Anthony Wilder

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Listening to clients promotes organic growth

Truth, dreams, and trust go a long way in the minds of upscale remodeling clients. They also lend themselves to significant projects for remodelers who understand that the upsell ó in fast-food parlance, “Would you like to supersize your order?” ó isn't really about selling at all. It's about listening. More

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Keeping prospects from reeling over the cost

The Challenge: How to keep prospects from reeling with shock over the probable cost of their project. More

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Client reactions to costs

Sticker shock is universal, and clients each respond differently. It's up to you to manage expectations and present cost issues in a way that clients understand and feel comfortable with. More

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Top employees set standards

Each of these employees has been given a certain amount of autonomy by the company... More

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Fee (Not So) Simple

For some remodeling clients, the concept of a volume discount extends to... More

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Building a client profile

Remodelers like to trust their instincts when it comes to clients. “I'm a natural salesman,” many say. “I know how to work with people. I know how to handle them when they get mad.” But people skills are often more science than art ó when the client is a couple with polar-opposite personalities, for instance, or is difficult to read or impossible to please. More

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Moving on up to your own office

Have you outgrown your home office? It's a sign that the time has come to move out... More

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Designing for Tall People

When two homeowners approached Kary Ewalt of Anthony Wilder Design/Build to do a... More

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Reading List

The E-Myth Revisited, by Michael Gerber, reinforced and clarified for me the systems approach to building a business. The Get Hooked On Your Own Ability audiocassettes by Phil Rea offer down-and-dirty sales training that I give to all my designers and sales associates. More

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