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Part 1. Going Virtual

We’ve always known that it’s going to be an all-virtual world. Not right now, but soon--maybe in another few years. The COVID-19 pandemic has changed this expectation, however. It forced everything into going virtual. According to Mark, many remodelers have been pulled into virtual and Zoom selling, and those who embraced the process have seen many good returns.

“There are a lot of benefits,” says Mark. “And one of the benefits is the number of leads that you can do in a particular month. Based on my analysis, you can literally double the number of sales that you’re able to do, if--in fact--you can become really proficient at it.” He shares some handy tips to help you make more effective at going virtual:

Having an established sales process is even more crucial when going virtual.
In a virtual interaction, aesthetics should be taken into account because of certain limitations.
Company presentation should be focused on more. Make sure you’re using the right videos, portfolio, and graphics to tell your company’s story.
Keep your visuals consistent.
Set the right pace and cadence in a virtual interaction.
Practice how you set the agenda.

Once you embrace going virtual and become better at it, adapting to the current situation and taking your business to the next level is more worry-free.

Part 2. Interview with Dave Smith, Founder of Smithouse Construction

In the second part of our podcast, Mark interviews Dave Smith, founder of Smithouse Construction, a design build firm near the Baltimore area. Dave has made virtual meetings and Zoom selling an integral part of his business process. “We started dabbling with Google Hangouts, and just started having some remote meetings internally…and virtual meetings with clients,” says Dave.

He eventually settled on using Zoom as his platform for virtual meetings and sales. “It’s been a game-changer in terms of how quickly we can respond to leads that are coming in…We’re having more leads than we’ve had before.” Tune in as Mark and Dave talk more on how you can seamlessly--and effectively--integrate virtual and Zoom selling into your business.

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Part 1. What to Focus On What are your top priorities in the next 30, 60, or even 90 days? While most home remodelers will have a quick answer to this simple question, it is still possible the things they’re focusing on are not necessarily the right ones. “I don’t think there is a cookie-cutter answer to that,” says Mark Richardson. “…But what I do know is there are a few questions that you can ask yourself…that you can determine for yourself or your team can determine what they should be focused on.”

What do you know? The current situation we’re experiencing right now remains full of uncertainties, from possible government restrictions relating to COVID-19 to doubts whether the continuing interest in home improvement will last. But what you do know is that your clients are probably your biggest assets. You’ll want to focus on projects that will give them greater peace of mind in terms of health and safety, while ensuring you can produce fast but excellent results.

What do you have? Leads are an opportunity--not a real client, and design agreements don’t always guarantee you’ll have a project to work on in the future. What you DO have, however, are real projects under construction, and real clients that need you to meet their expectations. Make sure to focus on these things, along with cultivating a good relationship with your team members because they are more important to your business than ever.

What can you control? Avoid getting into the media hype surrounding the pandemic--it’s a situation you can’t control. You’ll want to focus on things that you can, including the time and energy you spend on your team members and clients, and on opportunities for greater leads and business growth. You can control your sales process, and how much safer you can make the remodeling experience for everyone, as well.

Bottom line is to focus on what you know, what you have, and what you can control right now instead of looking too far ahead in these unprecedented times.

Part 2. Interview with Chris Marentis, CEO of Surefire Local In this section of the podcast, Mark discusses with a leader in the digital marketing space, Chris Marentis, CEO of Surefire Local, how this particular aspect of marketing has been affected this year by the pandemic. “The trend of consumers and households using digital to find and buy products and services accelerated greatly,” says Chris. This shift to driving their business online has allowed for record-breaking years in smaller retail shops. “Professional services and local business spaces have been going through that same transformation and acceleration into digital.”

Chris also shares how a few years ago, most businesses would typically focus on building a website to make themselves more visible online, but now they have access to more digital marketing vehicles, such as using Google My Business reviews and email marketing to build their company. “Marketing is pretty simple--social or digital--if you have all the data coming in and it’s all in a way that you can understand it and act on it.”

Listen as Mark and Chris further discuss why businesses should focus their efforts on advanced digital marketing strategies.

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Part 1. What Will Stick

2020 is a year unlike any other. As home remodeling businesses try to adapt to the ongoing pandemic and thrive under the uncertainties, it’s important to consider what will stick and what things will go back to normal post-COVID 19. “If you know or you think certain things are going to stick,” Mark Richardson says, “are you preparing yourself or your team to really get more proficient, or even masterful at those particular things?”

On the client side of things, Mark says that they will always make their home their top priority. This means they’re still likely to work from home even when things go back to normal, and will focus on remodeling projects that promote better health and safety. They may also invest in upgrades that allow them to adjust accordingly and more comfortably to home-based working and learning.

On the type of projects you should offer, Mark thinks that outdoor living will remain a popular and enduring upgrade for homeowners. The same goes for kitchen and bath projects, especially if they involve advanced features that ensure improved health and safety. On the other hand, projects that open up space in the home are a no-go.

On the business itself, Mark says that team interaction and communication will shift to online format. Leaders will become more empathetic and engaged when it comes to binding the team together. Technology acumen will also become a given for everyone, and a safe schedule and work environment will be given more focus.

Instead of paying more attention to fads, you’ll want to invest the time, money, and training on the things that will clearly remain when the pandemic situation is finally resolved.

Part 2. Interview with Michael Anschel, President of OA Design + Build + Architecture

In this section of the podcast, Mark discusses green building with Michael Anschel, President of a Minneapolis-based design-build company. While the concept of a healthier and greener home used to be seen as a sort of trend, the COVID-19 situation has sparked a renewed and potentially lasting interest in green building, making it a top priority now. “There’s more attention and interest being vocalized now,” says Michael. “People are very hyper-aware of the materials that they bring into their house and are going to be living with them--and they want their homes to be healthier in general.”

Tune in as Mark and Michael further discuss green building, including the importance of heat recovery ventilation and indoor air quality, as it relates to the situation we’re all experiencing right now.

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Part 1. Fatigue

Given enough time, almost anything can lead to fatigue. Mark Richardson says the environment we are in right now has also created this for many remodeling companies. You’re not taking vacations, you’re not taking time outs--this concept of “living at work” resulting from the COVID-19 pandemic has changed what a normal work week should be. “Regardless how many hours you’re putting in, there’s a level of fatigue and weight that not only you are experiencing, but also by others,” says Mark.

While it seems a little scary, what everyone is experiencing right now is akin to a war. The pandemic has allowed for a lot of uncertainties, prompting the question, “How long will this go on?” As you set about winning your battles during this war, you’ll want to make sure you’re ALSO dealing with the fatigue this creates. This way, you can go through it and come out more successful. Mark shares a few pointers:

As a leader, you need to address that fatigue.
It’s important to be empathetic.
Always communicate.
Take inventory of your time and activities.
Mix it up--change your work patterns.
Put intense focus on the short-term, but still keep in mind the long-term.
Change the expectations.
Force your people to take some time off so they can recharge.
Be creative in the way you work in this current environment.
Pace yourself.

Part 2. Interview with Erika Taylor, Director of Content for Professional Remodeler

This section of the podcast sees Mark interviewing Erika Taylor, Director of Content for Professional Remodeler and Remodeling Mastery Thought Leader. Fresh from the Women in Residential Construction Conference where she was a host, Erika comments on the effectiveness of translating an event like this to the online format. “We really can make the transition from in-person to online successfully as COVID continues. It just takes different types of effort and different ways of thinking about it.” Erika also feels optimistic because the numbers of women in the remodeling industry are rising, and the women that are there are gaining their footing in ways she hasn’t seen in the past.

Join Mark and Erika as they provide further insight about the increasing presence of women in the remodeling trade and the changes this brings.

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Part 1. World-Class One-on-One Meetings

While the COVID-19 situation has made considerable changes in the work environment, there’s one factor that remains important whether or not there’s a pandemic: one-on-one meetings with your key rapports. For Mark Richardson, meetings ARE the job. “It’s not the doing of the work,” he says. “The meetings are a vehicle to get the work done…to grow ideas, grow the business, [and] to grow the people within the business.” Mark puts emphasis on creating world-class one-on-one meetings with your key team members. Here are the essentials:

A one-on-one meeting is a two-way street.
This type of meeting should always be a top priority--don’t skip them! Schedule at least one with a team member every week.
How and where you conduct the one-on-one meeting, plus its pace and context, are also crucial.
It’s not “one size fits all”. Personalize your one-on-one meetings in terms of length and structure.
One-on-one meetings are not only about the discussion, it’s also about the relationship you have and your ability to work with that team member.
You should give as much as you take in a one-on-one meeting.
In a one-on-one meeting, it’s your obligation to communicate; not their responsibility to understand.

Why are one-on-one meetings important, and who should you do them with? Mark answers these and more in this section of the podcast.

Part 2. Interview with Tony Mancini, Group Director of SG Horizon

This segment sees Mark interviewing Tony Mancini, Group Director and Principal of SG Horizon, a top media company serving the residential and commercial design and construction markets. According to Tony, new home sales have gone through the roof. He talks about the dynamic of the new home and remodeling communities, and how they sustain one another. “We know that when people buy a new home or move into a new home, remodeling follows.” So what does Tony see on the horizon for the remodeling industry during this last quarter of the year? How should businesses operate in this new reality resulting from COVID-19? Find out more by tuning in to Mark and Tony in this episode of Remodeling Mastery.

Looking for a fresh perspective and of-the-moment education that suit both your business vision for 2021 and your wallet? Check out the 31st Annual Remodeling Show, which has been reimagined online! From November 16th-18th, you gain access to over 20 on-demand and live sessions for remodelers, so register now for free.

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Part 1. Halftime in the War on COVID-19

Many home remodeling companies have adapted--and even thrived--in this “new normal” brought by the COVID-19 pandemic. But can you believe we’re only halfway through it? Mark Richardson says the more you think of the current situation as the halftime of a game, the better your chances of coming out of this intact. He lists some of the lessons we’ve learned during this crucial halfway point:

Think of COVID-19 as a marathon to overcome instead of a sprint.
Celebrate short-term victories.
Take the current remodeling trend as an opportunity to improve your business marketing and work process.
Be more empathetic to your team--each of them processes the pandemic situation differently.
Many people are now looking at their home in a different light. You can benefit from this with the right considerations.
Practicing a team sport mentality and improving communication is especially crucial right now.
Embrace the uncertainties that are out there and be ready to react to them accordingly.
Focus on your brand and reputation--many homeowners are now basing their home improvement decisions on these factors instead of price.
Look at each calendar year as a 12-week cycle instead of the standard 12 months.
Leadership teams are key to continued business success.

Given how we’re only at the halftime of the COVID-19 situation, it pays to plan and be more prepared for what’s coming ahead.

Part 2. Interview with Michael Anschel, CEO of Otogawa-Anschel Design + Build

In this section of the podcast, Mark interviews Michael Anschel about his insight on what’s happening out there and how it relates to his Minneapolis-based design-build firm. Michael expounds on the topic of pricing transparency. Most homeowners usually require exact numbers in their remodeling project--they don’t want to be in the dark when it comes to their project costs--and Michael meets this need by giving them a more detailed look at the cost estimate process. In his experience, this has helped build confidence between him and the homeowner.

Listen more as Mark and Michael discuss some of the remodeling challenges posed by the pandemic and how they can be mitigated through innovative safety practices.

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Part 1. The Whole Issue of Stress

These are stressful times--but the level of stress for some is considerably greater than others. According to Mark, stress management is just as important as developing your team or creating the right culture for your business. By understanding stress, you’ll be able to come up with strategies that allow you to better manage it. Mark shares some variables that can create a high degree of stress in terms of your business and the current environment:

-- Sense of being overwhelmed. Remodeling leaders have to juggle several things at once in these difficult times. The trick is to take on jobs that push your business past its comfort zone while allowing you to completely finish them to quality standards.

-- Change and uncertainty. Government restrictions, plus other changes that can impact your business, are not exactly uncommon today, so you’ll want to adapt and make adjustments for them.

-- Speed at which everything is happening. The pandemic’s spread--and the alterations resulting from it--left both homeowners and businesses reeling. The speed at which all of these changes occurred created a level of intensity and stress that are still affecting all of us today.

Mark suggests making stress management a priority as your business enters the fourth quarter of the year. He shares these handy tips to help you better deal with stress in these unprecedented times:

Use an effective time management system.
Have the right level of stress and use it to be productive and reach goals without being overwhelmed.
Redefine the year as a 12-week cycle instead of the standard 12-month one.
Don’t go it alone--it’s okay to accept help from others.
Keep in touch with industry-related organizations that can help you grow your business.

Part 2. Interview with Remodeling Mastery Regular, Kermit Baker

This section of the podcast sees Mark and Kermit discussing why remodeling is on the up and up even with the uncertainty induced by the pandemic. One of the primary reasons is that homeowners are seeing and using their home differently, according to Kermit. They also examine the slight rise in people moving to suburban areas and how this movement can affect the remodeling industry.

Tune in to Mark and Kermit as they talk more about what’s possibly in store for the home improvement business in the 4th quarter of the year.

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Part 1. Taking Your Leadership Team to the Next Level

What separates the good companies from the exceptional ones? For Mark Richardson, it’s not so much as the company’s designated leader, but the leadership team itself. No matter the size of the company, it’s often the leadership team that helps it achieve specific goals. As in basketball, that leadership team is what makes the difference between getting to the play-offs and winning the actual championship.

But a team is made up of diverse people, which is why it’s important to understand the fundamental competency of each member. Mark shares some essentials that can help you take your leadership team to the next level:

Make your leadership team a priority. Devote some time to developing, coaching, and advising your team. Make sure to analyze the effectiveness, culture, and balance between the different leadership team members.
Take inventory. Give your team members a closer look and take inventory of them in terms of voice, contribution, and synergy with each other. Most importantly, note which things are missing from your leadership team and think of what you can do to fill these ‘gaps’ for greater improvement.
Visualize and communicate. Your business has a better chance of winning the more your leadership team understands where the business is headed, and the more they visualize how important they are as a team.
Alignment is crucial. Growing your business is easier when your leadership members are aligned with your vision, pace, and goals.
Make sure the members are investing in themselves. Give your leadership team many opportunities to learn more and improve their skill set.
Listen to diffident voices in the room. Asking the more reserved members about their input makes them more confident about voicing their opinions, which may ultimately end up helping you make better decisions.
Change. The business environment is constantly changing (especially now), and you have to adapt to these alterations, not only in terms of the team members, but in the structure of the leadership team itself.

Part 2. Interview with Andy Wells, CEO of Normandy Design Build Remodeling

In this section of the podcast, Mark interviews Andy Wells--CEO of Normandy Design Build Remodeling, a company serving the Chicagoland area--about his experiences with his own leadership team. Andy reveals that his business didn’t have a formal leadership structure at first. But as more responsibilities landed on him and the company grew larger and more successful, he realized he can do even more and earn better results with a leadership team.

Mark and Andy further discuss how to create a stronger, more effective leadership team that can easily take on challenges and reach business goals.

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Part 1: It’s a Marathon, Not a Sprint

The COVID-19 pandemic remains at large, affecting home remodeling businesses across the country in different ways. It’s not going away anytime soon--every business is in it for the long haul. To make better sense of what’s happening right now, Mark compares the situation to a long-distance race--or marathon. While there will be an end to this situation, home remodelers will need to make the right effort, employ different strategies, and be ready to overcome challenges until they can cross that finish line. In this section of the podcast, Mark talks about the essentials you can glean from thinking of this pandemic as a kind of marathon, and how it relates to your business.

Part 2: Thought Interview with Dean Curtis, Ingage CEO

Technological advancements have made it possible for businesses to create connections and promote more effective communication. These have become especially useful during this pandemic, when face-to-face conversations in a work setting are greatly discouraged. In this section, our special guest, Dean Curtis offers an in-depth look on what it's like to go virtual and work remotely.

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Part 1. Recap of Remodeling Mastery Topics

How do you improve your remodeling business in these challenging times? What are the actions you should be taking? Over the past few months, Mark has covered a number of topics that answer these questions.

Part 2. Don’t Go It Alone

“None of us is as smart as all of us.” Mark believes that remodelers can become more successful if they consider accepting help in their business. He says the first thing they should do is to invest time and energy into the whole notion of ‘not being alone’. Mark expounds on that through these handy tips:

‘We all need a coach.’ Mark emphasizes the importance of having someone you can talk to or ask for advice--professional or otherwise.
Change your paradigm in terms of alliances. This means altering your perspective about the people you interact with to form strategic alliances that allow you both to reach a common goal.
Spend time and energy in industry-related associations. These include National Association of the Remodeling Industry (NARI), Kitchen & Bath Association, and Professional Remodeler.
Join different business networking groups. While these groups don’t have to be necessarily related to the remodeling industry, they will offer some good insight about the topic of business.
Spend time with friends and family. Focus on them being fully engaged and empathetic about what you’re experiencing with your work, team, and clients.
Connect with targeted groups in the industry. These include Remodelers Advantage and other contractor networking groups.
Consider Remodeling Mastery Roundtables. This new group focuses on your time and efficiency, and is facilitated by industry leaders that are committed to improvement and growth.

When it comes to business, especially in these trying times, it’s best not to go at it alone.

Part 3. Interview with Erika Taylor, Director of Content for Professional Remodeler

What does our special guest see in the current remodeling space? Erika Taylor, Director of Content for Professional Remodeler, reveals that the design/build side of the business is doing well, but with remodelers taking a ‘wait-and-see approach’ to the whole thing. The home improvement side, meanwhile, is doing even better, with business owners taking full advantage of their new leads to expand and hire more people. Mark and Erika talk further about improving peer-to-peer connection between remodelers (such as joining roundtable groups) and how it can promote growth and success.

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12 Week Year: The demand for home remodeling projects is still on the rise, but things remain unpredictable because of the COVID-19 pandemic, social unrest, and current political and economic climate. The title of author Brian Moran’s book ‘The 12 Week Year’ has resonated with Mark because it hits the chord of a lot of the advice he’s been trying to convey. In this section of the podcast, Mark shares how you can integrate the mindset of a 12 week cycle into your business model, allowing you to adjust the scale of what you’re planning to do.

Interview with Thought Leader and Google Expert, Nima Oftadeh: In this section, Mark and Nima discusses the current trends and behaviors in the home remodeling space based on Google and YouTube information, and Google surveys with a panel of homeowners, among others.

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PART 1: Culture Changes

Your business has a certain culture, has certain beliefs, has certain ways of doing things that ultimately define its identity. This culture acts as a magnet that attracts qualified people to work for you. The pandemic is changing the cultures of remodeling companies all across the country. More and more companies have a remote workforce. More and more customers are working from home. More and more people are prioritizing health and safety.

In today’s podcast, Mark Richardson will give you strategic and tactical information that will keep you from falling behind the wave of change that’s happening right now.

The Client - Customers have hunkered down for quite some time now and this has led to changes in how they think about their home and how they evaluate remodeling companies. Homeowners want to find and develop a relationship with their remodeler. They also highly prioritize health and safety.

Marketing - Remodeling companies typically have a high-touch way of generating leads. Moving forward, there’s going to be a lot more focus on digital marketing efforts. Clients now want to find you, more than they want you to find them. You need to put yourself out there now more than ever.

Virtual Relationships - The reality is that we have been forced to have more virtual relationships in the past few months. These relationships can be very different from the ones that we’re used to offline. You’ll need to learn the best practices in creating and maintaining virtual relationships with your employees and customers.

Work Environment - Many companies are looking to reduce their office footprint by as much as 50-75%. You’ll need to ask yourself what your work environment will look like in the future. Remote working and flexible hours might become a big part of what you do.

You - How will you go about making your decisions in the future? Will you be focused on leadership policies or on dialogue and conversation with your team? Now’s the right time to focus on improving your leadership qualities.

PART 2: Thought Leader Interview With Brian Gottlieb

Brian Gottlieb is the CEO and President of Tundraland, one of the top remodeling companies in the country. Brian and Mark share insights about the changing business dynamics and culture in the remodeling industry. Tune in to learn about the fundamental changes and challenges that his company experienced during this pandemic.

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Mark Richardson opines that 80% of the reason there’s increased interest in home remodeling is because of the current environment and dynamic created by the COVID-19 pandemic.

Part 1. Homeowners and Their Current Situation.

With homeowners now spending most of their time indoors, they are more likely to notice the things that are wrong inside their home. This is the opposite compared to months ago, when everyone is too busy to make remodeling a priority. Now that they have more time in their hands, this also means they are free to research and pursue their remodeling goals. You’ll notice this by the amount of online search traffic.

What’s more, remodeling gives homeowners something to be excited about, something to spend their time and energy on. This active mindset makes them more likely to pick up the phone and call their local remodeler. The pandemic has made travel almost impossible, so they’ll be focusing on projects that improve comfort, enjoyment, and safety, and emphasize the family-gathering element. You may also notice an increase in home office upgrades, given how most of them may be working from home. Basically, homeowners now see their homes as a sanctuary--something of greater value instead of just a roof over their heads.

Part 2. Investment of Remodeling Today (Thought Interview with Kermit Baker, Project Director for Remodeling Futures Program at Harvard University).

According to Kermit Baker, he expected a dramatic slowdown in home remodeling because it’s an industry that’s typically tied to the economy. While there is no hard data on why remodeling is so popular right now, there is considerable anecdotal information from contractors saying their business is going a lot better than expected--although this may depend on the type of work they specialize in and their service area.

Part 3. Ideal Project Types in This Situation (Thought Interview with Kermit Baker, Project Director for Remodeling Futures Program at Harvard University).

Kermit shares that projects focusing on outdoor living and landscaping are doing well--basically upgrades where the contractor doesn’t have to enter the home. The same goes for roofing, siding, and window projects. With most people not being able to go beyond their fence unless necessary, homeowners aim to improve their backyard--a contrast to traditional home improvements like room additions. Mark and Kermit further discuss the economic side of home improvement.

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In this episode:

PART 1: New Habits

According to studies, it takes 66 days to form a new habit. We’ve been dealing with our current crisis for about three months now, and this is more than enough time for you and your customers to form new habits regarding this situation. In today’s podcast, Mark Richardson shares insights on some of the things that can become new habits in the coming months.

1) Working Remotely - If your customers and clients are working remotely, then they have the skills to utilize video conferencing and other similar technologies. Your company should know how to leverage that. Customers that work remotely also use the spaces inside their home differently. Accessory dwelling units, for example, are beginning to be used as separate working areas. If your employees are working remotely, then you need to make sure that your company culture can adapt to that.

2) Going Virtual - Consider how online shopping has changed the way people buy products. Most people buy their things from both physical stores and from websites. There’s going to be a hybrid of high-touch and high-tech in the remodeling industry and you will need to be prepared for the change. How much time are you spending learning how to make your business go virtual?

3) Work Life Balance - The notion of work time and play time is currently being disrupted. You have an opportunity to develop good habits that can allow you to prioritize the things that matter the most to you. It is critical that you learn how to control and map out your day in order to maintain a good work life balance.

PART 2: Thought Leader Interview With Tony Mancini

Tony Mancini is the publisher of Professional Remodeler and many other publications. Together, Tony and Mark share the latest insights about the remodeling and construction industry and how it is changing in response to the current crisis. Tune in to learn about health and safety, how to use virtual technology properly, and more.

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In this episode:

PART 1: Ten Ways to Invest in Yourself

Mark Richardson shares insights into 10 ways on how to best use the extra time during this period.

1) Develop the Right Mindset - You now have the time and opportunity to have access to insights and information that can help you succeed with your business. Think of it like attending a virtual university. Set aside some time every day to improve your knowledge and skills.

2) Take Inventory - Take inventory of yourself and figure out your own personal and professional fitness. Score yourself on different criteria and then focus on improving your weaknesses bit by bit.

3) Improve Your Technology Skills - Technology has already revolutionized our business. Take some time to sharpen your technology skills. We suggest developing your acumen and your speed.

4) Focus on Your Relationships - Make a list of all of your meaningful family, personal and professional relationships. Take some time out of your day to reach out in a meaningful way to one person from your list. Do this every day. Your relationships are what people will remember about you.

5) Practice Your Hobbies - Take the time to slow down and get back into your hobbies. Investing the time and energy into your hobbies can be therapeutic. You’ll be better at the end of it.

6) Improve the Processes and Systems of Your Business - You need to analyze your business processes and figure out ways to make them more efficient.

7) Engage With Your Community - This is not the time to make an island out of yourself. Reach out to your communities.

8) Develop Technology Tools - Develop new tools or take old tools and push them to the limit. Think about how you can integrate technology into your business and how it can take your business to the next level.

9) Improve Your Leadership Skills - The biggest and most important thing that can lead your business through all this is your leadership.

10) Focus on Your Health and Fitness - If you can focus on getting on a good path as it relates to your health and fitness then you will feel better and you will be able to position yourself better after this period.

PART 2: Thought Leader Interview With Erika Taylor

Erika Taylor is the chief of content for one of the top construction and remodeling trade publications in the country: Professional Remodeler. Together, she and Mark share the latest insights on how COVID-19 has affected the home services industry and economy and discuss the surprising opportunities that have arisen during this time.

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In this episode:

Part 1: False Positives

Mark Richardson shares insights into 5 false positives that he encourages small business owners to have on their radar to help position their businesses for success.

1) Lead Flow: While many businesses are starting to see an uptick in leads, Mark stresses caution on thinking that it also means it's safe to scale back marketing and advertising. The unpredictability of the pandemic could create another period of uncertainty if a second outbreak should occur and those that stop marketing will find themselves in trouble once again.

2) Online Engagement Rates: Just because open rates and engagement on social media are higher, it doesn't necessarily equate to better marketing. Mark stresses the importance of understanding the environment and how it affects your performance when determining which activities are yielding the greatest ROI.

3) Close Rates: While businesses are seeing a 5% to 10% increase in close rates, that could be more of a representation of the buyers' sense of urgency than anything else. It's always critical that you review and improve your sales processes on an ongoing basis.

4) Virtual vs Face-to-Face Interactions: Virtual sales consultations will become the new normal, but for right now at least, many customers still expect in-home visits because that's all they've ever known. However, the businesses that don't make it a priority now to focus on virtual selling and mastering the art, will soon start to see opportunities lost to those that have.

5) Balancing Your Project Portfolio: While home services contractors are starting to see customers resume their "big ticket" projects, it's important to still accommodate smaller-scale projects to keep a balanced portfolio in the event of another outbreak creating another period of uncertainty.

Part 2: Thought Leader Interview with Kermit Baker (Chief Economist for the American Institute of Architects and Project Director of the Remodeling Futures Program at Harvard University)

Mark and Kermit discuss what's happening and share the latest insights on how COVID-19 continues to impact the home services industry and economy.

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In unprecedented and challenging times, it's important to understand the environment your business operates in and how it's evolving. What is the new normal? How does it impact your ability to grow your business? In this episode, Mark Richardson breaks down the new normal by looking at 5 core aspects:

How consumer behaviors are changing
What will be the accepted health and safety measures
The business models that will help you thrive
How going virtual now will give you a competitive edge
The mindset you need to grow your business during uncertain times

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(1:06) In This Episode: How Are You Feeling?

Over the past few weeks, we focused on the fact that now is the time to lead. This topic shifts gears to discuss the actions that you can take to help you navigate the experience that we're having today. In this episode of Remodeling Mastery, Mark will discuss the four things that you can do during this time that will help you improve your business. Focusing on actions that you can take can help you reduce your anxiety and give you a clearer picture of how you can deal with the coming months ahead.

(12:27) Thought Leader Interview with David Pickle, CEO of The National Association of the Remodeling Industry

David Pickle is the CEO of The National Association of the Remodeling Industry. NARI assists with business development, serves as a platform for advocacy and helps connect homeowners with its professional members. It's the only professional trade organization dedicated to the remodeling industry. Join David and Mark as they share insights about the industry and discuss what NARI does for its members.

"I think one of the strongest intangibles is what you just touched on. The validation that you're not terminally unique. And that I think is the struggle for a lot of us that are out there in the marketplace whether we are in our first year or in our fifteenth year." —David Pickle

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The night is always darkest before the dawn. No matter how dark things may appear, there will always be light at the end of the tunnel. It's just a matter of when, not if.

In this special episode of Remodeling Mastery, Mark Richardson shares 10 actionable steps that can help put your behavior and mindset in the right place to reclaim your mojo.

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Mark Richardson shares why now is the time to work on improving your business amongst all the uncertainty and chaos. Over the course of 15 minutes, Mark shares 10 areas he believes all business owners and professionals should focus their time and energy on that can have the greatest change and ultimately make their businesses stronger.

Be proactive, not reactive with how you spend your time
Prepare for a challenging few months
Get your priorities in order; what's right and what's most important?
Know your numbers

Keep listening to learn more!

*The interview with Andrew Sherman that Mark Richardson mentions at times during this episode is coming soon.

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In this episode, Mark Richardson suggests businesses take a glass half full approach as it relates to the COVID-19 pandemic. Take a listen to discover 10 ideas for how you can position your business to come out of this period of uncertainty better than you were before it started. These ideas are inspired by conversations Mark has had over the past week as he speaks with business owners and leaders across the country on what they're seeing and thinking and will help you set the stage for your business to thrive 6 months, 9 months, a year from now.

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The concept of surviving in business is something everyone should be thinking about during these uncertain times and what lies ahead in the next few months. If you do, you'll find that the opportunity to thrive will be greater than ever.

In this special episode, Mark Richardson shares 10 actions, ideas, and recommended digital tools to help your business not only survive, but help you position your business for the future and long-term success.

Take care, everyone!

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(1:38) In This Episode: Virus Leadership

This is the time to lead, the time for leaders to step up and lead their company. This is one of those times where there are a lot of things going on, particularly the issue with the coronavirus. In this episode of Remodeling Mastery, Mark explains the importance of good leadership and management during uncertain times. There is a tremendous amount of uncertainty out there that can create fear and confusion among your team and clients. Tune in to learn lots of tips that will help you lead your team better.

(16:59) Thought Leader Interview with Erika Taylor, Director of Content for Professional Remodeler

Erika Taylor is the chief of content for one of the top construction and remodeling trade publications in the country. She joins Mark today to share some of her insights into the latest trends and issues in the industry. Tune in as they discuss the increased consolidation and activity of private equity companies in the home improvement industry, the focus on greater authenticity during marketing and the effect of the younger generation on the industry.

“Yes, we have a labor shortage but as the older generation exits in ever increasing numbers, the younger people coming in are going to remake the industry in exciting ways and I'm starting to see that happen.” —Erika Taylor

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(1:48) In This Episode: Risk Intelligence

How do you think about risk? Risk intelligence is one of the most important differentiators between successful businesses and mediocre businesses. It's not enough to simply think in terms of high-risk tolerance and low-risk tolerance. In this episode of Remodeling Mastery, Mark will explain the concept of risk intelligence and why it is different from risk tolerance. Join Mark as he discusses seven questions you need to ask yourself to determine your risk intelligence. He also gives tips on how your business can deal with risk better.

(17:19) Thought Leader Interview with Kermit Baker, Project Director for Remodeling Futures Program at Harvard University

Kermit Baker is the Project Director of the Remodeling Futures Program at Harvard University and he is also the Chief Economist for the American Institute of Architects in Washington, D.C. Join Kermit and Mark as they discuss where the remodeling industry is heading. They discuss the state of the remodeling market in 2020 and beyond, potential challenges and issues and more.

"When we sit in this housing bubble, things look pretty rosy. But I think if you get outside that bubble for a minute you see a lot of potential risks out there. Number one is the economy grew in 2018 in about 2.7, 2.8% and last year grew about 2.3% and this year it's projected to grow in under 2%." —Kermit Baker

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(1:40) In This Episode: Scarcity

The reality is that some businesses have a certain amount of scarcity. Scarcity as it relates to opportunity, leads, clients and projects. Some businesses, however, have an abundance of those things. Why is that the case? In this episode of Remodeling Mastery, Mark will explain how companies that understand scarcity vs. abundance are the ones that are able to deal with scarcity. Join Mark as he explains what scarcity means and how it relates to your business. He also gives tips on how your business can deal with scarcity better.

(14:05) Thought Leader Interview with Ed Johnson, Executive Director & CEO of the Better Business Bureau Mid-Atlantic Region

The BBB is a highly recognized and respected non-profit organization. It is the largest community of trusted businesses in North America. Ed Johnson has been with the BBB for over 30 years and he’s been the president and CEO for the BBB in the DC area for over 23 years. Join Ed and Mark as they discuss the BBB and how you can leverage it to improve and take your business to the next level. "Throughout the United States in 2018 there were over 170 million inquiries to the BBB on various companies. Whereas there were only 860,000 complaints. So what this tells you is that more people are calling to find out about a company before they do business with them so they don't have to complain later." —Ed Johnson

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(1:30) In This Episode: 20 Tips for 2020

It's a brand new year and the start of a new decade, so it's the perfect time to really think about how you can improve your business and, if necessary, implement some changes. In this episode of Remodeling Mastery, Mark will discuss 20 tips, insights and thoughts for 2020. Join Mark as he discusses the importance of figuring out your why, the benefits of keeping things simple, why you shouldn't necessarily look at each month or each quarter equally and more.

(20:45) Thought Leader Interview with Sabrina Starling, Author of How To Hire The Best: The Contractor’s Ultimate Guide to Attracting Top Performing Employees

Of all the different issues in the industry right now, one of the most challenging is finding, hiring, retaining the right kind of talent. Sara wrote her book to fulfill a need. There just wasn't a guide to help small business owners with hiring. Remodeling companies often face a dilemma. There are opportunities to grow their business, but they don't have the team members to capitalize on that opportunity. Join Sara and Mark as they discuss how to build the best team for your company.

"When it comes to hiring A players, we need to understand their psychology and how they behave and structure our recruiting process around that." —Sabrina Starling

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(1:45) In This Episode: 2020

2020 is not only just a new year, but a new decade. A new decade has a lot of different meanings compared to just a new year. When you think in terms of decades instead of years, you'll begin to notice several important issues that you probably wouldn't have noticed if you only think in terms of years. In this episode of Remodeling Mastery, Mark will discuss 10 different thoughts and insights about looking at something at a 10-year cycle vs. looking at something at just for one year.

(14:11) Thought Leader Interview with Joaquin Erazo, President and Founder of Marketing Wing

Joaquin Erazo is the president and founder of Marketing Wing. His company offers cutting-edge strategic marketing for design build remodeling companies and takes an analytical approach to building a marketing strategy for their clients. In the past 10-15 years, marketing has changed because consumers have changed. Today's consumers are more sophisticated and they have a lot more information on their fingertips. Join Joaquin and Mark as they discuss how marketing strategies for remodeling companies have changed and explain how your business can thrive in this new environment.

"When I think of marketing strategies, I usually look at them in three buckets: client acquisition, client retention and branding. The big effect on those strategies today has been technology." —Joaquin Erazo

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(1:35) In This Episode: World Class Client Experiences

Many people go into the remodeling business because they have a real interest in designing and building things, which is why they focus on the product and on creating things for their customers. However, the reality is for customers it's not about the product. It's about the experience.

Creating great experiences for your customers is one of the keys to business success. A delighted core client base can provide a lot of value because of positive reviews, referrals and repeat business. In this episode of Remodeling Mastery, Mark will explain how you can create a world class customer experience. It's simpler than you think.

(14:41) Thought Leader Interview with David Lupberger, Author of The Emotional Homeowner

David Lupberger is a former remodeling contractor who now writes books and gives talks on how to make customers for life. Join David and Mark as they discuss how remodeling companies have a unique relationship with their customers that no other service providers have. David explains why it's incredibly important to maintain your engagement with your customers. A remodeler can provide an ongoing service to their customers because remodeling is trust-driven and experience-driven, not price-driven.

"We're in a relationship with people anywhere from three to over twelve months. We are literally working in their home, around their family and so the relationships we have with people are just sincere and fundamental." —David Lupberger

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(1:37) In This Episode: Who Will Fire You? It's critical that as you and your business mature, you start thinking about the next steps: the transitions in your business. These transitions need to be thought about well in advance. In this episode of Remodeling Mastery, Mark will discuss how you can create these transitions and provide you with 6 useful tips. You can't move forward unless you design the person who will push you forward.

(13:24) Thought Leader Interview with Vince Nardo, President of Reborn Vince Nardo is the President of Reborn. He grew his father's small business into a company with 7 locations in California and Nevada and about 500 employees. Join Vince and Mark as they discuss the importance of looking at your business in an analytical and systematic way. He also shares insights on how constantly challenging himself has led his business into success and explains why you should hire for where you want to be rather than hiring for what you need today.

"It's sad to say but we don't really focus on the product we do because the product we do is already great. We focus on the systems that we need to have in order to make the product work. And that's what we really really work on every single day."

—Vince Nardo

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(1:52) In This Episode: Keep it Simple

Many different remodelers out there make their lives more complicated than they need to be. The companies that try to boil things down and make it simple are the ones that are winning. In this episode of Remodeling Mastery, Mark will spend some time talking about how you can simplify and avoid making things complicated. You will learn about the power of 3 and how it can help your thinking process and keep you on track.

(17:26) Thought Leader Interview with Chris Marentis, Founder and CEO of Surefire Local

Chris Marentis is the founder and CEO of Surefire Local, a digital marketing leader that helps local businesses generate new business by getting discovered online. He joins Mark today to share some insights and help you crack the code on what's happening in the digital marketing world. Tune in as they discuss how marketing has changed, the proliferation of the different channels and platforms where you can connect with customers, the 3 key principles that are important in digital marketing and more.

"Reviews are the currency for visibility today...Online reviews give you a lot of leverage...You're going to want to create a strategy for yourself and ask for reviews and make it easy for customers to give your reviews." —Chris Marentis

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(1:04) In This Episode: Moments of Truth

What are the critical points in the process that are important to get right? These are the moments of truth that will influence the success of your business. To help you understand this concept, Mark will use a traditional design-build remodeling process as an example. In this episode of Remodeling Mastery, you will learn about the 12 moments of truth in the remodeling process and why you should get those moments right.

(14:35) Thought Leader Interview with Dave Anderson, Senior Vice President with Service Finance

Financing can be an effective tool to promote your business and get more sales. Financing can allow you to offer your customers a more attractive and affordable deal and help you reach out to homeowners who don't want to use cash for their projects. Join Mark and Dave as they discuss the advantages of dealer-arranged financing, the benefits of integrating financing to your sales and marketing process, the misconceptions surrounding financing and more.

"If you look at any large marketing organization, even outside as well as inside the home improvement world, you will find an organization that has seen the value of financing and how financing can make that project of the customer's dreams attractive and affordable."

—Dave Anderson

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In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they’re seeing out there in the marketplace that could have a monumental impact on your business.

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(1:05) In This Episode: Softening in the Market

Preparation is key to the success of every business. We've experienced 10 years of growth in the remodeling industry, so it's only sensible to start preparing for an eventual softening of the market. In this episode of Remodeling Mastery, Mark gives suggestions and insights that will help you prepare for a softer market. Tune in to learn 7 tips that will help increase the resilience of your business.

(12:59) Thought Leader Interview with Anthony Mathews, Transitions Expert

Do you have a plan for an exit or transition out of your business? If not, then Employee Stock Ownership Plans or ESOPs might be the answer to this problem. When you own a productive asset like a business, one of the principal ways that it changes ownership is through inheritance. However, this family transition is becoming less common. Join Mark and Anthony as they discuss how ESOPs can be a good option for business owners who have reached the end of their career.

“Something that I'm really concerned about, as an advisor to businesses, is the number of businesses, especially small to mid-sized ones, that I see where the intent is just to liquidate the company... That for me is very troubling because it means that not only are we losing a productive asset from our culture but we're losing jobs, we're losing a tax base...One of the things that we've been working a lot with was this notion of letting companies continue but in the form of an employee-owned venture.” —Anthony Mathews

Subscribe to Remodeling Mastery: iTunes | Google Play | SoundCloud | Stitcher

In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they’re seeing out there in the marketplace that could have a monumental impact on your business.

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If you’re looking to grow your business or carry it through an economic downturn, few things are as valuable as understanding consumer behavior and learning from the experience of other successful remodelers. We’ve got both in this episode of Remodeling Mastery. Don’t miss out!

In this episode:

(0:55) In This Episode: Questions

A lot of times we're moving along so fast and so furious, that we don't spend enough time thinking about things as opposed to doing things. In this episode of Remodeling Mastery, Mark explains the importance of asking yourself the right questions. Good questions allow you to reflect on subjects and come up with new ideas and perspectives. Tune in to find out the 7 questions you should be asking yourself to help you focus and work more effectively.

(9:34) Thought Leader Interview with Erika Taylor, Director of Content for Professional Remodeler

Erika Taylor is the chief of content for one of the top construction and remodeling trade publications in the country. She joins Mark today to share some of her insights into the latest trends and issues in the industry. Tune in as they discuss the increased investment of private equity companies in the home improvement space, franchising and how more remodelers are focusing their social media efforts on Instagram. “People with a lot of money to invest are seeing the industry as a really good place to get the ROI that they want, and I see it as a positive sign for all of us.” —Erika Taylor

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Thank you for listening to Remodeling Mastery! Become one of our 50,000 listeners by subscribing today—just search for ‘Remodeling Mastery’ on your podcast app of choice.

(1:58) In This Episode: Risk

How do you think about risk and apply it to your day-to-day process? If you're a builder or remodeler, then it's important for you to be in the wave, not ahead of it and not behind it. Learning how to deal with risk can help you achieve that. In this episode of Remodeling Mastery, Mark goes over seven tips about risk to help you integrate risk into your decision-making process and explains how this can help you be more successful.

(12:56) Thought Leader Interview with Eric Minkiewicz, President and CEO of Huff ‘N Puff

Eric grew his family's business that had under a million in revenue to over 20 million in revenue. He applied the sound business principles from his career in finance and technology to give Huff ‘N Puff the consistency, standards and reliability of a Fortune 500 company. Tune in as he and Mark discuss the importance of focusing on what your company does best, developing your people, and more. “I would say the single most important success factor for me has been surrounding myself with the best people that I possibly can...Surround yourself with the best people that you can, in every relationship that you have.” —Eric Minkiewicz

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(0:51) In This Episode: Business Themes to Live By

You’re constantly hearing about businesses having to evolve at breakneck speeds to keep up with market changes, but what of the things that should be held constant? Without an overriding framework—a ‘Ten Commandments’ of sorts to keep you rooted in the fundamentals—it can be easy to lose sight of your core values and vision for your company. In this episode of Remodeling Mastery, Mark explains why increasingly complex businesses don’t need bigger playbooks, but a better understanding of certain core themes. Tune in to find out what those themes are and how they can help keep your team in sync as you grow.

(15:35) Thought Leader Interview with Kermit Baker, Chief Economist for the American Institute of Architects and Project Director of the Remodeling Futures Program at Harvard University

Kermit Baker returns to our Thought Leader segment with yet more up-to-date insights into what’s going on in the world of remodeling. He identifies three key issues that suggest where the industry at large is heading—issues contractors would do well to keep an eye on! Tune in to hear what he has to say about remodeling growth numbers and the growing uncertainty around an economy that feels, as Mark puts it, “a little bit herky-jerky.”

Subscribe to Remodeling Mastery: iTunes | Google Play | SoundCloud | Stitcher

In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they’re seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of our 50,000 listeners by subscribing today—just search for ‘Remodeling Mastery’ on your podcast app of choice.

(0:51) In This Episode: Business Themes to Live By

You’re constantly hearing about businesses having to evolve at breakneck speeds to keep up with market changes, but what of the things that should be held constant? Without an overriding framework—a ‘Ten Commandments’ of sorts to keep you rooted in the fundamentals—it can be easy to lose sight of your core values and vision for your company. In this episode of Remodeling Mastery, Mark explains why increasingly complex businesses don’t need bigger playbooks, but a better understanding of certain core themes. Tune in to find out what those themes are and how they can help keep your team in sync as you grow.

(15:35) Thought Leader Interview with Kermit Baker, Chief Economist for the American Institute of Architects and Project Director of the Remodeling Futures Program at Harvard University

Kermit Baker returns to our Thought Leader segment with yet more up-to-date insights into what’s going on in the world of remodeling. He identifies three key issues that suggest where the industry at large is heading—issues contractors would do well to keep an eye on! Tune in to hear what he has to say about remodeling growth numbers and the growing uncertainty around an economy that feels, as Mark puts it, “a little bit herky-jerky.”

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Thank you for listening to Remodeling Mastery! Become one of our 50,000 listeners by subscribing today—just search for ‘Remodeling Mastery’ on your podcast app of choice.

(0:51) In This Episode: Business Themes to Live By

You’re constantly hearing about businesses having to evolve at breakneck speeds to keep up with market changes, but what of the things that should be held constant? Without an overriding framework—a ‘Ten Commandments’ of sorts to keep you rooted in the fundamentals—it can be easy to lose sight of your core values and vision for your company. In this episode of Remodeling Mastery, Mark explains why increasingly complex businesses don’t need bigger playbooks, but a better understanding of certain core themes. Tune in to find out what those themes are and how they can help keep your team in sync as you grow.

(15:35) Thought Leader Interview with Kermit Baker, Chief Economist for the American Institute of Architects and Project Director of the Remodeling Futures Program at Harvard University

Kermit Baker returns to our Thought Leader segment with yet more up-to-date insights into what’s going on in the world of remodeling. He identifies three key issues that suggest where the industry at large is heading—issues contractors would do well to keep an eye on! Tune in to hear what he has to say about remodeling growth numbers and the growing uncertainty around an economy that feels, as Mark puts it, “a little bit herky-jerky.”

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(0:27) In This Episode: Google Insights

Google’s access to millions of American homeowners gives them unparalleled insight into who your consumers are, what they do, what they care about and how things are changing. If you’re a builder or remodeler looking to attract more and better-quality leads, they are a resource you can’t afford to ignore. In this episode of Remodeling Mastery, Mark goes over five Google insights that should inform your messaging, your marketing focus, and even your product or service offerings.

(17:16) Thought Leader Interview with Larry Green, CEO and Co-founder of System Pavers

Larry’s story as a business owner is one of resilience and adaptability. Having started two home improvement companies and carried each through major economic recessions on both sides of the Atlantic, he has a unique understanding of what it takes for a business to survive the worst. Tune in as he and Mark discuss the value of taking action, making tough decisions, having a Plan B, and more.

“You have to have a system of processes to be successful… Trying to scale anything without good systems in place guarantees failure.” —Larry Green

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(1:17) In This Episode: Why We Struggle

Running a remodeling business isn’t easy. In an industry full of challenges and potential missteps, it can be easy to fall into the trap of thinking that struggle is just another fact of life. But what happens when conditions are favorable and everyone else seems to be thriving? How do you explain the struggle then? In this episode of Remodeling Mastery, Mark urges businesses to take a closer look at the common denominators between floundering businesses and what you can do to catapult yourself out of the struggle and into success.

(13:49) Thought Leader Interview with Michael Anschel, President of Otogawa-Anschel Design+Build

Few remodelers understand the value of transparency quite like Michael, whose company is known for their atypical approach to pricing—one that emphasizes what he calls PHAT: profit, honesty, accuracy and transparency. Now that it’s become such a big buzzword in construction circles, we ask: how can we become more transparent, and are we really going to see returns? Find out in this episode’s Thought Leader Interview.

“We actively promote the fact that we’re fully transparent… that they get to see everything. They get to see how the sausage is made, and that’s huge. They love it. They love the fact that they can proceed with confidence and never feel like they’re stuck with a black box.” —Michael Anschel

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In this episode... (1:18) In This Episode: Transparency

It’s a quality two-thirds of homeowners look for when researching remodelers, but one many contractors are uncomfortable demonstrating. With customers demanding that transparency be the norm in business, and companies feeling forced to give away their secret sauce, can we find a middle ground that satisfies and delivers value to both? In this episode of Remodeling Mastery, Mark explains the ins and outs of disclosing some information traditionally kept private—think pricing structures, internal processes and profit margins—and why meeting homeowners’ expectations of transparency is to everyone’s ultimate benefit.

(12:28) Thought Leader Interview with Brian Gottlieb, CEO of Tundraland Home Improvements

If anyone deserves to be called a thought leader, Brian Gottlieb is it. It takes a special kind of thinking to be able to start a business in the middle of the Great Recession and then grow it into a brand with an almost unheard-of conservative goal of $50 million. In this riveting interview, Mark and Brian talk about the value of hanging out with other growth-focused individuals, how genuine community service builds business, Tundraland’s out-of-left-field approach to solving a communication crisis, and more. Stick around; you’re in for a treat!

“When the conversation of competition comes up, we don’t pay much attention to it—because if our competition wants to copy our performance, they first have to copy what goes on inside of our people’s heads.” —Brian Gottlieb

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Keep your finger on the pulse of your business and that of the larger remodeling industry by tuning in to this episode of Remodeling Mastery, with Mark Richardson and special guest Erika Taylor.

Thank you for listening to Remodeling Mastery! Become one of our 50,000 listeners by subscribing today—just search for ‘Remodeling Mastery’ on your podcast app of choice.

(1:42) In This Episode: Digital Fitness

One inevitable effect of technology revolutionizing the remodeling industry is that digital fitness is now a key aspect of overall business health. No “unfit” brand can expect to thrive in a complex, competitive market in the digital age. But how do you know you’re fit enough to compete? In the same way physical fitness is a function of strength, flexibility, balance, speed, mobility and endurance, digital fitness is a product of multiple factors. In this episode of Remodeling Mastery, Mark Richardson uses the analogy of a bike wheel to break down the seven essential “spokes” a business must maintain in order to achieve optimal digital fitness.

(16:13) Thought Leader Interview with Erika Taylor, Director of Content for Professional Remodeler

As chief of content for one of the nation’s leading construction and remodeling trade publications, Erika has an unequaled vantage point into the hottest trends and issues moving and shaking the home improvement space. Tune in to this Thought Leader Interview, where she and Mark take the pulse of the market and give us a closer look into what today’s homeowner wants and expects from remodelers like yourself.

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(0:27) In This Episode: Misconceptions

Mark wraps his head around a few common misconceptions he sees out in the industry. If you are led by misconceptions and guided by these beliefs, then you might find yourself in some unique challenges...all of which are avoidable, if you just had a good pulse on the industry. Mark walks us through 10 common misconceptions and shares how you can think about these in your own business.

(13:03) Thought Leader Interview with Bill Baldwin, CEO and Principal of Hartman Baldwin

Business is business, but when you’ve got a $9M entrepreneurial company on one hand and a $21M professionally-managed company on the other, you’re dealing with entirely different beasts. Bill Baldwin has dealt with both, to great success. What did it take for HartmanBaldwin to bust through the entrepreneurial ceiling and become one of the top design/build firms, not just in SoCal, but nationwide? Tune in to find out!

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(1:27) In This Episode: How Are You Doing?

It’s a question many of us resort to when breaking the ice, one that often just disappears into the background of day-to-day conversations. But when we’re talking shop, knowing how to look at the question, run it through objective filters, and answer it critically is a vital skill. Mark G. Richardson breaks it down in a way that will take you beyond your personal glass-half-full/glass-half-empty biases and help you come to terms with the true state of your business. So… how are you doing?

(13:36) Thought Leader Interview with Kermit Baker, Project Director of the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University and Chief Economist for the American Institute of Architects

If anybody has anything close to a crystal ball into the future of remodeling, it’s Kermit Baker. Tune in as he and Mark compare notes on what’s been going on so far in 2019, what the latter half of the year has in store for us, and what’s likely to come in 2020 and beyond. Are we seeing storm clouds up ahead? Headwinds? Tailwinds? How should these forecasts affect your game plan for your business? Find out all this and more in this Thought Leader segment.

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(1:06) In This Episode: Tailwinds

How do you know if your remodeling business’s health is a product of your efforts or of current headwinds and tailwinds in the industry? Are you really going at it with all pistons firing, or are you just along for the ride? These are the questions Mark challenges you to answer in this episode of Remodeling Mastery. Don’t miss out! Your ability to identify and address the macro phenomena affecting your business can spell the difference between making it to your destination and sitting dead in the water.

(13:37) Thought Leader Interview with Mark McClanahan, President of Mosby Building Arts

Today’s Thought Leader segment is a case study on successful succession planning. Mark McClanahan gives us an inside look at Mosby Building Arts’ secrets to smooth leadership transitions. How do you avoid the all-too-common pitfalls of leadership vacuums, loss of momentum, and watered-down brand identity? How do you raise forward-looking leaders who can stay in alignment with your original vision without getting mired in “the way things are done around here”? Keep your Notes app on standby—there’s a lot to learn!

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In this episode: (1:09) In This Episode: Disruptive Influences Nothing forces a remodeling business to change (for better or worse) quite like a disruptor. From the big box stores of the 80s and home and garden shows of the 90s, all the way to today’s Google Local Services ads, we’ve seen time and again how disruptors change the game irreversibly and in the most fundamental ways. But more important than knowing what’s behind these far-reaching changes is knowing how to react and adjust to them. In this episode of Remodeling Mastery, Mark talks about three disruptive influences displacing established systems in home improvement: time, technology and transparency.

(11:24) Thought Leader Interview with Tony Mancini, Publisher and Group Director at SGC Horizon For today’s Thought Leader segment, Mark brings in Tony Mancini, whose long career in design and construction journalism and publishing has given him incredible insight into key areas of the home improvement industry. They talk about seismic shifts in the marketplace, the scale and pace of change, trends in tech innovation and adaptation, and much, much more. If you’re an overwhelmed, time-starved remodeler struggling to stay current, make sure you stick around to the very end of this episode.

In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they're seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of our 50,000 listeners by subscribing today—just search for ‘Remodeling Mastery’ on your podcast app of choice.

(0:52) In This Episode: Are You Stressed Out?

This episode of Remodeling Mastery gives us a much-needed look at something all business owners are intimately familiar with: stress. Contractors today experience stress at levels higher and in ways more complex than ever before. Not managed properly, it can suck the joy out of your business and make effective problem solving near impossible. So what’s a business owner to do when things are threatening to spiral out of control? That’s what Mark Richardson is here to talk about.

(17:52) Thought Leader Interview with Rick Wuest, President and CEO of Thompson Creek Window Company

Mark and Rick take a trip down memory lane to see how Thompson Creek and the larger home improvement industry have changed over the past couple of decades. They go deep into the importance of balancing forward momentum and stability at a time when the pace of change is accelerating everywhere in the home services space: do we stay ahead of the wave, behind it or just in it? Finally, Rick touches on the difference between worrying about things you can’t control and active problem solving. If you’ve ever been kept up at night by the thought of where your business is heading, make time to tune in to this segment.

“Charles Darwin figured it out a long time ago: it’s not the strongest of the species nor the most intelligent that survives, it’s the one that’s most able to adapt.” —Rick Wuest

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Thank you for listening to Remodeling Mastery! Become one of the 48,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

(1:28) In This Episode: Time is Not on Your Side

Mark talks about the biggest disruptor for a business, discussing how time between the moment a prospect connects with you to the point they decide to actually do a project is growing, no thanks to time-starved busy clients to a proliferation of choices that can also overwhelm. In this episode, he also outlines what he believes businesses can do to offset the effects of time, helping spur growth by knowing your numbers, tweaking processes, categorizing prospects, and creating urgencies.

(12:40) Thought Leader Interview With Eric Minkiewicz, President and CEO of Huff ‘N Puff

Eric starts off with how Huff ‘N Puff got its name, giving listeners a quick rundown of the company’s history and talking about his career experience leading up to joining the home improvement industry professionally in 2001. He and Mark also got into the nitty-gritty of creating focused products and services, as well as the keys to Huff ‘N Puff’s success (Clue: A great deal of it involves 100% commitment) and the mistakes business owners should avoid, including what keeps Eric up at night. Don’t miss out on this episode!

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In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they’re seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of the 50,000 listeners by subscribing today by searching for Remodeling Mastery on your podcast app of choice.

(1:21) In This Episode: The 10 Commandments of the Successful Business

What does it take to be a successful business? Definitions of success will vary, but to Mark, it’s having as many of the puzzle pieces as possible. In this episode of Remodeling Mastery, he shares 10 of these “puzzle pieces” gleaned through his writing and observations of the marketplace to help you take your business to the next level.

(12:02) Thought Leader Interview With Andy Wells, President and CEO of Normandy Remodeling

Mark turns to Andy for insights that business owners can use to guide them in reaching the scale that Normandy Remodeling has achieved over the years working with more than 5,000 design-build projects in Chicago ranging in cost from $50,000 to $1,000,000. Andy also offers a look at his roots and the career path he took until he became a part of the company, reiterates the importance of knowing your numbers to succeed in business and gives his market outlook for 2019. He and Mark also got to talking a bit about mistakes made and lessons learned along the way, plus tips for growth business owners should take to heart. Don’t miss out on these nuggets of business wisdom!

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Thank you for listening to Remodeling Mastery! Become one of the 50,000 listeners by subscribing today by searching for Remodeling Mastery on your podcast app of choice.

(2:06) In This Episode: Why Should You Make Cash Flow a Priority? Few players in the remodeling space are strangers to the cash crunch. It’s practically built into the business: cash flow goes up and down due to seasonality, remodeling trends and changes in the greater economy, among other factors. But one thing that separates successful businesses from those that lose track of their goals is their commitment to making cash flow a priority. In this episode of Remodeling Mastery, Mark delves into the hows and whys of cash flow: why it matters so much, how much cash you should have on hand, ways to improve your cash flow, and more.

(14:57) Thought Leader Interview with Tom Kelly, President and CEO of the Neil Kelly Corporation

Mark picks Tom’s brain on some of the things that made Neil Kelly the nationally recognized, multi-award-winning company it is today—from company culture to the many “potholes” they’ve run into in their 70+ years in business. We also hear about what gets Tom out of bed in the morning, what it takes to be a certified B Corp, what he’s most looking forward to in the next few years, and his thoughts on luck versus diligence.

“Businesses are one of the most important vehicles for good social change.” —Tom Kelly

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Thank you for listening to Remodeling Mastery! Become one of the 48,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

(1:45) In This Episode: How Do You Look at Things When It Comes to Your Business?

A recent Reuters poll of economists says there is a 25% chance of a recession later this year or early into 2020. What does this mean for the home services vertical? According to Mark, it is critical that businesses learn how to look at forecasts like this—more so, in fact, than simply seeking outright answers from an expert. Tune in to hear his seven tips on processing and responding to growing concerns over a future recession.

“You don’t have to abandon [your] priorities and goals just because you have to change how you get there.” —Mark G. Richardson.

(13:06) Thought Leader Interview with Josh Kelly, Former Marketing Director for Parker & Sons and Founding Member of RevuKangaroo Josh talks us through what it took for a family-owned company to scale up what was essentially a “grudge purchase” service to a $100M-a-year business. He goes deep into the importance of locking down customers, strategies for making the most out of every lead, and the secrets to working with, for and around family members. We also get to hear his and Mark’s thoughts on industry disruptors: do they think home services business should ride the wave of disruption or stay the course? Stick around to find out!

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(0:30) In This Episode: Do You Scream Value?

One of the biggest mistakes a business can make is to assume everyone sees the value in you and your product or service. You may offer value, but are you actually communicating it to your customer? Ultimately, it is the perception of value that opens doors to brand recognition, stronger sales and customer loyalty. That’s why it’s more important than ever that your business screams value. In this episode, Mark offers a seven-point checklist that will help you do just that.

“People buy when the value is greater than the price.” —Sales Adage

(14:34) What’s Happening? with Kermit Baker, Chief Economist for the American Institute of Architects and Project Director of the Remodeling Futures Program at Harvard University

Kermit is back with an update on the pulse of the remodeling industry. Right now, his “crystal ball” is showing headwinds ahead in the form of labor shortages and rising interest rates, wages and material prices. Tune in to to hear his tips on maintaining forward momentum while navigating current market conditions.

(21:42) Thought Leader Interview with Chris Marentis, Founder and Chief Executive Officer of Surefire Local

Mark puts the spotlight on our very own Chris Marentis, who shares his success story along with key insights into digital marketing for remodeling contractors. How can a very high-touch business adapt to an increasingly online world? What baby steps should remodelers be taking to keep up with all the disruptions to the search landscape? This is one segment you don’t want to miss!

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Thank you for listening to Remodeling Mastery! Become one of the 40,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

(0:29) Episode: Hope for the Best but Prepare for the Worst

Hoping for the best but preparing for the worst is a simple adage that Mark believes all business owners and remodelers should be thinking about. In this episode, Mark talks through some of the storm clouds and issues facing the home contracting industry in 2019 and how they could affect your bottom line. The key, according to Mark, is to prepare and focus on making Q1 and Q2 of 2019 the best it can be. He offers a few proven tips for how you can do just that, such as focusing on sales training, being conservative with your forecasts and invest more in marketing to drive better leads.

(8:25) What’s Happening with Erika Taylor, Director of Content at Professional Remodeler

Erika joins Mark to share what she sees happening out there in the industry and the remodeling marketplace that should be on your radar. According to Erika, 2019 is going to be a transitional year for the industry, and she dives into a few new trends that are sure to make waves this year. Understanding these new trends could help you position your business for a strong year.

(17:57) Thought Leader Interview with Larry Weinberg, one of the founders of BOWA, one of the largest design-build remodeling organizations in the country.

Larry joins Mark on this episode of Remodeling Mastery to share his personal success story. During their conversation, Larry shares the history of BOWA, how their company got started and the trials they experienced, and then how they grew to become one of the best-known brands in the industry.

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In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they're seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of the 40,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

(0:23) Episode: Time Mastery.

One of the best habits you can learn and build into your everyday routine is the ability to control your day and mastering your time. As you get started, understand that not everyone is on the same level when it comes to time mastery, and that's okay! No matter which level you're at, this episode will help you get to that next level and higher. And it starts by asking yourself, “What percentage of your time is proactive (time you control) and how much is reactive (time others control)?”

(12:40) What’s Happening? with Kermit Baker, Chief Economist for the AIA and head of Harvard’s Remodeling Futures Program.

Mark Richardson welcomes back Kermit Baker for another segment of What’s Happening? to talk about the pulse of the current environment and what home improvement businesses can likely expect in the near future. In this particular segment, Kermit looks out at the horizon to 2019, 2020 and beyond and how you can position your business for the future. Knowing these factors can be a critical aspect of your planning and set you up for long-term success.

(22:44) Thought Leader Interview with Todd Jackson, Jackson Design & Remodeling.

Todd began the business about 15 to 20 years ago and has grown it to over a $20 million/year design-build business. In this interview, Mark and Todd talk about the business and some of the insights Todd has been able to learn as a result of his success. They also get into some mistakes and potholes and the lessons Todd has learned over the course of his story and how you can think about similar experiences in your own business.

In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they're seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of the 40,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

In this episode: (0:24) How Fit: What defines a fit business? It’s easy to tell what health fitness looks like and the factors that play a role, but what is less clear is what are the defining factors that determine whether or not a business is fit. This has been a topic Mark has talked about for the past 15 to 20 years, and he’s been crafting the process to serve as the ultimate guide to help you understand what is a fit business. Take a listen as Mark walks through the fitness criteria that’ll help you determine how capable your business is for long-term growth.

(17:13) What’s Happening with Kermit Baker: Mark welcomes back Kermit Baker (Chief Economist for the AIA and head of Harvard’s Remodeling Futures Program) for another thought-provoking discussion on 2019 predictions and what he believes will be beneficial in the marketplace for home improvement contractors. They dive into economic factors like increases in interest rates, wages, and material prices caused by new tariffs and trade wars threatening to emerge and how that is influencing the way homeowners think about their home projects.

(24:03) Interview with Remodeling Thought Leader, Vince Nardo: Vince is the President of Reborn Cabinets, a large kitchen and bath focused remodeling organization. They go back in time to when Reborn Cabinets first started and Vince talks through how they grew into the organization they are today, the paths he took, and how their family dynamic defines their business. One of the biggest lessons from Vince’s story is learning how to run a “family with a business” dynamic.

In 2019, Mark G. Richardson is taking his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they're seeing out there in the marketplace that could have a monumental impact on your business.

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Thank you for listening to Remodeling Mastery! Become one of the 40,000 listeners by subscribing today at https://www.surefirelocal.com/remodeling-mastery-subscribe/ or by searching for Remodeling Mastery on your podcast app of choice.

In 2019, Mark G. Richardson takes his popular podcast series to the next level with a fresh new format in store for listeners. Mark will be integrating interviews with thought leaders who have experienced tremendous success in the industry and growing their own businesses to share snippets of wisdom to help you achieve the same. Additionally, Mark is bringing in some experts to share key indicators that they're seeing out there in the marketplace that could have a monumental impact on your business.

In this episode…

(0:23) The theme of this episode is: Are You Ready.

It's all about how you get into 2019. One of the interesting things about 2019 and New Year’s, in particular, is that 92% of New Year’s resolutions fail. They don't fail because they're stupid ideas or for a lack of trying. As Mark thinks about the topic of "Are You Ready", he breaks this concept down into 3 key factors: 1) Taking inventory of the past, 2) Plan and 3) Launch. The likelihood of success is going to be so much greater if you can accomplish these 3 things.

"If you don’t act fast, you’re not going to come out of the gate as strong.” - Mark G. Richardson

(12:47) Listen to an interview with Kermit Baker, Chief Economist for the AIA and heads the Harvard’s Remodeling Futures Program in this new segment coined “What’s Happening?”

Kermit and Mark take a look back at 2018 by reviewing economic conditions and why the industry is in a strong spot that has led homeowners to feel confident investing in home improvement projects.

“2018 has been a good solid year for home improvement activity. We estimate we’ll see 7.5% to 8% growth.” - Kermit Baker

(18:30) Check out a new interview with Brian Gottlieb, Founder & President of Tundraland - a remodeling organization based in Wisconsin.

Their conversation touches on Brian’s journey and experiences, starting with Tundraland’s beginnings and how he got out of the gate and fast forwards to where he is today. Brian shares a few keys to success and how to take your business to the next level and then really explode it.

“Find positive people who are growth focus and believe they can accomplish something fantastic and hang out with them.” - Brian Gottlieb

“When we look inside ourselves to find out who are we, who are we really, and we apply those principles, that’s when nobody can compete with us and that’s how we built an enormous business.” - Brian Gottlieb

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Meetings are a key element in building a company, improving a business, and accomplishing goals. Mark G. Richardson offers various insights into how to hold successful meetings in his last episode of 2018.

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The last thing you want to do when ending the year is chasing yourself around in a tailspin. Use the 3 tips in this episode to make sure you finish out the year on a strong note so you can set yourself up for success in the new year.

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The topic of time and the cost of time is so important. We all know that we get 24 hours of time everyday. We have an interesting time that we live in. There are a lot of disrupter and products and services that take more time to accomplish. Many might know of the famous quote by Ben Franklin, ‘time is money’. Time is something you can’t see, touch or feel, so you want to make sure it is memorable.

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As we get closer to the end of the year, we start to think back to the beginning of 2018. Now is an important time to collect your thoughts and make sure you are still on track to completing your goals by the end of this year. Every plan has a beginning, middle, and end. You want to make sure you are staying on track at every point.

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In this episode, you will learn the right strategies and skill sets you will need to get your business winning in 2019!

Read more -> https://www.surefirelocal.com/blog/2018/10/remodeling-mastery-podcast-planning-for-2019/

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We’re at a point where unemployment is low, stock market is strong, the scarcity of new homes is becoming less. It is definitely creating a buzz for remodeling. Just because there is a lot more demand doesn’t mean money is going to be thrown at you. The cost of remodeling projects today include, material cost, labor cost, subcontractor cost, over and business cost. The biggest challenge is seeing a rise in these costs as well.

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We tend to focus on more of the what, why and how, but we never really focus or ask questions on the when. Mark unveils questions that come along with the notion of when. When you understand the when a little bit better and weave it into the questions, you will start to see more success for your business.

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For your business to be successful, you need to be aligned and in sync with what’s going on around you. The level of alignment can be a little tricky. Some people might not be as attuned to the remodeling industry as you are.

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This topic is very important for being successful in your life and career. Mark explains how you can plan out your ideal day, by simply taking a step back and breaking down your schedule so it can best fit into your day. This will keep you on track for success.

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Often, many times when you think about failures relating to business it’s so much different than what happens during your normal everyday. Remodeling businesses tend to have more failures than any other business out there. It is one of the most easy entry businesses out there. You could launch into that profession within 2-3 months by just having a few things.

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One of the elements that Mark talks about in his book, How Fit Is Your Business, is the cash flow and the ability to control the cash flow in your business. Your business, in general, is usually pretty predictable. Watching the cash flow is key for those within this industry. Mark goes into why this is so important and encourages people to really focus in on it.

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Mark discusses the reasons homeowners would have an objection during a home project and how you can handle them. They can cause a tremendous amount of time and can cause loss of money for the project if not handled properly.

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In this episode, Mark G. Richardson goes into the topic of remodeling cost crisis. He goes into his top tips for what you should deal when dealing with every project you’ve dealt with whether it was 5 years ago or today. You have to keep your cost of the project to what the client is expecting

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Take the next steps in your career or life by listening to Mark's top 10 tips.

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Mark G. Richardson explains why it’s so important to take a moment at the 6 month mark of the year to reflect on your business’ progress.

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As a business owner and a home improvement contractor, it’s important to be innovative. In this episode, Mark G. Richardson shares ways on how you can think about innovation and get ahead of the competition.

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With high level of demand and activity going on in the remodeling industry it’s important to define your success. How you see yourself moving forward in the industry is very important to remember when it comes to success.

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Mark digs deep into how you can strategize and determine if your business is fit enough for healthy growth. Take a listen in as he walks you through his fitness check-up.

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Not everyone understands the difference between flying first class vs flying coach. Mark shares the differences as it relates to the remodeling industry and client expectation vs the execution of those expectations. Mark goes into the differences between first class vs. coach...

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In this episode, Mark explains the top essential when looking for a team player and shares questions that you should ask yourself when picking them out.

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It’s never too late to start planning out your path for success. Mark G. Richardson shares his top tips to creating a strategy for your remodeling business.

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Have you ever found it hard to talk money? Mark shares his insights on how to gain the confidence you need to discuss money with potential or new clients.

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No matter what stage you are at in life, there’s no harm in asking for advice and getting the right kind. Mark shares his top tips for getting the best advice and how to avoid the bad.

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Are you fit to grow? What may seem like a simple question, is actually quite complex when you break it down.

In this episode, Mark G. Richardson shares a few trends in the remodeling and home improvement industry that are affecting how efficient and successful businesses are able to grow.

Then, Mark talks through the fundamental building blocks and 10 key questions you'll want to analyze within your own business to determine if you have the structure and processes it takes to sustain long-term growth.

Enjoy!

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As a business owner and a home improvement contractor, it's more important than ever before to be innovative. In this episode, Mark G. Richardson shares 10 ways how you think about innovation and get ahead of the competition.

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In this episode Mark G. Richardson shares 5 factors that he refers to as “tail winds” that forecast success and profitable years for those in the remodeling industry.

1 - Home Appreciation continues to be strong. Of the top 25 markets in the U.S., 23 of them are continuing to appreciate. It was only just a few years ago that these same markets were all depreciating. A strong home appreciation gives homeowners the confidence to want to remodel and upgrade their homes.

2 - Interest Rates. The reality is that interest rates are still at historic lows. In the 80's, interest rates were 14 to 15%. Today, you see interest rates at 4 or 5%. Turn the clock back a few years, and people would be amazed at the interest rates seen today. However, as interest rates inch higher, it creates a sense of urgency for the remodeling industry. Homeowners want to cash-in now and start their projects sooner rather than later.

3 - Unemployment. It's not a question of whether someone has a job or not right now, but their confidence of knowing they’ll have a job next year and after that. When they have that degree of confidence, they are far more willing to invest in their homes; knowing that they’ll be financially secure.

4 - Stock Market continues to be very strong. This is a great indication of overall wealth that homeowners can invest back into their homes.

5 - Housing Market. The ability to build new homes and the demand for new homes has created a gap that is pushing people to focus more on investing in their home, rather than selling and buying.

What do these tail winds mean?

These 5 factors combine to result in high consumer confidence. These tail winds likely have made your phones ring off the hook. But just because the phone rings, doesn’t necessarily translate into high sales.

There are obstacles (cost increases, price increases, labor shortages, etc) that make it difficult on your business to make a profit. In order to find success, Mark encourages you to focus on how you can control the process and understand these tail winds. Ask yourself, “Am I seeing the results I have because of skill and expertise...or is it more of an effect from the remodeling industry today?

Cautionary Tips

These tail winds are out there and will energize your business. However, just as you're flying a plane or steering a boat, you need to pay close attention to the details in order to be successful and profitable. You need to:

1 - Make a plan and stick to it. Planning and being able to predict trends and changes is more important than ever before.

2 - Control your business. Everyone is strapped for time today, but you want to make sure you’re the one controlling your business and not the other way around. It’s about how you can become more proactive and less reactive to events, trends, and new technologies.

3 - Understand this is a time where hardwork pays off. If you put in the time and attention and really drill down into what success means to you, you’ll be rewarded.

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In this episode, Mark G. Richardson breaks down what it means to be profitable and shares 10 ways to make your business more profitable.

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Do you feel the need to be more organized and/or more productive? Perhaps you spend your day in a frenzy of activity and then at the end of the day, wonder why you haven't accomplished much?

In this episode, Mark G. Richardson talks through 9 critical time management skills business owners will want to master in order to become more productive and efficient.

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Raise your hand if you've ever sat through a meeting and wondered why you were even there?

Today, more than ever before, time is one of a business owner's most valuable resources. A major component of managing your time efficiently is knowing how to host world-class meetings. In this episode, Mark G. Richardson outlines 5 steps to hosting a productive and efficient meeting.

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Mistakes happen. Oftentimes, we learn and grow only after making a mistake. Having said that, there are some mistakes that are made through carelessness that can really hurt your business. In this episode, Mark G. Richardson shares the top 10 mistakes all business owners will want to avoid this year as they look to grow their businesses. Only through planning, can one achieve greatness.

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What will your theme for 2018 be?

Mark G. Richardson consults with a number of businesses in the home improvement industry and he's seen a few growth themes become more dominant than others over the years. Why is having a theme important you might ask? Establishing a theme for the year can help provide a consistent direction and can create alignment within your company.

Take a listen as Mark breaks down 8 themes proven to guide your company's growth plans and what each one means:

Theme #1 - Exceed expectations Theme #2 - Listen, learn and respond Theme #3 - Synergy (1+1=3) Theme #4 - People are your greatest asset Theme #5 - Failure is not an option Theme #6 - Aggressive but realistic Theme #7 - Growth creates opportunities for all Theme #8 - The future is now

But that's not all! Once you've settled on your business's theme for the year, Mark goes a step further by outlining an easy 8-step process to help you successfully implement your theme throughout your company.

Would you like direct feedback from Mark regarding your business theme? Send an email to mrichardson@mgrichardson.com and he'll gladly help you not only strategize but help you with communicating your unique theme to your company.

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Welcome back, listeners! Today's episode is a critical one as you think about and strategize how you'll grow your business this year. Take a listen and hear from Mark G. Richardson - leading authority in the home remodeling industry - as he outlines the foundational principles (fitness factors) a business will need to sustain long-term growth.

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What better way to kick off the new year than by learning the top predictions most likely to impact your business in 2018? That's what Mark G. Richardson - leading authority in the Remodeling Industry and Author of 3 books - is here to talk about. You'll want to sit back, relax, and take some notes for this one as Mark shares his top 10 predictions all business owners will want to know.

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Find out how the most successful remodeling businesses are managing client expectations by controlling the selection process with these 10 tips.

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People buy emotionally but rationalize their decisions logically.

When it comes down to it, most businesses are the same. They provide the same service - whether that is roof repair, window replacement, or so on - and the end product is similar. What can businesses do to then help convince clients to get excited about seeing their home projects through? Use your value to help them rationalize their decisions logically.

In this episode, Mark G. Richardson - leading authority in the remodeling & home services industry and author of 3 critically-acclaimed books - shares creative ways businesses can communicate their value and differentiate themselves from competitors. There are many nuances in the client experience that can have monumental effects on value - from professionalism on the job site to sending personal follow ups.

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If you're not changing, you're not growing. In this episode, Mark G. Richardson breaks down what this statement means and how business owners can better plan for the future as they grow their companies.

To do so, you'll want to consider a few things: 1) How is the world changing - What major events are taking place around the world that could impact your industry and business? 2) How is your industry changing - What are the latest trends in technologies and tactics being used? 3) How are you changing - What are you doing personally and professionally to grow?

Watch Mark's webinar at: https://webinar.surefirelocal.com/time-mastery-workshop/

3 Steps to Smart Change

Step 1: Focus on the future. Spend a few hours each week to think about how things are changing. See if you can anticipate major trends before their time.

Step 2: Don't keep change a secret. In every staff meeting, make change an integral part of the discussion.

Step 3: Establish a committee. Bring together forward-thinking people within your company to brainstorm and advise you how to change.

Write it down! - If a business is not changing, it will quickly become irrelevant. - Change is not an option! Your business will have to strategically plan to change as it grows and the world and technology evolves.

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Thank you for tuning into Mark G. Richardson's podcast series, Remodeling Mastery! Today's episode is #76 and is brought to you by Surefire Local.

IN THIS EPISODE: - Learn what baking cookies and getting referrals have in common - A 10 Step process to create a "self-generated lead" culture within an organization

According to Mark, businesses that see the highest degree of success will have the ability to create self-generated leads. These are referrals from past & current clients. Now, where many fail in getting referrals is due to a lack of culture. Some don't know how to empower their sales people and others don't have the processes in place within the organization.

Creating a culture that inspires referrals takes time and patience. When it comes to self-generated lead activities, you'll need to change the habits, the patterns, and the mindset of your team's thinking if you're going to be successful.

That's where Mark's 10 Simple Steps to Create a Business Culture that Inspires Referrals comes into play! Listen & learn the 10 steps and how to implement them within your organization.

WRITE THESE DOWN: - Success is achieved when you stay focused, committed and invest the right capital - Be patient and know that you likely won't see full returns until 6 to 9 months into the process - Try not to judge individuals within the organization on how they embrace change as each will have their own work style

SAVE YOUR SEAT FOR MARK'S WEBINAR: http://sfsoc.us/2nk1MAS

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"People are your greatest assets," says Mark G. Richardson.

In Mark's book "Fit to Grow", he developed 12 themes that allow a business to grow. One of those themes revolves around people - the employees that are doing the work day in and day out that contributes to your success.

In this episode, Mark talks through the various stages from hiring to training and building relationships with your employees that enable them to grow within the company and become leaders.

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Are you asking the right questions? In this episode, Mark G. Richardson talks through the 10 questions every business owner should ask themselves to find solutions to better manage their business and anticipate future challenges.

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What does test driving a Tesla have to do with remodeling? More than you might think, according to Mark G. Richardson. Enjoy his story of the Tesla buying experience he had, and how it translates to the remodeling industry when as it relates to providing your clients a world-class client experience.

We all have 24 hours in a day. How you choose to spend your limited time defines your success. Join Mark as he walks you through a process with strategies, techniques, and tools to achieve time mastery. RSVP: https://surefiresocial.lpages.co/webinar-mark-richardson-september-2017/

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We are all given 24 hours in a given day...how we choose to spend those hours defines our success. In this podcast, Mark G. Richardson walks through a time mastery process, complete with strategies, techniques, and tools that'll help you to control your day.

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Power of 3 by Mark Richardson

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In this episode, Mark Richardson talks through the top 10 misconceptions in the remodeling industry. These misconceptions are often what is holding back a business from just getting by to being highly successful. As a business owner and remodeling professional, it's time to wipe away these common misconceptions!

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In this episode, Mark Richardson discusses stress and the root causes of why business owners are more stressed today than ever before. He reveals 5 proven techniques to reducing stress, and how remodeling contractors can apply them to better manage stress in their own lives and businesses.

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In this episode, Mark Richardson lists the 10 mistakes remodeling contractors make most often as it relates to selling; and walks through steps to avoid them.

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The remodeling industry has always been driven by relationships and personal referrals. However, in today's society, it's never been easier for people to go online and write a review of a business. This dymanic shift makes it extremely important to deliver world-class client experiences. In this episode, Mark Richardson shares what remodeling contractors can do - from the start date to completion and every day in between - to provide their clients with the best possible experience.

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In this episode, Mark Richardson shares key takeaways remodeling contractors can learn from some of the major brands today, such as Amazon and Uber. As these brands operated with the future in mind, so too can remodeling contractors to create a competitive advantage that positions them for success today and in the future.

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In this special episode of Remodeling Mastery, Mark shifts the focus to the Roofing Industry and tackles 3 main questions.

1) Why Roofing? 2) What are the keys to success? 3) How can you take your roofing business to the next level?

Listen as Mark shares thoughts and insights into the advantages of getting involved in roofing, how to be successful, and proven tactics to take your roofing business to the next level.

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How fit is your business? In this episode, Mark Richardson walks you through the key elements to establishing a strong foundation that'll enable you to grow a sustainable business.

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In a special edition of Remodeling Mastery, Mark Richardson is joined by Jeff Miller of the Jeff Miller Consulting Alliance, a well-known consultant and advisor.

In this episode, Mark and Jeff take a look at how businesses can be successful by investing in the philosophy of people being the company's greatest asset, and how to foster that relationship between business and employee.

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Mark Richardson gives a State of the Union Address for the remodeling industry. In his address he takes a look at the remodeling environment today, industry dynamics, economic factors and top priorities for planning for the future.

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Mastering something we all want more of—TIME—is a challenge! As an Author, keynote speaker and lifetime remodeler, Mark Richardson has mentored many successful business owners and is considered by many to be a master of time management. In this podcast, Mark shares insights on how remodelers can approach improving their time management with a time mastery checklist system.

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People are your company's greatest asset—an asset that requires close attention and a strategic focus. As 2017 is in full swing now, it’s a good time to take inventory of your organization and assess any gaps in talent.

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What does the future hold for the remodeling industry? What might it look like? Mark Richardson believes that the best companies out there are thinking 3 to 5 years out, and thus need to consider how future trends and technologies are going to impact businesses. Not thinking about the future, is a surefire way to fall behind the competition. In this podcast, Mark shares a few indicators and thoughts that he believes will transpire over the next few years.

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Time is really not on your side. This affects your clients and the experience they have with your business, and it also affects your employees. Mark Richardson shares the top 10 time wasters that render remodelers ineffective and provides actionable takeaways to help you overcome these challenges.

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The most successful remodeling companies will make investing in their employees and company culture a top priority. Mark Richardson shares his beliefs on why people are a company's greatest asset, above all else.

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Is it time for change? Are you ready to take on that next challenge? Mark Richardson - renowned author, speaker, and thought leader in the remodeling industry - shares insights on how to properly handle transitions and exit strategies in business.

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Do you know the best habits to adopt to increase your chances of being successful? Listen as Mark Richardson - renowned author, speaker, and influencer in the remodeling industry - shares the 10 habits for success he has seen throughout the remodeling industry.

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How you approach Q1 of the new year is critical and important to how good your year is going to be. In this podcast, Mark Richardson shares insights into 10 ways business owners and remodelers can ensure a successful Q1 in 2017.

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Today's topic is a very timely one. In this podcast, Mark Richardson shares insights into ways remodelers and business owners can commit to their resolutions and see them through this year. Listen as he talks through 10 ways to succeed in your New Year's Resolutions.

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Mark Richardson shares insights on an important concept this time of year, creating urgency. For most businesses, it's a question of how do we get prospects excited and fired up to commit and make a decision now for their remodeling project.

Like Mark Richardson has mentioned before, your client is your biggest competitor. Their fears get in the way, preventing them from making a decision.

Mark shares a few common themes on ways remodeling businesses can work towards creating a sense of urgency and more importantly excitement about remodeling.

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Having been in the remodeling business for nearly 40 years, Mark Richardson has seen various languages and dialects take hold of different kinds of remodeling companies. He understands that many are looking for standardization and a formula to follow, but in reality there are far more variables than constants. In this episode, Mark helps you make sense of the complex language of remodeling.

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In This Episode Today’s podcast focuses on how remodelers can finish the year off on a high note by strategically approaching the final month or two. Listen as Mark Richardson shares 6 tips and insights to help remodelers accomplish their yearly goals and make 2016 a year to remember.

Quotes From This Episode “Establish a few priorities that’ll set the stage for a strong final leg of the year.” “Remodeling today is very much a team sport. The team needs to fully embrace the owner’s vision.”

Resources Learn how to become a strong leader for your business by avoiding these common leadership mistakes. https://www.surefiresocial.com/blog/podcast-mark-richardsons-advice-avoiding-common-leadership-mistakes/

Don’t make business decisions blindly. Mark Richardson shares three keys to piloting your business successfully. https://www.surefiresocial.com/blog/podcast-flying-business-blind/

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How can remodelers position their business for success in 2017 and beyond? Mark Richardson shares insights he’s gained from consulting with many different remodeling businesses located around the country, and gives listeners immediate takeaways he’s seen be effective in the remodeling industry and how you can apply these to your own business.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

In This Episode Mark Richardson talks through a few best practices remodeling contractors can use to build a routine and mindset that yields success, ensuring you never lose your mojo from one project to the next.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

Mark Richardson’s advice to all remodeling contractors is to “embrace the boring”. Don’t allow yourself to get caught up in the shiny new gadget or trend, simply embrace the basic proven strategies for success. Throughout the episode, Mark mentions five elements to a strong foundation for which you can grow your business.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

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Today's toThank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

Today, Mark shares insights into ways remodelers should think about and seek out the right advice for handling communications with clients, growing their business, handling the day to day operations, and the many other aspects to running a business.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

In today’s episode of Remodeling Mastery, Mark poses three questions he believes all remodelers should have answers to before going to visit a potential new client in order to have the best chance at winning that project.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

Today’s episode focuses on growing your business by investing in your greatest asset...people. People are what make your company unique and noticed. Are you doing all that you can to invest in your people?

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

In a continuation from last week's episode on the theme of halftime and how you can prepare your business for a strong 2nd half to 2016, Mark Richardson talks further on this idea of being aggressive, but realistic, in your approach to growth.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

In today’s episode, Mark Richardson shares his expertise in managing “halftime.” As we’re six months into the year, it’s time to regroup and reflect on the strategies and goals you set out to accomplish this year. A strong finish requires a solid halftime evaluation.

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Thank you for tuning into Remodeling Mastery by Mark Richardson, a podcast series that encourages remodelers to take some time to focus on their business strategies, one step at a time. From week to week, we’ll discuss different aspects of growing a business - some thought-provoking topics, to some that are more in the trenches, focusing on techniques and the finer details.

Today’s episode revolves around the idea of growth management, specifically, how remodelers should approach managing growth in order to position themselves for success today and in the future.

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Remodeling Mastery is a podcast series that allows you to take a little bit of a time out and think about think about the business not just do it. Each week, host Mark Richardson talks through topics that are thought-provoking and some that are more in the trenches techniques and details.

Today, Mark go in-depth on a few tips and practices he recommends to remodelers who are looking to take that next step and become an authority in the industry.

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Remodeling Mastery is a podcast series that allows you to take a little bit of a time out and think about think about the business not just do it. Each week, host Mark Richardson talks through topics that are thought provoking and some that are more in the trenches techniques and details.

Today, Mark talks on the topic of what your job is today. If a business doesn’t change and adapt, it’ll slowly become irrelevant. Your job today is very different than it was in the past. It’s more complex. As you reflect on this, there are factors that Mark highlights that define what your job today is really about and how you can excel as a remodeling business.

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This week's subject focuses on the state of overwhelm many remodelers feel in the industry. More homeowners are beginning to remodel their homes than in past years and this has placed an added stress on remodelers. This burden of overwhelm causes many remodelers' effectiveness to slip.

Listen as Mark Richardson, talks through 5 big weights to stress and how you as a remodeler can work to overcome each:

Planning correctly
Balancing reactive vs proactive time
Controlling the process
Focusing on the right clients
Monitoring and adjusting accordingly

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Technology has revolutionized the remodeling industry, and that has created new challenges for remodeling contractors. Sometimes, technology replaces the personal communications remodelers have with their clients. Leading to many cases where remodelers have become like strangers to their clients, which wasn't the case ten years ago. Technology has also sped up the process and given more control to the client.

Remodelers should embrace technology...but at a steady pace. There should be a balance between high touch and high tech techniques during client engagement. You have to ask yourself, "What is the best way to communicate with my clients?" Because at the end of the day, people will buy from your business because of your spirit and brand, more so than just the end product.

Today, having a web presence isn't like having a billboard. It's about having a dialogue and a conversation with your clients, especially when it comes to mobile and mobile interactions.

The generations who are remodeling their homes the most, want to have a relationship with their contractor that's different than it has been five to ten years ago.

Mark Richardson, renowned industry expert, gives his takeaways on areas remodelers should look to make adjustments in order to strike that delicate balance between high touch and high tech.

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In Remodeling Mastery, Mark Richardson takes on different topics and insights in the remodeling industry to help you improve and grow your business.

Today's episode focuses on the topic of how remodeling contractors can create a world class client experience. This is extremely important and can make all the difference. Knowing the keys to achieving a really good experience for the client during the construction phase of the project can be thought of as a checklist. Mark talks on his 10 keys to a world class client experience in-depth in today's episode.

If you'd like to subscribe to the series and never miss out on a new episode, visit https://www.surefiresocial.com/remodelingmasterysubscribe/

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It's time you took your business to the next level. In today's episode, Mark Richardson takes you through the steps to growing your business with three key ingredients for success.

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Ever wonder how you can improve on your own skills and expertise to be more successful in business?

90% of those in the remodeling industry are extremely efficient with the product aspect and the day-to-day grind of the business. But, where most tend to struggle is when they take a step back to look at themselves in the mirror. They ask questions like, "How can I scale the business for sustained growth?" or "How can I grow and become a better leader?"

Well, you're in luck! Mark Richardson tackles this challenge of remodeling yourself by providing you with the 3 levels to remodeling yourself and how you can improve. Just remember, no matter what you decide to do, you need to plan!

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Today's topics centers on managing and controlling growth. It's been said that if a business is not growing, it's dying. But, it's how you think about and how you manage growth that is what's critical, not just growth itself. Listen as Mark Richardson delves into the inner workings of properly controlling your growth at the right pace with a few major themes.

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In a continuation of last week’s Remodeling Mastery episode – Themes of Success, Mark Richardson now shifts the focus to threats that exist that endanger success.

The Seven Threats to Your Business: 1. Leadership 2. Alignment 3. Planning for the short, medium and long-term 4. Doing business with the wrong clients 5. Chasing the shiny objects mentality 6. Understanding, not managing a balanced pipeline 7. Mastering the labor and company culture

The Three Threats to Your Business in 2016: 1. Presidential Elections that have implications of introducing unpredictability starting around September time frame. 2. Controlling the client and managing expectations and the process. 3. Mastering time and improving your time management skills

Can you guess which the greatest threat to success is? Before you listen to Mark speak, take your guess in the comments section!

There are thriving opportunities for remodeling contractors, it’s just a matter of identifying the threats to your success and knowing how to overcome them one at a time.

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What does success look like to you? How do you be successful? How can you become more successful?

As a columnist for Professional Remodeler Magazine and a recognized speaker, Mark Richardson knows a thing or two about being successful in the remodeling industry.

Listen as Mark gives you the basis for growing a successful business in the form of 6 success themes.

Theme 1 – Success is a verb, not a noun. Theme 2 – The concept of “I am a verb” Theme 3 – Be a student of success Theme 4 – The road to failure is paved by good intentions Theme 5 – 80% of remodeling success is a science, not an art Theme 6 – Understand the cadence and pace of growth

The more you believe success is a science, the more you can craft a formula to achieve your goals.

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"Roughly 50% of businesses out there in the remodeling industry have a family dynamic." - Mark Richardson

Having a family business can be a wonderful thing, however, there are particular challenges that arise. The majority of businesses fail due to three basic principles: a lack of focus; failure to commit; and limited capital (i.e. time & money).

Listen as Mark Richardson, host of Remodeling Mastery, outlines how family businesses can operate with limiting the amount of risk they take on in order to achieve a high level of success.

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If you don't make mistakes, you aren't growing. The key to success however, is not making any mistakes, but minimizing the amount of mistakes you do make. In the first episode of 2016, this week in Remodeling Mastery, Mark Richardson discusses the top 10 mistakes he sees remodeling businesses and remodeling leaders make.

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The calendar year may be nearing its end, but that doesn't mean it's too late to plan for the new year. It's up to you whether or not 2016 is the best year your remodeling business has to date or if it will be a less than stellar year. The choice is up to you! Remember, it's never too late to begin planning.

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How do you develop and mature your remodeling business?

This is the question Mark Richardsons proposes in this episode of Remodeling Mastery.

He sees 7 key attributes of more mature businesses:

1) A clear sense of purpose – they know what they are about, i.e. mission statement and core values that are clearly communicated to the team.

2) The sweet spot – they know what their core project is that really defines what their business is about. Which project is your bread and butter that your team excels at?

3) Hungry and not desperate – They do the right things, the smart things at the right pace. Desperate businesses make a lot of mistakes and often seek out the wrong client that won’t allow them to grow and make a profit.

4) Balance – short, medium and long-term strategy and goals are well balanced - positioning for the future. The more mature businesses have a very nice balance perspective.

5) Ability to predict – They watch the market conditions, look back at history and use that skill to predict future outcomes.

6) Consistency in terms of results – sales, lead flows, profitability, both short term and long term.

7) Thinking in terms of growth – positioning themselves correctly, working very much on the business, not just on the day-to-day projects.

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This week’s episode to Remodeling Mastery by Mark Richardson is focused all on planning for 2016. Specifically, how to plan, prepare, and think about the New Year.

How you plan is what distinguishes a great remodeling business from simply a good one. As we reach the end of 2015, common logic takes us to a place where we step back and think about the business as a whole.

As you think about what your plan for 2016, Mark addresses 7 big themes he’s seen so far within the Remodeling industry.

Theme 1 – Work on your business vs. in your business Theme 2 – If you fail to plan, plan to fail Theme 3 – Change or Become Irrelevant Theme 4 – Defining Success Theme 5 – How Fit is Your Business? Theme 6 – Aggressive but Realistic Theme 7 – Creating Alignment

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Today, Mark Richardson, host of Remodeling Mastery, discusses the subject of questions. There will always be times where you don't know the answers, but the key to success lies in knowing the right questions to ask to get to those unknown, much-needed answers. The following questions are meant to help guide you as you take your business to the next level.

What is your motivation? What is the business's motivation?

What is the core purpose of the business? What role do you have to play in that core purpose?

What do you want the business to be and feel like in 3 to 5 years from now?

What would you like to see your business look like in 3 to 5 years from now?

Do you really want a business or do you want a practice? This is a hot debate in the remodeling industry!

As an owner, what do you love doing? Is it in line with your business?

What is your exit strategy? Do you even have one?

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In honor of this week being Thanksgiving, Mark Richardson takes a pause from his traditional teachings to bring a holiday message – one of reflection and inspiration.

This episode of Remodeling Mastery is about taking the time for reflection. It’s time to reflect on where your business is heading. Where do you want to see your business go? When you take this step back, breathe in what the business is all about, you’ll be able to visualize if your business is currently constructed for future success, or if you should make adjustments in 2016.

This reflection should bring you a new found inspiration. The ability to make a meaningful, real impact in the lives of your clients when you work on their homes is one that should not be taken lightly. You should take gratitude in the fact that you are helping others.

What are you thankful for this year?

Happy Thanksgiving!

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In this episode of Remodeling Mastery, Mark teaches you to learn how to talk to talk on the various business models that are seen in the remodeling industry.

All remodeling businesses are not created equal in the sense that business models, clients, project types, and the level of risk can all be different.

Listen to this episode as Mark goes into great detail on how to define your business in terms of vertical and scale. You can also view the blog post for more information as well:

www.surefiresocial.com/blog/remodeling-mastery-business-models-in-the-remodeling-industry

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In this week's episode of Remodeling Mastery, Mark Richardson drills down into the core question: What is Mastery? This question of what is mastery is something that we all know what it feels and looks like when we see it, but articulating it is another matter altogether.

How do you go about improving? How do you take your game to the next level? Mark Richardson offers 4 levels to achieve the highest level of mastery, coined by Vince Lombardi Jr.:

Level 1 - Unconsciously incompetent: You don't know what you need to know. You are just becoming aware.

Level 2 - Consciously incompetent: Don't necessarily have the mastery but you are really working on it to improve. You know how to do it but not how to do it well.

Level 3 - Unconsciously competent: You can do something, but you really have to work on it. You have the added stress of having to work really hard to achieve.

Level 4 - Consciously competent: You don't have to think about it. You are automatically capable of doing whatever it may be that needs to get done.

Practice doesn't make perfect. Perfect practice makes perfect. That's the key to how you can get to that 4th level of mastery.

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Today, Mark discusses the topic of growth and, in particular, how should you define growth. It's one that can be a very subjective question.

The big question you have to answer is how do YOU define growth? And how do you incorporate that thinking into every activity that you do?

Among all the ways you can define growth that Mark mentions in this episode, some include: 1) Top line growth - how do you raise the top line? 2) Increased market share - most remodeling businesses have a small part of the market share, but it's market share that get's you through the tough times 3) Portfolio blend - the types of services and products that you offer - are you balanced? 4) Your team - growing your team and bringing on different talents and skill sets to enhance the overall team 5) Profitability - not quite about top line growth but can look at efficiency and processes and getting more clients through sales 6) Client experience - do you offer a red carpet experience?

Whatever your motivations are for being in business today, knowing how to define growth and working towards achieving it is how one in the remodeling industry can become successful.

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What does a healthy business look like to you? It's not always an easy thing to measure when applied to a business. Can you tell a fit business from an unfit one?

Mark has 10 criteria to help. How does your business rank? 1. Do you know your core numbers? 2. Do you have and know the processes & systems in place? 3. Do you have the right leadership in place? 4. Do you have a fundamentally strong team? 5. Do you offer quality & a well-defined product? 6. Do you earn a profit? 7. Do you have a lot of stress within the business? 8. Do you have a formidable reputation and manage it? 9. Do you have a plan for the future? 10. Do you have strategic partnerships & alliances?

Having a fit business is one of the core fundamentals to becoming a successful.

Check out Mark Richardson's book "Fit to Grow" that goes into greater depth on this topic!

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In the past episode, Mark focused on how you can pick the right client. Stating, that 1 in every 5 remodeling clients will not allow you to make a profit.

Today, Mark gives his take on how to pick the right projects in order to grow your business the right way.

Listen as he raises the following questions that will help you decide if a project is worth your time & valuable to your business.

Is the project within your knowledge comfort zone?
Is the project within your team's core abilities?
Is the project predictable?
Is the project well defined?
Is the project the right context?
Is the project the right size?

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How do you determine who the right client is for you? Not every potential customer is truly a potential customer. The secret to success is knowing how to pick and choose the right clients to position your business on a path to success.

1 out of every 5 remodeling clients will not allow you to make a profit. Mark Richardson has created a checklist to help you make sure that you push that 1 in 5 to perhaps 1 in 20.

Listen to Mark as he walks you through each question on his checklist to helping you achieve success by knowing who the right client is for you.

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How can you control your day? Don't let your day control you! This is a classic problem with how quick the pace is in business today. Clients expect near instant results and your team is working at a far faster rate than in the past.

Ask yourself this – why is being in control of your day important to you? If you can find the reasons why, then you will then find the conviction and confidence to improve.

As you listen to Mark talk during this episode, he'll present to you a number of reasons why being it's important to be in control.

Register for Mark's webinar: New Year Business Planning: How to Set Goals & Dominate 2016 at:

http://www.surefiresocial.com/2016-planning-business-trends-marketing-sales-and-lead-management-with-mark-richardson-and-tim-musch/

Enjoy!

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If you fail to plan, you are planning to fail. Plan your day every day. Do it consistently. Then you work your plan. Without a blueprint, otherwise it becomes chaos. People oftentimes just dive in with a short checklist and don't take the time to truly plan.

Challenge: make it a point to plan each and every day.

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How can remodelers become a master of time mastery?

You can’t feel it, can’t touch it, but everyone understands it…the subject of time. Time is such an important element in today’s business in terms of sales, client expectations, and production processes.

In this episode of Remodeling Mastery, Mark gives you 3 touch points: 1) Thinking about time differently, 2) Learning about time and the implications in the remodeling realm, and 3) How to master time and how to take your time mastery techniques to the next level.

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What does success look like to you? Among the most successful businesses in the remodeling industry, I've found that they all share these three common principles: 1) They have the right mindset, 2) They are fundamentally fit, and 3) They are able to and willing to change. Join me in this episode of Remodeling Mastery as I delve into these three principles and how they can be applied to your remodeling business.

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The theme Mark talks about in his book, "Fit to Grow" is one of people being your greatest asset. It's an important principle to live and breathe. An asset is an investment and you treat your greatest asset with great care and attention. In the remodeling industry, people are more important than the actual stuff. The employee carrying the table saw is more important than the table saw itself. The driver is more important than the van itself. If you can believe in this theme, you can potentially set the right foundation for retaining and growing the right kind of organization.

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A big theme that I have coined and speak on is your organization needs to become a magnet, not a net. There's a tendency in the remodeling industry to just throw out and use old ways to attract people but this metaphor of being a magnet where the talent is drawn to you as compared to being a net where you toss out into the ocean and you don't know exactly what's going to swim in it.

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The culture of your business is something that you need to figure out, now. If someone were to walk up to you and ask you, “How’s your business like?” or “How is it working for XYZ Company?” – would you know how to answer that question? The culture of your company should be something that ultimately drives those who work for you, into a mindset where they WANT to succeed. It should define who you are and the mission of everyone associated with it. The culture doesn’t manifest overnight; you’ve got to train it, and you’ve got to be patient with what’s going on around you. Embrace the opportunity and live by who you are and what you want your company to become.

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Let's face it, most people didn't go to Remodeling University. They weren't trained on how to do the business or how to formulate it in the best way possible.

The first two parts of this series covered the motivations to having a dashboard followed by the three key metrics that you must track in the dashboard.

But in this segment, Mark Richardson covers between 5-7 other elements to your dashboard that you should think about having that will take it to the next level: things such as the demographics of your client, your client's reviews, financing rates, your team, cancellation rates, time spent, and the health of your business. All of these factors will help you monitor and maintain the effectiveness of your company.

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Learn about the tools that Google provides to help your home improvement business succeed in maximizing your online presence: http://www.surefiresocial.com/googlewebinar

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Once you get past the motivations of developing a dashboard for success, now you must actually HAVE the dashboard. Mark Richardson touches on key points in managing your overhead expenses, sales, and gross profits of your business. Maintaining these three elements to your dashboard is what will determine effectiveness in your operations. Deeper metrics that he suggests monitoring are your leads, cost per lead, and lead source, while also being aware of your close rates and average ticket price.

Sign Up for the webinar: "How Google’s tools Help Home Improvement Businesses Succeed In Digital Marketing" - www.surefiresocial.com/googlewebinar

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With Mark Richardson being the remodeling business for over 30 years, he knows what it takes when offering breakthrough advice for home remodelers in the industry.

In this episode, Mark covers a three-part series, first touching on the seven motivations of owners in the remodeling business. He answers the question, "What is success?" and offers ways to stay on top. Secondly, he goes into fundamental dashboards, and how they are used to measure success in the home remodeling business. He wraps up the episode by taking the dashboard you create, to the next level. Listen in on professional insight from a well-known leader in the industry, and learn how you, too, can create a dashboard for success.

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Many people think their greatest competitor is another contractor, or remodeler. Many think that it's a potential discretionary spending in their lives such as a boat or vacation, but quite frankly your greatest competitor out there today is in fact, your client.

Mark Richardson introduces the number of home remodelers in the United States and how many of those are considered professionals. These professionals need to know who the competitor is and Mark unpacks 7 elements of why homeowners react the way that they do to the home remodeling industry and what you can do to beat the system.

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Remodeling Mastery is about sharpening your acts. If you think about the levels of mastery that we go through in sports, and in life, your business has the same evolution. Mark Richardson has been in this business now for over 30 years; started, certainly in design, architecture, and was active in growing a very large remodeling business in design build, and handyman services, and kitchen & bath. And as a result of that, Mark really has learned a lot. Mark has learned a lot of techniques, ideas, philosophies, themes, and that’s led to writing some books and certainly some articles for the magazines. So today, Mark Richardson wants to talk about a subject that he thinks that is very very important, and that is the remodeling environment.

Mark Richardson unpacks the 5 indicators of the remodeling environment that businesses should be monitoring to thrive in their industry: home appreciation, interest rates, unemployment, "homes under water", and the stock market.

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Remodeling Mastery by Mark Richardson: Recent Episodes

Mark Richardson

4 - Stock Market continues to be very strong. This is a great indication of overall wealth that homeowners can invest back into their homes.

5 - Housing Market. The ability to build new homes and the demand for new homes has created a gap that is pushing people to focus more on investing in their home, rather than selling and buying.