This blog is moving.

Well, its final, I am moving this blog to www.trowelandhammer.com . All future content will be posted there. 

Thanks, 

Habitat- Giving Back

Habitat for Humanity is a charity that is very close to my and my companies heart. We support our local affiliate through donations as a company of materials at a deep discount and by acting as a resource throughout the construction process. I serve on the affiliates board, and many of our employees donate time to the groups efforts throughout the year.

I tell you this not to blow my own horn, or to show what good things we do, but to remind you that we as the construction industry have a unique gift to give back to the communities we do business in. Habitat is not the only way to serve, but it is the one that I have chosen, as I agree with the groups aims and methods. If Habitat is not a cause you believe in, or is not active in your area, find something to volunteer with. I do not believe that we as business people and entrepreneurs "owe" anything to our communities that anyone can take, but I do believe that service is a virtue. That service provides many opportunities, both directly through the chance that I have to network and in a more karmic sense. That doing good for other begets good things is not a new idea, and one definitley worth trying out.

With that I want to encourage you to go build something. Not just houses or buildings, but communities, homes and families. If you are passionate about something, go make it happen! Find people like you and by hook or by crook help to build something that will outlast any building that any one of us could build in our careers.

Make an impact that will outlive you!


Please check out Habitat for Humanity of Roswell at Facebook and hfhr.org

What are you really selling

Many of us in the construction business often forget what it is we are really selling our customers, or maybe to be more precise what it is that our customers are buying.

When you or I buy a burger at McDonald's are we really buying 2 oz of beef, a bun and assorted toppings. I know that I am not. I am buying a solution to hunger, and more specifically a fast solution to that hunger. I would rather be eating something else, but that doesn't always work. The construction business is no different.

Lets look at the roofing business. absolutely no one is purchasing shingles, or TPO or any other kind of roofing product because they want it, nor are they buying the time and effort that the roofer and crew put into the project. They aren't even buying a roof that won't leak and the warranty that guarantees that it will stay that way.

They are actually purchasing a dry floor.

If they spend more for it to get a job performed by a roofer they percieve to be better, or a material that guarantees better performance they are buying a dry floor in more conditions or for a longer period of time.

The roof is just one example of this. The same principle applies to a comfortable home and lower utility costs for an insulator, or a better environment to spend time with loved ones for a remodeler. Look at what benefit your customer really gets from using you and the products you use. This may not be the same for every customer but it is often similar. Craft your marketing and selling messages to this end rather than what you
think the benefit is.

Always, always, always remember that people purchase for their reasons not ours. find out what those reasons are and present the opportunity with the best reason for them.