Homestead Post

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.

While following up with customers after a project takes a little time, it can provide significant benefits for your business.

Why check in with homeowners to ensure they’re satisfied with the results of your work and the experience of working with your company?

It will help you:

• Demonstrate that you care about your customers, thus earning their trust—and their repeat business.
• Gain qualified leads through positive word-of-mouth referrals from satisfied customers.
• Get feedback that will help you improve aspects of your business and address issues promptly.

Moreover, post-project follow-up can set you apart from your competitors AND pave a natural path for asking your satisfied customers if they’ll consider leaving an online review on Google or social media (where many people go first to check if a contractor is reputable).

So, consider reaching out to your customers after completing the job! By showing that you welcome their ideas and observations, you’ll win their loyalty, build long-term relationships, and achieve a reputation for running a responsible and trustworthy business.

Get 10% off when you order Otter-Tech Underdecking by July 31, 2024.

Pickup or delivery is required within 30 days of your order date.

PART 4 IN OUR SERIES BASED ON THE BOOK TO SELL IS HUMAN

According to author Daniel H. Pink in To Sell Is Human: The Surprising Truth About Moving Others, clarity is “the capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn’t know they had.”

While in the past, salespeople had privileged access to information about their industry’s issues and solutions, buyers now have access to much of the same through the Internet. Without the expertise to determine what’s accurate or relevant to their situation, customers may misdiagnose their problems and incorrectly identify what will solve them. That means today’s sales professionals must be problem-finders as well as problem-solvers.

Cut Through the Clutter and Create Clarity

Buyers need your help! By creating clarity through curating relevant information (and weeding out what’s irrelevant) and sharing your expert insight, you can empower customers to understand their needs and the solutions that will meet them.

• Ask questions to narrow down their preferences. For example, don’t show them gray samples if they want a tan deck color.
• If you believe the customer’s preferences will not yield the best results, offer your informed opinion. For instance, if they want a tan deck but you believe gray would provide a more cohesive look, explain why and show them samples of the hues you recommend.
• Before ending a customer meeting, provide clear expectations for both parties. For example: “I’ll send you a quote in a week. In the meantime, you’ll decide which color in the Sanctuary line you want and verify if rod railing meets your HOA’s rules.”

Next, look for Part 5 in our series: Pitch. If you missed them, read Part 1, Part 2, and Part 3 now.

Keylink’s rod railing (with horizontal rather than vertical balusters) offers customers a unique aesthetic and contractors unparalleled ease of installation.

Available with the American and Chesapeake aluminum railing series, Keylink rod railing comes in a variety of colors (including custom hues) to seamlessly complement the other features of any outdoor living space. It’s an ideal choice for a modern look that’s on-trend yet timeless!

Reach out to us to learn more and place your order.

We’ve all heard the saying, “Don’t sweat the small stuff.”

But the small stuff—like joist tape—can make a big difference when installing decks made with pressure-treated lumber. Joist tape seals the tops of joists, beams, ledger boards, and stringers to prevent moisture penetration and rot.

Why Use Joist Flashing Tape?

• Protects the deck’s structural integrity
• Minimizes future maintenance needs
• Fortifies screws and fasteners
• Extends the life of the deck

Compared to the total time and cost of building a deck, joist tape requires minimal effort and adds very little expense. In return, you get peace of mind and satisfied customers!