The thought of showing your financials to your employees may be unsettling. We’ve known remodelers who are so leery of sharing their numbers, their field crews don’t even know their project budgets.But it doesn’t have to be that way, says Ken Kirsch, a proponent and practitioner of Open Book Management. In this episode, Ken tells Victoria and Mark that showing your numbers will engage and motivate your team — while helping your bottom line.Ken is the president of MAK Design+Build Inc. in Davis, CA. Drawing on his experience as a carpenter and an artist, he and his wife Ellen started MAK Design+Build in 2003, out of an Airstream Trailer in their driveway. Ken’s a member of Roundtables group Krypton, and was introduced to the concept of Open Book Management at his very first RA meeting.Victoria and Mark talk with Ken about the positives, and one surprising negative, he’s experienced since embracing Open Book Management. They discuss:* What to show and what to avoid* Focusing on the Big Picture * The importance of your team being financially literate* When and how to discuss your numbers* Engaging your employees for lower turnover* And a whole lot more… Loved Ken Kirsch’s insights on open-book management?Ready to take your remodeling business to the next level?Learn how Remodelers Advantage can help you implement strategies like this—and more.Start your journey here.

The latest statistics on fraud should be a wake-up call for every small business owner. According to a survey by HISCOX, a specialty insurance company, 80 percent of embezzlements occurred at small businesses and 30 percent involved a loss of more than $500,000.With more work is being done remotely, including paying vendors and processing payroll, you must have controls and processes in place to avoid this happening to you.In this episode, we welcome Vicki Suiter, who shares simple practices and processes to help you avoid accounting fraud and stealing in your business.Since starting Suiter Business Builders in 1990, Vicki has helped hundreds of contractors and designers build solid foundations for their businesses, run operations more efficiently, and achieve the kind of success they never dreamed possible.Vicki’s articles and opinions have been widely shared in print and across the web. She is also the author of book “The Profit Bleed” – How managing margin can save your contracting business.Victoria, Mark and Vicki talk more about:* Why small businesses are targets in 80% of all embezzlement cases.* The most common place where people “steal” money.* Other ways employees and contacts embezzle funds from a company that are less obvious.* Recommended controls and practices a contractor should have in place to avoid this happening to them.* “10 Ways to Spot Accounting Fraud”Here is the link to the resource mentioned, “How to Spot Accounting Fraud”https://suiterbusinessbuilders.com/how-to-spot-accounting-fraud/

In a low-unemployment economy, recruiting and retaining the best talent is a continuous effort. You need a powerful competitive advantage — one that’s nearly impossible for anyone else to copy. It’s your company culture.In this episode, Steve Anderson tells Victoria and Mark why that is, and how you can develop a successful culture — or turn around a faltering one. Steve’s an author, entrepreneur, and philanthropist. He’s worked with tens of thousands of professionals to grow and expand their businesses. Steve has spoken at our Remodeler’s Summit and worked with our Roundtables members in the past.Your company culture is a combination of priorities and processes, and how your team acts on them, that results in how people feel about your company, inside and out. It can happen by default or by definition, but almost all successful cultures happen by design. He tells you how to look at your culture critically, and the steps to take to improve it, including:* Building on natural laws * Defining your priorities* Designing your culture intentionally* The law of emotion* What the 10 Commandments can teach you about changing your culture* Defining your culture in a written document* Setting expectations* Reinforcing acceptable behavior* Why the customer shouldn’t come first* Using your culture in recruiting and hiring* The culture mistakes you may be making* And more …There’s a copy of Steve’s first written culture guide in his book, The Culture of Success: 10 Natural Laws for Creating a Place Where Everyone Wants to Work. He invites everyone to use that culture guide to create your own — just click the link and make your purchase.

We are all so busy running our businesses that we often don’t realize that there are other potential revenue-generating investments that align with our present and future business needs.Chris Landis thinks you should consider helping businesses that lease their office space as an added revenue stream.In this episode, Victoria, Mark and Chris talk more about this innovative revenue source.Chris is a Co-Founder & Chairman of the Board of Landis Architects/Builders in Washington, DC and is a member of the AIA, with 28 years of experience in residential architecture. Landis Architects/Builders is one of the top Washington, DC renovation and remodeling firms and is co-founded by Chris and his brother, Ethan Landis.In this episode, Victoria, Mark and Chris cover:* The benefits, opportunities and challenges of owning your own building.* Offering space in your building to other business.* What is involved in becoming a landlord.* How these deals are structured financially and timelines involved.* How you can pass this knowledge onto other business owners. 

While Cost Plus Remodeling isn’t for everyone, it can be an enjoyable and profitable way of doing business.  If it is done well, it can be very rewarding and reduce the uncertainty of a market.Guest David Crane joins this episode to share why cost plus remodeling has proven to be successful for his business and his clients, and why remodelers should adapt this form of a remodeling contract.David is the CEO and President of Crane Builders in Nashville, Tennessee and has spent the past 34 years meeting clients’ needs with the highest standards in the remodeling and construction industry.  He graduated from Louisiana State University with a degree in Construction and after spending 10 years in his hometown of New Orleans remodeling homes, he moved his business to Nashville where the company has been delighting clients since.  Victoria, Mark and David talk more about:* Some of the keys to successfully doing Cost Plus Remodeling* The differences in Cost Plus Remodeling vs. Fixed Price Remodeling* How to make a profit when you have to show the client your markup* What to do with your labor and Project Manager costs on a Cost Plus Project* And more…



























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You’re Either On the List—Or You’re Out.This isn’t just a waitlist. It’s your only shot at scoring 60% off your ticket to the most impactful, business-shifting event in the remodeling industry: The Remodelers Summit.We’re talking about a one-day window to unlock unprecedented access to the event that industry leaders never miss. No second chances. No extensions. No exceptions.✅ One Day✅ One Link✅ One ChanceOnce it’s gone—it’s gone.Getting on the list is 100% free.Missing this opportunity? That could cost you thousands in missed insights, missed connections, and missed growth.Join the insiders who move fast, think big, and always stay ahead.Are you in? Or are you out?














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“The high cost of replacing employees means it’s important to find ways to retain the best performers, and studies show that transparency from the top can be a solution, boosting employee engagement and motivation.One way to achieve that transparency is to show employees the company’s numbers and teach them the business. Why not get them in the same game as the owner?The strategy is to create a business of business people. Then and only then will they begin to make a connection to the numbers that measure their performance and talk intelligently about improving the business.”– Steve Baker Steve Baker joins Victoria and Mark to talk more about the benefits and advantages of open book management, as well as some of the challenges that business owners face.Steve is Vice President of The Great Game of Business, Inc. and co-authored Get in the Game as well as the update of the number one bestseller, The Great Game of Business—20th Anniversary Edition.Known for his engaging and irreverent style, Steve is a top-rated, sought-after speaker and coach on open-book management, strategy and execution, leadership, and employee engagement.Victoria, Mark and Steve talk more about:* The best reasons that a business owner should teach their people business* Common perceptions that employees have of ownership when there isn’t open-book transparency* How employees can benefit from an open-book policy* How you can get started* And more…Resources mentioned in this Episode:The Great Game of BusinessDownload the Get in the Game AudiobookR/A Lumber Yard Run Calculator 

In this episode, guest Alan Hanbury of Hanbury Builders Inc. discusses three common areas where remodeling contractors are underperforming because they believe their gut rather than facts.Alan also talks about referral marketing, the effects of job costing done half-heartedly, and hiring when taking net profitability into account.Alan is president of House of Hanbury Builders Inc., and recently retired after 45 years as owner of the full-service remodeling firm in central Connecticut. Alan now concentrates on teaching, consulting and other business coaching opportunities. Victoria, Mark and Alan talk more about:The importance of referralsWhy monitoring job costing reports may be more important than accounting resultsHiring during labor shortagesAnd more…

Online reviews can be the “Lifeblood” of any remodeling company’s business and marketing strategy and in Episode 9, Victoria and Mark speak with Bryan Sebring a very successful remodeler who has mastered the art of collecting online reviews from his satisfied clients.Bryan is the Owner of Sebring Design Build in Naperville, IL and has quickly become a valuable resource and thought-leader for R/A and our Roundtables members.According to Bryan he is a self-taught marketer who jumped in with both feet following a website re-design project that went sideways.Bryan’s 7 Step process for driving positive reviews is more than just a marketing strategy. As Bryan describes, his firm’s process of asking for reviews and earning them with hard work, great design and a client-first attitude has become more of a company culture.As Bryan, Victoria and Mark discuss the 7-step process, we learn more about:* Strategies around specific websites such as Houzz, Angie’s List and Yelp.* Infusing the review process into your sales/lead intake process* Dealing with bad reviews* How to encourage and educate your clients to read and provide reviews* Setting expectations with clients at project kickoff* How to work with client on project completion and walk-throughFree ResourceAs Bryan describes his sales and lead intake process, he mentions that he provides his clients and prospects with information to educate them about online reviews: what to look for, good signs, red flags, etc.  Here’s the blog post he share’s with them, which also includes his free Remodeling 101 ebook.

To many remodelers, a project works like a relay race, depending on good handoffs of the baton. The sales-to production-handoff is critical, and if you drop the baton, the race is over.But there are ways to make it less of a hard handoff and more of a continuum, says Bruce Case. Bruce joins Victoria and Mark to explain how to break down the barriers and bring Sales and Production together as a team.Bruce Case is the president and CEO of Case Design/Remodeling Inc., one the largest full-service remodeling firms in the nation with more than $60 million is annual revenue. Focused on the Washington, DC, metro market, the company provides a unique mix of design/build and home improvement services. Over the past 15 years, the company has extended its reach across the US through a network of licensees and franshises working under the Case Handyman & Remodeling Services banner. All these initiatives is focus on inspiring team members and clients.Involving Production from the beginning of a job makes the projects more seamless and collaborative, creating a process that empowers employees and keeps them all focused on the bottom line. Bruce tells you how Case handles this team approach, including:* The need for accurate estimating* Why Project Managers get to sign off on a contract before the client does* Structuring compensation for Sales and Production based on gross profit* Who goes to what meetings and why* What to do when you need a tie-breaker* And a whole lot more…

Marketing is getting more complicated, and search engine optimization can seem like voodoo or black magic. The SEO landscape is always changing, as Google adjusts its algorithms every day.
The goal remains the same, though — growing your organic traffic online to rank higher in the search listings, so you get found by the people who will become your clients.
Spencer Powell joins Victoria and Mark to explain how to maximize your SEO, and share the recipe for a successful SEO strategy. 
Spencer is the founder and president of Builder Funnel, a digital marketing agency that helps remodelers improve their marketing and sales systems. They help you generate more leads and sales by putting the right technology in place to measure what’s working and what’s not so you can improve over time.
SEO matches up with the way people shop and buy. Users ask questions and do research, and you want your site to be there with the answers. But a successful SEO program is more than just choosing keywords and topics. You have to know what else comes into play. Learn more about:

* Good content vs. junk content
* Understanding what questions to answer
* How to drive traffic using social channels and email
* The keys to A/B testing, and how to do it
* Calls to Action and where to put them
* The importance of fresh content
* And more…

Including this link to the 200 SEO ranking factors Spencer talked about. If you’ve got questions for Spencer, shoot him an email at spowell@builderfunnel.com. There are more resources for you at Builder Funnel’s website.

Most work requires more than one person to get it done. Effective communication is essential to the enterprise. Everyone has to learn the skills to communicate effectively. One key is concentrating on what brings you success — in work, with your spouse or partner, and in the rest of your life. Build on that.
In this episode, Paul Winans joins Victoria and Mark to dive in to work on having effective arguments, resolving conflict, and working on listening.
Paul and his wife Nina owned a remodeling company for 30 years, living and working together, selling the company in 2007. Paul continues to work in the industry as a consultant, writer, and former facilitator with R/A’s Roundtables.  As a facilitator, Paul works with our members to help them improve every aspect of their communication.
The biggest problem in effective communication happens when people just want to be heard, and don’t take on the responsibility to listen. For entrepreneurs, especially, It’s easy to say you have to listen, but you’ve built your business on others hearing you, and that habit is hard to break.
It takes a conscious and constant effort toward improvement. Paul gives examples and tips for improving your communication skills, including:

* Focusing on understanding the other person
* Using “I” language, not “you” language
* Avoiding verbal attacks, even if they’re unintentional
* Asking neutral questions
* Establishing a foundation for decision making
* Bridging the gap between communication styles and paces
* How to tell if someone’s just visiting the conversation
* Why meeting about nothing is good, actually
* And so much more…

We have covered the dangers of stress and anxiety for you and your business a few times; most recently on Episode 108, where we touch on ways to battle and reduce it, including mindful meditation.
To explore this topic further, Victoria and Mark welcome Peter Feinmann, President of Feinmann, Inc, a design build company in Lexington, MA, just outside of Boston.
From the company’s beginnings in Peter’s home in 1987, Feinmann has grown into a multi-million dollar, award-winning firm, with a staff of 20+. Peter is a nationally recognized writer and sought-after speaker in the design/build industry and is the recipient of numerous local and national awards, including the NARI Contractor of the Year Award and Remodeling Magazine’s Remodeler of the Year.
In this episode, Peter talks about how to use mindful meditation to help manage anxiety and reactivity when dealing with clients and employees. Peter has been able to use meditation in order to be more effective by facilitating great attention and focus.
Victoria, Mark and Peter cover:

* How to get started with meditation practice
* How meditation has impacted Peter’s leadership at his company
* Has meditation has aided Peter and his company during crisis
* Information about the Mindfulness Meditation Teacher Training Program

Adaptability and leadership in times of crisis—whether personal or business-related—are essential skills for any business owner.
In 2018, Jef and Monica Forward were coming off their best year yet and gearing up for an even stronger 2019. Everything was on track—until life threw them an unimaginable challenge. Two key team members were diagnosed with cancer, one of whom was Monica, the company’s only estimator. The other was their lead designer.
Fast forward five years, and the Forward Design Build Remodel team is stronger than ever. In this episode, Jef and Monica sit down with Victoria and Mark to share their journey—how they faced adversity head-on and what kept their business moving forward.
Jef and Monica are business partners at Forward Design Build Remodel in Ann Arbor, MI. Jef has participated in every level of Remodelers Advantage Roundtables, is a member of the Mentor3 group, and serves as a Roundtables facilitator. Over the last four years, he has honed his leadership and coaching skills, leading to healthier growth, stronger client relationships, and a thriving team culture. He credits this success to his collaboration with Monica, their team, and the insights gained through Roundtables.
A strong company culture played a critical role in how their team rallied together and adapted to the emotional and operational challenges that came with Monica’s diagnosis. At the time, they were about to implement The Great Game of Business, a system that empowers every employee to think and act like an owner. Then, everything changed.
In this conversation, Jef and Monica open up about how they navigated the crisis, including:

Preparing for the unexpected
Developing a strategy to keep the business running
Managing work absences and redistributing responsibilities
The power of cross-training
Leaning on the strength of your team
Leading with vulnerability and transparency
Maintaining a positive mindset through tough times
Handling the emotional toll of leadership
and much more…

Today, thanks to their resilient company culture and well-established processes, Forward Design Build Remodel continues to thrive. Tune in to hear their story of perseverance, leadership, and the lessons they learned along the way.

As companies experience growth, there are tipping points where changes need to be made. One of those points is when you realize you need additional management for the organization. Many remodelers are considering adding a General Manager, but are unsure how it will work in practice.
The Cleary Company of Columbus, OH, reached this tipping point in the Development Department in the Fall of 2016. The company was changing rapidly, adding staff, and stressing the existing systems in place. Things were getting bogged down. Owner George Cleary promoted Aaron Enfinger from Production Manager to GM to step in the gap. He’s currently wearing both hats while searching for his successor as PM.
In this episode, Aaron talks to Victoria and Mark about his experiences in taking over his new role and what it’s meant for the company. While Aaron oversees the operations, George has more time for business development and long-term planning.
The decision to add an overlay of management was caused by three factors, says Aaron. The staff was stressed by the workload, they were having trouble getting projects through the different phases of the job, and steps were being skipped in previously reliable systems because of the rush to get jobs to production. He talks about what his job entails, and some of the challenges, including:

* Keeping the owner in the mix
* How to not overload a GM
* Managing people outside of your own job experience, like designers or marketers
* Creating new positions to help streamline processes
* Why to hire from within (if you can)
* Working with the owner (or CEO)
* The benefits of a walking meeting
* Small picture vs. big picture thinking
* And more…

As promised in the podcast, here’s the link to Aaron’s appearance on The Tim Faller Show, where he outlined his approach to creating a master schedule to control the flow of jobs through the pipeline.

Today we are jumping back in time to the beginnings of the PowerTips Podcast. 
For the past 20 years, Tim has worked with remodeling companies, large and small, to help improve profits by creating smooth, efficient production systems. As a Senior Consultant and “Master of Production” for Remodelers Advantage, Tim’s field and business ownership experience is vital to his additional role as facilitator for Owner and Production Manager Roundtables Groups.
In Episode 8 Victoria and Mark welcome Tim Faller to the show as he covers a topic that he has been working on for the past 5-6 years as he tours the US & Canada, providing on-site production consulting – “Zero Punch List Production.”
Tim provides a great overview of the zero punch list strategy and describes in detail how he has seen companies successfully implement this process. According Tim, all-too-often remodelers put the onus or responsibility of completing a punch list on the client, thereby creating the perception that the job is being presented as incomplete.
As they explore the zero punch list theory and strategy, Victoria, Mark and Tim discuss:

* Steps to successfully implement this within an organization
* How this effects sales process, contracts, payment draws, etc.
* Production Techniques & Checklists
* How to handle Backorders
* How to handle the final walk-through
* Getting rid of Head Trash

In this episode of PowerTips Unscripted, host Victoria Downing chats with Jessica Lipson, Vice President of People and Culture at JBL Consulting, about building strong leadership within your remodeling business. Jessica, who brings over 20 years of HR experience, shares her insights on identifying high-potential leaders, developing effective mentorship programs, and fostering non-toxic, inclusive company cultures.
Jessica explains the difference between high-performing employees, who excel in their current roles, and high-potential employees, who show the drive and emotional intelligence to lead in the future. She emphasizes the importance of utilizing tools like behavioral assessments and regular one-on-ones to spot these emerging leaders.
Victoria and Jessica also dive into:

The key skills future leaders should possess, such as emotional intelligence, resilience, and adaptability.
How to balance formal training with real-world leadership experiences.
Practical strategies for resolving workplace conflict and building a respectful, productive team culture.

In this episode of PowerTips Unscripted, host Victoria Downing interviews Robert Gurinowitsch who shares insights on incorporating state-funded projects into a remodeler’s revenue stream. Robert explains how these opportunities can be lucrative but require navigating government regulations and compliance.
Robert Gurinowitsch is the regional program manager for Best Bath. Best Bath has been providing over 25 years in Strategic Solutions for Home modifications and Home access. They work with Home and Community Based Service programs, Managed Care Organizations, Workers Comp, and Bank Trusts.
Victoria and Robert talk more about:

* Challenges and benefits of state-funded work
* How to start doing state-funded work
* Examples of how state work has helped companies 
* And more…

Most remodelers start as the sole salesperson for their companies. Stepping out of that role is arguably one of the hardest things you can do — but you have to if you’re going to grow your company. Hiring, training, and managing a sales team is a challenge.
Normandy Design Build Remodeling has a sales staff of 22, and all have design or architecture backgrounds. This is more important to the company than having pure sales experience.
In this episode, Andy Wells talks to Victoria and Mark about hiring and training superstars at Normandy, where he’s the president and owner. Normandy has been in business for 40 years and does additions, kitchens, and whole-house remodeling throughout the Chicagoland area. Andy has been with Normandy for 21 years.
Expanding and growing your company takes sales, and more sales, says Andy. His newer salespeople are selling $600,000 per year; some with more experience are doing $2 million, topping out at around $4 million sold by one salesperson. Andy talks about hiring and training the Normandy way, with information you can use to build your own sales staff, including:

* Why passion is the most important thing
* How to be a Sherpa for your clients
* The importance of being nimble
* Clicking with the customer
* Training in the culture
* The value of ride-alongs for sales
* Scaling the commissions and compensation
* Moving from salary to commission
* Meetings — what to cover and how often to hold them
* Why sales managers can’t do all their own selling
* And more…

So much more, in fact, that we ran out of time. Since we didn’t even get to the management part, we’ll be bringing Andy back soon!

There are five stages of company growth, according to Judith Miller, one of our consultants and facilitators. Transitioning from Stage 3 to Stage 4 is one of the more complex. It takes a substantial shift in the owner’s responsibilities and skill sets. It can result in a much higher job satisfaction level, financial return, and working much less.
In this episode, Jef Forward explains how he managed this tricky move to Victoria and Mark. It’s a process he planned and implemented over years, and it had challenges and surprises for everyone in the organization.
Jef is the Owner of Forward Design Build located in Ann Arbor, MI. He has been a facilitator for Remodelers Advantage Roundtables for numerous years and has been a member of the Roundtables family for even longer. Jef is known as a visionary, an idea guy, and ahead of the curve in most things tech.
Jef talks about how the process has worked for his company, and what it takes to get there. It demanded a great deal of self-reflection on his part, as he moved out of the role of doer to teacher and had to become a better leader. He talks about understanding your priorities and how they might shift, and getting buy-in from your team, including:

* Your company culture
* Working the plan
* Getting accurate feedback
* Letting people fail, and teaching from that
* Becoming a proactive, not reactive company
* Why it’s not all about you
* And much more…

Regardless of the growth stage of your company, Jef’s got workable advice to make your business and life better and more rewarding.

So, you’ve been thinking of starting a podcast for your business.
While it is one of the best reasons to gain notoriety and establish value for your community of clients, starting a podcast doesn’t mean it will bring success all on its own.
Guest John Corcoran is here to share his tips and tricks for how to make podcasts your most valuable marketing tactic.
John Corcoran is the co-founder of Rise25, an agency that helps businesses generate qualified leads, referrals and strategic partnerships using podcasts, and lead generation using LinkedIn and content marketing.  He is also an author, a former Clinton White House writer, and is on a mission to make the world a smaller place, through connections.
Victoria and John talk more about:

* Building relationships and creating connections
* Generating content
* The value of podcasts
* And more…