Things may change in a HUGE way!

No matter what your political outlook is, you must agree that things about to change in a big way?

Watching the latest news, you can't help but notice the momentum and enthusiasm to get our economy back on track.

Imagine, people back to work, making money, feeling optimistic about their future, and ... buying your construction services.

Just this last quarter the GDP grew to 3.2%! A HUGE difference from the paltry 1% we've experienced in the last 8 years.

Carrier announced it wasn't sending jobs to Mexico, Ford the same thing. Even Apple is trying to figure out how to make its phones in America. US Steel is bringing 10,000 jobs back. Things are changing, things are getting done. The near future looks fantastic for you.

And ...

It appears that this economy is going to grow like crazy!

However ...

Will you be ready?

Will you be able to maximize sales, profits, and growth with the existing business tools you have now?

Do you have your strategic plan to capture your fair share of this work?

What's your strategic marketing plan? Do you have all your promotional pieces ready to go?

If you are not sure, I can help. It is what I do. All you need to do is contact me and let's talk about your business.

Interested?

Click here to set up call. 

The time is now, not later when it will be too late.

Why People Won’t Buy From You

Have you ever gone through a sales presentation thinking this is really best for the customer, and then they do not buy?

You can’t force anyone to buy your services. However, you can take action to avoid the reasons they play out in their head for not making the purchase. Hopefully, by doing this, you’ll encourage them to buy instead.

Today, people are wrapped up in themselves and their daily lives. They are often too busy to stand back and analyze what is best for them. They will make time for what is important to them, but not necessarily what is important for them. Instead, they conjure up all kinds of excuses for not doing it. 

To remove them from this vicious circle of no, show them how your product or service will truly benefit them, all while touching their emotional touchstone.

Understand that everyone buys for emotional reasons. These emotional buying triggers are:

• They need something

• They want something

• They desire something

• They have a problem they want solved

No one likes to be sold. This is even true for you. However, everyone likes to buy. Any form of steering them away from being sold to the enjoyment of buying can also speed your closing along the way.

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Other people have a fear of buying. What if it is a mistake? This is where your testimonials and credibility plays an important factor. Find a shortcut from the doubt to the benefits that they will enjoy after they made the purchase. Show them how you’ll eliminate their perceived doubts, step-by-step.

Others may not understand what they are purchasing.

Provide as much information on the product benefits since the average person can emotionally tie to benefits over technical specifications. I've seen contractors go deep into technical specifications and jargon completely losing their clients attention. You are trying to sell the value, or as famously said, the sizzle, not the steak.

Still others are focused on price. It is true everyone wants the best price. It is also true that there are some people who will be never satisfied with whatever low price they get. I’m not a fan of being the low price. Instead, price out what it will take to give them what you promised with a reasonable profit. 

Realize this.

When your customer is focused on a lower price one of two things is taking place.

1. The person just wants cheap and most likely will be a problem for you if you drop your price.

2. You have failed to touch their emotional buying so they are resorting to logic which is price.

If you can't get them focused off of price remember Kenny Roger's song the Gambler; "

"You've got to know when to hold em, know when to fold them, know when to walk away."

Learn to ask questions that will help you uncover their emotional buying trigger that they are using, then adjust your sales process to satisfying that trigger. You’ll close more deals at your pricing and a lot faster.

Why Having an Executive Business Coach is Scarier Than Dating Angelina Jolie

In the last twenty years, I have been working as a coach to owners of contracting businesses, I've come to realize more owners prefer not having a coach to help them with their business, then the number that actually engages coaching services. The question is. Why is that?

The answer to the problem is two-fold.

One. Too many contracting owners allow their ego to get in the way. They feel, that hard work, long hours, and greater risk are the only way to succeed, let alone, admit they need help.

Two. Accountability. Some do not want to be held accountable for their actions. I guess it is a lot easier to blame anyone or anything else. The problem with this approach is that the problem never goes away.

For me, as an executive business coach, I have to talk to 100 prospects before I can land a client. That means at least 99 continue  with the same problems, never improving. Think about that. 

For that 1% that do engage my services, they proceed to solve their problems and mastering their businesses, getting a huge R.O.I. for the coaching, thereby making more money for themselves, and having more time for themselves. 

You would think more would prefer success over hard work and low returns, unfortunately, that is not the case. Human nature is somewhat baffling.

1% seems to be a specific number. 1% of those who are successful earn more money than the average 99%. You would think more of the 99 would want to join the one percent.

Meanwhile, I guess it is a lot less scary to be dating Angelina Jolie.

Working for Peanuts Only Feeds the Elephant.

"I'm working 16 hours a day, and I'm still not making money!"

If that is you, you need to stop working for peanuts!

Since I work with contractors from all over the country, I typically find their pricing model is all wrong. Simply put, they are working for peanuts. Peanuts are okay if you are an elephant. However, working for peanuts is not good for you or your business and its survivability.

A good pricing model must cover your costs and generate enough for your reasonable wage and profit. This is where too many contractors make this fatal mistake. They allow the market to drive their price down into the cellar.

The steps to correcting this is to have a real understanding of your numbers. That means, having them in a format that allows you to see what it is costing you, what your burden or overhead really is, and what you project you can do over the year.

Nevertheless, let me warn you. I see lots of numbers from hundreds of contractors. In 9 out of 10 instances, their Chart of Accounts is wrong and misleading. Why? Because most accountants and CPAs that set them up are inexperienced on what makes a contracting business work.

If the Chart is incorrect, that means all the assumptions being made are inaccurate. This leads to assuming you are making money when you are really leaking money.

I often hear contractors say that their competition is taking all the work for nothing. I say, let them! The earlier they feast on the peanuts, the sooner they will find themselves in financial trouble.

Don't assume yours are correct. I strongly urge you to find out what you have, and what you need to do to correct them.

The bottom-line is this. You're in business to make money. You need to earn a weekly wage just like the wages you pay your help. However, in order to grow your business and survive, you need to make a profit on top of everything else. Get on top of your financials. This is the key to success.

#contractorcoach

If I Had To Start My Business Again (Step by Step)

Often.. I've wondered...

What would I do if I lost EVERYTHING and had to start my business again?
 
We'll here's what I'd do:

CLICK HERE - Find Exactly How I would Do It!

Inside you'll learn step by step how.

The Problem with Promises

We've all experienced that client or customer who tells you they're going to give you a job ... or maybe the next one.

The problem is that too many business owners start seeing the money as theirs, like they already have it in their hands.

 Even worse, some in spite of not having it but believing it is theirs, start spending it.

 They call it "gearing up" for the promised work.

 The truth is, until you have actually got the money in your hands, you don't have it!

I run into this quite often with owners of construction companies. Someone promised them the work, got them all involved, suck all their good ideas out of their minds, and move on to someone else.

These so-called prospective customers are bottom-feeders. You need to figure out their approach and avoid them like the plague, or develop a system to stop their flagrant use of your precious time.

I suggest entering into a limited contract to hire you as their consultant. You can also start making them pay for your estimate. To sweeten the pot, offer to credit it off of your contract for the work.

Whatever you do, stop spending money you haven't earned yet.

The Danger of Doing Nothing

One of the most common obstacles I run into with potential clients that seek my coaching services to help them with their business, is their hesitation to take action.

It is not unusual to see an owner of a contracting business, frozen in their tracks with fear when business takes a turn for the worse. What most do not realize is that due to their lack of mastery of their business skills, their business was doomed before the economy turned on them.

Now, don't get me wrong. I'm not implying that all is lost. In fact, my recent review of my coaching clients that came to me six-months ago demonstrated the power of getting help.

Let me explain.

The clients who started with me back then, religiously follow up and implemented the changes I worked with them, have shown HUGE gains. For all practical purposes, I'll focus on the smaller volume clients. Those doing under $200K in Sales in that time period. We made big changes in their pricing model, marketing, business strategy and financial control. All have seen an increase in Sales, been able to take a weekly salary, and showing a Net Profit for the six-months ending in the 21 to 23 percent range. That means around $21,00 or more after paying themselves a reasonable weekly wage. All within six-months!

Yet, many others, due to their lack of taking action, have not been able to achieve similar results, or anything close.

You see, getting help does HELP! Doing nothing, gets you NOTHING!

Getting the right coaching help to improve your business, make money and sell your products or services, is the right thing to do.

Without it, you keep yourself on a path of nothing.

So, instead of doing nothing, or trying to figure out the right strategy when you have no clue what to do, the best strategy is to get expert advice. Advice from someone who has seen your predicament before, and knows the correct path to turn things around.

What you need is the best strategy, that powerful one that layers all the proven strategies one on top of each other in a synergistic model to produce the best result possible for you and your business.

Don't be that frozen deer standing in the road staring into the oncoming lights of the inevitable. Get help now, not later.

Because the outcome of doing nothing is predictable.

Ready to talk? Click on the link below and we'll set up an appointment.

>>>Henry! I'm ready to do something. Let's talk!<<<

The Curse of Delay!

How many of you use the curse of delay to postpone taking action or doing the ‘things’ you know deep in your heart need to be done?

I suspect many of you use it all too frequently. As a matter of fact, it is the most common of human traits. It is also called “Procrastination.”

Maybe it was embedded into your personality as a youngster. Possibly, you learned to do it in your early adulthood. However, as an adult, one with massive responsibilities, it can lead to massive problems.

Understand me, I don’t believe that the ability to delay is something that you were born with. It is a believe system or habit that you allowed to take over your decision-making process.

I use the curse of delay to prolong or control my spending. Especially, with pricey and high-ticket items. I like to sit back and re-think it. It gives me a chance to properly evaluate its needs and to suppress that emotional urge to feel good by purchasing it. I also find that as I am getting older, I use it more often. Maybe I’ve learned a thing or two along the way?

Unfortunately, there are “things” that the curse of delay impacts dramatically in an problematic manner. In business, this can be where you feel its impact financially.

Some people are feeling the lack of sales. From the beginning, I’ve spoken that the one ‘thing’ you don’t want to do is stop your marketing. If sales are lacking, marketing is the business tool that is suppose to generate leads in order that sales can be produced. However, if you have a poor marketing strategy, nothing will help until you improve it.

So what do you do? Do you delay or find out how to improve your marketing? I recommend the later.

It is very much like the financial management of your business. Do you delay finding ways to cut back and survive, or do delay? I saw way too many contractors put the full weight of the curse of delay on this one. The result? Well, they’re gone now.

You see, there are some things you NEVER allow the curse of delay to affect. Improvement is one of them. Whenever you have the opportunity to improve yourself, your business, your future, your relationships, you do not allow curse of delay to stop you. You never allow the excuse of money to stop you. You never allow the alleged lack of time to keep you from improvement.

Remember, improvement come from work. Work comes first. Then reward. It’s not the other way around.

Struggles will always come first. But you must see the work as a way to overcome your struggles. By forcing yourself to implement the work in order to achieve the improvement, you are creating a habit of success.

Try it today. Pick an area or problem in your life or business. Commit to doing the work and making the investment of time and money to overcome it. Mastery takes time. Like anything of value in life, it is worth it, but only if you achieve it.