Remodeler of the Year Jeff Hunt on the cover of Qualified Remodeler magazine

Remodelers should identify and develop the “sweet spot” of their business,  the part of their business that they do best and that brings in the right type and size of jobs so they can prosper, recommends  Jeff Hunt, CGR, CAPS, GMB, CGP, the newest NAHB Remodelers member honored as the Remodeler of the Year.

“Stay within your capabilities, but make sure your capabilities are growing,” Hunt cautioned.

Hunt, who recently merged his company with Brothers Strong of Houston, said remodelers should analyze their company’s performance to find that “sweet spot” by tracking job costs and revenues and comparing their estimates for the jobs with actuals.

Speaking at the International Builders’ Show in Las Vegas earlier this year, Hunt also discussed nine other key business qualities that can help remodelers succeed:

Be Loyal to Suppliers and Trade Partners

Hunt said that loyalty to suppliers and trade partners is crucial to the success of a remodeling job. Respecting their time, using written schedules and paying them on time will lead to a healthier and more productive relationship, he said.

In addition, Hunt noted that remodelers should also stress the importance of customer service with their suppliers and trade partners because how they interact with the home owner ultimately will have an impact on the project and the home owner’s satisfaction.

Don’t Be Afraid to Work Hard

Remodeling is not a 40-hours-a-week job and requires personal dedication and discipline to succeed. “Don’t be afraid to work hard,” Hunt said, while noting that remodelers should celebrate their success.

Be Fair and Be Clear

Treat people with respect and you will earn your client’s appreciation, Hunt said. He recommends that remodelers work patiently with customers who may not understand all the complexities of construction and explain details that may be beyond their experience and know-how.

 Laying ground rules for how the company works — such as when customers can call and what emergencies warrant breaking the rules — also helps to establish a respectful working relationship, Hunt said.

Know How to Market and What Marketing Works Best

Hunt said remodelers should use every opportunity to strengthen their marketing and build word-of-mouth recognition. To do that, Hunt said remodelers should analyze their leads to determine what types of marketing have generated the best leads — the leads that turned into signed contracts. Understand what types of marketing works for you so you can eliminate what doesn’t work and spend your marketing dollars wisely, he said.

Hunt also said that remodelers should have a photographic record of their completed jobs to show to potential customers.

Plug Into Remodelers’ Resources

Hunt said remodelers should get involved in a professional association such as NAHB Remodelers so they can network and learn from their peers and other industry experts. He recommended that remodelers attend local, state and national meetings and conferences and take advantage of the educational and training opportunities offered.

Hunt said he personally values education and pursued and earned multiple designations soon after joining his local association.

Be Methodical

Hunt stressed that remodelers should create business systems and processes that will smooth their workflow, increase efficiency and lower operating costs.

“Get into a pattern, analyze, evaluate and modify as needed,” he said. He suggested that remodelers develop and use templates for such key functions as sales, estimating, contracts and project documentation to streamline operations.

Know What You Don’t Want

Hunt believes success comes as much from knowing what you don’t want in a job, client, location or other aspect of your business, as what you do want.

He said that knowing what they don’t want helps remodelers focus on their ideal work situation and track down leads that will result in the business they want.

“Look and listen for red flags,” said Hunt, adding that remodelers should be aware of the personality types that they work with best, where they prefer to work, how far they are willing to travel and what kind of jobs interest them the most.

Measure Results

Hunt said remodelers should track, measure and analyze every aspect of their business to maximize efficiencies and focus on success. This includes analyzing leads, profitability, job costs and more.

He also said remodelers should create annual budgets that are achievable, but that also enable the company to stretch and grow.

Spend Time Working on Your Business

Hunt said remodelers should spend 20% of their time working on their business — thinking about and developing and implementing strategies that will improve and grow their business.

One way to do this, he suggested, is to create a circle of trusted advisors who will tell you the truth about your business — even if that’s not what you want to hear. He also said that to strategize successfully, business owners should know how to measure success and compare the company’s vision with actual results.

Finally, Hunt urged remodelers to plan for the future and establish an end game — whether they eventually want to sell or merge their business — as they form their retirement plans. [ return to top ]