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How to Ease Client Fears and Take Control of the Remodeling Process

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How to Ease Client Fears and Take Control of the Remodeling Process

Industry advisor Mark Richardson offers seven ways to control your client's fantasy of remodeling and, ultimately, minimize their fears and enhance their understanding

October 20, 2023
remodeling mastery mark richardson



With remodeling costs up nearly 15%, many clients have had enough, says industry advisor Mark Richardson. How can remodelers and salespeople enhance a client's understanding of the true process and project costs without scaring them away?

Richardson offers seven ways to do so on this episode of Remodeling Mastery.

Today, the consumer is "feral," as Richardson describes. They have been unleashed from captivity, and no longer offer patience or as much understanding. Instead, they want to control the process. In addition, there's an added wonkiness from consumers. They're unaware of the reality of remodeling today, which includes price increases of 15 to 20%.

"I'm seeing with a lot of remodeling companies that the conversion rates are going down. I'm seeing the frustration on the part of salespeople being much greater and certainly blaming this cost escalation," says Richardson.

In this episode, Richardson discusses the challenges of increasing project costs, the consumer mindset, and outlines ways to deepen client relationships, educate clients, and brainstorm cost-saving techniques with your team.



written by

Mark Ferguson

Mark Ferguson is president of Ferguson Builders. He has an MBA and BS in Construction Management from Bob Jones University.

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