Mastering Your Message


I’m an AM news radio guy. I find the windshield-time passes much more quickly when I’m listening to an interesting news story, an interview, or a political analysis. To me, it beats the heck out of the pop music station, or listening to some inflated jerk go on and on about some inane topic. Anyway, …

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“… Look at everything she’s doing!”


A building designer named Jenny Pippin, who I’m doing some work with, shared with me an email she sent to an architect who asked her for advice in getting more referrals. Her response is an incredible demonstration of the saying, “Of course she’s successful… look at everything she’s doing.” Jenny is exceptional in several ways, …

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Why Should I Choose You? (Part II)


Last week I wrote about finding your Why…  how to answer the question, “Why should I choose you over your competitors.” I got some very nice feedback about that article, which you can read here in case you missed it.  I include a great list of questions you can ask yourself to help you with …

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Getting More and Better Leads


One of the consistent themes I hear from the contractors I work with is that, once we’ve got their sales process working, they want to get “more qualified” prospects.  That usually means prospects that aren’t so focused on price. How can you move from the middle income – or even upper middle income – prospects …

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It worked great…so I stopped doing it.


I had a consulting call last week with a remodeler named Bruce.  He’s built a pretty successful business over the last 20 years and is now in a position to really explode it. His goal is to build the top remodeling company in his area in the next five years.  I LOVE working with contractors …

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