By Joe Diliberto, Sandler Training, Oakland, CA
Ask salespeople to list their least favorite selling activities, and you can count on "prospecting" being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.
Why?
Because prospects have an unending list of excuses for dismissing salespeople before the prospecting call conversation actually gets started.
By Shauna Krause, President, Capitol Services, Inc.
Having assisted contractors with licensing and other industry issues for more than 30 years, the questions that come into the office remain interesting and unpredictable. Sometimes the question comes from rumor, mistaken understanding or simple wishful thinking. In this instance, despite our appreciation at being asked, the answers can sometimes be clear, but also disappointing when we have to set the record straight…
By Shauna Krause, President, Capitol Services, Inc.
While it’s certain contractors need to be licensed, some other ‘players’ must also ‘ante up’ if they want to be in the construction ‘game’. What seems like a simple mistake, you might also be making, could leave another contractor in ‘suspense’ if he doesn’t act quickly to correct it, because, as Oliver Wendell Holmes said, ‘ignorance of the law is no excuse’…
New edition features comprehensive construction laws and regulations
By Shauna Krause, President, Capitol Services, Inc.
We’ve all had our own computer problems but when government has a software issue it can impact thousands of offices throughout the state. For contractors who must deal with complex governmental rules and regulations on a daily basis any little adjustment, change or alteration can also impact your business. We “alert” you to several such changes as well ‘adjust’ an answer on General Builder’s to clarify a previous inquiry…
By Mark J. Rice, Attorney,
Today’s contractor faces the construction version of Lemony Snicket’s great children’s book, “A series of unfortunate events.” When the contractor gets the permit finaled, notice of completion recorded, and certificate of occupancy, the job is “over”. But is it, really?