Homestead Post

Soon, 2024 will become history, and 2025 will move from the future to the present. As this year winds down, you’re likely thinking about ways to improve your business in the year ahead.

Find the key to unlocking greater success by proactively observing this past year. Here are four areas to assess:

• Supply chain: If you struggled to get materials on time, close gaps between when your customer signs your contract and when you order from your suppliers. Also, consider keeping frequently ordered materials
  in stock to avoid delays.
• Technology: Are manual administrative tasks consuming your time? Consider software tools to help you handle your accounting, manage projects, and communicate with workers and customers more efficiently.
• Project profitability: Review the profit margins of the jobs you completed this year and take note of which projects were most profitable. That exercise will help you decide where to focus your efforts in 2025.
• Customer communication: How quickly did you respond to requests for quotes? Were you proactive in letting customers know the status of their projects? Reflect on how your level of communication affected your customers’ satisfaction and your business’s reputation.

We wish you abundant success in the New Year!

Please join us in welcoming Shannon Davis to the Homestead Outdoor Products team!

Shannon has worked in the building products industry for six years. She has well-rounded expertise, including in-depth knowledge about our primary railing products.

Homestead Outdoor Products is under construction! We are rebuilding our facility to accommodate our growing team and to better serve you and your customers.

Our new facility will feature an expanded showroom with many products on display, directly built into our space so you can see materials in an actual installed environment. The showroom area will also have a consultation room where you can meet with your clients to discuss their projects privately.

We expect that construction will continue into the spring of 2025. In the interim, please keep a few things in mind:

• We are still here to serve you and your customers! Although we will not have a showroom until the work is completed, you can see products by contacting our sales team to schedule a time to visit us.
• Please allow a little extra lead time when placing orders to ensure we can meet your deadlines as we work from our temporary offices.
• During construction, we may experience short periods of Internet and phone service outages. If you leave a message, we will respond as soon as possible.
• We will be closed on Saturdays during the construction period.

Thank you for your patience and flexibility as we undergo this exciting change!

Stay tuned for our upcoming breakfast schedule! We will meet monthly at New Holland Coffee Co. from January through April.

Prepare to enjoy a FREE breakfast and get valuable product information, insights, and tips from knowledgeable vendor representatives. Watch your email and our next newsletter for details!

Part 6 in our series based on the book To Sell Is Human

In his book To Sell Is Human, author Daniel H. Pink talks about the importance of improvising—i.e., reacting to cues from the buyer during sales conversations. He equates the dynamic nature of sales to improvisational theater, where actors have minimal (if any) scripting, and they pivot their words and actions in response to what others say or do.

Tips for Leveraging Improv in Your Sales Efforts   

Pink suggests doing these three things during conversations with prospects:

1. Hear Offers
Actively listen for subtle hints of what the buyer really wants or is willing to accept. Even objections can be underlying offers you can act on. For example, if a customer says, “Your quote is too high,” there may still be an opportunity to close the deal if you can lower your price.

2. Say “Yes, and” not “Yes, but”
Responding to a buyer with “Yes, and” opens the sales conversation to positive possibilities. For instance, if a prospect asks if you can expedite a job that you can’t complete by the desired date, you might respond with, “Yes, and by the end of today, we will give you the estimated cost of adding more laborers to finish the work by your deadline.” Conversely, a reply beginning with “Yes, but” sets a tone of negativity and inflexibility.

3. Make Your Partner Look Good
Improv actors help each other perform their best. Likewise, a salesperson should help the buyer look good. Ensure that your prospect is heard and respected so they feel they’ve received a fair deal. You look good when you make your customer look good—and you’ll be more likely to maintain goodwill throughout the project. ”

Missed the earlier articles in this series? Catch up by reading Parts 1, 2, 3, 4, and 5.

With Wolf® PRO Certification, you receive the training, tools, and support to become an expert in installing Wolf products and to build your reputation as a superior contractor.

• Training on product installation, specifications, care and maintenance, proper storage and handling
• Professional tips to help your business succeed
• Access to game-changing benefits, including:
  • › Extended Wolf PRO Labor Warranty
  • › Designation on the Wolf website to help you generate leads
  • › Purchase incentives
  • › Exclusive marketing tools
  • › Product literature and samples

Talk with your Wolf representative or visit the Wolf Home Products website for details! wolfhomeproducts.com/professionals/contractors/

People often think of overdelivering as an expensive way to add value. But setting yourself apart doesn’t have to be costly or complicated.

1. Set Clear, Realistic Expectations

When meeting with a customer, discuss the project details and address potential challenges. Being upfront about what your customers can expect creates a baseline you can then strive to exceed.

2. Keep Your Customers in the Loop

By communicating with homeowners throughout the process, you’ll be better able to manage their expectations and give them peace of mind even when circumstances change. How you handle challenges can make or break the project in your client’s eyes. Focus not on the problem but on providing a revised plan to overcome the setback.

3. Go the Extra Mile—in Small Steps

Something as simple as calling the customer after you complete a project to see if they have questions, sending a thank-you note, or leaving a small gift behind can make you memorable.

The Rewards of Overdelivering  

Overdelivering doesn’t require an extraordinary effort—just an extraordinary commitment to clarity, communication, and a willingness to go a little further. It’s a sure-fire way to earn repeat business and word-of-mouth referrals.

The IRC ensures projects are structurally sound and safe. Failure to comply with them can result in costly, time-consuming re-work or legal troubles.

Avoid these common code violations when building decks:

• Not having proper on-center spacing for stair stringers (requirements can vary by decking product)
• Failing to install a code-compliant rise and run for stairs (make sure the angle is within the specs!)
• Not installing continuous graspable handrail when required
• Using the improper type or amount of ledger connections to the house
• Not installing products according to the manufacturer’s requirements
• Not following the approved plan’s specifications

When in doubt about the requirements, consult the most recent IRC code book.

Part 5 in our series based on the book To Sell Is Human

Whether knowingly or not, contractors make a “pitch” to potential customers whenever they talk about their capabilities. In his book To Sell Is Human: The Surprising Truth About Moving Others, author Daniel H. Pink describes that the purpose of a pitch is to “offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.”

Your first interaction with a prospective customer is essentially a pitch. Here are some suggestions inspired by Pink’s insight that can help you think more strategically about your pitch so it makes a positive first impression.

Tips for Creating a Winning Pitch  

1. When crafting your pitch, ask yourself:

• • What do I want them to know?
  • What do I want them to feel?
  • What do I want them to do?

2. Reduce the essence of your services to one word or phrase that represents what’s most important to pitch to your buyer.

For example:

• • Timely
  • Beautiful
  • Stellar service
  • Dependable

From there, you can frame and build the rest of your pitch.

3. Get creative!

Consider forming a rhyming pitch you can use in your marketing materials (business cards, website, email subject lines, flyers, etc.). Rhymes can make it easier for homeowners to remember you. For example, “Decks by Riehl’s are value deals” is a more memorable turn of phrase than “Riehl Construction and Renovation offers great value.”

Next, look for Part 6 in our series: Improvise. If you missed Parts 1, 2, 3, and 4, read them now.

Operating a contracting business can become a 24/7 endeavor—and a recipe for burnout if you’re not careful. While your healthy ratio of work to personal life may differ from someone else’s, the keys to achieving work-life balance are the same.

1. Set boundaries.
Avoid bringing work home with you and set your business phone aside when spending time with family and friends.

2. Get organized.
Keep paperwork, electronic files, and your schedule in good order. This will help you manage time more effectively, boost your productivity, and reduce stress.

3. Delegate tasks.
While you may feel like you have to control everything, remember that you’ve hired capable people with the skills and knowledge to lighten your load.

4. Prioritize self-care.
Look out for your mental and physical health by carving out time to do something (e.g., work out, pray, read, etc.) that fulfills and relaxes you.