How to Sell More Remodeling Projects at Higher Margins

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Hey guys, happy Saturday night! Hope everything’s going well in your lives and your businesses. In this video, I’m going to talk about how to sell remodeling projects to homeowners—specifically, how to sell the projects you want to do, the ones that actually make you money and help grow your business.

I’ve had the chance to work with remodeling companies all across the country and locally, helping them refine their sales processes. Along the way, I’ve noticed some interesting patterns and false perceptions in the industry. Today, we’re going to cut through the BS and get real about selling more effectively.

One massive misconception is that customers are binary: either they’re going to buy or they’re not. Many estimators believe that if a customer doesn’t buy, it’s because they weren’t serious, and if they do buy, it’s because the salesperson is amazing. This mindset is toxic. It prevents you from improving your sales process.

Here’s the reality:

• A small percentage of customers will buy no matter what—they’re ready, qualified, and already trust you.
• A small percentage won’t buy no matter what—they can’t afford it or have already decided elsewhere.
• The middle segment, however, may or may not buy depending on how you handle them in the sales process. This is where most opportunities lie.

A lot of contractors fail because they don’t reduce friction for the customer. Things like slow follow-up, unclear communication, or a confusing process can push potential buyers away—even if they’re high-quality leads. Many customers who don’t buy from one contractor end up paying another, often at higher prices, simply because that other contractor handled the process better.

To improve sales:

1. Assume there’s always room to improve.
   When you don’t close a sale, ask yourself what you could have done better to secure it.
2. Focus on education and care.
   Guide customers through the process, address their questions, and show why you’re the best choice.
3. Create value the market recognizes.
   Don’t just follow what the market does—shape it. Show customers why your service is worth your price and deliver accordingly.

The difference between average contractors and top performers often comes down to mindset. Instead of reacting to what the market dictates, top contractors proactively create value and influence how the market perceives them.

Even if you think your sales process is fine, there’s always room to tweak it. Small improvements in follow-up, communication, and education can significantly increase your close rate and profit margins. There’s massive opportunity if you just take those little steps.

Thanks for watching! New content will be coming about once a week. Comment below, hit the subscribe button, and smash the notification bell—I’ll see you in the next video.

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