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Why Weather, Hope and Good Luck are Not Business Strategies

Come join BDA at the RIA Convention & Expo in Vegas next week, where BDA President Tim Miller will be presenting the second keynote address on Friday, May 8th, from 8:45-9:45 AM. The Keynote is entitled: ” Why Weather, Hope and Good Luck are Not Business Strategies: Five Keys to Surviving and Thriving In Today’s Ever More Challenging Restoration Industry.”

During this keynote, Tim will discuss the changes brought about by the fluctuating weather patterns, the economic collapse of 2007/2008 and the maturation of the restoration industry in relation to how they have created major challenges for restoration contractors.

The constant downward pressure on margins, increasing competition, skilled labor retention issues and a reduction in weather-related work has many restorers working harder than ever doing what they have always done to get business—except it’s no longer working.

While there are no “magic bullets” to change the current situation, a clear eyed look at the realities of the market is essential. Business owners need new ideas, information and thought processes to use as building blocks to create a new future.

Restorers that are looking to break free from these destructive circumstances and “entrepreneur” their way to a new business reality will benefit greatly from this keynote, and learn five keys that restorers must consider to make a positive change in the short, medium and long term.

Come join us for this exciting and informative keynote address, and visit the BDA team at Booth #306 during the Expo hours. See you in Vegas!

Mobile Technology Adaption Growing in Small Businesses

A recent Constant Contact survey shows a strong trend among small business owners who are using mobile technology to not only conduct business, but also to promote their business, with conducting social media marketing (73%) and email marketing (71%) at the top of the list.

Other uses include engaging in advertising through social media outlets, as well as having a mobile-friendly site. A smaller percentage of the survey participants use tablets for point-of-sale purposes and use mobile apps to manage their business. 82% using a calendar/time management app tops the list of types of apps used, with others reporting app usage in customer communications, GPS/mapping, accounting/invoicing, travel planning and industry news updates.

In regards to social media advertising, a whopping 97% of those surveyed utilize many of the “biggies” of social media for advertising dollars: YouTube, Pinterest, Twitter, Facebook and Instagram.

For those that have mobile-friendly sites, 70% of participants reported that it’s not only mobile-friendly, but also social-media optimized. Other characteristics of these sites include:

-A Menu (44%)
-Individual Product Listings (40%)
-Videos (39%)

And, when it comes to what type of mobile device is choice among small business owners, iOS is still heads above the Android. (66% to 39% respectively). In tablets, iPad beats out the Android tablet, 49% to 15% respectively.

Now, not all small businesses are behind the mobile trend, and for various reasons, with the top reason (56%) being that their customers have not expressed demand for mobile communications. 28% said mobile is not relevant to their industry/business.

For the restoration contractor, there are many opportunities for both their sales and marketing force plus their operations team to benefit from the many advantages of mobile technology. Learning curves, costs of the technology itself and having very little time to learn and adapt to mobile technology are just some of the reasons why contractors, much like the non-mobile users in the owners surveyed, have not employed this trend into their own businesses. But, as any business knows, it’s vital to stay ahead of the curve for business trends that have a direct impact on best servicing their customers.

In an ever-increasing world dependent on technology, it will be critical for small business owners to adapt to mobile changes before their customers start demanding it-and for the company, to adapt to mobile technology before they get left behind while the competition roars ahead.

If you are a contractor or a company in the inspection, cleaning and restoration industry, and have found that what was working to grow your company from point A to point B is not working to get you to point C, Business Development Associates, Inc. might be the solution for you. We are helping companies across the country predictably control the growth of their companies with proprietary sales and marketing programs that are generating millions in new business. Email us at or call us at 773-777-9956 today!

Don’t Miss These Upcoming BDA Sales & Marketing Seminars!

Don’t miss these upcoming BDA Sales & Marketing Seminars, where you can learn powerful strategies to predictably grow your business to the next level!

Contractor Connection 2013 Conference & Expo
May 21-23; San Antonio, Texas
Henry B. Gonzalez Convention Center
Tim Miller, President of BDA, Will Be Presenting the Course:
“5 Stages of Small Business Growth for a Restoration Contractor”

Business growth often triggers other business challenges. Business owners tend to approach growing their company as one long continuum from the day they open to the day they retire. When in fact, there are distinct stages of growth, with different challenges, stressors, and potential outcomes. Growing companies can greatly profit from advanced knowledge of the challenges they are likely to face at each step.

This course will explore the five stages of growth for a small business while applying it to our specific industry. Detailed explanation of what each stage looks like, and suggested steps to successfully navigate those transitions, will be included in this course. Learn More About This Course By Clicking Here!

Sales Mastery For Restorers
August 7th; Columbus, Ohio
Cleanserv/Interlink Supply Classroom
Tim Miller, President of BDA, Will Be Presenting the Course:
“Sales Mastery for Restorers”
Hosted by: Totally Booked University/Jeff Cross, Senior Editor of Cleanfax Magazine

This one-day course will teach show you how to increase sales by implementing a powerful, real world selling system that has been customized for the restoration salespeople and their targets! The course is hosted by Totally Booked University and Jeff Cross, Senior Editor of Cleanfax Magazine.

It has never been more important to maximize the ability of your sales team to deliver business. Most restorers agree that the average water loss is $3,000 with at least a 50% profit margin. That means that every sale you don’t bring in is costing you $1,500 or more! Plus, sales salaries and expenses add up quickly and you need to deliver a strong return.

Sales training isn’t new. But, sales training designed from the ground up just for restoration contractor salespeople is! There is no other program like this available anywhere! Click Here To Learn More About This Course!

If you have any questions about these upcoming courses and workshops, you can reach us at 773-777-9956 or email us at

We look forward to seeing you!

The Impact of Emotional Discipline In Sales

As a full-service sales and marketing agency, we work closely with our client’s sales force. In that, we come across some similarities on why some reps succeed and some fail. For those that flame out, one commonality we see is how a rep can emotionally cripple their sale even before it begins and during the sale which could have been swaying towards closing the deal in the beginning.

This emotional “cripple” comes from a lack of emotional discipline. Sales is a tough job in the first place, and can be very wearing on a person’s psyche-if they let it. Self-defeating thoughts such as “What I have to say doesn’t matter”, “This call will probably result in nothing” and other similar thoughts contribute to the death of the sale. This negative emotion causes the rep to lack confidence, not listen actively and so many more actions that ultimately translate over into the sale. The prospect, who is on the receiving end of the communication and emotions being put forth by the rep, will then receive and translate all those emotions and actions as a weakness in the salesperson, or, perceive a lesser value or no value in the product or service being offered.

On the other hand, emotional discipline in a sales rep is important in regards to positive emotion. Being enthusiastic, visualizing success and having reaffirming thoughts can all translate into a more positive sales process and outcome.

To read more about how emotional discipline impacts sales, click here to read the full article written by Business Development Associates and Tim Miller, President of BDA.

If you’re a restorer or industry-related company looking to boost your sales and marketing efforts, Business Development Associates, Inc. is helping numerous businesses in the restoration and cleaning industries to grow their businesses. You can learn more about us by visiting us at our website or calling 773-777-9956 for more information.

Upcoming Sales Mastery Course For Restorers: A New Way To Deliver Outstanding Results!

Business Development Associates, Inc. will be presenting “Sales Mastery for Restorers”, a one-day course that will teach show you how to increase sales by implementing a powerful, real world selling system that has been customized for the restoration salespeople and their targets! The course is hosted by Totally Booked University and Jeff Cross, Senior Editor of Cleanfax Magazine.

It has never been more important to maximize the ability of your sales team to deliver business. Most restorers agree that the average water loss is $3,000 with at least a 50% profit margin. That means that every sale you don’t bring in is costing you $1,500 or more! Plus, sales salaries and expenses add up quickly and you need to deliver a strong return.

Sales training isn’t new. But sales training designed from the ground up just for restoration contractor salespeople is! There is no other program like this available anywhere!

Now,you’ve probably sent your team to sales training events and they come back enthused, but the effect quickly wears off. That’s because training as an event always fail. Training as a process, however, delivers powerful, consistent and increasing results.

If you’re looking to grow your restoration business, you need a highly effective sales program in place. There’s simply no better or faster way for your company to grow to the next level.


Sales Mastery for Restorers Course-Click Here to Register!
Wednesday, August 7th, 2013
8 A.M.-4 P.M.
Cleanserv/Interlink Supply Classroom
Columbus, OH

This course will be taught by the creator and instructor of Sales Mastery for Restorers, Tim Miller, President of Business Development Associates, Inc. Miller is a highly regarded sales and marketing expert in the industry, and brings 30 years of experience and a unique perspective to help businesses solve their problems and grow to the next level. He is also a published author in several trade magazines, a featured columnist in Cleanfax Magazine and speaks at multiple industry events and conferences throughout the year, where he leverages his business experience in both the restoration industry and his other entrepreneurial ventures, including his own construction company in New Mexico.

Click Here to Register-Space is Limited!

How To Assume Without Assuming In Sales

Having the ability to know your prospect’s needs in a selling situation is important to not only retaining control during the sale, but it’s also vital to helping you prospect properly.

Asking assumptive questions, versus just assuming what their needs are, will help you communicate clearly and uncover the challenges you think they are having during the sale itself.

Assumptive questions (and the information that follows) combined with a unique value proposition will help you build a relationship that goes above and beyond just the services your company offers.

To read more about assumptive questions in the selling process, click here! Also, you might want to check out how Genuine Enthusiasm is crucial to the sales process as well!

If you are a restoration contractor looking for ways to predicatably grow your business, visit us at today!

Small Tablets And What They Mean To Your Marketing

With the introduction of the new Apple iPad mini, small or “mini” tablets are starting to gain more notoriety. Although the Kindle Fire HD and the Google Nexus 7 are already on the market in this category, the introduction of Apple’s small tablet is causing both consumers and marketers to take even more notice of the latest technology in the tablet world.

These smaller tablets are appealing on many levels including being a cheaper and less bulky alternative than a laptop or regular-size tablet. The iPad mini is slightly larger than its competitors (7.9″ compared to 7.0″), but does not have as sharp a resolution as the Kindle Fire HD and the Google Nexus 7. The iPad mini actually has the same resolution as the original iPad and iPad 2, due to the need to maintain app compatibility. The larger size screen on the iPad mini will also (as stated by Apple), equate to a 49% larger web-surfing area in when viewing it in portrait style and 67% in landscape view. The iPad mini, although larger in screen size, is significantly thinner and lighter than the Fire HD and the Nexus 7. Because the iPad mini or any small tablet can virtually fit (and tends to be more comfortable) in your hand, it might start replacing the iPad when the consumer travels or wants to take something more significant in size than their smartphone out of their house for browsing and other purposes. Much like regular tablets are replacing laptops when consumers are sitting on the couch or traveling, the truly mobile small tablet could slowly start edging out the regular-size tablets for some of its current purposes, such as being more convenient to travel with, less bulk in your purse or briefcase, etc.

Its’ also important to know that while Google Play boasts a considerable number of apps, they are not all accessible via tablet, while iPad mini offers more apps than either of their competitors. Plus, some recent data shows that small tablets can lead to 20% more page views, and before the launch of the iPad mini, users stayed on sites approximately 36% longer than they did on the regular-size iPad when using a Kindle Fire. This could be because Kindle Fire users are already accustomed to reading long text, books and magazines on their e-reader device predecessor, the Kindle.

So, as small tablets continue their climb and place in both the B to B and B to C world, marketers should start looking again at how their communications show up, and what style they appear in to not only accommodate users on PCs and laptops, but now tablets of both sizes plus smartphones. You might or might not have noticed lately, but your smartphone might be popping up the request to use your location more and more. That’s because the current buzz in mobile marketing is to utilize location data, with the belief that the person that’s looking and viewing the phone at that time is in buying mode and on the move.

Small tablets can be seen as a hybrid between the smartphone and the tablet, as it allows for a better surfing/browsing experience than the typically smaller smartphone screen, but less bulky and more portable than its big brother, the regular-size tablet. In that, advertisers will need to experiment with what works on the mini tablet to gain maximum impact. Do you have magazine, larger-size ads like on a tablet, or, do you have more simple ads that have a direct call to action like you would find on a smartphone? It’s really all dependent on what you’re doing, what you want to say, and the best medium to put it into.

As with any new technology, marketers will have both challenges and opportunities. One example might that while click-through and browsing rates on ads and websites might increase with smaller technology such as smartphones and tablets because of their popularity, it also means that those numbers might be skewed because of accidental taps or swipes (while technology shrinks, our fingers stay the same!).

With the introduction of a big player like Apple in the small tablet market, marketers have yet another opportunity to capitalize on their mobile marketing efforts. And small businesses are no exception. A recent study by shows that 60%, or 6 out of every 10, of small business owners surveyed (companies with less than 100 employees), had a web presence. 26% had a mobile friendly site, and 14% had a stand-alone mobile website. Of the 14% that had a stand-along mobile website (layout was designed specifically for a mobile phone), that 14% saw an 84% increase in new business activity due to their mobile marketing efforts and 69% somewhat or strongly agreed that “mobile marketing is key to their small business growth in the next 5 years.”

With numbers like that, it’s hard to deny the power of the mobile communication platform.

If you are a restoration contractor looking to predictably grow your business by implementing strategic marketing and sales tools, click here for more information!

Mobile and Tablet Usage Rising-Is It Right For Your Mix?

There is no question that smartphones and tablets have not only revolutionized how we engage with each other both personally and in business, but both technologies continue to provide greater marketing opportunities for both B2B and B2C purposes. And everywhere you look, it seems that everyone has one, and for those that are has a lower adaptability rate, (for example, the Silent Generation), they too are gradually increasing in their consumption of the latest technology.

And for marketers, increased mobile and tablet usage means the ability to leverage various tactics and strategies in order to communicate and provide interactive opportunities with their company, from QR codes, push messaging, Mobile Apps, mobile and tablet friendly Websites, sharing abilities, interactive TV, mobile banner ad opportunities, location-based marketing and much more.

For the consumer, the immediate gratification of finding information or products they want is also a big plus, as they can quickly perform a Google Search or buy the item they just saw on TV or in a magazine in a matter of minutes. For the company that consumer is buying from, the ability to maximize on the consumer’s impulse and need for immediate information or for the product itself can be result in shorter buy cycles and quicker profit. And to top all this, the rising market penetration rates of both mobile devices and tablets have marketers looking at a way to start shifting part of their marketing mix over to this new communications platform.

To give you an idea of how entrenched mobile and tablet technology is here in the U.S., below is a quick snapshot of US smartphone users and penetration into the population from 2010 and projected into 2016. In 2010, smartphones were used by 20.2% of the population, where in 2013 it will have jumped to 48.9%. In 2016, it’s projected that nearly 60% will have a smartphone.

- 2010: 62.2 million (26.9% of mobile phone users / 20.2% of population)
- 2011: 93.1 million (39.2% / 29.7%)
- 2012: 115.8 million (47.7% / 36.6%)
- 2013: 137.5 million (55.5% / 43.1%)
- 2014: 157.7 million (62.5% / 48.9%)
- 2015: 176.3 million (68.8% / 54.2%)
- 2016:192.4 million (74.1% / 58.5%)

The following numbers reflect those of tablet users. By 2014, it’s predicted that over a quarter of the U.S. population will be using tablets. As tablet adoption increases, older devices will get replaced and eventually, will become more like smartphones, which typically have a single user and less sharing.

U.S. tablet users and penetration, 2010-2014:
- 2010: 13.0 million (4.2% of total population / 5.8% of internet users)
- 2011: 33.7 million (10.8% / 14.5%)
- 2012: 54.8 million (17.3% / 22.9%)
- 2013: 75.6 million (23.7% / 30.9%)
- 2014: 89.5 million (27.7% / 35.6%)

Another advantage of mobile and tablet marketing in a company’s mix is not only the benefits we spoke of above, but the ability to be truly integrated and interactive with other elements of your mix. Marketers can cross-pollinate what can be considered a traditional form of marketing with the newer forms like mobile marketing. By doing so, you can give a “facelift” to what some people might be considered “dead” forms of advertising, like print advertising.

For example, in Quarter 2/2012, the use of mobile action codes In the U.S. top print magazines rose 61% compared to the previous quarter. In comparison to last year, the print-to-mobile marketing strategy rose from 5% overall to 10% and continues to rise. Action codes in magazines right now are actually outpacing action codes in direct mail. Direct mail is typically receiving about 4.4% overall in a response rate while catalogs garner a 4.3% response rate; a direct mail letter receives an approximate 3.4%). But, with the implementation of mobile code actions, that response rate on direct mail rose from 4.5% to 5.9%.

It’s important to note something here…one of the best rules in marketing is this: don’t implement a marketing activity into your mix just because it’s the latest buzz trend. Rather, does a proper analysis of your target market, how they engage with your applicable medium and then see how the rubber will hit the road, if it does at all. The numbers we provided here are some high-level stats. There’s lots of ways to drill down and seek out further information about your target market on a much deeper level, and you should make every effort to do so. But, with some powerful data and the obvious impact both mobile and tablet technology has had and will continue to make on our society, it’s certainly something that can’t be ignored and should be considered!

In the end, what you choose in your marketing mix and what you decide to say and how you say it are all integral, critical parts in acting strategically with your message. Finding the ways to communicate your message is half the battle — figuring out what to say is the other side of it!

What’s your experience with mobile and tablet marketing? Restoration Contractors are you currently utilizing any mobile or tablet strategies? We’d love to hear your thoughts and/or experience!!

For more information about Business Development Associates, Inc., visit

Homeowner claim payments rose 173% since 1997

A recent study from the Insurance Research Council (IRC) found that from the time period of 1997-2011, the cost of an average claim payment per insured countrywide rose 173%.

The increase is reported to be rising so rapidly because of increases in claim frequency and heightened claim severity.

This study analyzed both CAT related and non-CAT related claims, with the results of both claims being similar in some aspects.

Non-CAT related claims averaged around $8K and for CAT related claims, the average was $7.5K.

With the rising cost and frequency of claims, restoration contractors will definitely be vying for the business, but how will they edge out the other competition?

You can email us at for a free special report on “13 Ways Restorers Kill Sales” so you have an edge on not doing what your competition will most likely be doing in their selling! Please include your name, company and where you’re located!

Is Your Sales Team Productive & Profitable?

Knowing whether or not your sales team is being both productive and profitable is key to driving the growth of your restoration contracting business. In many cases, we find that many owners are sending out reps into the field, and they either don’t have a pulse on what exactly they are doing out there, or, they know that their reps are busy, but not seeing the amount of sales to match the amount of busyness their reps are reporting back.

BDA President Tim Miller discusses the importance of sales people tracking their results for truly optimizing their efforts and your revenue possiblities!

Click Here To Watch the Video!

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