HOUSTON WORKSHOPS & SEMINARS
 Tom Woodcock
KEYNOTE
Developing Sales Skills
1pm - 2:15pm :: Wednesday Only
Selling in the construction industry requires strong negotiating skills. How to read your customer, evaluate their body language and know when to go for a commitment. Few construction industry professionals have been formerly trained in these skills leaving all the advantage with the customer. We’ll dive deep into negotiating dynamics and turn the tables. Practicing these skills will increase your effectiveness in front of the customer and also aid in removing any tension or awkwardness.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
Tom Woodcock
KEYNOTE
Making Money Through Associations
1:15pm - 2:15pm :: Thursday Only
Many contractors never join relevant associations that can produce revenue for them. Even worse they spend the dues money and don’t maximize the effectiveness of the association. We will layout how to determine what associations to join, how to work them and get business from your involvement. The single greatest way to find grouped customers and network contacts is right in your backyard association! Work them to the fullest and you’ll never make a cold call again!
Tom Woodcock has a long-time reputation of being one of the foremost experts on sales training in the United States. His resume includes being invited to speak to major associations such as the ASA National and AGC National.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
Tom Woodcock
Why Buyers Buy
9am - 11am :: Wednesday Only
Why Buyers Buy: Takes a look at the basic buying habits of people, both individually and in a corporate setting.
Get a hold of the Customer’s need
Customer’s buying priorities
Beating the lowest bid game
10 Common Objections in Bidding, Estimating & Quoting: Tired of not winning projects or orders because you didn’t know how to counter the customer’s objections? Get past the “NO” and into the winners circle.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
Tom Woodcock
Common Errors in Construction Industry Selling
9am - 11am :: Thursday Only
Many on the construction industry consistently make the same mistakes that kill their opportunity. There are many common errors and mentalities that hinder sales success. We’ll put a light on these problems and give the behaviors that counter them. Make sure your approach to the customer base is the most effective possible. These errors are often made without the contractor even realizing they’re making them. This cripples their chances of winning profitable projects and orders.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
 Josh Ramsey
Marketing To Today's Consumers- Without Hiring a Superstar Sales Person
11am - 12:30pm :: Wednesday & Thursday
What You Should Expect To Learn:
- Online Marketing Including:
- Social media
- Pay Per Click
- Website - Increasing Your Visibility
- Mobile Media
- Is it affordable
- What is the best way to do it
- Creating A Message (Learn How To)
- Stop Sounding Exactly Like Your Competitors
- Convince Customers That You Are The Indisputable Choice
- Cutting Budget In Marketing
- While Still Increasing Lead Flow
- Winning Buyers
- It is not enough to have visitors to your website. You have to actually do everything you can to capture their information, allowing you to speak to them in person.
Presented by Joshua Ramsey — President :: The Strategic Point www.thestrategicpoint.com
Using Home Staging to Turn Lookers into Buyers
9am - 10am :: Wednesday & Thursday
Every successful Home Seller knows that buyers shop with logic, but buy with emotion. Join these top Houston area Home Staging professionals as they share the marketing secret that helps both vacant and occupied properties move faster even in today’s changing market. You’ll take home valuable tips and techniques you can use in your properties today.
Presented by Kathy Strader, ASP — Memorial Staged Homes :: Tish Raiford, ASP — Show Condition Home Staging & Restyle :: Donna Dukes, APSD — Designs by Donna
 David Leslie
Design, Material and Installation, the 3 elements of an Integrated Weather Barrier or Your Building's Weather Barrier - What every Facility Manager should know.
9am - 10am :: Wednesday & Thursday
Whether it is new construction, restoration or repair, it is critical to the long term success of any project and to the sustainable performance of any building that the building envelope components be brought together to create an Integrated Weather Barrier. This is achieved through the purposeful coordination of the three elements of all projects; Design, Material and Installation. This seminar will define the concept of the building envelope, examine the importance of obtaining an Integrated Weather Barrier and explain how the functions of Design, Material and Installation are intimately intertwined and how they can be coordinated.
Learning Objectives:
1.) Define and develop a better understanding of the Building Envelope concept.
2.) Define and develop a better understanding of the Integrated Weather Barrier concept and how it impacts the performance and sustainability of buildings.
3.) Define and develop a better understanding of the Design, Material & Installation concept and how they are related.
4.) Explore the process of proactively creating coordination between Design, Material and Installation to achieve an Integrated Weather Barrier.
Presented by David Leslie — Conley Group :: www.conleygroup.com
 David Joe
The Benefits of a Business Analysis
9am - 11am :: Wednesday & Thursday
No company wants to find itself lacking adequate cash flow, anemic profits or in a disjointed organization. As a result, many companies are re- evaluating their funding requirements, predetermining their profit margin, planning for tax reduction and avoidance, and rethinking their overall business strategy. In this workshop, business owners will learn how to:
* Dramatically increase cash flow, profitability, and relieve stress
* Dramatically increase productivity
* Eliminate costly business problems
* Explore the business owner's true 'functions'
* Effectuate positive change
* Take ownership of business problems
* Take control of the business and your life
Presented by David Joe — Elite Business Solutions, Inc :: www.ebsworldwide.biz
 Deborah Hroch
Using Quickbooks for Tracking Revenue for the Construction Industry
9am - 11am :: Wednesday & Thursday
This seminar will explain how Contractors can utilize QuickBooks to measure job costs through estimating, managing change orders and purchase orders.
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- Construction Chart of Accounts
- Double Sided Items
- The Quote
- Percentage Down to Start
- Progress Billing
- Retainage
- Final Billing
- Retainage Paid
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Presented by Deborah Hroch — Deborah Hroch & Associates, LLC :: www.dhroch.com
 Pat Patterson
Benefits of Effective Safety Progams
9am - 11am :: Wednesday & Thursday
This presentation discusses the costs of accidents (direct and indirect) and the "Iceberg Theory" of such costs, how companies benefit from establishing a comprehensive safety program through improved morale of employees and increased profits, the major elements of a comprehensive safety program (as described in ANSI Z-10 requirements, OSHA requirements for record keeping and training, required postings, and much more…
Pat will hold a Q&A session to answer any questions
Presented by Pat Patterson — CSP, Independent Consultant, L.A.A.P., Inc :: www.laapinc.com
 Paul W. Roebuck
Everything I Need to Know About Inspections
9am - 11am :: Wednesday & Thursday
This class will explain what an inspection is, why it is necessary or required and what you can learn from an inspection. You will be able to ask questions and get answers relating to inspections that you always wanted to know.
Presented by Paul W Roebuck —Sr. MTI, CPI, ACI, Founding President :: www.TPREIA.com
 Derek Flynn
Anatomy of a Lawsuit
9am - 11am :: Wednesday & Thursday
Arming yourself with the knowledge necessary to protect yourself, your business and your employees in a litigious society.
Presented by: Derek G. Flynn — Attorney at Munsch, Hardt, Kopf & Harr P.C. :: www.munsch.com
 Willie King
Basement Specialist
9am - 11am :: Wednesday & Thursday
Attendees of this course will learn about the following items:
*The history of basements in the United States and in other places around the world.
*
Misconceptions about basements in Texas.
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The benefits of having a basements, especially in Texas.
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How they were built in the past and how they are built today.
*
How basements should be built compared to how they are built.
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What it the world is a green basement and does it cost more to build.
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What is a basement specialist and how do they differ from a basement contractor.
*
The future for basements in states like Texas.
Presented by Willie King, CEO of Basement Kings, www.thebasementkings.net
 Kenneth Kurk
Federal Contracting Myths
11:30am - 12:30pm:: Wednesday ONLY
*Federal contracting paperwork is too difficult
*Federal government always awards to the lowest bidders
*Federal government already has their favorite contractors
Learn about simplifying administrative
requirements, technical best value, process and
evaluating factors to surpass competition.
Presented by Kenneth Kurk — Founder and Chief of Research and Product, Fed Genius :: www.fedgenius.com
Kenneth Kurk
Findng Federal Opportunities
11:30am - 12:30pm:: Thursday ONLY
*Federal Business Opportunities
*Agency Acquisition Forecast
*USA Spending
Learn how to effectively identify and qualify
Federal opportunities, past present and future.
Presented by Kenneth Kurk — Founder and Chief of Research and Product, Fed Genius :: www.fedgenius.com
 Bradford Spelbring
Trademan 2 Contractor
9am - 11am :: Wednesday & Thursday
How to Find Work. private and public and the differences
Bidding Putting a total bid package together and what it takes
Insurance and Bonding / and the difference
Accounting and Book keeping
Getting Paid
Personnel Hiring and firing
Expenses and losses
Presented by Bradford Spelbring — Toolbelt Trainer :: toolbelttrainers.com
 Sarah Andrews
INTRODUCTION TO LEED RATING SYSTEMS AND PROJECT CERTIFICATION
9am - 11am :: Wednesday ONLY
This class will focus on demystifying the LEED rating systems, addressing common misperceptions, and providing an overview of LEED from a contractor's perspective. In addition, the course will review the various rating systems and the certification process. General contractors, subcontractors and suppliers, as well as architects and engineers will all benefit from the presentation by gaining a clearer understanding of what LEED is, what it is not, and how projects become certified.
Presented by Sarah Andrews — CSI CDT, LEED AP BD+C Senior Estimator, Solis Constructors, Inc. Director of Curriculum and Instruction, Construction Training Academy :: www.ctacademy.biz
Sarah Andrews
LEED PROJECT DOCUMENTATION AND WHAT'S NEXT FOR LEED
12:00pm - 2pm :: Wednesday ONLY
This class will focus on effective documentation preparation for LEED projects and an overview of what is coming next for the LEED rating systems. Participants will learn practical skills for gathering data and preparing LEED submittals and gain insight into how the rating systems are developed and evolve. The strategies presented will benefit general contractors, subcontractors, and suppliers alike by providing simple and straightforward practices to streamline the LEED submittal process.
Presented by Sarah Andrews — CSI CDT, LEED AP BD+C Senior Estimator, Solis Constructors, Inc. Director of Curriculum and Instruction, Construction Training Academy :: www.ctacademy.biz
Sarah Andrews
Successful Project Management — Starting Off Right and Staying on Track
9am - 11am :: Thursday ONLY
This presentation will focus on how to successfully complete a LEED project from conceptual development and design charrettes through implementation of green building concepts and strategies, construction waste management, indoor air quality management, and maintaining records throughout the project. Additional topics will include recordkeeping and LEED Online. Attendees will benefit by learning how to manage project tasks in order to successfully achieve LEED certification goals.
Presented by Sarah Andrews — CSI CDT, LEED AP BD+C Senior Estimator, Solis Constructors, Inc. Director of Curriculum and Instruction, Construction Training Academy :: www.ctacademy.biz
Sarah Andrews
LEED and the Sustainable Sites Inititiative
12:00pm - 2pm :: Thursday ONLY
This presentation will focus on the principles and guidelines of the Sustainable Sites Initiative and how USGBC plans to incorporate those principles in upcoming versions of the LEED rating systems. Topics will include how to use the Guidelines and Performance Benchmarks 2009, introduction of the rating system and certification, structure of the prerequisites and credits, and the intent, requirements, and strategies involved in the SSI. Additional topics include federal agency sustainable practices and the similarities to the LEED for Neighborhood Development rating system. Attendees with benefit by learning how the Initiative works to reduce the environmental impact of landscapes and developed areas, what types of projects the SSI addresses, and who may benefit from the use of the SSI.
Presented by Sarah Andrews — CSI CDT, LEED AP BD+C Senior Estimator, Solis Constructors, Inc. Director of Curriculum and Instruction, Construction Training Academy :: www.ctacademy.biz |
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