In part one I covered the idea that we all have an internal thermostat which regulates how successful we’ll be. If your thermostat is set at $1.5 million a year in revenue, and you drop down to $1.2 million, your thermostat will kick on and “warm” you back up to $1.5 million. If you increase [...]
“The most we can charge is 35% margins because people in our area won’t pay more.” I was conducting a coaching session with a floor dealer who wanted to grow his business, and he was trying to convince me that there was no way he could raise his prices. I, of course, was having none [...]
Greetings Floor Dealers! This series is about the mindset and strategies used by dealers who build $5 Million businesses with gross margins of 45% or more. To successfully command premium prices (gross margins of 45-50% or more) in today’s environment, and build a $5 Million business, two critical components must be in place. The first [...]
Greetings Floor Dealers! Not long ago I was on a coaching call with Mark, a floor dealer from the Chicago area. "We love having Home Depot for neighbors," he said. "We take a lot of business from them." I spewed iced tea as I burst out laughing. "Details! Details! Give me details!" I said after [...]
Greetings Floor Dealers! Have you ever had the experience of getting a whole cluster of sales rejections in a row? I certainly have. Over time I began to notice a pattern: it seemed that these “rejection clusters” happened far more often when was feeling down and discouraged, or questioning the value of what I was [...]
Greetings Floor Dealers! Most flooring dealers have a fundamental misunderstanding about what business they are in. They believe that they are in the business of installing floors, of selling, of “running” a flooring business. The reality is, you are a marketer of flooring services. The business you are in is “marketing.” The product just happens [...]
Greetings Floor Dealers! The goal of the Flooring Success Systems 12-Month Total Transformation is to allow you to double your income and take at least an extra day off of work. But with all the day-to-day stuff that goes on in running a flooring store, it’s easy to lose sight of that. With that in mind, [...]
