Agenda at a Glance

(All times are stated in Eastern Time Zone)

As you arrive, please step into our Expo Hall and meet our wonderful partners for the 10th Annual Extreme Sales Summit. They will be around all day to meet and greet you. Each one wants to hear about your business and answer any questions you have about theirs.

Grab a cup of coffee and settle in for two days of a content-filled event! Our online Live Connected conference has been planned with you, your team and business in mind. Grab lots of paper and several pens to take notes as we fill your brain with new ideas you can implement right away.

But WAIT! There's more! During this time, we will begin to introduce the winners of our 2021 Salespeople of the Year awards. Winners will be recognized throughout the conference. Are you one? Stay tuned to find out.

Yesterday, Today, The Future
Presenter: Jane Dzielski, Principal Analytical Lead at Google
When Google speaks, we listen. An expert from Google will share real-time insights on what today's homeowner is thinking, cares about, and what they are buying.

Yesterday, Today, The Future: Follow Up Panel Discussion
Panelists: Jane Dzielski, Brian Gottlieb, Dave Mattson, Troy Pavelka
Moderator: Mark Richardson
Remodeling Thought Leaders share their understanding, experience and strategies of working with today's buyers to meet their needs and set expectations. This discussion includes how they have developed their phenomenal sales cultures.

Take a break to visit our Expo Hall, meet friends in our Virtual Lounge (play games and listen to music) or return an email or phone call. But be back promptly in 15 minutes to split into our focused breakout discussions! Choose from Design-Build, Home Improvement or Sales Leadership. There is something for everyone!

This will begin our afternoon of breakout sessions. Choose the track that is most appropriate for you.

How You Can Charge for Quotes and Avoid Working for Free
Paul Varghese

Are you spending your own money quoting jobs for free? Builders that charge for quotes are 8 times more likely to win a job as opposed to those who do not. So while the easy option may appear to be 'just do it' or 'quote and hope', the reality is that you're probably wasting your time. Discover the Association of Professional Builders' process of charging for quotes and signing contracts at much higher margins than you ever thought were possible.

What Are Customers Asking For Now?
Adam Alfano & Vince Nardo

Learn how Vince Nardo, President of Reborn Cabinets, meets shifting customer expectations accelerated by COVID. In this discussion, Adam Alfano, Senior Vice President of Salesforce, will lead a deep dive into Reborn Cabinets' culture of change that has enabled their transformation and customer success.

TRACK: Design/Build - Session #1

Let's Talk Sales Technology
Panelists: Bill Millholland, Mary Miksch, Bryan Sebring
Moderator: Mark Richardson
The design-build sales process has for years been slowly becoming a more digital process, but until 2020 and the pandemic those changes were happening incrementally. Now it's a flood of innovation, from virtual sales meetings to automated sales systems, and a myriad of technologies in between. Our experts are here to discuss what changes have been good, which have not been so much, and which remodelers may want to consider working into their own sales processes and systems.

TRACK: Home Improvement - Session #1

Future of Online in Remodeling Sales
Panelists: Drew Barto, Mike Damora
Moderator: James McClister
Experts discuss the shift the home improvement sales process has made to the online environment, especially after 2020—during which time global online content consumption doubled. The panel shares their lessons and insights into what buyers are looking for online and if, when, and how to build an effective online sales funnel.

TRACK: Sales Leadership - Session #1

Sales People: Find Them, Train Them, Keep Them
Panelists: Tanya Donahue, Melanie Marfoglio, Nora Spencer
Moderator: Erika Mosse
Material shortages, prices increases, and a pandemic can make it easy to forget that the single greatest issue facing remodeling remains labor. Our experts will dig into the what, why, and how do you get there of finding and, just as important, keeping talent.

Please visit our Expo Hall to and continue to earlier discussions or meet your friends for a casual catch-up conversation in our Virtual Lounge (play games and listen to music).

Meet back in the main stage for conference updates, highlights, interviews and prizes. Also, at this time we will reveal more of our 2021 Salespeople of the Year awards. Are you one of them?

TRACK: Design/Build - Session #2

The Sales-Production Dynamic
Panelists: Chris Beck, Melissa Kennedy, Matt White
Moderator: Mark Richardson
A smooth transition from contract to construction is not always a given but is always crucial to completing a project correctly and on schedule. A miscommunication can cost thousands and extend a construction schedule, not to mention potentially keep a family from accessing their kitchen or a bathroom for even longer. Our sales and production experts discuss what it takes to build that perfect sales-production dynamic.

TRACK: Home Improvement - Session #2

Create Urgency with Price Escalation
Panelists: Chris Lavoie, Scott Siegal, Chuck Thokey
Moderator: James McClister
When prices rise and the market is unpredictable, that's when creating urgency is most paramount, and the most challenging. Our experts discuss how they've managed to create urgency amidst a pandemic, spiking material prices, and a labor shortage.

TRACK: Sales Leadership - Session #2

Balancing High Tech with High Touch
Panelists: Michael Anschel, Mary Miksch, Vince Nardo
Moderator: Erika Mosse
Remodeling, including the sales process is rapidly digitizing. This can mean serious gains in efficiency and productivity, but it can also mean a less human sales process. Our experts discuss how to balance new technologies without sacrificing homeowner interaction.

TRACK: Design/Build - Session #3

Change in Design-Build Selling Process
Panelists: Barbara Miller, Dave Smith, Troy Pavelka
Moderator: Mark Richardson
The industry we knew is gone. This is the future and the selling process has changed in it. Our experts discuss what's different and why innovation and forward thinking will be crucial to succeeding moving forward.

TRACK: Home Improvement - Session #3

Building a Successful Sales Process
Panelists: Chris Carey, Jim Johnson
Moderator: James McClister
A good sales person is great but if sales are dependent on their personality, charm, x-factor, whatever, then replicating that success company-wide is going to prove tough. Building an effective sales process, especially in the fast-paced home improvement industry, is crucial to creating sustainable success. We talk to experts who have found through experience what makes a good system and how it's built.

TRACK: Sales Leadership - Session #3

Managing Stress on the Team
Panelists: Cindy Cipriani, Tom Diehl
Moderator: Erika Mosse
Remodeling is caught in a whirlwind of tech advancement, building backlogs, new codes and customer expectations, and a never ending series of external factors demanding frequent attention and constant planning. Time is a resource. Our experts will discuss how sales leaders can make better use of it.

Move quickly back to our general session. A select panel of our Day-One Speakers join us to share new perspectives on the day's many topics, answer lingering questions from moderators and attendees, and share highlights for our information-packed Day 2.

(All times are stated in Eastern Time Zone)

As you arrive, please step into our Expo Hall and meet our wonderful partners for the 10th Annual Extreme Sales Summit. They will be around all day to meet and greet you. Each one wants to hear about your business and answer any questions you have about theirs.

This second day of the 10th Annual Extreme Sales Summit promises to bring even more content filled hours of information you can use right way. With more speakers, panelists, topics and prizes, you will participate in round table discussions that interest you.

Top Executives Tell All
Speakers for this session include: Bill Baldwin, Melissa Kennedy, Chris Lavoie, Rich Oris, Mark Richardson
Join us as these successful top executives share information on what they have found works and how their businesses have changed over the past few years. Hear how they have adapted to change and what they have had to leave behind in order to maintain and continue great success.

Has your phone filled up with texts and voicemails? They can wait. Take these few minutes to visit our partners in the Expo Hall. If you haven't visited it yet, you'll love the set up and convenience of talking with people who work with us in assuring you have the best experience in a Live Connected environment.

This will begin our afternoon of breakout sessions. Choose the track that is most appropriate for you.

Increasing Your Sales With Financing
Jeff Masser

In today's ever-changing retail landscape, it is important to continue building your tool set to meet the evolving demands of customers. One of those tools is the ability to offer financing to your customers. This session will cover the importance of offering financing to every customer to help grow your business. We will cover strategies on how to have more effective conversations to increase sales through financing. We will also discuss how your business can better create awareness that you offer financing through the use of marketing tools and resources. Additionally, we will cover enhanced processing options that will ensure the best user and customer experience.
Key Takeaway: Attendees should expect to leave the session with the knowledge to more effectively and efficiently offer financing to their customers.

Your Customers Want Options: How to Deliver
Thomas Basch

In the modern era, good-better-best pricing is evident in many product categories. Gas stations sell regular, plus, and super fuel. Cable TV providers market basic, extended, and premium packages. Car washes typically offer several options, separated by services such as waxing and undercoating. Why should home improvement be any different? We'll dive in to how to capitalize on this, the benefits of presenting multiple options, and how to implement. We'll also discuss other ways of providing options like financing, form of payment, and signature capturing.

Mastering ADU Sales - Roundtable Discussion

Moderator: James McClister with guest Caitlin Bigelow
In this discussion, we answer the question: What are ADUs and how do I sell them?

Reducing Stress - Roundtable Discussion

Moderator: Mark Richardson
How do you reduce homeowner stress during the sales process? And just as important, how do you reduce stress for your staff?

Talking Money - Roundtable Discussion

Moderator: Erika Mosse
In this discussion, we answer the question: What are the best ways to talk budget?

Closing Techniques - Workshop (Ends at 1:55)

Facilitator: Chris Lavoie
In this interactive workshop, our facilitators will evaluate attendees' go-to closing techniques while providing new strategies to get the "yes."

Stand up, stretch, visit with friends and our partners in the Expo Hall. We will see you back in 35 minutes for our next sessions of Roundtable Discussions.

Mastering Whole-House Remodel Sales - Roundtable Discussion

Moderator: James McClister with Duane Johns
In the world of remodeling, Whole House Renovations are generally the largest and most complex projects that a company will take on. You need skill and confidence to not only sell these projects but to execute them as well. In this discussion we dive into specific strategies and tactics for closing the deal on Whole House Remodel sales.

Team Selling - Roundtable Discussion

Moderator: Mark Richardson
How can selling be a team effort? Should it be?

Creating Urgency - Roundtable Discussion

Moderator: Erika Mosse with Cindy Cipriani
Join in this discussion, as we answer the question: How can we create urgency for both staff and clients?

Old vs. New - Is there a better way to estimate? Roundtable Discussion

Moderator: James McClister with guest Michael Anschel
Why do we estimate the way we do? Is there a better way? Come with your best methods and ideas.

Virtual Selling Techniques - Roundtable Discussion

Moderator: Mark Richardson
After a year and a half of virtual selling, bring your success stories and learn from others what innovative ways they have found to bring strong results.

You Can Master Outdoor Living Sales - Roundtable Discussion

Moderator: Erika Mosse
Interest in outdoor living projects continues to be on the rise. What are the best, most successful ways to sell outdoor living?

Making the Sale Visual - Workshop

Moderator: Bill Millholland
In this interactive workshop, we will walk through what it takes to enhance a good sales pitch with attractive visuals.

This is your last chance to take a break, visit with our partners and meet in the Virtual Lounge for friendly discussions with friends, panelists and speakers.

Favorite Selling Questions - Roundtable Discussion

Moderator: James McClister
Getting a conversation started is crucial to any successful sale, but what are the questions that get the ball rolling?

Selling Against Adversity - Roundtable Discussion

Moderator: Mark Richardson
A pandemic, labor shortage, materials prices skyrocketing and lead times escalating—remodelers face external challenges everyday that they have no other choice but to work with or around. How can we keep selling in periods of misfortune, and what if any opportunities do those hardships present?

Designer Salespeople or Just Salespeople? That is the question. - Roundtable Discussion

Moderators: Erika Mosse with Cindy Cipriani
Having designers make sales is a common setup in design-build remodeling businesses, but is it the best way to make sales? Is it the best way to use designers? We hear from both sides of the controversy to understand when, where, and if at all design and sales should ever go together?

Stay with us as we wrap up for this year's 10th Annual Extreme Sales Summit as we make important announcements, recaps and presentations of game prizes. You will want to be present to congratulate the winner of the 2021 Salesperson of the Year!