We’ve held eighteen business-building discussions in 2020. You can purchase and watch any of the recordings, topics are below. All discussions began with a presentation, then opened up for Q&A
| Four Basic Questions on a Sales Call Michael will talk for 10-20 minutes on the four basic questions you need to have answered on every sales call. The presentation includes a sample letter for use on sales calls. |
Design Agreements Michael discussed design agreements, a sample design agreement is available to download. |
| Letter of Intent Michael discussed the letter of intent; the purpose, why and when you want to use a letter of intent, how to present it, and the deposit. A sample letter of intent is available to download. |
Taking a Lead Michael will talk for 10-20 minutes on taking a lead. He discussed lead forms, questions to ask, questions to avoid. Qualifying the customer and setting the parameters for how you work. A sample lead intake form is available to download. |
| Generating Leads Brian Javeline discussed ways to position your website and social media during this time to strengthen your business. |
Hiring a Salesperson Michael Stone discussed hiring a salesperson: How to advertise, how to interview, criteria to consider, compensation, setting company standards. The Q&A included questions on compensation, duties of a salesperson, and more. |
| Supporting a Salesperson Michael Stone discussed support your salesperson (ie, how to treat a salesperson). Establish company expectations, setting sales goals, providing leads. |
Presenting Paperwork Michael Stone discussed presenting paperwork to a prospective client, including contracts, letter of intent, design agreement, demo/discovery agreement, change work orders and more. |
| Sales Opportunities, Part 1 Michael presented various opportunities (or challenges) you’ll face on a sales call, and how to address them in a positive manner to make the sale. |
Sales Opportunities, Part 2 Michael continued his presentation on various opportunities (or challenges) you’ll face on a sales call, and how to address them in a positive manner to make the sale. |
| Planning for a Better Website Whether you want to give your website a facelift or build a new one from scratch, discover things you can do ahead of time that make your website easier to build, and that often means less expensive. These tactics will also better optimize your website to generate leads. Presented by Brian Javeline. |
Working with Subcontractors Michael discusses how to make the relationship between general and specialty contractors strong and win-win for both parties. |
| Working with Architects Michael discusses how contractors can work better with architects and designers. He also discusses how to develop a relationship with an architect to generate more business. |
Common Estimating Errors Common estimating errors made while compiling an estimate. An estimate sheet is available to download. |
| Checklists in Estimating and Business Michael explains the importance and use of checklists in both estimating and business management. |
Turbocharge Your Marketing for 2021 Reset your marketing mind. Brian Javeline brings passion and proven marketing experience to present a super-fast checklist of marketing items to review during the holiday season, to help you enter 2021 with a turbocharged marketing plan. |
| Using Allowances in Your Contracts Michael Stone discusses contract allowances: A review of installed and material allowances. How and when each should be used, with sample contract language for their use. |
Year-End Planning and Review Michael Stone presents information and tips on planning for a stronger 2021, regardless of what comes our way. |
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