Educating Clients Washington DC

Exciting, scary, daunting: Remodeling is all that and more to homeowners who are considering unleashing a crew of strangers on their home. A bit of education can go a long way toward giving them the confidence to proceed with their project, with you as the trusted authority to guide them through it.

“They're always looking for speakers at libraries and home shows,” says Patty Musser, chapter administrator of NARI of San Jose, a chapter of the National Association of the Remodeling Industry. There's usually no cost at these events, other than your time and handouts.

You can also consider inviting homeowners to a more personal setting, such as your showroom, a trade partner's space, or even a client's home. Ten times a year, up to 40 homeowners spend two or more hours at focused remodeling “workshops” at the offices of Harrell Remodeling, in Mountain View, Calif. Attendees pay $20 to $25 to cover costs (including snacks), and many go on to hire the company. About 10% of the company's leads come from the workshops, says Taleesha Baker, marketing administrator.

Tips for successful speaking:

Join a respected partner. Musser surmises that speaking opportunities are available to any remodeler with knowledge and initiative. But you may have more credibility, and get a more qualified audience, if you're “packaged” as part of a bigger group known for professional standards and ethics, such as NARI. The organization can also help to market the engagement.

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