Deck Expo Series: Tony McKlem on Deck Building, Sales & Business Growth

In the first episode of our Deck Expo podcast series, we had the pleasure of speaking with Tony Mcklem, owner of Hollywood Decks, who shared some game-changing insights on sales, quotes, and the power of social media. Known for his high-end custom projects and his passion for business growth, Tony’s journey from finance to deck-building success is nothing short of inspiring. If you’re looking to level up your deck-building business, here are the key takeaways from our conversation.

From Finance to Deck Building: Tony’s Journey

Hollywood Decks was founded six years ago when Tony decided to leave his career in finance and pursue something more fulfilling, building beautiful outdoor spaces. After relocating from California to Florida, Tony started fresh, building Hollywood Decks from the ground up. He shared that while he was a great builder, he had to learn how to balance that with the business side of things in order to thrive.

As Tony says, “You can be a great builder, but without understanding the business side, you won’t thrive. It’s all about balancing your passion with the right business skills.”

Efficient Quotes and Sales: Closing Deals with Confidence

One of the biggest lessons Tony shared was the importance of an efficient sales process. In his view, great builders aren’t always the best salespeople, but knowing how to sell is crucial to business success. He recommends simplifying your quoting process. Instead of spending hours crafting lengthy proposals, Tony advises, “Give them the number. That’s all they want to know.” This means focusing on what matters most to clients—price—and not getting bogged down by over-explaining the details.

Tony also emphasizes the importance of knowing your niche and understanding when to say no to leads. “It’s okay to turn down leads that don’t fit,” he says. “You’ll save time and energy for the clients who are the right fit for your business.” This has allowed Tony’s team to maintain a steady flow of work while ensuring they’re only focusing on projects that align with their strengths.

The Power of Social Media: Connecting with Clients

When Tony first started using social media, he was skeptical. But after a little encouragement from his team, he quickly realized its power as a marketing tool. “Social media lets you connect with your audience and showcase your work,” Tony says. “It’s free marketing, and it gives you the opportunity to show your personality. People want to see you, not just your work.”

Tony’s advice for deck builders hesitant to get on camera? “Don’t overthink it. Just start. You don’t need a fancy camera or expensive gear, just use your old phone and hit record.” The key is to be authentic and consistent. Over time, this approach has helped Tony and his team connect with clients and industry professionals across the country.

Pre-Screening Leads: A Must for Your Success

Another key point Tony highlighted is the importance of pre-screening leads. Instead of wasting time driving to job sites where the client’s budget or project scope doesn’t align with your business, Tony recommends asking a few simple questions up front. This can save both you and the client a lot of time. “It’s okay to turn down leads that don’t fit,” Tony stresses. By focusing on the right leads, Tony has managed to close 90-100% of his qualified leads, compared to the industry average of 10-20%.

Don’t Miss Tony at Deck Expo

Tony’s session at Deck Expo is one you won’t want to miss. He’ll be diving deep into efficient quoting, sales strategies, and how to leverage social media to grow your business. If you’re struggling with sales or building a strong online presence, this session is packed with actionable tips and strategies.

As Tony puts it, “The hardest part is getting started. But once you do, you’ll learn, grow, and build a business that thrives.”

Final Thoughts: Building a Thriving Deck Building Business

Tony’s journey is proof that being a great builder is just one piece of the puzzle. To truly thrive, you need to balance your passion with the right business skills. Whether it’s fine-tuning your sales process, embracing social media, or pre-screening leads to focus on the right clients, Tony’s insights are invaluable for anyone in the deck-building industry.

To hear more from industry experts, be sure to check out the rest of the Deck Expo podcast series. And if you haven’t already, book a growth strategy session with Deck Builder Marketers, your first step toward building a standout brand in the deck-building industry.