Each month in “The Pro Perspective” podcast, Houzz Pro brings in thought leaders and experts in residential construction and design to share insights to help building, remodeling and design pros. Hosted by Liza Hausman, vice president of industry marketing at Houzz, the series provides both inspiration and time-tested, real-world strategies for success.
In episode 6, “Built to Scale,” Mark Richardson shares how to win more clients and earn bigger profits. During his tenure as president and co-chairman of Case Design/Remodeling in Bethesda, Maryland, he was named Ernest & Young Entrepreneur of the Year, became the NAHB Fall of Fame and helped grow the company to the largest full service remodeling company in the country. Now, as a business coach/advisor, a speaker and an author, he advises others on how to take their business to the next level.
Bonus: Richardson also developed a course called Take Your Remodeling Business to the Next Level, available free to Houzz Pro subscribers. “This series is like an executive MBA program for your remodeling business,” he says. “It’s very targeted and relevant — it’s short and easy to execute.”
Listen now on Apple Podcasts or Spotify
What’s in the Episode?
“The headwinds [from the pandemic] are gone for the most part,” Richardson says. “You can get materials in a reasonable amount of fashion, and people are kind of back at work. But also, the tailwinds that really propelled things are gone.”
To thrive instead of just surviving, he suggests focusing on three things: “One is we need to get the phone ring. We need to put a lot of emphasis on marketing. Second is that sales skills need to be really sharp. And then third, operationally, in terms of our technologies and business flow and processes, we need to have our act together.”
Richardson describes his best practices for those three to-dos, offering insight on topics including:
- Client psychology
- The top priority in turning leads into clients
- The importance of “drip selling” in marketing
- Being responsive versus seeming desperate
- How to get referrals from people you’ve never even completed projects for
- Getting the right support for your business’ growth
Richardson also explains who your biggest business competitor actually is — and it’s not who you think. Find out by tuning in to the episode today.
“The Pro Perspective” podcast is brought to you by Houzz Pro. To learn more about our best-in-class software for winning clients, managing projects and simplifying your workflow, click here.
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