Mike Gorman

Mike Gorman is a Certified Remodeler (CR) with the National Association of the Remodeling Industry (NARI), and has held local, regional, and national offices with NARI. He delivers seminars and provides telephone and on-site coaching with clients ranging from Fortune 500 companies to individual contractors regarding sales, marketing, estimating, and systematizing the business.

Articles By Author
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Building the Bottom Line

Author: Mike Gorman
free CONTENT
July 01, 2005

        Home performance contractors are often excellent mechanics and artists, ever driven to deliver a high-quality product, but they sometimes lack expertise in business management. No business can flourish without ... [continue reading]

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Ten Steps to Getting the Contract Signed

Author: Mike Gorman
premium CONTENT
April 16, 2006

        The average person can’t tell the difference between a good medical diagnosis and a bad one. Neither can this person tell a good tax return from a ... [continue reading]

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How to Win the Job

Author: Mike Gorman
free CONTENT
September 03, 2009

Your salesperson should spend the most time working on sales with the easiest-to-close, most promising leads. Screening to find those leads is the first part of an effective sales system. [continue reading]

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Pricing for Profit

Author: Mike Gorman
premium CONTENT
September 04, 2009

After paying for the costs to run your business and the sticks, bricks, and labor to complete your jobs, you better have some money left over for profit - over and above your salary. [continue reading]

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Blogs By Author
Sales is the Engine that Pulls the Train

Sales is the Engine that Pulls the Train

Mike Gorman

Without sales a terrible thing happens: nothing. In our corner of the shelter industry, the role of salesperson is played by craftsmen, technicians, diagnosticians, and others calling themselves designers, estimators, or consultants. Very few want to be called salesperson and fewer willingly expose themselves to sales training. The result may be that the public is able to buy our products and services at bargain basement prices, often below cost. This purchase is made from a ... [continue reading]

Simple Sales Strategies

Simple Sales Strategies

Mike Gorman

Everyone was seated waiting for the train to depart when vendor #1 stood at the front of the car and held up a familiar brand of chocolate candy bars announcing their price. Then he walked through the car and offered a candy bar to each of the passengers. I watched as he sold two candy bars in that group. [continue reading]

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