Sep 23

E550: Be A Seeker Of The Good

How you see people or events is up to you, focus on the positives.

 

  1. Build a mindset that seeks out the good
    1. Typical reactions/thoughts are Good or Bad - our bias is towards the negative
    2. This creates paths in our brains - neural pathways
    3. If your pathways lead to bad you will see the bad in everything
  2. Change the path
    1. Don't leave the paths to chance
    2. Breakdown the roadblocks that close off the good
    3. Build the proper pathways
  3. Seek out the good in everything and everyone
    1. Who would you rather be around?
      1. A person that always see the doom and gloom
      2. A person that can see the positive and bring out the best of the situation
    2. Learn to be a better observer and start to seek the good
    3. Build a bias towards positivity

Sep 22

E549: Leading By Example

To build an Elite organization you need to be a leader, not a manager.

 

  1. Leadership builds elite teams
    1. Managers get work done
    2. Managers keep things organized
    3. Leaders develop teams that can accomplish great things
  2. Be a leader, not a manager
    1. Often people get promoted to management and think "no more late nights"
      1. Leaders burn the midnight oil along with the team
    2. Managers tell people what to do, how to do it, and when to get it done
      1. Leaders go further and explain why each thing is it important
    3. Great leaders build confidence in their teams
  3. Start leading by example
    1. People are going to do about 80% to 90% of what you do
      1. Set the right example
    2. Be the first one to arrive and the last one to leave (a majority of the time)
    3. Be willing to roll your sleeves up and help out

Sep 21

E548: Realistic Schedule Logic

Create schedules that are used as tools, not as placemats.

 

  1. An effective schedule must be realistic
    1. There is a lot that goes into a realistic schedule
    2. Too much for a single Coachcast - today we are focusing on the logic
    3. The logic is the sequencing and the coordination portion of the schedule
  2. When creating your schedule be sure to check the logic
    1. The obvious - this is what we typically build the schedule on
      1. The underground pipe before the pavement
    2. We need to go beyond the obvious and take a closer look
    3. The not so obvious
      1. Installing metal studs to bottom of a slab on deck before the concrete is poured
    4. Manpower loading and space restrictions
      1. Scheduling the framers, electricians, plumbers and others all in the same room at the same time
    5. Trade interaction
      1. Scheduling dry-fall ceiling painting the same time as framing below
  3. Create your base schedule then check and adjust
    1. Look at it like an assembly line
      1. Put the tires on the rim before mounting to the car
    2. The difference is the product doesn't move, the trades do
    3. Work through each step testing the logic

Sep 20

E547: Move Towards Best Value Sales

Shift your focus to clients that care more about value than price.

 

  1. The low price market is a tough racket
    1. Unless you are set up for it move away
    2. Find a better market - look for best value clients
    3. Best value clients select the contractor based on more than price alone
      1. They look at qualifications, experience, services, reputation, etc.
  2. Change your sales approach
    1. Must contractors use an inbound marketing system
      1. Put listing in directories and wait for calls
    2. Shift to more outbound marketing
      1. Outbound marketing is about strategic efforts to sell your brand
      2. Reaching out to your targeted customers
    3. Market your message and educate your clients
      1. Tell them why they should choose you
  3. Qualify your leads
    1. Interview all your potential clients to determine what matters to them
      1. If they don't fit you then tell them
    2. Profile your potential market and target them
    3. Continuously refine the process to get better leads

Sep 19

E546: Ask Coach – When To Push Back

Don't confuse a pesky client with good customer service.

 

Q: I have a good customer that I do work for but they are always asking me to do additional work for free. When should I push back?

A: From the beginning.

 

  1. We all get asked from time to time
    1. Can you do this for me? Can you add this for free?
    2. Can you get done early?
    3. It can be hard to say no to our customers - be Elite not a push over
  2. Be sure your lines are clear
    1. What are you willing to do for your good customers?
    2. How much, how far, how long?
    3. Know this upfront and it's easy to say "our policy is"
  3. Establish boundaries the first chance you get
    1. Stand your ground when you are asked - don't just give in
    2. Make it clear what you will and won't do
      1. Follow your guidelines and policy
    3. If they don't understand they may not be that great of a client after all

Sep 16

E545: Start Investing In You

The best investment you will ever make is in yourself.

Napolean Hill - Think and Grow Rich

 

  1. Investing in yourself should be a priority
    1. Learning is investing in yourself - but we need more than that
    2. We need to invest in other areas
    3. We all want to be our best and that take continued investment, both time and money
  2. Invest some time in you
    1. Allow for some "me"
      1. Do something for you, meditate, read, walk, etc
    2. Continue to learn and grow
    3. Spend some time exercising and stretching
      1. We are building something great and we need to be able to enjoy it
  3. Invest money in yourself
    1. Spend some money on you, your education, your enjoyment, and your health
      1. The more you put in the more you will get out
    2. Invest in your enjoyment too, all work and no play is not a healthy path
    3. Create some "me" funds
      1. Set aside 5% to 10% of your income for spending on growth and learning
      2. Set aside 5% to 10% of your income for plain old fun

Sep 15

E544: Avoid The Busy-ness

Start running your business and avoiding the busy-ness.

 

 

  1. How do you manage your business or team?
    1. Do you micro-manage
    2. Do you find yourself doing it not delegating it
    3. Do you spend more time leading or doing?
  2. Don't get trapped in your busy-ness
    1. Want to build an elite business or team - you need to be a leader
    2. Learn to back away and let others handle the tasks
    3. We have to delegate and lead
  3. Getting out of the busy-ness
    1. Review your daily routine - track what you spend your time on
    2. Do you spend the right amount of time every day managing and leading?
    3. Start delegating more of the tasks
      1. Set clear expectations
      2. If you expect it, inspect it

Sep 14

E543: Tracking Project Materials

Keep a close watch on critical materials to avoid costly delays.

 

  1. Getting materials for your project can be a process
    1. Purchasing
    2. Submittals
    3. Fabrication
    4. Delivery
    5. Storage
  2. Getting them on time is critical
    1. Avoid delays in production
    2. Avoid missing key dates
    3. Understand long lead items
  3. Create systems to track your materials
    1. Create a tracking log for each project
      1. List each item and track the entire process from start to finish
      2. Use the dates needed on the project to work backwards to determine when to buy
    2. Make this part of you project start-up process
    3. Follow-up on the items to make sure suppliers are hitting the dates

Sep 13

E542: Scope Clarifications In Contract

Review your contracts with estimating to clarify the scopes.

 

  1. Most estimates have them
    1. Clarifications to the bid
    2. Exclusions and inclusions
    3. Discussion items in negotiations
  2. Problems arise if not in contract
    1. Often happens when the project is on-going
    2. The project team is expected to perform per contract but contract is wrong
    3. Items are missed in the scope and now there is a cost gap
  3. Establish procedures to protect yourself
    1. Contract review procedures with estimating involved
    2. Check the proposal versus the contract and construction documents
    3. If there are questions or interpretations get them clarified

Sep 12

E541: Ask Coach – Getting People Into New Tech

Getting your team to adopt new technology can be a struggle.

 

Q: I started using a new mobile app for daily reporting but I am having a hard time getting people to use it. How can I get people to adopt new technology?

A: Explain the reason why it's important and train them well.

 

  1. We want to bring new technology into our business and projects
    1. Update our systems and procedures
    2. Create efficiency in our business
    3. But, people are resistent
  2. It's human nature
    1. People don't like change
    2. We are scared of what we don't know
    3. We feel that the change is not necessary
  3. Making a smooth transition
    1. Explain the reason why it's important
      1. Most people feel that the change will benefit the company and not them
      2. Explain how it benefits the individual
    2. Start small and build on the successes
    3. Provide proper training
      1. Group people in training based on their current levels
      2. Train some champions to be a resource

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