Candi and Troy Hilton live and work in a small suburb of Kansas City where the community prefers to hire only locals. Candi has a month-by-month marketing program and targets neighbors by sending out newsletters or postcards three to four times per year. The company focuses on kitchens, master suites, basements, and room additions.

In addition to the mailings, the Hiltons say their Web site has proven to be a great marketing asset. It helps potential clients determine if the company offers what they want in a remodeling firm. To turn leads into sales, the duo turned to the Sandler sales system. "You can tell whether they will move forward on a project in a short amount of time," Candi says of the system.

Four years ago, the company began asking clients to sign a design agreement. The Hiltons say it helps the team weed out tire kickers. The design fee is credited to the contract price.