Yogi Berra said, "If you don't know where you're going, you might not get there.” And Winston Churchill said, "Plans are of little importance, but planning is essential."

It doesn't seem that most residential contractors have embraced the concept. You should. To position yourself for success, I'm encouraging you to build an Annual Operating Plan. Think of this as a combination of your 2019 budget along with the strategy and tactics you'll use to get there. It's also the benchmark you'll use in the coming year to frequently check that you're on track or not on track as the case may be.

Participants will:

  • Understand what an operating plan looks like and why it’s needed.
  • Learn key elements of the plan, KPIs, and metrics.
  • Review an example template and how to start building your plan.
  • See examples of using your plan to help manage your business.

Mike Rogers, OmStout Consulting
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

Several consultants I've worked with point to pricing mistakes as one of the single biggest business killers in contracting businesses. In this webinar, we will discuss methods to establish fair pricing, correct errors, and ensure pricing accountability across the company.

Participants will:

  • Understand fair pricing that delivers value to customers and double digit profits to contractors.
  • Discuss roadblocks to pricing correctly.
  • Learn how to avoid some of the pricing mistakes that hurt contracting businesses.

Mike Rogers, OmStout Consulting
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

While there are some standard approaches to home performance sales force structures, it often seems like there are as many schemes as there are contractors: some effective, some not so effective. In this webinar, we will discuss some of the most frequent sales management questions, including salesperson compensation, sales performance, how the sales force determines prices, sales management and coaching, and effective sales meetings.

Participants will:

  • Learn common sales compensation approaches that work.
  • Discuss sales pricing roles and responsibilities that include accountability and scalability.
  • Understand the importance of sales meetings and basic elements of an effective meeting.

Mike Rogers, OmStout Consulting
Earn Up to 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

Healthy homes and indoor air quality are widely viewed as one of the key emerging drivers for whole-house home performance retrofits. Yet, with all the progress that has been made on diagnostics, and penetrating the health care arena, there hasn't been much discussion about the business model around healthy homes. In this webinar by Energy Circle's Founder & CEO Peter Troast, we'll get to the heart of the matter: how do HP contractors identify, market, sell and deliver profitable jobs that solve IAQ issues.

Peter Troast, Energy Circle
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

In-home selling is different. In the unique world of in-home selling, you are not calling on a business where, since the decision makers are at work, they are expected to make business and financial decisions. You are entering your customers personal and private space, where decision making can be more fluid and different rules apply.

In this session you will learn why traditional sales tactics just don’t work anymore and leave with practical, actionable ideas that if put to use will help shorten your sales cycle and increase your closing ratio - all while setting yourself apart from the competition. This session is not to miss for business owners, sales managers, and selling professionals.

Lauren Valentine, Sandler Training
Earn up to 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.
 

Click here to register

Is there a greater challenge than working on the front lines of an organization and dealing one on one with customers daily? Much hinges on this critical role - from building strong customer relationships, to uncovering their ongoing needs, establishing loyalty, and even continued sales growth.

In this session, we'll take a close look at what customers really want, and then examine what we can do to meet and exceed those expectations. We'll also explore what makes up a customer focused culture, and how that impacts what each person does in their every day roles and responsibilities.

Lauren Valentine, Sandler Training
Earn up to 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.
 

Click here to register

Let's talk about how your clients make decisions. What information do they need to make a decision? What is the most efficient way to present this information to them so that they realize and remember the importance of what we do as well as the step by step process needed to do the job correctly?

Mike personally hates the "sales process." However, he does enjoy buying from a source who can inform him of all the things he needs to know before making a decision. Mike strives to make intelligent choices and believes many of your prospects do as well.

Do your prospects and clients see you as a wizard? If not, Mike can propose a solution. Wizards make more money.

During this webinar, you'll learn to:

  1. Use technology in business operation and management
  2. Understand the decision-making process of your prospect
  3. Produce loyal and satisfied customers
  4. Program the client for referrals
  5. Understand consultative sales

Mike Gorman, TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

Contractors who can estimate more quickly can often sell the job for more money. Faster estimating begins with a streamlined system of pricing.
Mike can show how to create a list of job-related activities for your company. These job-related activities define the processes required to complete some or all of the jobs you perform. Or, beg, borrow or buy a list (often referred to as a database) that lends itself to the type of work that you do.
With practice, you’ll find that you can do the impossible in less time.

Through this webinar, you'll learn the following:

  1. How to use technology in business operation and management
  2. An estimating system is a tool, and sometimes it’s the tool that gets used more than any other. Depending on your business, this tool might be computerized.
  3. Simple checklists can often be developed into a quick and accurate estimating system.

Mike Gorman, TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

The fuel of superior performance is an undying pursuit of excellence. An organization that can outperform its competitors over a long period of time has sustainable competitive advantage. In this webinar, we will discuss the two basic types of competitive superiority, the cost (not price) advantage, and differentiation advantage. We will look at implementation strategies and tools we can use to achieve superior performance. Don't miss this informative webinar.

What you'll learn from this webinar:
1. Internal steps towards superior performance
2. How cost advantage ensures increased profit
3. How to develop a differentiation strategy in a competitive market

John Tooley, Advanced Energy
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

Every company needs a plumb line to evaluate their culture and quality development. In this webinar, we will discuss this disciplined approach to evaluating our progress toward strategic results, as well as reviewing our underlying culture and strategy itself. These 10 attributes lead to a systematic validation of elements and components of a superior company. By incorporating these attributes into our businesses, we create value for our customers and our organizations and will be able to differentiate our company or agency from our competition. If you want to measure your progression and have a roadmap for developing a great place to work, this is the webinar for you.

What you'll learn from this webinar:
1. How to evaluate our progress
2. Areas that may need improvement
3. How these attributes contribute to a great place to work

John Tooley, Advanced Energy
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

Click here to register

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