Qualified Remodeler Magazine

JUN 2018

Qualified Remodeler helps independent remodeling firms to survive, become more professional and more profitable by providing must-have business information, namely best business practices, new product information and timely design ideas.

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unattached and leaking occurred. Many new windows were improperly installed. But by the time they noticed, their contractor was long gone. He had moved on to take another big job in the neighborhood. at job resulted in a lawsuit. I mention this not to highlight another story of an unprofessional contractor. We've heard too many of those. And I definitely don't want to imply that it's not OK for a contractor to drive a BMW or a Tesla or have a garage full of cars. Many, many remodelers I know are great business people and have created wealth they could have never imagined when they first started in the business. We love those stories. I mention this story because this contractor seemed to be in the business for all the wrong reasons. ere was an inauthenticity about him. My in-laws went with a recommendation instead of trusting their gut about this guy. Selling jobs and creating satisfied customers begins with quickly establishing trust and au- thenticity. Early on in a client relationship, who you are and who you present yourself to be says more about you than anything you can say. Be clean, be organized, be knowledgeable, be alert and be prepared. And leave all signs of suc- cess—expensive cars, clothing—at the office or at home. You might send the wrong signal and lose a job. Winning remodelers project an air of common sense and professionalism. Anything else is a distraction. | hen clients select remodelers, much of the decision to hire hinges on the personal style and personality of the owner or salesperson. Many of the most successful remodelers have cultivated a business style that matches their personal style. e result is a winning combination of authenticity and sincerity. at is why I was surprised to meet the con- tractor my in-laws had selected. He looked like a Biff or a Chip or a Trey, off to the country club for a round of golf. He drove up in a BMW, and he even had a sweat- er over his shoulders with the sleeves tied in front around his neck. is guy really wanted to be on an equal plane with his clients. I could hear him telling his prospects that he had "made a killing" in the market and had lat- er gravitated to remodel- ing as an avocation. He was above it all. My in-laws were successful people, but this contractor's style was not one that matched well with their usual keep-it-real approach to things. is was 10 years ago, and I was worried for my in-laws. I was worried that they had hooked up with a pretender. Looking back, I should have said something. But it was too late. e job was wrapping up. In my mind, there were a ton of great remodelers I could have introduced them to in St. Louis—Scott Mosby and many others—but I missed the window. Well, as you may have guessed, over time, problems emerged with the work from this con- tractor. Siding around a new dormer became BMW Contractor W Who you are and who you present yourself to be says more about you than anything you can say. 6 June 2018 QR QualifiedRemodeler.com EDITORIAL DIRECTOR'S NOTE Patrick L. O'Toole Published by SOLA Group, Inc. 1880 Oak Ave., Suite 350 Evanston, IL 60201 847.440.3000 Publisher and Patrick L. O'Toole Editorial Director Patrick@SOLAbrands.com Ext. 103 Senior Editor Kyle Clapham Kyle@SOLAbrands.com Ext. 107 Managing Editor Kacey Larsen Kacey@SOLAbrands.com Ext. 105 Audience Development Donna Heuberger Donna@SOLAbrands.com Creative Director & Tracy Hegg Production Manager Tracy@SOLAbrands.com Senior Graphic Designer Erika Nygaard Erika@SOLAbrands.com Editorial Advisory Board Stephen Gidley, GMB, CAPS, CGP, CGB, CGR, CPRC, CR Jeffrey Holloway, CKD, CBD, CGR Michael Nagel, CGR, CAPS Scott R. Sevon, CGR, CAPS, GMB, CGP, GMR Donna Shirey, CGR, CAPS, CGP Kenneth P. Skowronski, CR Midwest and West Paul DeGrandis Sales Manager Paul@SOLAbrands.com Ext. 100 Midwest Sales Manager Jessica Fidrocki Jessica@SOLAbrands.com Ext. 117 National Automotive Tom Lutzke Sales TLutzke@ACBusinessMedia.com Product Showcase/ Mike Serino Classifieds Mike@SOLAbrands.com Ext. 102 Digital Programs Tim Steingraber Manager Tim@SOLAbrands.com Ext. 106 Projects Manager Heidi Riedl Heidi@SOLAbrands.com Ext. 111 Subscriptions QR Circulation Dept. (866) 932-5904 QualifiedRemodeler@omeda.com A preferred publication of the National Association of the Remodeling Industry and the NAHB Remodelers

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