Now I just made $200,000 putting less work into place twice as much as when I was putting

$500,000 worth of work in place.

What is up, everyone?

Welcome back to another midweek, modern craftsmen.

Today, we are going to be talking about pricing expectations and how they start

before the first call. This is the topic that we covered on the main podcast. I'm also going to be

giving you my own spin on it for my company, my business. I know a lot of people

who listen here are those smaller contractors, smaller builders, owner operators, some bags on,

maybe one or two employees, maybe a dozen employees. I guess we run the gamut here. But I want to talk about how this relates to me, how this relates to my business, how I've

evolved over the year.

So that's what we are going to dig into today.

So last week on the podcast, if you recall, Nick and I talked about how as builders,

we can get trapped by ballpark pricing and how that early number can end up following

you, your business, that project for months.

So what I want to get into today is what happens prior to that conversation starting,

or if that conversation starts, what's the next step?

Or how are you using ballpark to set yourself up for success and not pigeonhole yourself?

So I learned this the hard way and I realized after many, many years that by the time the client

was coming to me for a price, the expectation had already been set. They had an idea of

what I was going to cost. They had an idea if they were just shopping me. They probably had an

idea of whether they actually wanted to use me or not based on certain parameters. So I realized that

this was a marketing problem. This was a branding problem, a language problem, and I did some things to

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