Some people are natural salespeople, while others have to work at it. No matter which category you fall under, there is an abundance of material written to improve your skills in sales and selling. In addition to reading this article, a person new to selling should read other sales materials and attend sales training and seminars. The more you learn, the better a sales person you will become.

As previously noted in my previous article on Marketing Your Handyman Business, a typical sales process for a home improvement business requires the following steps.

• Marketing
• Qualifying
• Selling
• Getting Hired!

Through your marketing efforts, you are attracting people with a home repair or home improvement need. Then through qualifying, you are ensuring that your prospective customer has the money and the motivation to hire you to get his or her project done.

Qualifying means to ensure that someone will make a good customer. Not everyone who contacts you will make a good customer, so it is best to assess the prospective customer's 'qualities' before deeming them appropriate to do business with your company. Qualifying is very important, as you only have so much time and energy for selling. You want to be sure that you are selling to the most appropriate individuals. The Operations section of this guide has a discussion on "What jobs to avoid" that will further help you to qualify prospective customers.

Much of the work of selling is learning about your customers, understanding their needs, and determining whether or not they are qualified to buy what you are selling. This last step is crucial. If they are not qualified, then it doesn't matter if you can sell your services, as they do not have the ability to buy them. Each business will need to define for itself what a qualified customer means. An example of a simple approach is that a prospective customer will qualify if he has a need, a budget and a realistic time frame to get the project completed.

Simply needing or wanting a home repair or improvement is not enough. Many prospects want things they can't afford, or have unrealistic budgets. In order to determine if the customer can afford your services, make sure that he has set a budget sufficient to accomplish the proposed project.

Customers also need to have a realistic time frame for when they want the project done. A prospect who can't tell you when he wants the project completed isn't serious about starting it in the first place.

Asking open-ended questions, those that require more than a one word or yes/no reply, will help in the process of eliciting the information you need. A closed-ended question is one that typically has a one-word response. For example: Do you like this shade of green? --The likely response is either yes or no.

Try asking questions such as the ones outlined below

• What is your end goal for this project?
• What would you like your (bathroom, kitchen, basement, deck, bedroom... ) to look like when it is complete?
• Have you seen other examples that you like? You may have seen something in a magazine or in a friend or neighbor's home that you like.

Here are sample questions to help you determine if your prospect has a sufficient budget:

• What is you budget range for this project?
• What (colors, brand, model, style, etc.) have you selected for this part of the project?
• Are you planning on paying for this project all at once, or will you be financing it?

These sample questions can help you determine the prospect's time frame and readiness to start project:

• Can I see your paint color samples?
• What ideas do you really like?
• How soon do you want this project completed?
• What (colors, brand, model, style, etc.) have you selected for this part of the project?

The responses to these questions will give you a better understanding of your prospect's wants and needs, and the information to qualify your prospective customers.

Give your home a much-needed improvement project that saves you money today and increases your home's value tomorrow. One of the best ways to raise your property's value is to do some energy efficiency home improvement projects.

A home improvement project is best done when you keep an eye out for future property value and the way it will be affected by the project. While you can find advice telling your differently, it is prudent and wise to at least consider the way your projects today will increase your property's value. When you start to consider the future price tag you will likely educate yourself more and choose the best material.

Making your home more energy efficient is future thinking and a positive for property values. You will be saving money each month on energy bills as well as increasing the overall value to your property. Here are some tips when focusing your next home improvement project on cutting energy costs.

1. Look up. Heat escapes through the roof during the winter when you are trying to warm the home. Installation is often sub-par and can easily be improved without costing a ton of money. When the home is built you may not have the best insulation installed, opting instead to spend you money elsewhere. Now is the time to give it an upgrade. Start by improving the installation, but don't stop there. You can also consider roofing your home again, replacing the old shingles for new ones. Over time they can become worn out and can contribute to high costs for your energy bills.

2. Look around. The heating, ventilation, and air conditioning system, also known as the HVAC system, is all around you. The vents and air ducts all around the home comprise a large and somewhat complex system of air movement that is used to warm or cool your home to make it comfortable to live in. By replacing or repairing your HVAC system, you will save an average of 20% on each energy bill. You can get in touch with your nearest home improvement store for advice in this area, as it is a complex and relatively difficult project to complete. You will likely need to hire contractors out to work on your HVAC system.

3. Look outside. By planting bushes and trees around your home, you are quickly and easily increasing the natural insulation your home experiences. It will keep your home cooler during those hot summers and help keep warmth in during the winter. It also benefits the environment. Saving energy helps the environment on its own, as you are using less fossil fuels and doing your part to protect natural resources. By adding trees and plants, you are again helping the environment by increasing the presence of oxygen-producing organisms and making the yard more aesthetically pleasing.

Remember that cutting energy costs is not only beneficial to each and every monthly energy bill in the near future. Cutting energy costs through home improvement projects will also increase your home's market value that could benefit you years down the road.

Stop ... before you go too far with your home improvement plans. Use caution before you build. To have the best success, you need a professional on your side who is working for you. You need an experienced home building coach.

You're probably familiar with the concept of a buyers agent when it comes to purchasing a home. It's even more important to have this type of representation when you plan to build or remodel. The stakes are just as high or higher. You want what you want in your home. You want to control your costs. You want to understand the process and know how to solve problems. Most of all, you want a great experience!

Here are the Dream Home Creation "Top Ten Reasons to Hire a Building Coach"

1) Getting to the Starting Gate:
One of the most difficult challenges for most people who want to build or remodel themselves is knowing how to start and whom to trust. A good home building coach can be the key to launching your project. They give you confidence and procedures that propel you forward.

2) Financing Resources and Qualification:
While financing options change all the time, having an industry professional guide you can be a solution through the maze. As this article is written, the financial industry is in the process of change. Watch for future articles and visit Dream Home Creation and other websites for updates. Whatever solutions are forthcoming, a quality home building coach can advise you.

3) Building Professional Resources:
This advantage alone is worth hiring a coach. Throughout the entire process of building, you'll need the services of countless professionals in coordinating labor, buying materials, designing solutions, and arranging deliveries and a whole host of other things. Your coach is your best source to access the best people and companies.

4) Preparing Home Plans & Blueprints:
Naturally, when you want to create your dream home there will be floor plans and blueprints. You can use architects, residential designers, interior designers, floor plan books, online sources and many other professionals. It is my experience that having a coach can help you fine tune your search as well as pick the best professionals to help you get exactly what you want in your home.

5) Budgeting and Costing out Project:
Before any project is started, and before any financing can be secured, you'll have to accurately cost out your project. Building from scratch or doing a remodel, costing out a project is very involved and a professional coach should be able to do this with you. People find this to be a huge relief.

6) Submitting Plans to Authorities:
Many have complained that they don't know the requirements for submitting plans to their local building departments. It is a complicated process for sure. Between your coach, the architect and the information the authorities will help you with, you'll be in good shape. The coach will be a real stress reducer and time saver.

7) Ongoing Management of Project:
Not only is the coach going to give you a process to get started but she or he will have the entire project scoped out and presented in a manageable format. Then, as the project moves forward, you'll be able to manage all the processes easily using a process management system each day. Your success depends on a good process management system.

8) Trouble Shooting:
Every single project is subjected to problems, challenges, and situations that need special attention by someone whose "been there, done that". As an owner builder, this is the kind of help you'll rely on. Troubles can be minimized. Troubles can be avoided!

9) Keeping You On Time and On Budget:
This needs little explanation. Keeping on time and budget speaks for itself. The knowledge and foresight of a good coach will keep you on the straight and narrow.

10) Saving Money:
If you avoid making one major mistake by using a coach you have saved money! Mistakes can be hugely expensive. More than most realize. Lost time, lost money, and aggravation mount up fast when things go wrong. So, the use of a coach is not a cost at all.

I have other articles that will give you more information. Keep up your research to help you make the most of your building project!

Do you want to make some home repairs on your home but just do not know where you should start because money is so tight? Well do not worry because you are not the only one there are others out there that are in the same tight spot. There are ways however that you can make home improvement projects without a huge budget.

Most generally the cost of home improvement is placed into two different categories. The first category has to do with the cost that is involved that comes with having to hire professionals to help you with your home remodeling costs. The other category involves the money that is involved with all the supplies and tools that you are going to need to complete the project. In knowing this the key to keeping your home improvements within budget would be to find ways to save money in each of these categories.

When you are looking at ways that you can reduce the cost of hiring a professional you need to think about what types of home improvement projects that you feel that you can handle on your own. If you feel that you can do the project on your own but you are lacking a few simple skills than ask a friend or family member to help. There are also a wide variety of books and DVD's that will be able to walk you through a wide range of home improvement ideas. This will be a great way that you can keep your home improvement costs to a bare minimum.

Although you may not realize it you can even cut corners on the building materials and tools category as well. One of the best ways that you can do this is through comparison shop. Check with a couple of different home improvement stores in your area and see which one will be able to offer you more for less. You can also achieve this through searching through the internet. When you choose to go this route you will have the ability to compare a number of different building sites at once to see which one is offering the best deals. Also a lot of online material warehouses will offer you discounts if you purchase a certain amount or they even may offer free shipping which can become a huge savings for you.

Another great way that you can save money is to scale down your plans a bit. Instead of an elaborate home remodeling project, go instead for the mid range project idea. With just a little creative though you will be well on your way to a great home improvement project and you didn't even have to blow your budget.

Spending money for home improvement project is not only a matter of buying materials, drawing the design and then hiring a contractor to make everything runs perfectly. You should understand that there is something more essential than such thing. Improving your home will let you to play with your creativity and explore your idea, thus you can make the home as a representation of style, preference and personality.

Definitely, budget is another important thing to think about. Spending money to bring the best design will make you see that your expense is a really worthy investment. In fact, people determine budget by using two methods. First, they make a list about the areas they want to improve and finally calculate the amount of money they should have spent. The second alternative is to determine the amount of money they have and make a list about the things they can do with such amount of money. Which one do you like best? Doing the project should be done carefully, thus you should make sure that you would have arranged the best preparation.

If you want to have the great home improvement project but only have limited budget, try to get the loan. It is always important to learn more about terms and policies before deciding the best creditor you would work with. Some requirements will be asked by the creditor and you should fulfill them to get the approval for your loan proposal. If you are not really sure about your decision, it is great to ask your friends or family members who have ever taken the loan to support their project.

The new design is the center point of the project. You should not sacrifice the health and environmental aspects. The design should be well-considered. What should you think properly? The electrical system, ventilation and the temperature inside your house are the essential matters. Try to give the great concern toward the basic aspects as the priority, and then you can talk about secondary things such as the style, color and some other things.

If you hire someone to do the entire project, make sure to tell him or her about the project you wish to do. You can also consult with them about the best design which is suitable with your home condition. He or she will calculate everything and let you know about it. The great combination of your idea and the right calculation on everything will bring the great final result for your project.