In this episode of the Prime Resources Podcast, BDR Head Coach and Trainer Chris Koch discusses the opportunities and challenges of expanding into the light commercial market for residential contractors.
In the discussion, Chris highlights the vast size of the market, with nearly 6 million commercial buildings in the US, and emphasizes the potential in smaller owner-occupied buildings like medical offices, professional office buildings, veterinary clinics, and office conversions. He also stresses the importance of knowing your numbers, managing budgets, and not overselling your capabilities.
Discover how to take an intentional, strategic, and customer-focused approach to entering the light commercial market.
Time Stamps- 00:00 - Introduction
- 02:18 - The Opportunity in Smaller Owner-Occupied Buildings
- 08:24 - The Benefits of Commercial Maintenance Contracts
- 12:51 - Utilizing Existing Team Members for Sales
- 23:15 - Avoiding Pitfalls and Knowing Your Market
- 29:58 - Taking Action: Getting Started in the Light Commercial Market
- 33:13 - Conclusion
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