Remodelers On The Rise
289 episodes - English - Latest episode: 4 days ago - ★★★★★ - 58 ratingsRemodelers On The Rise by Kyle Hunt is a podcast designed to inspire remodeling entrepreneurs like yourself. Practical tips, high-level strategy, specific examples, and information that you can grab and implement into your remodeling business. The goal is to empower you to make your remodeling business more enjoyable, profitable, and enable you more freedom in your business and life.
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Episodes
2 Topics Today: Crank Up The SOPs & Crank Up The Marketing
April 25, 2024 09:00 - 36 minutes - 36.6 MBJoin host Kyle Hunt as he sits down with Todd Schulte, owner of Schulte Design Build, on this week's episode of Remodelers On The Rise. In this episode, they discuss the importance of standard operating procedures (SOPs) and marketing in the remodeling industry. Todd shares insights on the benefits of clear SOPs for efficiency and reducing errors. They also discuss content creation, social media, email marketing, and strategic partnerships in the marketing realm. If you're looking to l...
Pricing for Profitability: Lessons Learned
April 18, 2024 12:01 - 42 minutes - 41.3 MBJoin host Kyle in a riveting discussion with Tim and Chris from ContentoCo on Remodelers On The Rise as they unpack their journey in launching a remodeling business and the key lessons learned. They delve into topics such as ensuring client satisfaction, managing business challenges, and optimizing processes. The duo also shares insights on pricing strategies, gross profit margins, and efficient cost management, emphasizing the pivotal role of job costing and project management in boosting p...
Proven Tips for Your Remodeling Business
April 04, 2024 12:09 - 32 minutes - 29.6 MBJoin host Kyle Hunt in this episode of Remodelers On The Rise as he covers a range of topics in the first LIVE show of the year. From the importance of content creation to leveraging tools like Loom for effective communication, Kyle shares valuable insights on streamlining onboarding processes, market share, and more. Discover the significance of being a content creator and learn about practical strategies to enhance your business operations. Don't miss out on this episode packed with action...
Optimizing Your Sales Process: Technology and Strategies for Success
April 01, 2024 09:15 - 43 minutes - 40.1 MBJoin host Kyle Hunt and Jeff Wraley of Groundwork as they share insights and practical tips for streamlining the initial contact process and leveraging technology to enhance the customer experience. In this episode, we explore the importance of capturing videos from prospects to gain valuable insights into their projects and provide personalized responses. Discover how Groundwork simplifies the video upload process, helping homeowners easily share videos of their remodeling projects. We al...
From Challenges to Triumph: Jared Lewis on Building a Successful Remodeling Business
March 21, 2024 12:45 - 37 minutes - 88.7 MBIn this week's episode of the Remodelers On The Rise podcast, Kyle interviews Jared Lewis, the owner of Lewis Design Build Remodel, sharing his valuable insights and lessons learned from his extensive business experience. Jared dives into the importance of knowing your numbers and how it can make a significant impact on your business growth. He candidly discusses the challenges he faced in understanding the business side of remodeling and offers practical advice on overcoming them. But t...
41 Little Observations About Life
March 14, 2024 12:30 - 23 minutes - 55 MBI told my wife on my birthday, "So I started writing 41 little thoughts and observations about life that I've learned so far." "I think I'm going to post them on Facebook because surely everyone wants to read them, right??" She replied, and I paraphrase, "If only I had your confidence, Kyle!" Well, I wrote them and I thought I would read them to you and share some additional thoughts on a few of them. Here are FORTY ONE (41) little thoughts about life from my 41 t...
Are You Ready to Hire?
March 07, 2024 10:15 - 33 minutes - 33.8 MBIn this episode, Kyle Hunt and Laurel Winkle tackle the pressing question many remodeling business owners face: when is the right time to hire help? As they delve into this topic, they explore crucial factors such as risk tolerance, backlog of work, ambition, and understanding the financial implications. Join Kyle and Laurel as they navigate through the decision-making process, providing insights and guidance on evaluating the need for hiring. Laurel shares her goal of growing her business...
Honing Your Process: SOPs for Design, Development, and Beyond
March 01, 2024 20:05 - 36 minutes - 86.4 MBIn this insightful episode of Remodelers On The Rise, Kyle Hunt engages with Elijah McDonald to explore crucial strategies for enhancing design and development presentations and documenting standard operating procedures (SOPs). Elijah underscores the importance of clearly outlining the design and development process and following up with prospects who don't progress. Throughout the discussion, Kyle and Elijah highlight the benefits of charging for design and development and the necessity o...
6 Hiring Myths Remodelers Need to Know
February 15, 2024 13:51 - 29 minutes - 70.2 MBIn this conversation, Kyle Hunt interviews Paul Sanneman from Contractor Staffing Source about hiring myths and best practices. Paul shares six myths of hiring, including only recruiting when you need someone, employees being expensive, and thinking you can do it yourself. He also provides six best practices for hiring, such as writing a killer job ad, posting it everywhere, and responding to applicants within 10-20 minutes. Paul emphasizes the importance of building a strong team and the...
Why Do You Want to Grow Your Remodeling Business?
February 01, 2024 10:15 - 42 minutes - 65.5 MBJoin Kyle as Ken Combs, owner of CQC Home, shares his journey and why he wants to continue to grow his remodeling business. Ken highlights the importance of hiring individuals smarter than you, fostering trust, and allowing flexibility. Discover how Ken created a project director role to enhance client experiences and streamline operations. He outlines his vision for expanding into new markets, gaining market share, and maintaining service excellence. From saying no to certain projects to ...
Using DISC to Build Your Dream Remodeling Team
January 25, 2024 10:15 - 33 minutes - 32.5 MBIn this episode, host Kyle Hunt engages in a captivating conversation with Laura Birkey, a seasoned DISC expert and co-owner of A Long Work, exploring the fascinating application of DISC profiles in the remodeling industry. The episode unfolds with an introduction to DISC profiles, where Laura emphasizes the crucial role of self-awareness in understanding one's behavior and navigating interpersonal dynamics. Dive deep into the applications of DISC in the remodeling industry, from improvin...
Do You Have These 3 Things Dialed In?
January 18, 2024 10:15 - 12 minutes - 12.9 MBJoin host Kyle Hunt in this episode as he tackles 3 critical topics for remodelers. Kyle stresses the importance of clear communication with clients, advocating for setting expectations about challenges in remodeling projects. He then dives into the essentials of understanding financials and taxes to plan for profitability. The episode concludes with a spotlight on the significance of job costing, offering practical insights to refine estimating, identify improvements, and boost profitabilit...
The Team. The Team. The Team
January 11, 2024 10:15 - 37 minutes - 30.7 MBIn this episode, host Kyle Hunt engages in a thought-provoking conversation with Vicki Suiter from Suiter Business Builders, shedding light on the critical aspects of hiring and managing a successful team. Vicki, an expert in leadership and team management, shares her wealth of knowledge, emphasizing the importance of clear position agreements and measurable results. Join the discussion as Vicki provides practical insights for remodelers seeking to enhance their leadership and team manag...
The Power of Charging for Design and Development
January 04, 2024 10:15 - 39 minutes - 34.4 MBIn this eye-opening episode originally broadcasted on the Profit Tool Belt Podcast, Kyle dissects the drawbacks of providing free estimates and introduces a groundbreaking solution: charging for design and development. He dives deep into the crucial role mindset plays in overcoming the fear of adopting a new approach. Learn how offering a free estimate with a ballpark range, coupled with the strategic use of silence in the sales process, can elevate your results. Throughout the conversatio...
Keeping Your Business & Marriage Strong: Lessons in Running a Remodeling Business with Your Spouse
December 28, 2023 10:00 - 40 minutes - 38.1 MBWelcome to Remodelers On The Rise! Join host Kyle Hunt in a captivating episode as he chats with Austin and Kali Cornell, owners of MSC Enterprises. Together, they explore how Austin and Kali built their business and what it looks like to run a remodeling company as a married couple. Discover valuable insights into financial management for contractors, covering topics from understanding your numbers to creating a budget that fosters success. Austin and Kali also discuss the strategic impa...
How to Build a Strong Remodeling Business
December 14, 2023 10:00 - 52 minutes - 46.2 MBIn this episode of Remodelers on the Rise, Kyle Hunt engages in a compelling conversation with Nick Kornea, owner of LBK Design Build, to uncover the core elements of success in the remodeling industry. Together, they explore the crucial aspects of team-building, emphasizing the importance of a positive company culture and the strategic use of technology. From assembling the right team to understanding financials and finding mentors, this episode is a treasure trove of insights for remodeli...
The Power of Project Scheduling: A Conversation with Paul McManus
December 07, 2023 10:30 - 36 minutes - 34.7 MBJoin host Kyle Hunt as he engages in a captivating discussion with Paul McManus of McManus Kitchen & Bath on the significant impact project scheduling has on client satisfaction and profitability. In this episode, Kyle and Paul delve into the common challenges and misconceptions surrounding scheduling, shedding light on best practices and strategies for effective project scheduling. Paul shares valuable insights into the importance of using templates, identifying critical path items, and m...
Mapping Your Path to Success: Tools and Strategies for Vision Planning
November 30, 2023 19:09 - 28 minutes - 24.3 MBJoin host Kyle Hunt as he dives into a thought-provoking conversation about keeping your company's vision on track with special guest, Ryan Englin, the host of Talent Tackle Box. In this episode, Kyle and Ryan explore the importance of having a clear business vision and the tools and strategies to achieve it. Discover how to overcome the challenges and ambiguities of envisioning your company's future, and learn how to align your business goals with your personal life aspirations. Whether y...
Building Know, Like, and Trust: 1 Remodelers Success Story
November 16, 2023 10:05 - 29 minutes - 27.9 MBIn this episode, join Kyle as he sits down with Dennis Gehman and Travis Yoder of Gehman Design Build to discuss their successful marketing efforts with their Kitchen & Bath University seminars! Discover the behind-the-scenes secrets of their low-barrier offer that built trust and rapport with potential clients. They also share their experiences with utilizing a local magazine and Facebook ads to promote their Kitchen & Bath University. From naming and branding strategies to targeted adv...
Navigating Job Costing in Your Remodeling Business
November 09, 2023 16:21 - 20 minutes - 19.8 MBIn this week's episode of Remodelers on the Rise, join your host Kyle Hunt as he delves into one of his favorite topics: Job Costing. With over 15 years of experience and coaching hundreds of remodelers, Kyle emphasizes the undeniable impact of a solid job costing system on your remodeling business. Discover how getting your job costing dialed in can have a positive ripple effect throughout your entire operation. From demystifying the importance of job costing to providing clarity and en...
What's Your Dream Remodeling Business?
November 02, 2023 20:44 - 15 minutes - 14.7 MBWhat kind of remodeling business do you want? In this episode, Kyle provides insightful examples and examines the contrasting aspirations of remodelers who desire a smaller-scale business and those who strive for significant growth. He looks at questions like: What size of business do you want to run and why? What revenue goals do you have and why? What activities in the business do you enjoy and want to focus on more? What tasks do you want to delegate or avoid? With a focus on fi...
Behind The Scenes With JobTread: Two Remodelers Share Their Experiences
October 26, 2023 09:30 - 41 minutes - 37 MBListen to this episode of the Remodelers On The Rise podcast as we go behind the scenes and chat with two experienced remodelers, Peter Ranney from Ranney Blair Weidmann Remodeling and Shawn Billings from Credible Construction, about their firsthand experiences implementing the JobTread software. Discover their journey of transitioning from previous software to JobTread and the reasons behind their switch. Peter and Shawn share their favorite JobTread features and how they have revolu...
Implementation Matters
October 19, 2023 09:00 - 35 minutes - 34.3 MBIn this episode, Kyle interviews Houston, a remodeler who shares the improvements he's made in his business over the past few months as he's implemented advice he's heard from the podcast! Listeners will gain insights on practical strategies to help manage their workloads, set expectations, handle difficult clients, and drive business growth. Houston's inspiring story of success proves that with hard work, strategic planning, and the right tools, one can achieve their business goals and as...
Leading Your Remodeling Team to Success with Vicki Suiter
October 12, 2023 09:00 - 36 minutes - 27.3 MBIn this episode, Kyle Hunt engages in a dynamic conversation with Vicki Suiter, the founder of Suiter Business Builders. Together, they explore the essential aspects of managing and leading a team with excellence. Vicki emphasizes the criticality of clearly defining what success looks like in each role, providing valuable insights into how this clarity fosters effective management and enhances team performance. Don't miss this enlightening episode that will equip you with the tools and str...
JobTread? Other Software? It Doesn't Matter Unless You IMPLEMENT IT
October 05, 2023 09:30 - 35 minutes - 32.5 MBIn this engaging episode of the podcast, Kyle Hunt interviews Tom Houghton, owner of Round Peg Solutions, a leading technology consulting company. Tom shares his unique experience and history with software for the remodeling industry, highlighting his expertise in implementing software solutions for businesses in this field. As busy remodelers may wonder why they should invest more time and effort into implementing technology, Kyle and Tom address this question head-on. They highlight the ...
How "Open Book Management" Has Worked Wonders for This Remodeler
September 28, 2023 13:03 - 33 minutes - 33 MBLooking to take your remodeling business to the next level? In this episode of the podcast, Kyle Hunt interviews Aaron about his implementation of the "Great Game of Business" concept in his business. This multifaceted approach focuses on giving teams an inside peek at financials and involves setting a target everyone can work towards. Aaron shares his experience learning about the concept, as well as how hiring a coach, helped him through the implementation process. Tune in to learn how...
Leveling Up Your Sales Process
September 21, 2023 09:00 - 26 minutes - 20.7 MBIn this segment from the Remodelers On The Rise 15th Birthday Bash, we look at developing a strong sales process. ----- To explore more resources tailored specifically for remodelers, be sure to visit RemodelersOnTheRise.com, where you'll find a wealth of knowledge and support to further enhance your remodeling business!
Effectively Marketing Your Remodeling Business
September 14, 2023 15:38 - 30 minutes - 23.2 MBRemodeler, are you looking to effectively market your business? In this podcast, we share the section from the recent Remodelers On The Rise 15th Birthday Bash celebration focused entirely on marketing! If you're a remodeler looking to take your marketing game to the next level, this episode is a must-listen. Peter Ranney and Scott Blair, owners of Ranney Blair Remodeling, provide valuable insights, strategies, and tips on how to make effective marketing decisions that drive success and gr...
Remodeler, Know Your Numbers!
September 07, 2023 09:30 - 27 minutes - 20 MBIf Kyle's said it once, he's said it a thousand times. You need to KNOW YOUR NUMBERS to be a successful remodeler! On today's episode, we get a little insider listen to the first segment of this year's Remodelers On The Rise 15th Birthday Bash. As he dug into the Financials segment, Kyle chatted with remodeler Josh Nelson from Holland, MI about Josh's journey to understanding his numbers, getting a firmer grasp on his financials, and becoming more profitable! ----- To explore Kyle's co...
Driving Traffic and Converting Leads: 4 Keys Remodelers Need to Understand
August 31, 2023 09:30 - 45 minutes - 46.9 MBIn this episode, Kyle sits down with Spencer Powell of Builder Funnel as he delves into the essential marketing practices that remodeling professionals need to embrace. Discover why your website serves as the central hub of your marketing efforts and learn how to optimize it for your local market while driving traffic and generating leads. Uncover the pitfalls of blogging without purpose and the importance of converting website visitors in research mode to capture future opportunities. Plu...
From $250k to $2.5 Million Through the Power of Referrals
August 24, 2023 09:30 - 32 minutes - 30.2 MBJoin Kyle as he interviews Tiffany Welsh, who shares her story about leveraging strategic partnerships with realtors to catapult her remodeling business from $250k to $2.5 Million through the power of referrals. Tiffany will walk us through her marketing and sales strategy, the implementation steps and lessons learned, and provide practical tips on effective time management when working with realtors to prioritize high-value opportunities. Tune in for valuable insights and inspiration on h...
Remodelers On The Rise is Celebrating 15 Years in Business!
August 18, 2023 15:29 - 2 minutes - 4.86 MBIt’s a bit of a milestone and we wanted to do something fun to celebrate. One of the things I’ve always been focused on is making sure that any content I do is valuable to my community (YOU!). As we were thinking of how to celebrate this milestone, we decided to set aside an afternoon and create an interactive coaching experience. Next Wednesday, August 23rd, from 12:00 to 4:00PM EST, there will be a Zoom meeting open to all for a virtual Birthday Bash! I will sh...
Who's Your Next Hire and WHY?
August 17, 2023 09:00 - 20 minutes - 19.6 MBWho's Your Next Hire and WHY? These are key questions that every remodeler should know as they look at the future of their remodeling business and their path forward. Strategically growing your team in the future begins today! Want to connect with like-minded remodelers? Join our free, private group at RemodelersCommunity.com ----- To explore Kyle's coaching services and discover more resources for remodelers, visit RemodelersOnTheRise.com.
Time Management: Identify Your Bottlenecks and Learn This Foundational Skill
August 10, 2023 09:30 - 35 minutes - 33.2 MBIn this episode, Kyle sits down with Dominic Rubino of 10xBLT to discuss the importance of mastering this foundational skill. This episode provides valuable insights on how to identify the bottlenecks that are hindering your productivity and shares practical strategies for effective time management. Dominic shares his tips on prioritization and creating streamlined workflows that will help you maximize your time and achieve better results in your remodeling business. Don't miss out ...
Keys To Success For A Strong Remodeling Business!
July 27, 2023 09:30 - 33 minutes - 31.1 MB"What Are Some Of The Keys To Success For A Strong Remodeling Business?" This is the question Kyle posed to the Remodelers Community Facebook Group. Kyle Hunt explores the keys to success shared by successful and growing remodelers and provides his own expert insights on how you can apply these strategies to strengthen your own remodeling business. Whether you're just starting out or looking to enhance your existing business, this episode is packed with actionable tips and advice to help y...
The Power of Strategic Partnerships in Your Remodeling Business
July 20, 2023 18:19 - 11 minutes - 11.9 MBIf you want your remodeling business to thrive, paying attention to strategic partnerships is critical. In this episode of Remodelers On The Rise, Kyle Hunt shares valuable insights and practical tips on how to build strong partnerships that can amplify your marketing efforts and boost your business. Whether you're a seasoned pro or new to the game, this episode will provide valuable insights and practical tips to help you build strong and effective strategic partnerships. Tune in now a...
Creating a Culture of Service
July 13, 2023 09:30 - 42 minutes - 34.3 MBKyle is joined by Elnian Gilbert from ZingTrain to discuss how remodelers can train their team and deliver excellent customer service. Elnian shared 2 of her favorite resources with us here: The Power of Language and Phrases With a Calming Effect Get 20% OFF any virtual training offered by ZingTrain with the code REMODELERS23 (Code Expires July 31st, 2023). See their offerings here! See here for the free resources offered by ZingTrain!
The Power of Data: Adapting to Shifting Consumer Insights in the Remodeling Industry
June 29, 2023 09:30 - 42 minutes - 40.5 MBJoin Kyle as he interviews Mark Richardson, a renowned expert in the remodeling industry, for an engaging discussion on the latest consumer insights and data trends. Discover how this information can help your remodeling business stay ahead of the curve, attract more customers, and ultimately increase profitability. Don't miss out on this valuable conversation that will leave you with actionable tips to take your business to the next level! See the resources Mark mentioned here! ----- ...
Transform Your Team's Attitude (From Bad to GREAT) Like This Remodeler
June 22, 2023 09:00 - 41 minutes - 43.9 MBChris Howlett with Diamond Hill Builders set out to improve his team's attitude, create a better work environment, a craft the Ultimate Building Experience. In this episode, Kyle interviews Chris on his Ultimate Building Experience, or UBE, program and how it has transformed his company culture. Listen now for all the details! ----- Save time and money in your remodeling business with the Canvas app and their new Canvas Measurement Report. Download the Canvas App here and use the promo c...
Cost of Project Execution Training Live and In-Person
June 15, 2023 15:47 - 18 minutes - 19.3 MBLearn the method that transforms how you estimate and sell your remodeling projects! Cost of Project Execution (C.O.P.E.) can help you: Be more confident in your estimating Increase gross profit on your projects Increase your closing percentages Be more transparent in your pricing with clients Transform the way you think about pricing and selling your projects Coming September 2023 - Visit CostOfProjectExecution.com for full details and to secure your spot! Watch the video v...
The Importance of Estimating for Profitability in Remodeling
June 08, 2023 13:42 - 34 minutes - 49.7 MBJoin Kyle and guests Nolan Orfield and Jack Dean from Clear Estimates as they delve into the crucial role of estimating in achieving profitability in remodeling. Discover the common mistakes that remodelers make in their estimating process and gain valuable tips to refine your own process. Don't miss this insightful discussion on the vital importance of accurate estimating for your business's success. ----- Save time and money in your remodeling business with the Canvas app and their new...
Generate Great Project Leads in 2023 (and beyond) - Here's the marketing to focus on!
June 01, 2023 13:20 - 38 minutes - 40.7 MBWhat should be your marketing focus for generating great project leads? Joaquin Erazo has been a successful Marketing Strategist in the remodeling industry for 25+ years. In this interview, Kyle and Joaquin will talk about 2023 marketing trends and what’s working in terms of lead generation and branding. They also talk about practical steps you can take to lock in great processes and systems in your remodeling business. Joaquin will share how he's been able to expand his franchise compa...
A Behind The Scenes Look at Our Crafting the Client Experience Event
May 25, 2023 20:36 - 20 minutes - 30.6 MBWhat does it look like from the initial time that a prospective client reaches out to you all the way through to the completion of the project? What does it look like to craft a remarkable, wonderful experience for our clients? This is the question we recently explored in the Remodelers VIP Club 2-day in-person conference called, "Crafting the Experience." Listen to hear a little behind the scene recap of how to level up your client experience starting with the initial contact going all...
Job Tread, BuilderTrend, Co-Construct - Oh My! How to Successfully Implement Software in Your Remodeling Business
May 18, 2023 19:16 - 43 minutes - 44.4 MBToday, Kyle interviews Jef Forward on how he's approached implementing software throughout his 25 years as a remodeler. We'll look at how technology can help create a single point for your team to find information, help them work more effectively (and with less frustration!), and improve your overall client experience. ----- Save time and money in your remodeling business with the Canvas app and their new Canvas Measurement Report. Download the Canvas App here and use the promo code RIS...
Unlocking Success: The Power of Accurate Job Costing in Remodeling Business
May 15, 2023 14:35 - 22 minutes - 21.5 MBIn this episode, we dive into the critical aspect of accurate job costing in the remodeling industry. Discover the true importance of job costing as we provide valuable insights, expert coaching, and uplifting encouragement. Join us to uncover how accurate job costing enhances financial stability, maximizes profitability, and helps identify areas for improvement in your operations. Don't miss out on this essential knowledge to elevate your remodeling business to new heights! Tune in n...
Impactful Interviewing Skills Remodelers Need to Learn
May 04, 2023 12:30 - 41 minutes - 47.2 MBDo you have a strong interview process? Kyle interviews Steve Ezikian on how to develop strong processes for hiring the right employees in your remodeling business. They dig into crafting job descriptions, interviewing, and hiring the right candidate for the position and your company culture. Are you ready to save time and money with the Canvas app? Click here to download it! Use the promo code RISE23 for $100 off your first scan!
2 Quick Tips to Strengthen Your Sales Process
April 27, 2023 09:00 - 15 minutes - 15.4 MBKyle shares 2 tools remodelers can use to help transform their sales process, educate prospects, and better qualify early in the process. Download your local Cost vs. Value Report here! See Kyle's screen share in the video version here. Visit Remodelers On The Rise to learn more!
How This Remodeler Grew Their Business to $5.2 Million With Coaching
April 20, 2023 14:09 - 1 hour - 60 MBDuring this podcast episode, Kyle has a conversation with Bret Oleksyn, the founder of Odd Fellow Contracting. Under Kyle's coaching, Bret has successfully scaled his business from $850,000 to $5.2 million. Bret shares his experience and valuable insights on various essential strategies that have contributed to his personal and professional growth. To explore Kyle's coaching services and discover more resources for remodelers, visit RemodelersOnTheRise.com. Watch the recording of this...
How 1 Remodeler is Creatively Utilizing Overseas Help
April 06, 2023 09:30 - 37 minutes - 28 MBAaron McGinnis with Craft Built has effectively been outsourcing a lot of design, marketing, office, etc. work overseas. It's a unique approach and one we're going to dig into to hear how he's done it and how it's working for him! This is definitely a conversation that will make you think and give you ideas on how to take more workload off of your shoulders!
Inspiring the Next Generation of Craftspeople
March 23, 2023 09:30 - 33 minutes - 32.2 MBJoin me and Mark Valchine, a Career & Technical Education Homebuilding teacher in Michigan who is working to inspire the next generation of remodelers! Visit RemodelersOnTheRise.com here. Click here to join Remodelers AutoPilot!