Friday, December 15, 2017

"Standing Out Among So Many Choices In The Marketplace"

There are many contractors who can do renovations, but not all of them are prepared to take into account the specific physical, sensory, or cognitive needs of their clients. This is where CAPS-trained professionals can make a real difference.

When a person begins considering a remodel of their current home - for aesthetic reasons, for function, to accommodate the changing needs of someone in their household, to allow a parent or other relative to move in with them, or for any other purpose, they need someone who can translate their desires into a reality for them - and factor in medically necessary improvements also. They want to locate someone who is knowledgeable, experienced, trustworthy, and someone in whom they can place their confidence for the work they want to have done.

While there are many people who technically can provide the work they need to have done, and do it within their budget, not all of those companies will or should be given serious consideration by them for various reasons. It could also be that the people contemplating the remodeling work are not comfortable with the abilities or expertise of the people they meet with about their proposed improvements or modifications. They could actually back away from a potential remodeling project - even though they seem to need the work done - because of the way the contractors they meet with treat them during the discussion phase.

This leaves a huge opening for us because we welcome and actually look for business such as this. We want to help people adapt their living space to work effectively for them as the age in place - by themselves or with others moving into the home with them.

While some contractors never get past the consideration stage because they don't impress the potential client in their ability to create for them what needs to be done, or they don't really have the mindset to complete it as anything but a remodeling project like any other they might do, we have the ability and the opportunity to let people know that were are specially trained to be able to help them - and that we have a huge interest in doing just that.

While there may be other contractors in our marketplace might be able to make similar claims about creating effective solutions, they won't have the training, the background, or the understanding that we do as CAPS professionals. We must let our clients know that we have a greater understanding of what their needs are and how to address them in a remodeling project. We bring a team approach also - remodeler, occupational therapist, designer, architect, durable medical equipment specialist and others who work together for their benefit.

This is why someone should want to work with us. We aren't just approaching their needs as contractors but as a complete team that includes a real understanding of their needs and how to address them. 

We have to be totally convinced - without any wavering - that we absolutely offer the best solutions, quality of work, attention to detail, and value for the money invested of anyone in our marketplace. As long as we find people that can benefit from what we offer, there should be no stopping us in our enthusiasm to help them engage us and obtain the solutions they seek.

Being the best at what we do won't make the sale by itself. It needs to be there, but we have to translate our expertise and excellence into creating a trust relationship with our potential clients. When they feel comfortable with us and know that we can do the job better than anyone else they might consider, they are much more likely to use us.


Steve HoffackerCAPS, CEAC, SHSS, is a licensed Certified Aging In Place Specialist - Master Instructor and best-selling author of aging in place books. To learn about this and other programs for aging in place or universal design, visit or call 561-685-5555. Also, check out the "Aging & Accessibility" groups on Facebook and LinkedIn.