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Winans Construction takes extra care to make sure everything is as it should be every time they do a proposal.Estimator Bret Winans, who uses the form the most and who wasn't working with his parents when they used it before, says the form has been helpful to him.
Instead of rewarding sales volume, Stebnitz Builders pays its five salespeople a commission based on the gross profit each job earns.
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You provide your salespeople with a place to work. You produce the work they sell. And you pay them, fairly and promptly. You don't need to promise more than that.
The biggest mistake you can make in an estimate is also the most obvious: Measure the roof, from up on the roof, and measure it right because, Cox says, "everything is calculated off that."
A good sales manager can increase sales 20% -- but that comes from good management, not through selling that amount.
Last month we distinguished between pre-sale estimating and post-sale estimating. It's an important distinction, but there are estimating products, developed specifically for remodelers, that handle both.
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Notice that most of the activity from your sales staff comes around paydays. If I sell a job this week and have a chance to get some money from that job, there is more incentive for me to sell that job this week than next.
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I wish I had a nickel for every time a remodeler told me that if they only had better estimating software, they could handle more leads, produce more quotes, and make more money. This is when you think about whether this project is a good fit for you -- it's not the time to stay up all night...
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Mark Scott's crew has found a humorous way to help face difficult tasks. Scott says his estimator, Kirk Van Camp, and his production manager, Andrew Hannan, took Tracy's advice to heart.
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Even though your job is in the field, when you're working with a client, you become a salesperson for the company.Otherwise, clients may assume the change is free or won't affect the schedule.