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March Membership Meeting

March 1st Membership Meeting Hosted by Reico Kitchen & Bath
2123 Tomlynn St. Richmond, VA 23230
5:30 pm Networking Social

CEU Presentations by David Lupberger sponsored by the Home Depot
4:15 pm & 6:30 pm

David Lupberger has been in the remodeling industry for more than 20 years and is author of “Managing the Emotional Homeowner.”  Join us for a two part seminar at our March 1st Membership Meeting hosted by Reico Kitchen & Bath 

Part I - How to Identify and Qualify Your Best Customers
4:15 - 5:15 pm Cost $20

The Harvard Business School refers to a phenomenon in small business called "resource poverty."  This refers to a simple fact that small business owners wear dozens of hats, and have limited time and resources.  Working in this setting, time is one of the most valuable and limited resources that business owners have.  Due to limited time, successful business owners focus their time and energy on "high-impact activities."  Attracting and qualifying the right clientele is a "high impact activity".  The goal of this program is to give attendees the information they need so that they never again go on a sales call with an unqualified prospect.  This program will help attendees:

  • Understand how to identify their target market

  • Understand how to identify the demographics of your best clients

  • Clearly understand what questions to ask a potential customer over the phone so that you don't waste valuable time on an onsite sales call with an unqualified prospect

Part II - Creating Clients for Life – A New Business Model
6:30 - 7:30 pm Cost $20

Homeowners always have work that needs to be done on their home. Even in a down economy. The Home Asset Management Plan shows professionals how to build and optimize relationships with clients by offering an annual home evaluation. This annual evaluation identifies potential problem areas providing homeowners with findings, recommendations, and estimates to assist them in managing their largest asset. Work is identified and “booked” as muchas 12 to 24 months in advance. The benefits of this business model are numerous:

  • Is recession proof – even in a bad economy, homeowners still need help

  • Provides ongoing cash flow - generating work orders even in a down economy

  • Is proactive, not reactive – we don’t wait for customers to call – we call them and generate work orders!

  • Allow industry professionals to build life-long relationships with customers becoming their “contractor/advisor for life”


Earlier Event: March 1
Board Meeting
Later Event: April 5
NARI Spring Business Meetings