have to get them there somehow anyway right?)...

Keep in mind that just because you are not setup to do it, does not mean others are not... been pricing and closing the same night for decades and it's all starts with a price list... but it does with you as well... you apparently just choose to re-create the wheel each time you do it and just don't recognize it which may be why it's hard for you to think it can be done... you're used to doing it a certain way, and if that works for you, so be it...

I'm sure the more questions you ask, Dean Craig or myself and others can answer or share different perspectives on how to close on the first night, but unless you are actually interested in learning another way and open to it, a closed mind is rarely changed...
The post was not directed towards you.
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Old 04-06-2017, 10:08 PM   #84
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Re: Ask Me Anything About Selling Home Improvement


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The post was not directed towards you.
NJ Contractor's post quoted mine, and you quoted his, so you can understand why I thought you meant me...

Sorry for any confusion... I'm sure Dean Craig can respond then...

Last edited by KAP; 04-06-2017 at 10:10 PM.
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Old 04-07-2017, 06:42 AM   #85
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Re: Ask Me Anything About Selling Home Improvement


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What all does this pre construction agreement cover?
1) Field measuring and photographic documentation of existing conditions
2) Detailed scope of work
3) Technical walk through with subcontractors
4) Written Proposal and/or Construction Contract of proposed work
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Old 04-07-2017, 06:53 AM   #86
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Re: Ask Me Anything About Selling Home Improvement


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Originally Posted by KAP View Post
NJ Contractor's post quoted mine, and you quoted his, so you can understand why I thought you meant me...

Sorry for any confusion... I'm sure Dean Craig can respond then...
My post is for anyone who can meet with a prospective client for a large project or custom remodel and walk out with a construction contract at the first meeting. I have never seen it done in 20 years in business.

Can anyone attach the drawings and a sample contract that you sign the first night?
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Old 04-07-2017, 12:11 PM   #87
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Re: Ask Me Anything About Selling Home Improvement


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My post is for anyone who can meet with a prospective client for a large project or custom remodel and walk out with a construction contract at the first meeting. I have never seen it done in 20 years in business.

Can anyone attach the drawings and a sample contract that you sign the first night?
Define the project... do you mean a kitchen, bath, whole house remodel, basement, interior/exterior, etc...

As I mentioned earlier not every job can be sold on the first night, but what type of project you're referring to has a lot to do with it... that said, deals that have variables that go beyond the initial scope can also be written "subject to" and with separate conditions/charge that should not create a barrier to closing the deal on the larger part of the deal... they are going to be paying for it one way or another anyway...

An example would be if they needed to upgrade their service, or remove a wall (although in most cases you should be able to provide what would be needed if it was the case and it was load bearing), or if their particular siding was still available because you're moving a window or going from a slider to swing-out to create more cabinet/countertop space...

But since we routinely have done it over the years, kitchens, baths, masters and projects like it can be quoted and closed the first night...

Keep in mind that companies, both small and large (even on a national stage) do it all the time... kitchens, baths, roofs, windows, painters, countertops, gutters, siding, decks, etc...

Just because you haven't seen it, doesn't mean it doesn't exist...

But as an example we can go in, measure and design a kitchen and/or bath (we'll use kitchen), choose the cabinets/styles/finishes, moldings, countertop, sinks & faucets (although that can be added later), lighting, flooring, backsplash, windows, painting (they can choose color later), discuss their thoughts on appliances, cabinet accessories, and provide them with a hand-drawing which confirms the physical aspects of what they're looking for with a color computer version provided a week later and close it the first night on average 33-43% of the time (depending on time of year)... we include allowances for knobs/pulls, paint color choice, etc. and if needed, pricing levels for any one of the products they are not solid on... an example would be countertops... they can choose from a variety of choices within different levels...

None of that is to say that every one of those choices can't be changed at a later date... like most every contractor out there, as long as we haven't entered into the fabrication phase (i.e. - design confirmation), everything is fluid...

We make a lot of what we install, from cabinets/vanities/furniture to countertops (with the exception of stone) to moldings, cabinet accessories, etc. which cover many rooms in a home, so we may view it through a different lens...
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Old 04-07-2017, 12:53 PM   #88
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Re: Ask Me Anything About Selling Home Improvement


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But since we routinely have done it over the years, kitchens, baths, masters and projects like it can be quoted and closed the first night...

Keep in mind that companies, both small and large (even on a national stage) do it all the time... kitchens, baths, roofs, windows, painters, countertops, gutters, siding, decks, etc...

Just because you haven't seen it, doesn't mean it doesn't exist...

But as an example we can go in, measure and design a kitchen and/or bath (we'll use kitchen), choose the cabinets/styles/finishes, moldings, countertop, sinks & faucets (although that can be added later), lighting, flooring, backsplash, windows, painting (they can choose color later), discuss their thoughts on appliances, cabinet accessories, and provide them with a hand-drawing which confirms the physical aspects of what they're looking for with a color computer version provided a week later and close it the first night on average 33-43% of the time (depending on time of year)... we include allowances for knobs/pulls, paint color choice, etc. and if needed, pricing levels for any one of the products they are not solid on... an example would be countertops... they can choose from a variety of choices within different levels...
I understand that single-trade contractors can do this, but it's just not possible on larger custom multi-trade projects. If you do it all the time, then you must have several contracts and hand drawings laying around the office from past clients. As proof, please attach a kitchen contract and drawing that you prepared for a previous client at their kitchen table (with personal info blacked out of course), that was signed at your first meeting.

Last edited by NJ Contractor; 04-07-2017 at 01:16 PM.
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Old 04-07-2017, 02:35 PM   #89
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Re: Ask Me Anything About Selling Home Improvement


planning on responding just haven't had the chance. Can defiantly post a picture of a contract. Basically they pick what they want from our product lines and there's fixed pricing. But I'll defiantly go more in detail when I have a few minutes to write it out in detail.
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Old 04-07-2017, 03:53 PM   #90
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Re: Ask Me Anything About Selling Home Improvement


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I understand that single-trade contractors can do this, but it's just not possible on larger custom multi-trade projects. If you do it all the time, then you must have several contracts and hand drawings laying around the office from past clients. As proof, please attach a kitchen contract and drawing that you prepared for a previous client at their kitchen table (with personal info blacked out of course), that was signed at your first meeting.
How don't you see that larger projects are based on single-trade considerations? I've already said numerous times that not all projects can be closed on the first night...

I'm not going to post drawings, contracts etc. to "prove" anything to you... Been doing this a long time and have been posting about it on this site and others for a long time... Dean Craig can feel free to do so...

If that, along with willing to answer questions on how we do it is not enough... oh well...
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Old 04-07-2017, 05:10 PM   #91
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Re: Ask Me Anything About Selling Home Improvement


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I'm not going to post drawings, contracts etc. to "prove" anything to you...
It is perfectly reasonable to take the absence of proof of its occurrence as positive proof of its non-occurrence.

Last edited by NJ Contractor; 04-07-2017 at 05:20 PM.
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Old 04-07-2017, 06:05 PM   #92
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Re: Ask Me Anything About Selling Home Improvement


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planning on responding just haven't had the chance. Can defiantly post a picture of a contract. Basically they pick what they want from our product lines and there's fixed pricing. But I'll defiantly go more in detail when I have a few minutes to write it out in detail.
Is autocorrect messing with you or are you actually defiant?

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Old 04-07-2017, 07:47 PM   #93
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Re: Ask Me Anything About Selling Home Improvement


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It is perfectly reasonable to take the absence of proof of its occurrence as positive proof of its non-occurrence.
It's also perfectly reasonable to know when no matter what level of "proof" you provide it's not going to matter to some...

Last edited by KAP; 04-07-2017 at 08:56 PM.
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Old 04-08-2017, 08:49 AM   #94
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Re: Ask Me Anything About Selling Home Improvement


I don't think I would want to make my clients wait around for me while I sit out in my truck pricing something up.

I much prefer to get back to them in a day or so with their quote.

I did install a laptop stand for the quick break fix stuff which can be priced out quickly.

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Old 04-11-2017, 01:34 PM   #95
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Is autocorrect messing with you or are you actually defiant?
That one stood out to me too.
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Old 04-11-2017, 04:25 PM   #96
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Re: Ask Me Anything About Selling Home Improvement


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planning on responding just haven't had the chance. Can defiantly post a picture of a contract. Basically they pick what they want from our product lines and there's fixed pricing. But I'll defiantly go more in detail when I have a few minutes to write it out in detail.
Dean I'm really curious as to what you sell. If it's roofing I can see you whipping up a quote pretty fast, if it's flooring or painting, or some trade that you can bang out a per square foot price on I understand. So what is it you sell?
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Old 04-11-2017, 06:07 PM   #97
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Dean I'm really curious as to what you sell. If it's roofing I can see you whipping up a quote pretty fast, if it's flooring or painting, or some trade that you can bang out a per square foot price on I understand. So what is it you sell?


Is this a different question than you asked in post #34 that he answered in post #35?
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Old 04-11-2017, 06:35 PM   #98
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Re: Ask Me Anything About Selling Home Improvement


Way to go dumb azzes, you ran off another one. I was just starting to get interested too. Don't you feel bad?

I sure as fluk don't.
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Old 04-11-2017, 06:36 PM   #99
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Is this a different question than you asked in post #34 that he answered in post #35?
I was look for a little more detail.
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Old 04-11-2017, 11:13 PM   #100
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Way to go dumb azzes, you ran off another one. I was just starting to get interested too. Don't you feel bad?

I sure as fluk don't.
That's what has made this place sooo special here of late ... special people like you

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