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12:30 PM - 1:00 PM
Registration for the Home Improvement Profitability Summit
Get there early so you can grab the best seat possible!
1:00 PM - 1:15 PM
Opening Remarks & Housekeeping
The stage will be set for The 2021 Home Improvement Profitability Summit. Also, important housekeeping items will be covered.
1:15 PM - 2:15 PM
Finding the Best Personnel - From Salespeople to Installers
Finding qualified salespeople and installers has become one of the most challenging issues in 2021.

In this session we will discuss the four major advantages that industry companies have when looking for the right fit in a position, what recruiting methods yield the best results right now, how to write powerful copy, and how to maximize candidate referrals.
2:15 PM - 3:15 PM
Conducting a Winning Interview
To begin with, we will discuss what you need to get right in the pre-interview process.

You will then learn the critical facets of a successful interview, such as: selling the opportunity based on the applicant's wants, needs and values, how to challenge them and test their interest in the position, and obtaining commitments to the employment agreement, expectations, compensation, training schedule and pre-training preparation.
3:15 PM - 3:45 PM
Break: Sponsor Showcase and Networking
Take time to visit our excellent sponsors and ask our team of Account Executives specific questions pertaining to your business.
3:45 PM - 4:10 PM
Critical Legal Issues for 2021-22
The industry’s top legal advisor, D.S. Berenson, appears via video to address current critical issues from a national and state perspective. Most importantly he will elaborate on what to expect for the remainder of 2021 and what is on the horizon in 2022.

There will be time to have your questions addressed.
4:10 PM - 5:30 PM
Reduce Mis-Hires and Turnover with Proven Hiring Assessments
How familiar are you with hiring assessments? When we recommend our clients to implement them in their hiring process, the reactions range from understanding to outright skepticism.

We have been a proponent of hiring assessments for over 40 years, and our research indicates that they are accurate 85-90% of the time.

You will learn about The DISC Analysis Profile, which is highly effective at finding the right fit for an applicant, while also reducing turnover. You will also learn about The Sales Aptitude Appraisal, which scores an applicant across four separate sales categories to determine their overall level of ability.

Regardless of your history with hiring assessments, you will leave this session with a greater understanding of how they can benefit your company.
5:30 PM - 6:30 PM
PANEL: Onboarding New Hires Efficiently and Effectively
How new hires are initially trained can be the difference between success or failure. The purpose of sales training is to improve the skill set of the salesperson. It is a lot more than just words and narrative statements.

A panel of the leading business owners and sales trainers in the industry will share their experiences, what they've learned over the years and what has proven to be effective.

Bring your questions for the powerful Q&A session that follows their presentations.
8:30 AM - 9:00 AM
The Importance of Updating Your Marketing Plan
Marketing in this industry means finding ways to get people to respond, creating opportunities to make presentations and ultimately to sell a fair percentage of the respondents.

However, the industry is changing rapidly, and you need to adjust with it. When was the last time you changed or modified your marketing plan? And how relevant is your marketing plan in today's marketplace?

This session is designed to provoke thought and hopefully strike the need for change. Remember, the measure of a successful marketing plan is the amount of net business (ready for installation) you have sold, measured against the cost of procuring the leads to sell that volume of business. If the cost of your marketing program when measured against this net business exceeds your budget then the plan needs modification.
9:00 AM - 10:00 AM
PANEL: Innovative Marketing Methods to Attract Your Target Customer
Three of the industry's top marketing experts will present defined strategies that have proven to be extremely successful in not only generating leads, but leads that convert at a high percentage.

Bring your questions for the powerful Q&A session that follows their presentations.
10:00 AM - 10:45 AM
Selling the Appointment with Inbound & Outbound Scripting
How savvy is your inbound scripting? A five-step process should be incorporated that:

• Makes a great first impression
• Engages them, while obtaining basic information
• Identifies their dissatisfaction
• Sells the value of the visit
• Obtains agreement to your terms

While outbound scripting may not be utilized as frequently as in the heyday of telemarketing, it is still an effective tool to warm prospects. Two keys in making this effective involve a significant effort by your marketing reps to learn the script so they do not seem robotic, and constantly testing different scripts to see which are most effective.

10:45 AM - 11:15 AM
Break: Sponsor Showcase and Networking
Take time to visit our excellent sponsors and ask our team of Account Executives specific questions pertaining to your business.
11:15 AM - 12:00 PM
Asset Recovery: How to Expertly Convert Unsold Leads
One of the biggest opportunities right now is to develop (or revamp) your revisit program. Scripting for these leads often depends on the product or service; however, for the most part, additional price drops or offering an optional lower priced product is not an ideal strategy.

A revisit program supports your sales department. It helps management train, retain and redirect salespeople while increasing their sales. You will learn that with proper planning and execution, revisited leads can represent 7% to 10% of your gross revenue.
12:00 PM - 12:30 PM
Critical Legal Issues for 2021-22 (PART 2)
D.S. Berenson appears via video to continue to address current critical issues from a national and state perspective. He will also continue to elaborate on what to expect for the remainder of 2021 and what is on the horizon in 2022.

There will be time to have your questions addressed.
12:30 PM - 1:30 PM
Lunch (Provided by Dave Yoho Associates)
1:30 PM - 2:30 PM
PANEL: Modern Marketing Techniques to Lower Your Overall Costs
The average industry lead cost continues to escalate, currently at well over $450. This dramatically affects profitability, so it is critical that you find ways to lower this number.

Three of the industry's top marketing experts will present proven methods to accomplish this, including incorporating nebulous (indefinite) leads into your marketing mix.

Bring your questions for the powerful Q&A session that follows their presentations.
2:30 PM - 3:15 PM
Referrals: The Ultimate Lead
In the world of marketing arguably, the greatest lead is the Referral.

Ask any sales rep about the lead mix in their company, and which lead is most preferable, and you’ll find referrals, lead the list of likeability, all of which begs the question - “Why doesn’t the average company get more referrals?” The truth is - they like them, they want them and most have referral programs with incentives to their customers, yet for the most part, there is a lukewarm application of technique to get more referral leads.

You will learn how to develop a modern referral program for 2021 that is easy to implement.
3:15 PM - 3:45 PM
Break: Sponsor Showcase and Networking
Take time to visit our excellent sponsors and ask our team of Account Executives specific questions pertaining to your business.
3:45 PM - 5:00 PM
PANEL: Best Practices to Reduce Backlog and Cycle Time
Several of our clients who experienced record-setting revenue in 2020 saw their average cycle time increase double or triple. An increase in backlog reduces cash flow and creates customer dissatisfaction, which encourages cancellation.

In this panel discussion, you will learn how to modify your existing budget to reflect increased cycle time, while also making some minor changes to your “selling price” in order to compensate for the cost increase.

Remember, backlog is not necessarily a bad thing. Successful sales organizations have to protect their crews by making sure they have a sufficient amount of backlog so as not to lose them to competition.
5:00 PM - 6:30 PM
SPECIAL EVENT: Sponsor Meet and Greet
Join us and our valued Sponsors as we give away over $2000 worth of prizes. Afterward there will be time to network with other attendees, sponsors and Dave Yoho Associates personnel.
8:15 AM - 9:30 AM
Uncovering the Prospect’s Value System
Closing the sale is the natural conclusion to the satisfactory completion of each step of a sound sales methodology. All steps are built on understanding the buying system and the values of your prospects.
But how much does someone know the difference between what prospects like vs. what they need?

Our research indicates that homeowners most frequently purchase products or services from companies based on the following perceptions:

• The perceived credibility of the salesperson
• Rapport between the prospect and the salesperson developed early
• Questions asked and responses given (showing care)
• Consideration of the prospect’s timely questions, concerns and value system
• A unique, quality product/service tailored to their individual needs
• A product/service which was perceived as superior to other options
• The project’s perceived value was equal to, or exceeded the price quoted
• The perceived ease and simplicity of the purchase system
• The presenter/salesperson was a knowledgeable specialist who showed care and related to their value system
• The presenter/salesperson showed an interest in doing business with the prospect and asked for the order (possibly more than once)

You will learn how to rapidly uncover your prospect's value system and how to tailor your presentation accordingly.
9:30 AM -10:00 AM
Selling Your Price and Overcoming Objections
Here are the three realities of price:

1) Someone will always have a lower price
2) There will always be price objections
3) You will always lose some orders to a lower price

Once you have an understanding of these factors, it will be easier to sell your price and overcome objections.

In this session you will learn:

• How to pre-condition and pre-sell the price
• How to build perceived value into the presentation
• Price-reducing elements that can be incorporated
• The powerful value-building tool - - The Total Offer Concept
• How to avoid buyer's remorse post-sale
10:00 AM - 10:20 AM
Break: Sponsor Showcase and Networking
Take time to visit our excellent sponsors and ask our team of Account Executives specific questions pertaining to your business.
10:20 AM - 10:50 AM
Selling Your Price and Overcoming Objections (continued)
Here are the three realities of price:

1) Someone will always have a lower price
2) There will always be price objections
3) You will always lose some orders to a lower price

Once you have an understanding of these factors, it will be easier to sell your price and overcome objections.

In this session you will learn:

• How to pre-condition and pre-sell the price
• How to build perceived value into the presentation
• Price-reducing elements that can be incorporated
• The powerful value-building tool - - The Total Offer Concept
• How to avoid buyer's remorse post-sale
10:50 AM - 11:50 AM
PANEL: Adapt Your Sales Skills to a Changing Marketplace
In this panel session, you will hear from several of the top Sales Managers and Owners in the industry. They will share the strategic changes they made to their sales approach over a year ago that has helped them post record revenue.

Bring your questions for the powerful Q&A session that follows their presentations.
11:50 AM - 12:00 PM
2021 Summit: Closing Remarks & Prize Winners Announced
We wrap up this year’s Summit by answering some final questions and giving away over $3000 worth of prizes so make sure and stay until the end so you are eligible!
12:00 PM - 1:00 PM
Lunch (Provided by Dave Yoho Associates)
Although the Summit is finished, we invite you to stay for lunch and have conversations with Dave Yoho Associates personnel and our Sponsors.

PLEASE NOTE: Summit sessions may be changed or moved depending upon speaker availability.