Guest Post by Tim Thiel, Account Executive–North Region   If all outcomes are the same then easiest is best. But if the outcomes are different, what is the price you are willing to pay for easy? Fifteen years ago, a typical home improvement salesman left a house with not just a credit application but a […]


In the last post on sales strength, I asserted that strong salespeople project a confidence supported by expertise.  There isn’t anything unusual in that claim.  Who doesn’t believe that expertise breeds sales confidence? But there’s a second important form of product confidence: conviction.  The strong salesperson has the conviction – the steadfast belief – that their product […]


When you walk into a room full of salespeople, what do you smell?  (Besides the level of cleanliness, which is roughly proportional to the sales ticket size.) Fear. Along with being loquacious, assertive, and energetic, a surprising number of salespeople are afraid.  This fear manifests itself in subtle ways.  While on the surface the salesperson is confident, […]

money growth  by 401(K)2013 via Flickr

According to a recent 2014 Contractor Behavior survey by L.E.K. Consulting, contractors are becoming more optimistic about the growth of their business. Their survey of 550 residential and commercial contractors revealed three changes in behavior, all of which we will explore in greater detail. “First, they are becoming more aggressive during pricing negotiations and are […]

Schadenfreude – noun, often capitalized: a feeling of enjoyment that comes from seeing or hearing about the troubles of other people. Auto dealers everywhere, and possibly the banking industry in general, had to choke down some strong feelings of schadenfreude a couple weeks ago.  The CFPB, after months of emphasizing its proxy methodology for determining […]

dandelion on black by Lauren Tucker Photography via Flickr

What is the ideal contractor? There may be conflicting ideas depending on who you ask. A homeowner may have certain ideas of what constitutes “ideal”; they might care most about price and a quick turn-around time. A contractor may value reputation and integrity when evaluating their peers (and themselves!). As a lending partner for contractors, […]

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With the winter Olympics just past, I’m reminded of the difference between professional and amateur.  Many of us are old enough to remember the 1970s and 1980s controversy over whether to allow professional athletes to participate in the Games.  For many, the defining (and culminating) moment of the controversy was when the United States basketball […]


Most of the time, we think of the world and our lives as a linear path.  I was born and then all this stuff happened to me in sequence until I arrived at typing this blog post.  For example, this is what my life would look like if that were reality: But that’s a really […]


Guest Post by Tim Thiel, Account Executive–North Region. Recently, I had the pleasure of presenting Medallion Bank’s no cost/no fee Home Improvement Lending program to a group of contractors through one of our manufacturer relationships. Before I got started, I offered a cold soda to the audience members. In the conference room were two simple […]

Contractor Review Plans, by USACE HQ on Flickr

Are you proud of the people with whom you work? It’s generally accepted that you should surround yourself with good people to help your company grow. However, it’s also generally accepted that that is easier said than done. Finding the right people is hard work and takes time. It also takes a conscious effort to […]


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