Robert DuBree (far left, next to wife, Kimberly) has built a reputation for bringing the “wow” factor to tract homes and remodeling them to express the taste and style of his clients. “People come to us for design. When qualifying customers, we know up front if they are interested in that service,” DuBree says. “If they’re not, they’re probably not our clients.”

DuBree, the son of a cabinetmaker, impresses clients by making design changes on the spot and showing homeowners how the room will look with furniture before the work begins. In his 12 years as a remodeler, he has learned to charge for design work by asking clients to sign a project development agreement. “Our close rate with the agreement is 90 percent,” he says.

The company recently hired a client coordinator to ensure effective communication between the customer, subs, and lead carpenter. “She works closely on final product selections and makes sure we stay on schedule.”

This frees DuBree to work on sales and marketing ideas, such as sending letters to manufacturer leads forwarded by his suppliers.