Monthly Archives: December 2016

The Best of The Wealthy Contractor 2016

Here we are at the end of another year.

How was your 2016?

Did you make all the MONEY you wanted?

Did you get to take enough time AWAY from your business like you wanted?

Did you develop any new  contractor sales SYSTEMS so the business doesn’t rely on you so much?

This is the perfect time of year to review and reflect on “what worked” and “what didn’t” to grow your contractor business in 2016.

And make a plan that makes you and your home improvement business better in 2017.

Now, I know planning ain’t fun. Ugh, it’s definitely not my strong suit.

But, I know from experience having a plan vs. no plan gets you closer to achieving your goals. So, we’ve been doing some planning.

Here are a few things I am consciously aware of and planning (NOW) for next year:

More money, for sure. We did really well this year, but is it ever really enough?

Do you know your income goal for next year? It starts there, NOT at the gross sales number (Revenue = Vanity, Profit = Sanity). Here’s a tip, choose your profit number first then work your way backwards. Get as many of your numbers down as possible.

On Wednesday, I did a painful planning session with my top advisor Bob. We painstakingly went through our numbers so we know month-by-month, exactly how many leads we need to produce to hit our sales goal. Aside from that, we created a budget for next year so we know exactly what we need to do to hit our PROFIT goals.

Free Time. I love what I do, but I need time away. To recharge my batteries, to rest, to think.

Do you have any planned time away from your business in 2017? If not, take out your calendar and give it a look. At a minimum, plan something for each of the first 2 quarters. Something. Anything. A long weekend. A week. Do it. Block it out now.

This year, I think we took about 7 or 8 weeks of time off. I want to get to 10! So far for 2017, we’ve planned out our calendar through June. As of right now, we’ve got about 3 weeks of planned time off in the first half of the year. Time off is not a luxury for entrepreneurs, don’t let anyone ever tell you that or make you feel bad for wanting it… it’s a necessity for any wealthy contractor.

Contractor Sales Systems. There is ONE critical system that will get all of my attention in 2017. Once that system is created, it will free me up considerably. Take a huge load of stress off my shoulders. AND, come to think of it, once it’s in place and running, I’ll make a crapload more money too!

Is there something you are doing in your home improvement business right now that causes you stress, that you know you shouldn’t be doing? But, because you don’t have a system in place, you’re stuck…? Well, why not get rid of it next year and purposely work towards systemizing it?

I think at a minimum, if you just get clear on the 3 areas above; MONEY, TIME and SYSTEM – define outcome, plan how to get the outcome and have a tracking method, by this time next year, you’ll have more money in the bank, more free time and have one less job to do in your business.

Don’t know about you, but that sounds to me like a very successful year.

The goal of The Wealthy Contractor Program™ is to bring mentors, strategies, tactics, tools and resources into your world that will help you close more sales, make more money and build a life of excellence.

We’ll be offering you much more in 2017.

As we finish up the year, I have 2 things for you.

1. Down below, we’ve put together a “best of” The Wealthy Contractor 2016 exclusively for you. 8 of our top rated podcasts, webinars, blog posts and newsletters.

2. A favor. I want to know more about you and how The Wealthy Contractor can help you grow your contractor business. Please take just a couple of minutes right now and answer a few questions so we’ll have a better idea of how we can help you in 2017.

I hope you have a wonderful holiday season, and a happy, healthy and prosperous New Year.

 

 

  • The Wealthy Contractor is now printed and distributed quarterly. To view the Q4 2016 print issue (Volume 1, Issue 1), click here.  
  • To sign up for the digital e-zine distributed every two weeks, please visit The Wealthy Contractor Online.

 

 

 

 

The Wealthy Contractor Answers: “How Can I Grow My Contracting Business?”

By Brian Kaskavalciyan

You know the old saying… “nothing happens until somebody sells something!”

Every business, at its core, is a sales and marketing business.

Get leads for your home improvement business. Sell leads. Deliver. Repeat.

In some cases, the sale is relatively quick and simple (think lunch), some very complex (think purchasing a new home) and somewhere in-between is the selling of home improvements.

Too many home improvement business owners are held back because they don’t have an effective Contractor Sales SYSTEM.

They wonder why sales are inconsistent.

Or why they can’t hire good salespeople.

Or why they’re STUCK.

I am working with a business owner right now that sells windows, roofing and siding. He is having a good year and he wants 2017 to be at least 25% better. He can sell. He has a process.

Problem is, it’s HIS process. He can’t explain it. He can’t teach it. He can’t train it. And he certainly can’t hand it off to someone else.

As a result, he accounts for HALF the sales in his company. HALF!

So the million dollar question is: If you have a full-time job as a $1.5M/year salesperson, how can you possibly do what you need to do as the leader/owner/entrepreneur to grow your business?

As an aside: He makes a mistake too many others make as well. He is relying on the sales commissions he earns to feed his family. The business itself makes a few bucks, but the business isn’t making the bottom-line NET profit (MINIMUM 10%) it needs to make – if he’s not out selling. This is how you create a very bad JOB, not a business.

the-wealthy-contractor_john-anglis_episode-3To his credit, he fully understands the problem, and realizes if he doesn’t fix it – he’s capped and trapped. Not only by the sales he can produce (capped), but also in his ability to achieve wealth and freedom from his business (trapped).

Now, in this client’s case the solution is relatively straightforward. He needs a contractor sales SYSTEM. By having a selling system, he will be able to begin the process of removing himself from the full-time job of salesperson. He will have more time to spend being the sales manager.

BOTTOM LINE: He will have more time to do the things he needs to do to grow his business and become a wealthy contractor.

To start, I sent him to the guy that can fix his sales system problem.

The first thing he’ll get is what I call an “elegant” sales presentation for each of his products.

Why elegant? Because it all starts with the right sales presentation:

  • A sales presentation that follows a structured, choreographed, step-by-step order
  • A sales presentation that will be used by every salesperson… including him
  • A sales presentation delivered from an iPad, NOT a bundle of pitch books
  • A sales presentation that can be taught in a classroom
  • A sales presentation that can be learned by a new salesperson – even one without home improvement experience
  • A sales presentation that will help attract good salespeople
  • A sales presentation that will engage the prospect and completely separate you from the low priced competition
  • A sales presentation that will consistently and predictably close more sales

Every single one of my most successful clients has one of these “elegant” sales presentation. Some create them on their own. Some work with sales consultants. Regardless, the presentation meets the criteria above.

Now, don’t get me wrong. No one has the perfect sales presentation. But this is not about perfection, this is about consistent and PREDICTABLE results.

But, in this case (and maybe for you), once he has this in place, then he gets to focus on becoming the manager of the business, then the owner.

He’ll be spending his time on getting more leads for his contracting business and improving the customer experience.

He’ll get to STRATEGICALLY build his business, rather than running leads.

Sales will grow. Profits will climb.

Wealth and freedom will not be too far behind.

If you want to increase the profitability of your home improvement business and the ability for the business to provide you with the wealth/freedom you deserve (time, money, relationships and purpose), then it may be time to take a good, hard look at your sales system.

If you want to know more about how to create a contractor sales system with an elegant presentation – use it to boost your sales, build a better sales team, and free you up to grow your business, then join me and special guest John Anglis from Carefree Home Pros LIVE Wednesday, December 7 at 10:00 am ET.

John’s story is very much like my client’s story above. Not too long ago, that was him. Today, his business is booming. John does not run leads or rely on sales commissions to feed his family… and pretty much is down to one day a week in the office. Oh, and by the way, his business is (very) profitable and he is a wealthy contractor.

Register now by clicking here.