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In this episode of the Deck Specialist Podcast, sponsored by Deckorators, editor Sara Graves sits down with Hollywood Decks’ Tony McKlem to discuss his amazing journey of how he moved his successful deck business from the West Coast to the East Coast.
“Find that client that is willing to trust you, to understand where you are coming from, and for you to also educate and bring something to their project. You’re the expert. They are calling to you for some guidance and expertise. I don’t walk into the dentist and tell them ‘This tooth hurts. Take this one out,” Tony shares.
He adds that the initial call with a homeowner is a way for his team to vet the potential customer, and doubles as a way to educate them as well. “We are already screening to see if they qualify. You don’t want every project. Not every project is going to be a right fit for you. Know your limits,” he says.
He shares tips on how his team capitalizes on smaller budget projects. “I learned that on smaller projects, homeowners know they are smaller and they want to make them pop. They want accents, details, and curves on smaller projects because they know they have to make them a little prettier. I learned to pitch in the details. We try to make sure that we educate our staff, our team, our builders and hence make sure our projects come out better built than most in our area.”
He closes this podcast out by sharing a new heat bending kit he created and recently released to the industry designed especially for deck builders. Watch this exciting episode here.
