She had read books by Tom Hopkins and Phil Rea (a contributor to this magazine) and had incorporated some sales techniques, but she sought formal training. On the recommendation of a fellow remodeler, Shirey spent $8,000 on weekly sales training through Sandler Systems, based in Stevenson, Md. She's happy with the results. Read more
As Dave Brady pondered his company's need for a full-time salesperson besides himself, an ex-employee named Steve Gruszka walked in the door. When he closed his company and contacted his old employer, Brady immediately saw the potential for his first salesperson. Read more
For San Antonio remodeler Mike High of Casa Linda Remodeling, financing is "part of the sales equation." Read more
After a year's worth of planning, McDaniel proposed renovating the three-bedroom, 3,700-square-foot building into a fully landscaped 10,000-square-foot compound that would include the house, restored as much as possible to its original condition, with an addition atop a porte cochere (a roofed entrance over the driveway) and a detached three-car garage. Behind the house McDaniel would build a courtyard with a cabana and new swimming pool. The project would take a year. Neither the cost nor the client has been disclosed. Read more
A few spend all their work time selling, while many more combine selling with estimating, designing, and production management. Compensation schemes vary, too -- salary, commission, staged commissions, salary plus profit sharing, among others. Another pays an extra 4% on total job revenue. Read more