When could you start the job? I answered, “Next week.” Then there was usually a pause and the person would say, “Oh, we won’t be ready for about a month. I thought all the good contractors were booked up for several weeks. Are you not busy?”
This is where Rule #1 came from.
# 1 Answer a question with a question.
I learned to use this principle many years ago after being asked the above question. I hated that. It is so demeaning and condescending. I finally decided to ask this question in return, “When will you be ready?” That solved that problem. Sometimes they would totally forget the question they had asked and start talking about the job, their work or whatever and never asked me again. I could just say, “Well, call me a week or so ahead of time.” Works like a champ every time. I taught my kids to do this, and then they tried it on me. I said, “Hey, I taught you that. Just answer straight up!”
Learn to ask questions or in other words get more information before answering. It helps save your sanity and makes you look like an expert. It feels much better, too.
These rules came from situations that I ran into over the last 40 years of contracting. They were the way I worked out to be as comfortable as possible in uncomfortable situations. They have kept me out of trouble and guarded me against loss many times.
Good habits keep you safe and defend you as you will see as we go through more of these rules.
Remember, these rules don’t apply all the time. But if you make a habit of keeping them, you will see their wisdom over time.
Some particular jobs may require a slight alteration of some of these. But in talking to other contractors through the years, most have agreed they keep these same rules. There is a reason for different trades and professions coming to the same or similar conclusions.
Rules keep you, your business and your money safe. They help to establish your integrity, and they result in an internal confidence. You know what to do or say.
# 2 Be bold.
Stand up for yourself. Bold but not arrogant. No one else will stand up for you. In other words have a backbone. People will have more respect for you, and in the long run it will benefit your business because it gives off an air of confidence. Confident but not prideful. People would much rather hire or contract with a confident person than one that is unsure of him or herself.
# 3 Never sit in the driveway.
I remember a few times I was done with a job, packed up and then relaxed in my truck for a few minutes before leaving — filling out paperwork or making phone calls. Then at times I would hear a tap on my window and here was the client with a spot they found that they wanted me to look at. I would go with them back into the job I just left for maybe a couple of hours.
Most of the time the items were very small. So small in fact that if I was not there they would have never called me. Some people told me that if I had left they would not have bothered to call. I learned: don’t sit in the driveway. Others I have talked to have learned that same thing. We are not trying to do shoddy work or get away with something, but some things are so insignificant it is almost laughable, but may take a couple of hours to fix if it is even possible. Make your calls from a gas station.
# 4 Leave the key in the lock.
Many houses have a lockbox on the front door especially on construction sites. After you take the key from the lockbox and unlock the door, leave it in the door. Don’t put it in your pocket. I have had to drive 30 minutes back to a job because I put the key in my pocket after I unlocked the door. I forgot and took the key with me. Usually, this happens because the house was locked when I got there, but before I was done, others showed up to work. You would not lock a door with people in the house so if the key is in your pocket, you just forget and leave. Now you have to go back. Just leave the key in the door. This solves that problem. If no one is there when you leave, lock the house and put the key back. This makes life simpler.
We also follow these rules for locking houses:
- If the house is open when we get there between 8-5, we leave it open when we are finished.
- If the house is locked when we get there, we lock it back when we leave.
- If the house is open when we get there but it is about 5:00 when we leave, we lock it up.
- Sometimes I will call the builder if I am unsure what he wants done.
Usually these lock rules work well. But you will get an occasional call of irritation. If they want it done differently, just say, “No problem,” and do what they ask.
# 16 Settle the question of payment up front.
Most contractors are afraid to talk about money. You just have to get over it. Before you even start the job settle the question of payment. Who is paying for the job? I ask this over the phone many times. If they say another person is paying, I ask for their phone number and verify. We try to verify everything. I have run into many situations where all the parties involved said they were not paying. I told each person they needed to talk to each other and have the one that is paying call me back.
If you settle this up front, you will have fewer problems. But if you wait till afterwards, they may all say, “Thanks,” but leave you holding an empty sack. In another blog we will talk more about money.
# 17 Always return your phone calls or reply to text messages promptly.
I will never forget the first client I picked up as a contractor. I asked her what happened to her other contractor. She said I can never get him to call me back or answer the phone. Many times I have been told the person called me because they could not get a hold of their regular contractor — sometimes for a couple of months. You can pick up a lot of business over time by just returning calls. People like doing business with those they can get in contact with quickly. Also, this is good marketing. On my business card for years I had the phrase: We return calls promptly.”
- Proverbs 14:24 The wise accumulate wisdom; fools get stupider by the day. (The Message)
- Proverbs 2:7 He layeth up sound wisdom for the righteous: he is a buckler to them that walk uprightly.
Accumulating rules that govern life are all part of The Prosperous Life.
