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The Holy Triumvirate Of Contractor Marketing

umvirate of contractor marketing

If you know me even a tiny little bit, you know my favorite band is Rush.

Rush doesn’t just churn out awesome music; they are a highly skilled, highly technical three-piece progressive-rock band.

In fact, the band is so talented that fans have dubbed them The Holy Triumvirate.

That’s a lofty nickname to live up to. But, boy, do they ever do it.

Anyway…

As I was blasting Rush’s Moving Pictures album in my car on the way to the office this morning (I’ve gotta get pumped for the day), it made me think about another Holy Triumvirate: MYM’s Trusted Partners.

Our three Trusted Partners—Renoworks Pro, MarketSharp, and GreenSky®—are what I call The Holy Triumvirate Of Contractor Marketing.

Each company brings something different to the table… and each one provides a product that can launch your business to new heights of success.

Here’s how each member of The Holy Triumvirate Of Marketing is similar to the original Holy Triumvirate:


Renoworks Pro (Visualization Software)

Rush Member: Geddy Lee (Vocalist, Bassist)

Everybody knows Geddy Lee’s infamous, high-pitched wailing. But he’s also a helluva bassist.

The bass establishes the beat and is the backbone of the music; Renoworks Pro is the backbone of your sales presentations.

You take a picture of your prospect’s home and upload it to Renoworks Pro. You then apply products directly onto the photo from over 250 manufacturer product catalogs. You can then make your presentation in your prospect’s home or online with Renoworks Pro’s robust remote-selling features.

Since prospects can see what their project will look like, they are more likely to say yes… and at such HIGH prices that Geddy Lee’s vocal chords would be jealous.

What Gushing Groupies Say:

  • “Since using Renoworks Pro, I have increased my close rates and profit by 60%!” –Paul Sacco, JM Door & Hardware

  • “With Renoworks Pro, I can usually add between $3,000 to $10,000 of product and services to every job!” –William LaMonaca, Colorado Home Exteriors



MarketSharp (Contractor CRM)

Rush Member: Neil Peart (Drummer)

Fans, musicians, and critics alike consider Neil Peart one of the best drummers of all time. His beats and patterns can be so complex that you swear the guy is part octopus.

That’s why Neil and MarketSharp are one in the same. MarketSharp has a hand in almost every aspect of your business: lead generation, office operations, job scheduling, sales tracking, accounting, automated marketing campaigns, and a WHOLE LOT more.

Just like Neil is often considered drumming’s G.O.A.T. (Greatest Of All Time), MarketSharp is universally praised as the best CRM for contractors that’s ever been made.

What Gushing Groupies Say:

  • “Thank God for MarketSharp. If we did not have this program, our leads and customers would be all over the place. MarketSharp allows us to keep track of almost everything in one program. WE LOVE YOU!” –Julia Falke, 21st Century Remodeling

  • “If we did not have MarketSharp, I would need at least 2 more people in the office working with me!” –Katlyn Gottbeheat, Gugger Home Improvement

 

GreenSky® (Financing Program)

Rush Member: Alex Lifeson (Guitarist)

Alex Lifeson is an extremely versatile guitar player. And that’s why the GreenSky Program fills his shoes in The Triumvirate.

The GreenSky Program provides your customers with a large range of financing options—there’s something for practically all of your customers.

And while a lot of progressive-rock guitar players dink around with obnoxious scales, time signatures, and effects, Alex keeps things clean, catchy, and filler-free.

It’s like how The GreenSky Program provides financing WITHOUT all of usual hassles that comes with it. There’s no enrollment fee. Credit decisions are done in seconds. It’s completely paperless. And you get 20% to 50% of the money within 24 hours of your customer’s approval.

What Gushing Groupies Say:

  • “Your financing options have afforded us the ability to land jobs that we would have lost otherwise.  In June alone it was responsible for over $35,000.00 dollars in sales.  Around 1/4 of our monthly totals are generated by your financing programs!” –Heath Braley, BullsEye Plumbing, Heating & Air

  • “This sale was headed straight for a competitor today without the very prompt and professional information from your representatives and the flexibility in your decision process. This sale is a testament to flexibility. I appreciate the great help. It was a team effort all the way.” –Ken Sorensen, At Home Services

If you’re a contractor who is not taking advantage of the Holy Triumvirate Of Contractor Marketing, you’re squandering your company’s true potential to maximize profits. It’s that simple.

Visit our Trusted Partners page to discover more about incorporating their services into your business.

I’ll see you in the limelight.

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How Financing Melts Away Price Resistance

How Financing Melts Away Price Resistance
Here’s what I know based on concrete statistics:

Financing makes the average sale price go up.

It’s incontrovertible.

And the better the terms, the higher the sale.

Because here is the truth—most homeowners get sticker shock when you tell them their project will cost $10,000 or $20,000 or $40,000 or whatever the number is.

But when you come in with financing, you soften the blow.

The thing is, there is a right way and a wrong way to offer financing.

Most contractors use financing as a last-ditch attempt to salvage a sale. This is the WRONG way.

Instead, sell the monthly payment just like car companies do.

What you do is sit down with the homeowners and say, “Mr. and Mrs. Prospect, we offer several financing options to make this project affordable. How much money do you feel would fit comfortably into your monthly budget to make this project happen?”

(Remember, this is at the beginning—not the end—of the sale.)

If the prospect is not 100% dead set on paying cash upfront (many aren’t, and are open to different options), they will either give you a number or say, “Well, I don’t really know.”

If they don’t know, you say, “What about $200? $300?”

When the prospect gives you a number, say, “OK, you know what, Mr. Prospect? I’ll make you a promise. We can absolutely perform the project you want within your budget of [number] a month.”

If necessary, you can always negotiate the length of the contractor later to make the price fit.

Offering financing this way allows you to close deals faster, easier, and at higher prices.

So when contractors tell me their customers don’t need financing because they all have money, I respond, “That may be true, but how many deals are you losing because the customer did not have the money right then?”

Or…

“That may be true, but how much money in upsells are you losing when your customer has to fork over $10,000 at once, instead of $850 per month?”

One of the best ways I’ve found to offer financing as a first resort is through the GreenSky® Program.

The GreenSky Program is the real deal. Upfront payments. Higher credit limits. Instant credit decisions. No paperwork. No enrollment fee.

Your customers apply for credit during your sales presentation through the GreenSky website, by phone, or through the mobile app. They then get a credit decision almost immediately—sometimes in as little as five seconds.

And when they’re approved, the amount can actually be for more than the cost of the project. This allows you to easily make upsells while staying within your customers’ budgets. Who could possibly pass up replacing their entry door for another $10 per month or upgrading their countertops for $25 per month?

Bottom Line: When you lead with financing through companies like GreenSky, you immediately get your prospects thinking about their projects in small, manageable monthly payments—not a five-figure sum that’s going to leave a gaping hole in their bank accounts.

You’re much more likely to get a “yes”… and for a higher price.

Find out more about the advantages of offering financing through GreenSky on our official MYM GreenSky® page.

Basically, it’s a contractor’s financing dream—and a tool that will melt away price resistance in practically all of your prospects.

* All financing is subject to credit approval and credit qualification.  Financing for GreenSky® consumer credit programs is provided by federally insured, federal and state-chartered financial institutions without regard to race, color, religion, national origin, sex or familial status.

 

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Channel Your Inner Car Salesman And Watch Profits Soar

the art of upselling
Whether you love or loathe car dealerships, you have to admit: They’ve got upselling down to a science.

And the backbone of their upselling wizardry is how they advertise the cost of a vehicle in low monthly payments, rather than the whole price.

They do this partly to make their vehicles seem more affordable to shoppers.

But the other reason is that breaking the price down into monthly payments makes it MUCH easier to upsell all the bells and whistles.

For instance, put yourself in the shoes of someone looking for a new car.

You find one you like. You sit down with the salesperson, and he tells you he can offer you in the mid-grade model—with all of the standards features and a few extras—for $419 per month.

–OR–

He can put your gluteus maximus in the sporty red and black two-tone leather seat of the high-end model—the one with the touch screen, heated steering wheel, Bose speaker system, and everything but the kitchen sink—for $459 per month. Right here. Right now.

That’s a lot of awesome extra stuff for just $40 more a month. And it’s REALLY hard to pass up.

After all, you’re already going to spend $419 per month… what’s an extra 40 bucks?

This is how car dealerships make upsells left and right with ridiculous ease.

And believe it or not, it’s exactly how you can, too.

Offering your customers financing through the GreenSky® Program gives you the upselling power of the world’s best car salesman.

Here’s how…

When your customer finances through the GreenSky Program, they can be approved for MORE than the cost of the project.

So say you quote your customer a $15,000 window project. The GreenSky Program approves the customer for $18,000.

This gives you the opportunity to earn up to $3,000 in upsells with practically no effort or salesmanship.

Here’s basically all you have to say: “Ms. Smith, with your new windows, you’re sitting at $200 per month. If you’d like, we can also perform that entry door replacement you’ve been thinking about for just $40 more a month.”

The offer is so fantastic that it literally sells itself.

I mean, seriously. How on earth can anyone say “no” to getting a new entry door for a quarter of the cost of their monthly cable bill?

Answer: Almost no one can. And when you upsell with the GreenSky Program, you’ll find not many people will.

And the best part is, everyone comes out on top in this scenario. Your customer gets a beautiful new entry door; you get more money.

Win-win.

But upselling with the GreenSky Program isn’t just for the window and door contractors out there.

If you’re a kitchen remodeler, you can effortlessly upsell your customers on that countertop upgrade. If you build sunrooms, you can get your customers to invest in your most expensive triple-pane windows. And so on.

See for yourself. Fill out the form on our official MYM GreenSky page to get in touch with GreenSky and get set up with the program.

The GreenSky Program requires zero enrollment fee, and you get exclusive “red carpet treatment” for an MYM email subscriber.

What you get that non-subscribers don’t (because you’re special):

  • Dedicated account management by your own personal GreenSky representative
  • Daily reporting to identify how to get most value from your accounts
  • Detail-level finance sales training and program launch training
  • New employee training
  • Educational opportunities at NARI events and access to ongoing GreenSky research

You literally have nothing to lose and—oh, I don’t know—potentially hundreds of thousands of dollars to gain.

Here’s the link to the MYM GreenSky page again. Fill out the form right now, and a GreenSky rep will get in touch with you shortly.

Happy upselling!

* All financing is subject to credit approval and credit qualification.  Financing for GreenSky® consumer credit programs is provided by federally insured, federal and state chartered financial institutions without regard to race, color, religion, national origin, sex or familial status.

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Stop Customers From Choking On Project Costs

cut your project into bite size pieces
Feast your eyes on this beauty above.

She’s a Prime Black Angus Ribeye. Cooked medium rare (just how I like it), so you get that perfectly rich and juicy flavor.

But here’s the thing…

While I love me some steak, I’m not going to shove the whole 12-ounce cut down my gullet at once.

Instead, I’m going to cut it into small hunks to savor every tender bite. And I’m sure you’re the same way.

It’s a lot like offering your customers financing.

Just like how I’m craving that beautiful cut of beef in the photo, your customers are craving a home improvement project.

They want it. Desperately.

What they don’t want, though, is to swallow the entire cost of the project at once.

I don’t care if you’re remodeling for Richie Rich’s uncle. And it doesn’t matter if your customers have cash to spare in their bank accounts.

The fact is, paying for the full cost of a project at once is hard for EVERYONE to stomach. (Have you read my story about how taking my six kids to the dentist cost me $8,214.70?  I had the money, but I sure as heck didn’t want to part with all of it at once.)

So, why not offer your customers the option to pay in small, bite-sized monthly chunks?

Because when you do, here is what’s going to happen:

  • You’re going to close more jobs.
  • You’re going to close jobs more quickly.
  • Your customers will spend MORE on your services.
  • Your business will boom.

But here’s the rub… you can’t do this with just any financing company.

A lot of them take way too long to approve your customers, require unrealistically high credit scores, and rob you blind with fees.

That’s why financing through the GreenSky® Program* is the only way to go.

Just like MYM, the GreenSky Program is dedicated to the home improvement industry.

As a result, the GreenSky Program has over 11,000 merchants and 500,000 consumer loans across a wide range of categories, including interior remodeling, exterior remodeling, roofing, and HVAC.

Seriously, the GreenSky Program has eliminated literally every problem that contractors have with financing.

Long approval processes? Gone.

Delayed payments? Gone.

Messy paperwork? Gone.

Here is what’s left:

  • 5-second decisions: Your customer applies via website, phone, or the mobile app and receives a credit decision in as little as five seconds.
  • Get paid in one day: You receive up to 20% to 50% upfront funding in your bank account within one business day of customer approval.
  • No paperwork: No need to fill out stacks of annoying, cumbersome paperwork—everything is done digitally (and securely backed up).
  • Upsell like a champ: The GreenSky Program offers high credit limits and may approve for higher than the requested credit limit. This makes it incredibly easy to upsell on projects your customers finance.
  • No enrollment fee: Unlike other programs, the GreenSky Program does NOT nickel and dime you. There’s no enrollment fee and just a small, painless fee per transaction. You’ve earned the money—you deserve to keep it.

If you aren’t using the GreenSky Program for financing, you’re losing out on hundreds of thousands of dollars in sales. Period.

To prove it, in the next post I’ll show you just how easy it is to upsell and close more jobs when you incorporate the GreenSky Program into your business.

If you’re interested in finding out more about how the GreenSky Program can help you wildly increase profits, visit the MYM GreenSky Trusted Partner page.

Bon appétit.

P.S. The most expensive steak in the world is the A5 Kobe Strip Steak. It costs $350 (tax not included) for 12 ounces, and you can only get it at Old Homestead Steakhouse in New York City. The reviews say the steak is the best thing you’ll ever taste in your life. When you offer the GreenSky Program’s financing to your customers and dramatically increase your revenue, affording this streak will be like buying off the Dollar Menu at McDonald’s.

* All financing is subject to credit approval and credit qualification.  Financing for GreenSky® consumer credit programs is provided by federally insured, federal and state-chartered financial institutions without regard to race, color, religion, national origin, sex or familial status.
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