Know Your Numbers In Contractor Marketing & It Will Lead to Profit
Are you thinking of starting a kitchen remodeling business? It’s important to know your numbers if you want to be successful.
In this podcast, John Ward, owner of All in One, in Howell, MI is interviewed about some key financial and contractor marketing metrics that you need to track in order to make informed decisions about your kitchen remodeling business.
Topics discussed on the podcast about how knowing your numbers in your remodeling business
- How much it costs to generate a lead
- You need to know your break-even point
- Calculate how much you need to make in order to cover your costs
- Set a goal for how many jobs you want to complete each month
- Know what your average job size is and price it accordingly
5. and many more
More about this podcast
Audio Transcript
girls computer. Hey, it’s Mike Goldstein here with a crushing with kitchen remodeling podcast and today we are so lucky to have with us, one of michigan’s finest kitchen bathroom modeling, basement remodeling companies all in one design build with the owner, john ward, john, welcome to the show. Thank you mike. So john, you’ve been in business for quite a while. You, you, you know, you know the industry, you have been remodeling kitchens, bathrooms, basements, you know, whole houses for quite a while, but tell us a little bit about the company who is all in one and what’s the history of it? Uh so all the ones started a different name. It started as a liaison doing countertops back in 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and it kinda involved um with doing network, it kinda involved into becoming a kitchen bath store. Um and then we uh kind of wanted to encompassed all the things that we saw that we thought were broken into into having everything in one place and uh doing everything from design to product to installation management and so on. So that kinda encompassed all in one design build. Right? And when, when you think about all in one design build, who, who is it that you’re you’re targeting? You know, who’s the, who’s the primary customer? So the Primary customer to us is anybody that’s in the age group of 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and up uh that uh you know, in the counties that ran the home pricing that we’re chasing, which is pretty much all of them um Are going to be anywhere between, you know, 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and up. Um Just so the values there. So, you know, uh and demographics is obviously kitchens, baths and basements. Um You know, that’s, I mean that’s pretty much it. And then when you go out to potential or you’re you’re putting your company out there um what, you know, and you you’re you’re building this brand, you’ve been building it for, you know, for years in terms of just you as the face of the company. Um What is it that you want people to think of when they, when they, when they hear all in one. Um The main thing that we want them to think about is the big step that we want for the customers that we noticed there’s been in the industry on the countertop side of the business as we involved in. It is uh is that there’s just a lot, you know, everybody’s focused on the service end of the business, right? That’s a contractor. That’s everybody’s like, man, they’re gonna show up, they’re gonna do this, they’re gonna do that. So we wanted to be able to whether we have trade partners or whether we have in house crews to go was is to be able to have knowledgeable people here that can educate you on the product. Um Well, as well as take you through the process because the process is the most important part because that’s what installs it in your home. That’s what makes your home become this design, this dream that we put together for you. So how do we put all that into one place and you you’re able just to kind of navigate right through and you have that support all the way to the end of it and you know, that’s kind of what we want people to know or to think about when they think about, you know, all in one design building is exactly the name. Everything is in one place. You don’t have to shop around, you don’t have to go around to places and and try to believe that that knowledgeable person is going to be telling you something, even though they’re not installing it for, they’re just selling you that product, we not only sell the product, we install the same product. Um so we’re only gonna have stuff in our showroom that’s something that we have success with and we know it’s gonna uh it’s gonna give you value and it’s going to be a quality product in your home. And what it sounds like you’re really talking about, especially in this day and age and, you know, in the post Covid world is the trust factor, people really, they need to know who’s going to be in their home, They wanna be able to trust that person and you know, you you’re, what you’re saying is that at least what I’m hearing is that with all in one, you know, who’s gonna be there. You know you’re talking to someone within the company who’s going to provide the same um installers who there it’s the same company who has the product in stock. It’s you’re not you’re not running around and wondering, you know, am I gonna have a different sub in my home every single day? Yeah. So the downside of not having that that scenario is that from what we find from talking with customers and why they came to us and what what made us different from most other people is from the start. Our designers are not just designers, they’re not just designing this dream for you. Um And then having all these other people involved and they’re just there to answer questions about design, our designers are actually remodeling experts. They understand the remodeling business because they’re in it every single day. They go out the jobs, they see the jobs, they understand how the parts and pieces come together so they can educate you. Um Not only design you a beautiful kitchen bathroom basement but also the steps it takes to put that thing together that’s a whole another world is when it comes to putting that thing together, it looks pretty on paper but we’ve got to build it. Um And then when you’re in a covid situation um where you have a pandemic and you know everything inflation happens and all these timelines gets screwed up and who’s navigating you through all that um who you gonna call, if you don’t have that, that source to call. Um the biggest thing that we found with our, with our customers is that we had a, we had a person here that physically called and all the product, we had jobs, they were 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months out because of delays in some cases further out than that. But we had people here and our staff calling all those suppliers, making sure your product because we don’t start your job unless your products here. What’s the point? Why go tear up your house if I don’t have any product? So we had to make sure that those all we’re going to show up, it was all these delays, who’s managing all that, You know, you can imagine being a customer having that and having to call all these people every day. A couple of weeks. There’s a product here is not here, when is it gonna be, Oh, it’s delayed for another few months. And I got to write on the calendar now, times that by 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or 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different jobs. So there’s a lot that goes into this behind the scenes that we have to navigate through um to make sure that that model is going to happen and it’s gonna be um, it’s gonna be what the customer paid for. That’s, that’s, that’s really important to to kind of point out, I think now john one of the, the big driving factor of our podcast here is that we, you know, we’re talking to people in the, in the remodeling industry and we’re talking oftentimes to people who are kind of either just getting started or you know, they’re, they’re looking to to take their business to the next level um and that’s something you have already done, you know, you, you really are one of the foremost remodeling companies in the area. So let’s talk a little bit about kind of how you got there and you know what, what made you such a success, you know, and I think it all starts with obviously dr you know, driving your branding and driving your marketing and how, how you get people in to actually use you guys. So have you, I mean, have you found that, you know, more traditional print based on word of mouth referrals, you know, will sustain a business or do you, have you found that the digital marketing really is the way that you need to to take the business at this point? Okay. Yeah. Try everything at one point, but the reality is is that, you know, you’re going to focus on what works, so if I have to have any um suggestions is track everything that you do um you know, and then you focus on what works, you you have to spend money to make money in this business, so you want to make sure your dollars account for everything that you do. So I think the digital world was easy for a lot of people because everybody was sitting home for such a period of time and they were staring at their phones and they were you know they’re doing those type of things were in the picture business, but we’re also in the content business, you have to have good content, you have to be able to be I’m not afraid to get on a camera and talk about your business, your team and your environment um that you’re in. So I think that if you incorporate the content with the digital strategy that you’re using, whether it be something promoting videos or you’re doing digital stuff or just talking about your team. I think anybody and I discovered this myself just recently, I think anybody that jumps onto a phone and can talk about their business and not sell their business, talk about their business, their team, their experience, you’re not in the sales game, you’re in the content and value game if you can do that and you can just talk about just experiences. Um I think if you just did that twice a week, once a week you’ll be amazed how much business that drives to you and then invest organically invest organically in your S. C. O. Your if you don’t know what that means, You know search engine optimization on your website put the money into building that solid foundation and I think that you know if you have all that connected it’s not a ton of time, um, in the beginning, and as it becomes a ton of time, then you, you bring those people and they can consistently manage that. Um, but I think that anybody that can dedicate themselves to be a face of the company or what they call it, the imagination officer or whatever, I think it’s vital. I honestly think that every company needs to have that person, right. They need to have that person, um, doing that kind of stuff. But in the beginning that, that, that rawness of being real people love it. Um, it’s not always about the photo, it’s about the experience, um, how you treat your people, what goes on in that world. Um, and if you can bring that to light. Um, and I’ll use a prime example back in the early 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the show came out those orange county choppers. Uh, that was the rawness of that show initially drove so much traffic to them because they were real man. They were fighting. They were crazy. They were, this is us man, right? And then it became more of a, you know, down the road. But in the beginning, if you ever watched those first like 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episodes, uh, it’s crazy. You know, and it’s funny because those demographics happen even in my place, Me and my wife, you’re here. You know, we fight, we argue, we, I don’t believe you, you don’t, you know, that all that stuff happens if I put all that on camera would be on one of those shows. Uh you know, I mean, that’s how they got, that’s how they got found that because of the crazy guys man, these guys are crazy. But anyways, that realness is what people want to see if they didn’t want to be able to watch those shows, right? I mean, people want to see what’s going on, they want to, they want to know how you treat your team, what your team do and and all that kind of stuff. So I think that just be be real, be honest and and don’t try to sell them on the camera, it’s not gonna work. Yeah. No, no, no doubt. And I mean, I think a lot of it goes also to, you know, putting the right content out there on instagram and on Youtube and just being informative and not being sales. E um, but with that said, would you, I mean, is it fair to say that s ceo is really drive is one of the best driving factors for, you know, for the business in terms of people looking for, you know, for local companies, people looking for local contractors to to come in and looking for that, you know, the trust factor in terms of reviews and all of that. I think that it’s it’s going to start off with they have to find you and then then then it’s going to go to, okay so I found you. So what am I seeing right, you’re going to click on the website, you’re going to click on relevant content uh That goes along to that site, whether it be that you’re on other publications, you know like house or whatever the story is. Um you know as you show up, I think that doing S. C. O. And the stuff that I’ve learned and not having all the answers, but you know you have to start off b you have to be relevant in your area. So you always start off with what your showroom is. If you have a showroom you have the first process that people ask me all the time. Why do you have a showroom? If you don’t have a place to go, this is just me, credibility is concrete in this business. You can’t I don’t know how credible you’re gonna be if you’re driving around and I was that person right around a minivan with a sample board working out of my house. It works when you’re small. But if you want something else building credibility is to get a showroom small, start off with a small something small because then you can start using the proper channels for G. M. B. And all the things that you need to start building that foundation and then build the foundation and do all the things that make that concrete. Um Just people that you can hire, I’m talking to one right now, they can definitely put you in the space for that. Um, but I think that those are the mistakes that we made in the beginning, we didn’t focus on the concrete of that, the foundation of that. Um, so over the years, if I would have done that from the start, um, not it’s great now, but if you do that in the beginning and you’re core focused on it, um, you’re gonna find that that traffic comes because that local market wants to buy local, they’re being told to every day by local, buy local, buy local, buy local wealth. They can’t find you, they’re not gonna buy from you. And right now, you know, everybody knows that the first thing they’re gonna do is pop up one of these bad boys and they’re gonna see where you’re at the newspaper isn’t on here, right? Um, older generations, older crowds that we do have a crowd that’s, you know, bathroom people in this general area that we do are older. Um, so that’s where your print stock will come in. Your, if you know, it’s, I’m not saying don’t spend money on print, I’m saying, you have to know your demographic of the person that you’re going after. Start off with, this is the person I want to target if it’s going to be the 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like we’re doing then you have a big part of your marketing that’s going to be focused on digital focused on Internet focused on and that local organic way of attracting them. And then a small percentage of that will be in those books of those you know or any type of print that you feel that’s gonna work. Um You’re trying to print is a try game. Try it doesn’t work if it’s not making any money then it’s wasted money. Um So Grant is like anything else. It could be a brand. It could be something that’s giving your name into an area. So I only do print publications that are going into um high end communities. Um And the reason for that is because the gated communities, those people they they’re not just books that they get they get thrown away these people like they’re they’re they’re listening what Susie and bobby are doing down the street, are they selling their home and these people physically read this stuff. Um So I I try to get into all those type of books. We have closed jobs out of those books because a lot of people look at those if they’re in those communities. Um But that’s the only print I really get involved in. But other than that you know I think that you have to start off with a digital online presence uh you know set up your first instagram and facebook account and just be real and like you said value cells you know and uh and S. C. O. Y. S. I think that you have to get with somebody that knows what they’re doing. Um And you start off for the website it could be it don’t even have to be, it just has to be something that educates right? Just has to be something that gives them information to start off with. It’s gonna be more educational than it’s gonna be sales. That’s exactly and it’s building a rapport with with your client base, right? You know so and it’s it’s all about the trust factor. I mean I think it totally it comes back to that constantly. You know there’s there are three things that I always look at. Um you know there’s expertise, there’s authority and in this trust. Um and you know if you have those three, I think the people for the most part will want to work with you 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If you can just show people that you know you’re trustworthy, they see you in the videos, they see what you’re doing. I mean you literally could do three videos, build a site, put some information out and do some content, type up some um stuff that you you just feel good about what your passion with your vision and you’ll be amazed. Um Just just talking to people you can you’ll be amazed. Um you can target so many people in one day on one phone which I think is just truly amazing. Um And you’ll be amazed that and I can teach some tricks on instagram because instagram you can follow anybody you want. It’s not like facebook, you literally can go to anybody and everybody that they’re following. I mean you can, you can spend hours um and you can build a pretty good portfolio of people by knowing the type of customer demographic and who they hang out with. So I would always start with instagram because you can start there and you can make a huge impact quick with instagram. Facebook is good too, but facebook is gonna be a lot harder to do all that, but facebook, you know, it just depends, they kinda go together and I would say on each other if I’m not mistaken. So they kind of go together anyway. So either way, if you’re posting here, it’s going there and if you posted here, it’s going there if you set them up correctly. So, you know, and and the interesting thing is we’re talking about instagram and follow people there. I think, you know, the new kid on the block, Tiktok is, is coming up quick and it’s gonna be interesting to see how, you know, how it changes the game in terms of, you know, where it’s more now video based and, and short short video based, you know, just kind of think, I think it will be, it will be when the demographic gets to the point of where you’ve got a higher age group that’s looking at that, which I don’t think it’s gonna happen anytime soon. I still think people are like, what is this? Um, but I find myself looking at it, but I don’t, because I am looking at it, I’m also saying that there’s nothing on there that’s promoting anything that I do, right? I don’t see that demographic yet. I see a lot of it still being a younger crowd, the younger type of thing, but, but hey, you know, it’s just like it was a Snapchat or whatever it was. I mean, absolutely, yeah, so it’s, it’s one of these things where yeah, you have to know what works and what doesn’t work. So now when we’re talking about, you know, talking to people and getting people to trust you and all that. One of the big things is reviews, um, you know, is there anything that that you would recommend that people do or anything that you know, that we’ve done with you where, you know, you find that you’re able to get, get your customers to actually review you or is there any initiatives that you would offer anybody? 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Here’s the thing, people like money, right? If you do a project without having a send off, I mean that’s what we’re, that’s working with you mike is that’s a big part of what moving forward would be on our initiatives on that is offering incentives for people to, to do to do that because, you know, it’s huge. It’s huge to have that, that um most people, if you ask them and we’ll do it, but they have life happens. I mean the minute that’s done, the last thing I want to worry about is reviewing you um unless you, I mean I’m not saying if you don’t make a big impact, they won’t do that. So I think that that us is going to be like the, the final walkthrough is gonna be a little bit more enhanced, it’s gonna be like a gift or there’s gonna be some like, we had a, one of our jobs, it was a huge kitchen and a huge bathroom that we did, and so the girls, they just kind of paid attention to what was in the house and that kind of stuff, and they had this beautiful basket that they gave on both of the jobs. Um and she wrote us a great, Not so much a review, but she wrote a blog about the whole experience of the, of the jobs. And so my point is is that, you know, it doesn’t have to be, Hey, you know, if I give you 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to go do a review, um there’s a lot of creative ways to do that and you’ll find that um the last impression is everything. Um and then when you go to ask, they feel, I’m gonna say they feel obligated, but that’s really what it’s going to happen in your mind. God, these guys got me this beautiful basket. I need to go review those people, they’re just amazing. Um, so that’s kind of the son of that we want to do. Um, there’s actually a company that does this, by the way, uh, in the final stages, they call it the final stages and they had this whole campaign based around this gift that goes out and then they asked for this and then they promote this type of thing. So I think you have to have an end game, right? So everybody focuses on the sale and they focus on, let’s give them a great experience. Let’s go get our tens and then what happened next? So we’re, we’re the casualty of it as well. So now you have to focus on this part. This is the reactivating the campaign. Again, like they always caught the full life cycle of a customer. We were like 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of the life cycles. And I have all these people down here like me and like, you know, talking about the basement remodeling stuff and the, you know, the revenue streams. So every time you, you’re advancing, like you were saying earlier that you can keep activating this stuff and it gives you lots of things to talk about honestly. Um, to keep? Re engaging those customers and they, again, if they keep seeing your name, they’re going to refer you, they may not want any business from you right now or they don’t have a basement, but you’re going to be always in their head. Well, you know, it’s funny, it sounds like what you’re saying is you have to add it into your process because process is what drives the business, I think is the process that the business has, you have to have a process for getting customers to come back. That’s definitely, so now one of the other things that, you know, is really big right now is being able to engage with your audience and you know, so do you use social media anyway, in terms of facebook, you talked about instagram earlier, you know, we are, we are engaged in the community or you’re, you’re showing the community, you know, the team or, or you know, special events that you might be doing anything like that, that, that you find helps. Yeah, I mean a lot of the things that we haven’t focused on, um, you know, is, and stuff that we need to focus on, but um, you gotta be digital, you get, you got to have that experience with, with your, with your customers. So I think that facebook instagram Youtube, you know, we’re new to Youtube and you’ve been a big, a big part of that and that’s gonna be a big, you know, that’s gonna be a continued investment to kind of keep that thing move and I think, uh, I think all those play very well together because youtube is holding all the videos that you’re creating the content with, so that, you know, now you’re promoting that google’s gonna have those, those triggers that pull all those videos through it all kind of just kind of comes together. So I think that, you know, those are the three main things, you know, facebook is instagram, instagram and facebook and all kind of goes together and I have youtube and that’s google and google is your other space because google’s was driving you in your jean b it was driving organically. It’s what’s driving you all across the board. So I think that all that together is the Foundation and the Foundation has to be uh, well thought out, you know, you know, I’m kind of like, it’s doing, it’s still listed, but you gotta think this stuff out, getting a guy like, you know, you might involve, helps you kind of put those processes together. Um, and then you’ve got to have a database for your customers, right? Keeping emails and phone numbers and all these different things. I remember when I always bought my cars from 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individual all my life, I’ve known him for many years, He knows my birthday. He, I mean, he knows everything about me and that’s a database, right? It’s, it’s constantly triggering these things. So it automates the process as much as you can, but make it to the point where it’s flawless, it’s a consistent cycle. And I think that if you can do that and that’s what we’re focused on right now is we have one piece of that puzzle that’s not been focused on, which is the end result. Um, but the youtube, you know, I was never a fan to be honest with you. Uh, but once I started doing stuff with it and I realized that man, there’s an impact here. And the thing about it is it’s not even the impact is not even to where you would notice it right away. But you see people, I have people coming to the shore and I have not, I’m not nowhere a scallop video, but I have people to this day to come into the showroom. Hey man, I saw you on here or there, whatever the story is. And I’m thinking to myself, my God, I’m like, I’ve done like 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videos, you know, so it makes an impact if they can relate to your face. I saw you immediately, you have more trust than a guy down the street because they’re remembering a face there remembering through covid that did this video about our process. It’s, it was, it’s not on the current site, but it was on our old site, um, that, you know, you built a new site. Um, and I had so many people come in and say, Hey, I saw your video on your website or whatever the story was. I was shocked. I mean we didn’t promote that thing that much. I mean it was not even that big of a deal. So my point is it doesn’t need to be an impact. It doesn’t need to be seen by thousands of people. Your local market is going to talk about it. Um, and it drives traffic. So if you, if my whole thing is that if you’re afraid to be in business and be the light of your business, then find somebody that’s not afraid of it, it will make the biggest impact on your business. If you are, if you don’t have to, this is my story. I’m not, I’m a sales person by nature. So this is okay for me. This is like my space, right? And being a facebook company is not easy for everybody. So the challenge for most business owners is that you want to be in the weeds and never be seen and you’re just that guy, maybe you’re better at the door and you’re out there doing the work and that kind of stuff or are you okay going out and publicly putting yourself out there And people afraid if there’s a problem on the job, you’re gonna be the one that they’re gonna go to know you build a great team around you and they’ll, they’ll deal with that team, your team will protect you in a sense is what I’m getting at. But I think that today if you do the way they did in old school days, those were faces of companies, man, I mean here in michigan art vans and you know, abc warehouse and all these guys, man, they were huge and they were huge because they weren’t afraid to be in front of a camera. Um they weren’t afraid to talk about their business and build the trust with the public and you know, you’re the politician of your business, you gotta get out there and you gotta, you got to talk about, you know, your business and you’re passionate. People see that in the video, they see that they can’t see in the picture, but they can see it if you’re talking about it. Um, and then, uh, and that kind of stuff. So I think that that’s to me is the biggest thing in marketing that I’ve seen, the difference in is that people relate to something that they can relate to. They can relate to the fact that man, you’re real. I can touch you. I saw him at the store the other day, I saw him here, I saw him. You know, so I think that that’s a big impact, obviously if your national that’s, that’s a little bit different, but that’s a whole different ballgame, you know? Yeah, you know, a big, a big part of the of our shows, you know, we’re talking to people who are either getting started looking to take their business to that next level. So let me ask you john, I mean, if someone who’s, who’s been there done that, what would your advice be to somebody who really wants to take their remodeling company to that next level? What, you know, what’s the thing that they need to really think about? Start off with no numbers. Like, you know, we talked about that earlier. Um that’s mistakes. I mean, you’re gonna fail, you’re gonna feel a lot. Um but you have to feel to succeed. That’s almost I believe that’s a proven fact. It isn’t my book. Um So you have to start with, if you’re remodeling, it is truly based on numbers, you have to, you have to be able to produce a product that you took a pretty good educated guess on, then you estimated another pretty good educated guess. Uh You know, so all those processes put together equals money and money is how this business works. So it’s, it’s great to sell it. But if you don’t sell off enough money, you won’t produce it and then you’ll, you’ll go broke at dinner. And so I think you gotta know your numbers. You gotta understand job costing, estimating all that kind of stuff. So if you get those pieces to the puzzle right. Um and don’t be afraid to reach out to your local companies that are in the same space? Here’s one thing I’ve learned, they want to talk to you. They want to know what, you know and you need to know what they know, so don’t be afraid to reach out. I reached out to a lot of our local um I’ve built some great relationships doing it. 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They really do, so if if you’re stuck and you don’t know where to go, reach out, ask people join groups as Facebook groups, um all kinds of Facebook groups and reminding where people will be more than happy to help. Um outside of that. You know success is going to come from. You know if you get if you’re going to get into the weeds and you’re gonna figure things out, I’m the type of person. If I don’t know I’m gonna get online, I’m a research, I’m going to figure out what I need to do. Um Half of me running this business has been me going home at night, I call it sponging. Um And that’s because that’s really what I’m doing, you can’t be afraid to to to get out there and figure things out. Um It doesn’t always work, I mean we’ve made many many mistakes but um I know for a fact that I would not know what I know now if I didn’t do what I did um If I didn’t sponge if I didn’t figure out, hey man what is this terminology mean? Um Me and my account today. So I, my my best advice is going to be starting off with a lawyer. You need a lawyer in this business, you need contracts, you need things looked over, you need somebody to talk to you, you needed a good accountant and you need a construction account and that’s some dude off the street that you just met, get a good accountant and they need to be a construction account. Why? Because they need to understand that you have jobs, you’re not going to finish this year. Why are you going to pay taxes and something that you haven’t collected? So you need to make sure that you have a good uh something that understands construction to understand your business uh for the accountant. Um That’s many mistakes I made right there, three of them to be exact. One of them didn’t even do my taxes right? And I had to pay that nice penalty. Um So get a great accountant, get a decent attorney that can that you can bounce questions off of and make sure that they’re keeping you legit. Um Get licensed. Don’t, don’t live on the dream that that somebody isn’t going to chase you for money. They are uh so get licensed properly to your state. Um Other than that, you know, just just you know, just don’t be afraid to fail a little bit, you know, don’t be afraid to make a mistake as long as you’re willing to do the homework for the mistake that you did to figure out what you did wrong. I think that as a business owner, your team wants to know you screw up right. They want leaders, the leaders going to screw up and if you can be, if you could be that way. Um, then you know, humble is what I’m getting at and not afraid to, to admit to your mistakes and you know, if you don’t, if you don’t own up to it, how you gonna fix it anyway. But um, and don’t be afraid to read good books. I’ve read a lot of great books. Um, I met a reader but I learned in business that knowledge is power man, especially when you’re sitting at home and you have no idea what the next step is. It’s okay. It’s great. You know, it’s okay not to have the answer. Nobody told me that it was crap and I started the business, I started the business. I mean granted off a freaking sample board right around in the minivan to a bunch of job sites that I had to listen to man. Look at this dude, he’s in the minivan all the time and made me go buy a truck because I had to listen to it so much. My point is is that there is no strategy, There is no book. There is none of that, right. It’s just, you need to take the risk or get it done. Um, and just know that if you have a plan, create action to the plan and you’ll get somewhere, you’ll screw up all the other stuff. Um But if I had to start this over, but right now like draw the line in the sand, let’s start a new company. Oh man, it would be a whole different world, right? Because because now you now you know what you know, so but you know, you could also attend your Youtube University. Exactly and google high school. Exactly, exactly. You’ve got most people that start business, they’re not business people right? They don’t they don’t land, I’m gonna start a but when you’re starting a business, you know, take your time. Don’t, you know, I mean a lot of mistakes we made is you know you want to grow, grow, grow, grow, grow, grow, grow, no don’t do it, stay small in this industry. Stay small, lean and mean and then let the profits grow you. Um Sometimes growth will put you out of business, especially in this type of business because if you’re not focusing on the numbers, you’re focused on sales and growth and growth and this these two sides of the world don’t work. Um So yeah, I mean there’s a lot of mistakes you’re gonna make it, there’s a lot of things that that may not go well, but just stay like this as long as you can. Um Because you’ll find that if you stay like that, that’s the one mistake, I wish I never would it up. That’s why right now we’re back to one location, we’re back to where you’ve been shrinking. We’re shrinking right now because you gotta started doing it. Yeah, you gotta get to the point where you have your control, right? And now I’m a control freak because all these mistakes, all these things I’ve learned is get back to control and then when you have control, then you can control it and then you can, you know, I’m not saying do this, I’m saying, you know, I know what you’re worth to know what you’re good at, you know, but other than that you gotta, you gotta be able to get it where it’s controllable and you’re guaranteeing yourself a profit focused on your numbers. If you don’t know your numbers, if you don’t know what it is. If you don’t know financials, if you don’t know any of that stuff, that’s why you need to have people like accountants and things. Because if you don’t know, well, you know, john it’s interesting because one of the things you had said to me earlier was that, you know, everyone thinks that, you know, sales cures all evils, but honestly it’s quite the opposite because if you don’t know your numbers, you know, and you start selling selling like crazy, you know, you, you may sell things, you know much too low of a price and then you’re actually losing money because you made sales. Yes. Yes. So yes, if you sold 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job and you paid 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to produce it, you do that enough times and I assure you you will not be in business um cash flow is king, right? Um so I think that the biggest mistakes I made is I trusted other people, you know, you’re gonna hear all these things in business, oh, you know, you got to have these people so that, you know, No, I mean I’m I’m still out to prove the fact. If you want to, if you want to do it, do it, you have to be able to do it very, very well and then you can bring somebody else in to train them to do it just as well. So it goes back to the process. If you don’t have a process and you just keep hiring people, yep, you’re going to get the same outcome, You’re gonna have a bunch of people that are running in circles because they don’t have a process to them. So I believe What people say is that, you know, if you’re an owner, you shouldn’t be doing all these different jobs, you’re 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right? But if you’re not, if you are as an owner, just running in circles and you’re not accomplishing anything, hiring people to do the same thing. It’s just it’s just, it doesn’t make any sense. And that’s the mistakes that we made, right? So you have to develop, so right now, what I’m doing is I’m rebuilding our company based on a process based on the way the business needs to be ran from from the perspective as an owner, I set the stage as the owner with all the things that I need to put in place. So that way when I bring that person into takeover marketing or take over this or to take over that, they are going to do it exactly the same way and they’re gonna add their talent to it, right? Because you’re gonna, you’re gonna bring talent to that. So they, I’ve learned that you have to have the right people in the right seats. That’s a proven fact. And if they’re in the wrong state, you gotta remove them. You can’t be afraid to can not pay attention to that. You’re not here to employ people, you’re here to keep a business running. So you’ve got to make sure that, you know, you can’t just hire somebody assume that they’re gonna do. And I’ve been down that road example would be an estimator he’s doing estimating forever. He’s gonna know exactly what to do. He’s going to teach me some stuff. No, the opposite happened. I didn’t pay attention and I have nobody to blame but myself, right? You can’t blame this estimate. I hired him. You can only blame yourself. You take full responsibility and you fix it and then, but now I know I need to make sure that that process is in place and then then then when I go to hire that estimator that estimate is going to do exactly what I put the foundation on what that cost should be. This is what our overhead is knowing my numbers is going to educate that person to understand what they have to price things on it and then you have to do checks. You gotta look at job postings with them, you have to pay time and there’s you know that you’re moving in the past. My point is is that you know they expect is my advice is you know you start off simple know your numbers, understand what your costs are, understand what you need to sell for, understand your overhead and understand what that dollar bill means to your company so that when you’re when you pray something um you understand the math and then when you go to your financial so you can see the math work budgets, whatever you want to call it. You have to make sure that you understand what you’re seeing and that’s where your account comes and they can help you with that. Um and then understand the financials are a what I call if it’s a time and a place so usually cashes now a cruise you still got you know so you kinda gotta just you know just and and there’s no easy way about it. I mean there’s no way um you know at the end of the day, you just gotta, you have to know your numbers and you’ve got to be able to, to follow through it. You know, like the numbers dictate what you do, don’t, you know, just because, I mean, it sounds like a good idea. Trust me. The only thing I was told when I started in this business from people I knew is because again, I was, we were doing stone and get a great attorney, which we did. Um, that attorneys, I couldn’t tell you where I’d be without that attorney. Um, you know, but that, that, that’s, that, that was a lesson I learned that my first when I first got into this, but you know, somebody’s starting this business versus being in a business and involving into another business, right? Be involved from selling just countertops all the way across the board over a period of time. So that’s a little bit different because when you’re, when you’re in the business, It’s hard to be 3418f14e4e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5fceea11678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc7ae4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5a31678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dcdedd4bea2e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5433cb38f08f14e4e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5fceea11678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc7ae4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5a31678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dcdedd4bea2e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d543f89ddbebc2ac912834173cb38f07f89ddbebc2ac9128303f3f,c1678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dcf0e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d57b81678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dce4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d584942e41e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d543e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5ffb1fa93d4 ft looking at it, right? So I always tell people don’t be afraid to get other outside opinions run the numbers across people, show people what you’re seeing because an outsider looking in may have, it may be hard to hear, but it’s probably gonna be right or they’re gonna be real close to give you some really good advice. I’m not saying off the street. Hey man, can you look at that and tell me what you think, I’m seeing people in the industry that they’ve probably been through it, you know? Um, because I tell you of all the people I’ve talked to, they’ve all been through what I’ve been through and they’ve all For the first five. It’s amazing to hear people’s stories. 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Um, yeah. And don’t be afraid of statistics in this business. 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years, 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It’s huge. That fail because all those mistakes Eventually running right out. So it’s, it’s crazy. And I saw the statistics, I was like, man, really 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years, 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every, every other number. It was like the first year you’re like batman 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right? Because you’ve got plenty of times corrupt. But when you hit 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years in this industry and construction as a whole, it covers remodeling everybody. They said that once you get to 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it’s basically one out of two, One out of three go under. Um, that’s, that’s, that’s hard to hear man thinking man, that’s tough. And that’s, that’s nationwide. That’s across the board. And it’s crazy. And it’s funny once you get the 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13 and 14, it drives a little bit. Mm hmm. Because it’s either you figured it out or you, you figured out just enough, you know, enough to be dangerous. Actually think john this has been really helpful today. I’m sure the listeners really appreciate all the great advice. But for those of, you know, for those people who are actually our homeowners or you know there, they’re looking to get in touch with you in, in the, in the southeast michigan area in Livingston and Oakland County’s, How do they find you a couple of places you can go to facebook, type in all the one Design build, same with Instagram, you pull us up there, you can look at pictures and see what we’re about and that you can call 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That comes right into the office of your car is our, our lead designer should be more than happy to help and answer any questions that you have. Um, you know, if you want to take the next step, you go right to design consultation, you can schedule it Use that same phone number (e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d518f14e4e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5fceea11678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc7ae4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5a31678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dcdedd4bea2e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d543) 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e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d598e4da3b7fbbce2345d7772b01678613985ec49eb8f757ae6439e879bb2a91c5a8f033ab37c30201f73f142449d037028dfaf6fb5e6087eb1b2dc74a318d5 or you can visit our website, at renovated. so renovate it dot com. It’s just all one word. Um, and you can go to the website, click on, take action or um, click the button at the top, right hand side of the screen at the top and it’ll take you right to you and take you right to our playing in uh consultation and you can schedule from there. Um, but yeah, in in any shape way or form, you can reach out to us and we’ll be happy to answer any questions that you have. That’s right. Get that. Omnipresence going, You’re on social, you’re on google, you’re on the phones, you’re, you’re everywhere. Well, john, I really want to thank you for your time today. This has been great. Hey, mike. Thank you and thank you for your divorce. You got it All right.
Listen to our other kitchen remodelng podcast episodes talking about how leadership can improve sales and other business development.
