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2020 Spring Conference
Nopsi Hotel
317 Baronne St
New Orleans, LA 70112
United States
504-962-6500

View additional information
Sunday, May 17, 2020, 3:00 PM to Tuesday, May 19, 2020, 5:00 PM EST
Category: Events

Click on "View Additional Information" to the right to book your room.
Please note, the Room block closes April 24, 2020, or whenever it fills up, whichever comes first. Additionally, Saturday night, May 16, 2020 is sold out in our room block and we are unable to get any additional rooms that night at the room block rate.

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Having issues? contact [email protected]

Sunday, May 17

3:00 PM - 6:00 PM    

Registration

3:00 PM - 7:00 PM    

Exhibitors

6:00 PM - 6:30 PM    

Welcome & Conference Opening

6:30 PM - 9:30 PM

Welcome Reception- Sponsored by EnerBank

Monday, May 18

7:00 AM - 8:00 AM 

Breakfast

7:00 AM - 8:00 AM  

Registration

7:00 AM - 8:00 AM 

Exhibitors

8:00 AM - 8:30 AM 

Welcome

8:30 AM - 10:00 AM         

How To Market and Sell to Anyone

Every contractor seeks to sell more and influence more, yet the task is difficult and tools to

optimize sales are rare, confusing and mostly ineffective because they are not based on credible science. Many consultants offer a myriad of services to help their clients create better sales and marketing strategies, yet not one of them uses a proven model of persuasion to produce predictable results. The bottom line is that these services bring only marginal results and very little PROOFS of their effectiveness can be presented. 

Patrick Renvoise heads the leading neuromarketing agency in the world, SalesBrain. SalesBrain is the first neuromarketing agency with a scientific persuasion model that helps companies capture, convince and close more customers. We have worked with Patrick to audit, modify and update the CCN Sales Process. The result is a completely revamped 5P Sales Process that is the first and only sales model for contractors that is a Certified Persuasion model for salespeople in all trades. 

“The Primal Sales Model” is key to ALL marketing and sales activities, contractors that implement will quickly receive tangible and measurable results. These results will emerge because the team will have solidified a memorable top 3 reasons (CLAIMS) WHY their customers should buy from them. These CLAIMS to solve their PAINS will be supported by demonstratable GAIN. After attending this session with Scott Siegal of Certified Contractors Network, attendees will gain an understanding to create:

  • A new mission statement highlighting their “Why” –their CLAIMS—
  • A new blueprint for a home page, no longer focused on the “Who you are” and “What you do” but on the “Why buy for us”
  • A new elevator pitch equally important to grab the attention of potential customers. 
  • A new blueprint to create killer proposals
  • And more generally a new blueprint to increase the impact of ALL their messages

10:00 AM- 10:30 AM        

Break

10:30 AM - 12:00 PM          

Introduction to the CCN 5P Sales Process

We will introduce the changes to the previous 4P Client Education Process based on NeuroScience! There are now 5 P’s to address with homeowners. Owners and companies will understand what sets CCN members apart from their competition. CCN 3.0 has started and you’ll want to know where CCN and the sales process is going

12:00 PM - 1:00 PM          

Lunch - Sponsored by Greensky

1:00 PM - 4:30 PM

Trade Masterminds (Roofing, Windows & Siding, Decks & Remodeling)

Come here to talk efficient production strategies, enhanced craftsmanship techniques, systems that will set you free, snazzy shortcuts you wish you knew years ago, and ideas to save you money. During the Master Mind sessions, your star-studded peers open up, spilling all their intimate contracting secrets. Nowhere else does "real world experience" collide with "classroom training" with such velocity that cutting-edge nuggets are scattered about for the taking. The Trade Master Minds are three hours long and broken into three categories – Roofing, Windows/Siding, and Decks/Remodeling. Bring plenty of paper, spare pens, and a crunchy energy bar. You'll need it

2:30 PM - 3:00 PM        

Break

Tuesday, May 19

7:00 AM - 8:00 AM 

Breakfast

7:00 AM - 8:00 AM  

Registration

7:00 AM - 8:00 AM 

Exhibitors

8:00 AM - 8:30 AM 

Opening

8:30 AM – 9:15 AM

Brother Services – After Action Review

An after action review (AAR) is a structured review or de-brief (debriefing) process for analyzing what happened, why it happened, and how it can be done better by the participants and those responsible for the project or event. After-action reviews in the formal sense were originally developed by the U.S. Army. Their use has extended to business as a knowledge management tool and a way to build a culture of accountability.

An AAR occurs within a cycle of establishing the leader's intent, planning, preparation, action and review. An AAR is distinct from a de-brief in that it begins with a clear comparison of intended vs. actual results achieved. An AAR is distinct from a post-mortem in its tight focus on participant's own action; learning from the review is taken forward by the participants.

The team from Brothers Services will lead us through how they have used AAR’s to help build a “best in class” organization

9:15 AM - 10:00 AM

Online Marketing Strategies

Dan Goldsmith heads the marketing department of Brothers Services Company. Dan oversees a budget that exceeds many companies’ entire annual revenues. Dan will discuss what is and what isn’t working and how you can increase your lead flow

10:00 AM – 10:30 AM

Break

10:30 AM – 11:00 AM

Pre-construction meetings

This is a valuable tool for a company to avoid customer problems and enhance customer satisfaction. This meeting with the Owners, gives an opportunity to ensure customer expectations of the project and the contract are in alignment. It also presents an opportunity to remeasure, uncover any missing elements, chance to upsell. This meeting helps to establish trust and confidence

11:00 AM - 11:30 AM

Roll play pre con meeting

CCN players will demonstrate what a Pre-Con looks like

11:30 AM - 12:00 PM

Vendor Presentations

12:00 PM - 1:00 PM

Lunch - Sponsored by Service Finance

1:00 PM – 1:30 PM

How to Sell Change Orders

Change orders written by production not only can add significantly to sales, it also ensures the job will be completed timely and the Owner knows the right things were done on their project. See how member companies handle the training and implementation of selling change orders.

G.F. Sprague is a Design Build exterior restoration company. A culture of “we take care of the employees who take care of the customer who then takes care of Sprague” is our secret sauce. For 2020, We’ve launched a series of new training programs to provide growth opportunities and career paths. We’ve dubbed it C.A.R.E. (Change, Accountability, Rewards, Enjoy).

This along with a State-of-the-Art fabrication facility, we’re able to achieve Operational Excellence. Offering the same high standards required in it’s Public “Bid work” experience, GF Sprague found a great market with Residential “Value” buyers willing to pay a premium for these High-Performance systems.  

GF Sprague’s sales are driven by outstanding Design(hard to compete with) and Operational excellence (drives up willingness to buy more). As evidenced by a 96% GQ rating, leads originate more by attraction via the 4 R’s - Reputation, Repeats, Referrals and Reviews and less by Promotion.                                                      

Sprague’s Mission is to Serve, Build Brand, Make Money, Have Fun, Give Back.

Like the company that Jerry founded over 50 years ago, he’s not for everyone. Jerry can be at times outspoken, cantankerous, quirky, direct and highly opinionated. He is by nature a contrarian who will challenge the norm. He’s also a passionate Un-Leader who demands the most from himself and others. Jerry is one of CCN’s founding members and along with Tony Pedro (38-year employee) created the AWO contest.

1:30 PM– 2:30 PM

Panel Discussion For Big Ideas

Several of our members will present some “big ideas” they have come up with and their implementation that has moved their company forward. There will be a Q&A session that members can ask questions about some of the Big Ideas presented

2:30 PM– 3:00 PM

Break

3:00 PM - 3:30 PM

Conference Closing

4:00 PM - 5:00 PM

Steering Committee Meeting

5:00 PM - 6:30 PM

Owners Mastermind Cocktails