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Defend Your Profit, Not Your Prices

Today more than ever home buyers and remodeling customers are fixated on price.  Our nation’s consumer mindset is an intangible force behind most sales negotiations, including those involving major purchases of new homes or remodeling projects.  The impact on our industry is builders feeling beat up and exhausted trying to overcome this issue and ultimately [...]

Your business: an entity or your identity?

When I ask builders to talk about their most important goals, none has ever said it was to be busy.  While being ‘busy’ is commonly associated with having a lot of business on the books – a result of making a lot of sales, of being successful,  ‘busyness’ is another story.  Busyness is a behavior [...]

Three Leadership Axioms to Disrupt the Status-Quo

It goes without saying that every business owner wants great results.  A few have the discipline to create and follow a plan to produce those desired results.  However, many default to busyness and assume that they are reaching their goals, only to be met with frustration.  That’s called the “status-quo”.  We want great results, but unintentionally [...]

Success is in the Numbers Part IV, Controlling Costs

Managing a growing construction business can feel like driving a car without brakes.  Some days the road is nice and level with safe places to stop and rest and others like flying downhill trying to avoid crashing.  Daily demands grow, cash becomes scarce and unexpected expenses hit at the worst possible time.  To make matters [...]

Idea Sourcing

In his classic book “Think and Grow Rich” Napoleon Hill describes a Master Mind as: “Coordination of knowledge and effort, in a spirit of harmony, between two or more people, for the attainment of a definite purpose”.  The Master Mind, he claims, is the single richest resource for real power, and one that can never [...]

Not Your Father’s World

The world we live in and do business in is changing – fast.  That means two things; first, our customers have changed, and second, we must change to keep up with them.  While business fundamentals like systematizing, getting organized and measuring key indicators remain constant, just about everything else is in flux. What does this [...]

I’m Late; How Not To Be

If there is one thing I hate about my daily habits, it’s being late.  I hate to be late- for anything!  But somehow, in the name of productivity I guess, I manage to cut almost every appointment so close that I end up either rushing to make it on time, or late.  The only thing [...]

Success is in the Numbers Part II; Setting Profit Goals

Profit is the name of the game.  Without it there is no tomorrow – business stops.  However, many business owners don’t behave in a way that would convince us that this timeless principle is true.  When I ask audiences to respond to the question “How many know your net profit goal for the year in [...]

The Compassionate (but Ultra-Successful) Leader

Being compassionate and caring is a skill that comes naturally to many leaders. But what happens when employees or direct reports perceive a leader’s compassionate spirit to be a weakness? Or what if, in your boldness to achieve, you are perceived as one who is always demanding more with no apparent thought of others’ wellbeing? [...]

Success in the Numbers – Part 1 Overhead Myths and Musts

Building and remodeling homes is complex business - the variables are countless.  The business of building requires much more than technical expertise.  It requires financial expertise!  Success is in the numbers, and without a commitment to know, and own the numbers, business owners in the construction industry have little hope of ever attaining lasting financial [...]