Bailey Remodeling, Louisville, Ky.
2015 Revenue: $1.5 million
Best practice: In the past, Brandon relied on natural talent to make sales, but he’s currently participating in weekly training sessions with a Sandler sales coach. The idea is to take him “from being good at something to being an expert,” he says. Part of that means learning how to tell, early in the process, when a homeowner isn’t a good fit for the company, and withdrawing from that project. Bailey Remodeling is currently making the transition to a design-build firm, and Brandon plans on charging clients for consulting and design work. The sales training has been a big help toward meeting that goal.
Read more about the 2016 Professional Remodeler 40 Under 40 awardees.