Get an inside look at how the top business owners and home improvement contractors across the country are tackling the challenge of growing their businesses in today's customer-empowered world. Before you get caught in the trap of thinking “My team is really busy” equals “My business is doing really well,” you might want to consider taking a step back to get some much-needed perspective. During this presentation, Mark G. Richardson walks you through simple and concise ways to take inventory of your business, develop plans for improvement, and implement the changes needed to succeed. Some of the things you'll learn are how to: - Measure your business with a 10-point business check-up - Interpret these results and establish benchmarks to determine specific areas where your business can improve - Develop methodical, step-by-step processes for change to remove any mystery from the process of improving - Break down the misconceptions that could lead you astray to set the stage for success in all of your business endeavors - Learn the basic tools to build a better, healthier business by measuring progress and monitoring success

1. Are You Fit to Grow?
10 Criteria of a Fit Business

2. 2
Today’s Agenda ✓ Meet the team
✓ Walkthrough Mark’s
10-point business fitness
checkup
✓ Q&A
We’ll be giving away a
Google Home Mini to 1
lucky attendee!
Stay tuned in till the end!
A few reminders…
You will receive a recording of
today’s webinar!
You can reach our team at
marketing@surefirelocal.com

3. 3
Mark G. Richardson
Leading authority in the home
improvement industry & author
of 3 best-selling books
Meet Your Speaker

4. Mark G. Richardson
mrichardson@mgrichardson.com
301.275.0208
ARE YOU FIT TO GROW?
(10 keys elements for business fitness)

5. The Business Environment
Up or Down Home Appreciation
Up or Down Interest Rates
Up or Down
Up or Down Employment
New Home Demand
Up or Down Stock Market
Up or Down Consumer Confidence
????? Is it time to “grow” or “hunker down”?

6. Business Cycles
Remodeling DB
Handyman
Specialty
Kitchen/Bath
Level Market
New Homes

7. Key Remodeler Differences
• Client demographics
• Specialty vs. Full Service
• Showroom vs. In-Home Sales
• In-House Crews vs. Subcontracted labor
• Size/type of projects
• Lead generation methods (marketing vs. word of mouth)
• Who provides the financing?
• The sales process ( one sit vs. multiple/consultative )
• The Owners Motivation !

8. Leadership
Motivations

9. Motivations
Legacy A Job A Cause
The Business
Entrepreneur Investor
Ego

10. Defining Growth?
• Top Line Growth?
• Market share?
• Portfolio Blend?
• Team?
• Profitability?
• Predictable or sustainable results?
• Strategic Alliances?
• How do you define growth?

11. The Ideal Growth Rate?
• 0 to 5% ...slipping / losing market
share / competition higher
• 5 to 10%...OK / little team
opportunities/modest innovation
• 10 to 20%...ideal/strong profit
potential / good team retention
• 20 to 30%... Aggressive / may slip in
effectiveness / Team stress
• 30% +++ ...Very aggressive and risky

12. Keys to
Success

13. The Right Mind Set
“If You Think You Can or
Think You Can’t, You’re Right”
Henry Ford

14. The “RIGHT”
Business Mindset
• Positive Attitude
• Work Ethic
• Team Sport

15. CHANGE
or Become Irrelevant

16. “Just do it”
Willing to take risk
Clients found you
Technology optional
Just discuss it
Follow the fantasy
Focus on the “what”
Want to balance risk
You find the clients
Technology not optional
Control the fantasy
Also Focus on the “how”
10 YEARS AGO TODAY
YOUR CLIENT... YOUR MARKETING... YOUR SALES

17. Is Your Business
Fit?

18. 18
Tuesday Thursday
Please email me to
schedule a time
Let’s schedule a call
Get a free copy of one
of Mark’s popular book
in exchange for a brief
conversation with
Surefire about your
digital marketing

19. Is Your Business
Fit?

20. HOW FIT IS YOUR BUSINESS?
TEN CRITERIA FOR BUSINESS FITNESS
Numbers
SCORE
Processes
Team
Product
Profitability
Stress
Reputation
Positioning
Relationships
Leadership
TOTAL :

21. HOW FIT IS YOUR BUSINESS?
KNOW YOUR NUMBERS
Is your business guided by the numbers?
Do you review them weekly?
Do you have a dashboard with specific
metrics such as “cost per lead” etc.?
Do you have a solid budget and track it?
Do you know your numbers from previous
years ?
Are actual vs. estimated costs within 5%?
no
.
1SCORE: _____
(1- 10 points)

22. HOW FIT IS YOUR BUSINESS?
YOUR SYSTEMS/ PROCESSES
Not dependent on personalities?
Are your key processes written down?
Lead/Client management process
Sales process
Production system
Communication vehicles in place
no
.
Client Feedback Process?
Consistent team evaluation?2SCORE: _____
(1- 10 points)

23. HOW FIT IS YOUR BUSINESS?
YOUR LEADERSHIP
Visionary
Good Communication
Goal Oriented
Strong Leadership Structure
Clear sense of purpose
Strategic thinking
no
.
Well respected by the team & community
Walk your talk.
3SCORE: _____
(1- 10 points)

24. HOW FIT IS YOUR BUSINESS?
YOUR TEAM
Strong performers
High retention rate
Good synergy between ind./departments
They want to grow with you
Gung-Ho attitude/ “team spirit”
Accountability at all levels
4
no
.
Consistently exceed expectations (client &
employee)
Commitment to constant improvement
SCORE: _____
(1- 10 points)

25. HOW FIT IS YOUR BUSINESS?
YOUR PRODUCT
High quality advice/design/service
Well defined product/ services (type & size)
Consistent client experience
“On Time” delivery
Clear demographic of your client5
no
.
Predictable results
Responds to diverse economic conditions
SCORE: _____
(1- 10 points)

26. HOW FIT IS YOUR BUSINESS?
YOUR PROFITABILITY
Profitability as predicted
Short and long term balance
Cash flow under control
Consistent year to year improvement
6
no
.
Cash flow/ collections ratios strong
SCORE: _____
(1- 10 points)

27. HOW FIT IS YOUR BUSINESS?
YOUR STRESS
Make time for your family/ friends/ self
Able to limit your hours to 45- 55 per week
Control your day rather than it controlling
you
Proactive vs. reactive time in control
7
no
.
Working “on” your business, not just “in”
the business
Make time for your improvement
SCORE: _____
(1- 10 points)

28. HOW FIT IS YOUR BUSINESS?
YOUR REPUTATION
Well respected in the industry & market
Raving fans for clients
Easily able to hire new employees
High referral rates
8
no
.
Local/ national media interest
Vendors seek you out
SCORE: _____
(1- 10 points)

29. HOW FIT IS YOUR BUSINESS?
YOUR POSITIONING
Stable and consistent
Strong market awareness
Healthy bottom line
Have a good Business/ Marketing Plan
9
no
.
Diversified for risk management
Investing in technology for growth
How well positioned are you?
Mentoring up and coming leaders
Well capitalized
SCORE: _____
(1- 10 points)

30. HOW FIT IS YOUR BUSINESS?
YOUR ALLIANCES/ RELATIONSHIPS
You have established alliances with other
professionals
Good dialog/ regular communication with
alliances and partners
Always seeking out synergistic
opportunities with alliances
10
SCORE: _____
(1- 10 points)
no
.

31. HOW FIT IS YOUR BUSINESS?
SCORING YOUR
FITNESS
CHECK UP

32. HOW FIT IS YOUR BUSINESS?
YOUR BUSINESS FITNESS QUOTIENT
Numbers
SCORE
Processes
Team
Product
Profitability
Stress
Reputation
Positioning
Relationships
Leadership
TOTAL :
Rate yourself on the
following categories
SCALE: 1-10
1: lowest score
10: highest score

33. HOW FIT IS YOUR BUSINESS?
YOUR SCORE
Keep doing what you are doing
You appear to be healthy- continue to do an annual check up
85 or above
You are fine
Focus on any scores below 5 with an action plan for improvement
75- 84 points
You are “Average”
Put your ego aside and find a mentor/ coach to become successful
65- 74 points
Commit now to Improvement
Create a plan and monitor progress monthly
55- 64 points
Bring your team together
Have them score the business- if consistent set regular meetings for improvemen
45- 54 points
You are in serious trouble
Bring in a professional to analyze your test results and to advise you on a
plan
35- 44 points
Below 35 Time to look for a good business to go work for

34. FAQ
• What if my scores are different than my partners?
• Are all the criteria equally weighted?
• How often should I take this fitness check up ?
• Should I retain a coach to help me?
• How fit are other companies?
• How do I conduct this with other team members?
• How do I get more information on this topic?

35. mrichardson@mgrichardson.com
301.275.0208
HOW FIT IS YOUR BUSINESS?
Mark G. Richardson

36. Remodeling Mastery Podcast
Topics
• Change or become irrelevant
• The Future of Remodeling
• The Cash Crunch
• Half Time
• Innovation
• Define Success
• The Ideal Team
• Talking Money
• And more....

37. Thank You
Mark G. Richardson
mrichardson@mgrichardson.com
301.275.0208

38. 38
Tuesday Thursday
Please email me to
schedule a time
Let’s schedule a call
Get a free copy of one
of Mark’s popular book
in exchange for a brief
conversation with
Surefire about your
digital marketing

39. 39
Hey Google, who is today’s lucky
Google Home Mini winner?
The winner of the giveaway is…
Q&A

40. Thank you!
HARDWORKING MARKETING
FOR HARDWORKING PEOPLE
SurefireLocal.com marketing@surefirelocal.com @SurefireLocal