How to Estimate Construction Jobs to Ensure a 50% Gross Profit (Tom Screwed Up Look In Description)

How to Estimate Construction Jobs to Ensure a 50% Gross Profit (Tom Screwed Up Look In Description)



all right hey what's going on not sure if you see me because we're having all sorts of beautiful technical issues so apparently YouTube I need you to make it easier that when you pre schedule something that you show me how to use the damn thing I'm a telephone on how to go live with something that you've pre-scheduled so that's why we're late everybody apologize and we're not even on the feed that I scheduled it so hopefully if those of you that we're waiting I know there were a number of you that we're waiting hopefully you've been able to figure out that I've gone live somewhere else on another frickin thing alright this is just like business though isn't it they have a plan and then you start something and you get punched in the mouth and this is just how life goes baby so what I'm gonna do is I'm gonna jump in here today with you I'm making sure that I have a I got sound okay we're good again I apologize if you have you were waiting over on the other feed that we had set up we pre scheduled this a couple days ago and I thought I would just put my phone on like I normally do and hit a button and there's no freaking button okay anyway there are two things in this world that annoy the shit out of me and one of them is admin tasks and the other is one technology doesn't work and I like seriously like I'm owning my crap here right now I lose my crap when those two things don't go the way I need them to go maybe I'm just a big baby I don't know but anyway glad to see we got a few people popping on here appreciate you guys making time for this this morning Saturday morning so I'm gonna go through some things that I think are going to be crucial to you getting a 50-person and gross profit on your work okay so here's the deal we're gonna talk about why 50 percent is important first of all then we're going to talk about some things that prevent you from getting it then we're going to talk about three things to ensure that you get a 50% profit gross profit on your projects and then we're gonna talk about some action items that you can take right now to make that happen all right so give me five seconds I gotta go open this sliding door here cuz it's hot in here alright so so check it out just making sure that we have our stuff happening here for me all right realize that I was just offline there for a while because my wingman has to leave for his other job and so he's not behind the camera right now and something made the thing go off so anyway so listen 50% gross profit gross profit is this you get a thousand bucks for a job you spend 500 to do the work you got 500 left that's gross profit what do you whatever you have left after you produce the work okay after you pay that your guys their hourly wages and their work comp and all that other stuff after you pay for materials whatever it costs you to produce the work is called cost of goods sold or direct costs what's left is called gross profit and so we want to shoot for a 50% gross profit on all our work and there's a few reasons why we want to do that that I'm gonna share with you here alright by the way if you're jumping on this right now we've had a buttload of technical issues here this morning so I apologize for that the feed thing that we scheduled to do this on didn't work and so I had to open up a new feed and do this and then that shut off and all those other crap so bottom line is were here we're gonna talk about money and how to make more money in your business and this is the fastest way for you to make more money alright so 50% prop gross profit just to be clear okay if you do a thousand-dollar job cost you 300 bucks to do the job maybe you go out and do it by yourself you're a small specialty contractor you go wash some windows and you pay for some soap or whatever you guys do and you got X amount left what's left it's called gross profit and gross profit is what you pay your overhead with okay and we're not going to get a whole lot into overhead here today but that's the scoop so why is it important to get a 50% gross profit all right number one is it's low-hanging fruit for you and your business it is literally the fastest way that you can make money like you can capture profit most contractors and I'm and I'm let's define contractors here in the construction business you are I'm talking mainly specialty contractor guys I'm not talking big general contractors right now in home builders and things like that I'm talking painters landscapers pawn guys electricians you know window washers pet pest control companies and things like that so this is low-hanging fruit alright there's a there's a lot of profit sitting there waiting for you the first year and my business years ago that I focused on gross profit I was getting about a 32% gross profit for that so that means out of every thousand dollars that came into the business I had thirty two bucks or three hundred and twenty dollars left to pay the overhead which just is not enough okay after one year of focusing on it it jumped up to better than a fifty percent I think we were 50 to 53 percent okay after one year this is low-hanging fruit and there's a couple ways that you can raise gross profit that we'll get into later okay so it's low-hanging fruit number two reason why it's important for you get a 50% gross profit is its right it's it's you deserve it so much of what we talked about here in the contractor fight is you know you fighting for your for the value that you're worth don't short sell yourself don't shortchange yourself you're going out there you're invested in thousands of dollars in tools and equipment and training and years of experience you're delivering a great service a great product a great finished product and experience for people all right you deserve to be well compensated for that all right and it's very hard to be well compensated when you're not getting a 50% or better gross profit okay another cool thing here when you have a higher gross profit you actually need to do less jobs and get less leads each year to hit your break-even goals or in profit goals and some things like that alright again we're not going to get deep into that part today because I don't want to fry your brains right right out of the gate here but basically the high and the more money you're keeping you've got $10,000 job if you can keep you know five thousand or better that's five thousand bucks that goes to your bottom line into your overhead okay well if you got three grand it's harder to cover your overhead and you're gonna need more leads and more sales and things like that to feed your overhead okay so less jobs less leads and jobs are needed when you have a 50% or better gross profit I just touched an overhead you need it for overhead it's expensive to run a business okay it's expensive to run a contracting company there's a lot of things that happen alright there's insurance and phones in your shop and office manager and it admin assistant and marketing expenses and all these other things they add up okay they add up and the higher gross profit the easier it's going to be for you to recover your overhead and have what's called a net profit and that's what's left after that that we're not going to get into today alright when you have a higher gross profit on your jobs when you know that you're keeping you know 50 percent or better on a ten thousand dollar job you can actually slow down make it a better experience for the client okay and in turn they're gonna say nicer things about you refer your their friends and their colleagues and things like that and it's gonna feed the continue to feed the business because when you provide an amazing experience that's actually more important than the deck you built or the paint job or whatever it is okay so I really want to encourage you just some quick five quick reasons why a 50% gross profit is important okay so now oops they'll get into a few reasons here of what prevents contractors hang that on the window over there okay what prevents contractors from getting a 50% okay and the first is mindset your mindset is crucial to you being able to hit a 50 percent gross profit or better you know most most guys make the mistake of giving a crap of what the going rate is okay well and you know you know you see it on Facebook groups you see it I hear all the time you see it at conventions or whatever it is in your industry hey what's the going rate to install a door what's the going rate to build a 400 square foot you know patio or hardscape what's the going rate to build a fire pit or paint a house or whatever guys the mindset of the going rate is gonna kill your business okay so you need to do away with that mindset okay the other mindset that hurts people is that can't happen here all right I hear this all the time I hear it all the time well you know Tom that might work in your area but not in my area or that might work in your industry or this industry or that industry but not in my industry okay so listen this mindset you have got to believe that it's possible to get a 50% gross profit because it really ain't that hard okay all right the other mindset issue that keeps you from getting 50% gross profit is projecting your crap onto your customer okay projecting your crap and what I mean by that is this I over and over and over and over again okay and share in the chat box if this has ever been you because it's me a couple things you do you're working up a proposal for somebody you're about to hit sand and it's like twelve thousand one hundred dollars twelve thousand two hundred bucks and what do you do you bring it down to like eleven eight or eleven nine because you don't want it to be over twelve grand because to you you're crap it seems expensive okay so don't mind read don't project your your beliefs about money on to your clients on to your prospects okay that's huge so guys mindset is big all right mindset is really big here alright the other big thing that prevents you from having a 50% gross profit on your work is not knowing your math you're kind of ties in to the going rate thing I don't give a crap what another contractors charging to do it do the thing I do I only care about my math because it's my math okay that's going to give me the money to deposit in the bank account and the check cash those checks and to feed my family and meet my needs and help me reach my goals and get me off that debt hamster wheel or whatever my issues might be in my life okay there's nothing to do with my competitions math has everything to do with knowing your math now I would say the only math that you should pay attention to is other contractors like myself and others that actually consistently make more money then you go hey what's your math look like let's talk about that because I believe it's possible for me to because I'm gonna get my mindset right okay so you got to know your f okay and when you don't know your math you don't know your numbers you don't know what it costs to produce a thing that you do you're screwed right from the get-go alright and then the other big thing here is fear guys I get it okay we're gonna get into some specific here in a minute though listen I get it I know what it's like to feel the pressure to feed your family I've been bankrupt I've had years where you know made terrible amounts of money and had a family to feed all right I know the pressures that we're feeling and it's really scary to go okay if I should charge you know five thousand for something but I'm scared and I'm charging four thousand for something I just stole a thousand dollars from my family okay and it can be scary when you you go man I should really charge the higher rate because it's a harder job and the risk and it's gonna cost me this much to do it and blah blah blah which I'm going to show you how to get to in a minute all right but man I don't think they're gonna go for it and we pucker up and we get scared and we let fear win okay and and then we submit the bid for four grand all right and they say something like oh man I thought it was gonna be a lot more than that I knew a guy that left seven hundred thousand dollars on the table once he told the customer it was going to be like three hundred three hundred fifty thousand bucks to do something and the homeowner goes oh thank god I thought you were gonna tell me it was a million I thought I was gonna have to spend a million dollars okay so don't let fear mess you up here and prevent you from doing what's right for you and your business all right let me take this down and go to the next one here for you guys so now three keys to estimating your work at a 50% gross profit this is where it starts all right now listen if you're watching this and you know the other day I did a video on the different stages your business like you you're the infant or the toddler then you're like the preteen then you're like the adult or the old guy okay if you're an old guy in the business if you're an adult in your business if you've got a lot of fancy things going on with software's and bidding process and stuff like that listen I get that and this is probably gonna be like way dumbed down for somebody as brilliant as you are alright but what I want to do is share a couple things here to help help you newer guys out or you guys that just can't figure out this money thing and how to figure things out and what the price you work at all right and you get let your emotions and your fear and all those things get in the way guys the math never lies the math never lies so what I would love for you to do is next time you go out on a bid or somebody sends you a picture and you do a bit over the phone like we do all right you go figure out all right what's what's it gonna cost me in labor to do it and however you figure that out okay what's the play that I'm gonna call here what's this thing gonna cost me so if it's gonna take me four hours to do this thing and I pay my guys 20 bucks an hour on average and then you add some burden okay and you call it you know five bucks per man-hour and burden like taxes and we're comp and all that other stuff that your bookkeeper or accountant can help you with it's really costing me call it 25 bucks an hour right so 25 times 4 would be you know a hundred bucks okay let's make it a bigger job let's say it's 25 times 40 okay so say labor is gonna cost you $1,000 on this project okay then you go to material and say materials it could cost you 500 bucks oops not 5500 okay and then say you got to get a permit and that's a hundred bucks I don't I'm just picking some numbers here guys all right and then you got to rent a thing whatever the thing is and you're renting the thing for you know 500 bucks a day and you need it for one day okay and so it's 500 bucks this is what I was talking about before cost of goods sold see OGS these are the direct costs that you're paying for to produce the project okay move this a little closer hopefully you guys can see it better okay all right use the chat box if that works for you all right so you figure out what does it truly get a coffee and sometimes you got to figure out some things like hey this is this is like if everything goes right I'm gonna spend a thousand bucks on labor if everything goes right and I figured material properly so maybe you want to put a little you know what did I used to call it the O s F that's the oh shit factor okay and it might be another 400 bucks or something just to cover myself okay guys this is not ripping people off this is making sure that you can do what you said you would do okay in the manner which we talked about earlier on that other sheet about a great experience okay so then you add up what it's gonna cost you to do the job so you got a thousand you got 1500 right one five is 1500 you got mm you got $2,500 that is your job cost direct costs so the estimating process you just start with cost times at least two and sell the job they're not a penny less then you are starting in the right direction to get in 50% cuz if I take that 50% I'm sorry 2500 bucks times two if I charge five thousand dollars for that project based on this and however you get this fine you use a spreadsheet software you freaking you know don't tablets and you're chipping it I don't care how you figure it up figure out what it cost you to do the work what it's costing you this is the amount of money that you are writing a check for to build mrs. Jones a deck or a painter room or whatever the hell it is okay so you sell it at this or more when you do that you're starting properly okay well it can't end there because then we get into the production process three keys right the first key estimating process second key production process okay you've got to have a clear scope of work okay and you have to expect the right outcomes all right and what I mean by that is this a clear spoke scope of work is you share this with your team you put it in writing say guys I had X amount F I had 40 man-hours or whatever you had right I had 40 man hours of labor and this is I broke it down I figured to be ten hours for this and eight for this and three for this and I gave you guys six man-hours total man hours so if it's two guys times three hours that's six man hours right for cleanup or whatever it is I estimated X amount of gallons or this much product or whatever it is give them a clear scope okay give them hey this is how I planned on doing it I actually thought I'd I'd rent the thing to help our production and save us some man hours or whatever it might be guys without a clear scope you're just working hard and you're working hard without a plan and working hard without a plan is just stupid okay then you got to expect the right outcomes alright so if it was bid for 40 hours and 500 and material then damn it you better make sure crew hits 40 man-hours and not about an hour more because if you go at 41 hours you now are taking out of the 50% gross profit now you have less than a 50% gross profit so every hour that you're over and every dollar that you're over on materials and these other things is taking away from the 50% gross profit because it's adding to those direct job costs of 2,500 bucks that we were talking about earlier okay all right hopefully that makes sense third key okay to ensuring that you get a 50% gross profit on your work is job costing every project what I mean by that is and you need to do this at least one time a week sit down and go okay here's the Reaver job it was bid for 40 hours and or you know and 1500 and materials and other expenses how did we do okay how did we do all right we finished in 30 32 and we were 1,600 on all this other stuff so we're under here and we're over here then you ask this question why good or bad pretty or ugly just ask the question hey why did we save man-hours how did we save man-hours or why were we a little over on this and maybe your your guy running the crew for you or something says yeah hey you know what I kicked over a five-gallon bucket of paint on accident in the backyard and had to go buy another one so this 500 bucks became 600 bucks okay whatever it is it doesn't matter guys this is not like a time that anyone is in trouble this is just you know trying to figure out why because here's pay attention what I'm about to say here okay winning or losing on a job is actually not the worst thing that can happen okay so making money or losing money on a project is not the best thing or the worst thing that can happen the worst thing that can happen is not knowing why you made or lost money okay when you have a consistent at least weekly if not within 24 hours after the completion of each project if you're not sitting down for a few minutes and just going okay how did we do how did we get there why did we do this bla bla bla bla bla okay you are really hurt in your business and you're gonna prevent yourself from getting a 50% or better gross profit all right so hopefully that helps if you have questions type them in the box cuz we're coming down the homestretch here I'm gonna give you some action items okay there's a few action steps for you because none of this is any good if you don't have some action items to do okay so the first thing first step to take is commit to a 50% or better commit to it get your mindset right right like we talked about earlier okay making sure I'm looking at all my things I got hanging on here make sure that you get rid of that going rate mentality make sure that you get rid of that mentality and it says oh that can't happen in my area making sure that you get rid of that mindset that says you know where you're making other people's crap your crap okay get your mind right and commit commit one of the reasons you're not getting a 50% gross profit on every project is because your your simply you haven't made it a non-negotiable in your business okay and it could be done alright listen it can be done you could bid all your work you could bid all your work to get a 50 percent or a 60 percent and you could just choose I am not doing a project if somebody doesn't tell me yes I ain't doing the job I'm not negotiating whatever it can be done it could be a non-negotiable and I've seen it happen over and over and over again and you got to work through that fear so you got to commit alright number two thing you need to do ignore the competition too many contractors are sabotaging their businesses and they're stuck on the hamster wheel they're still having arguments with their spouses about money they're losing sleep they can't keep a team together okay they don't have enough leads they don't they can't invest money in marketing or building their brand or whatever it is and one of the core reasons for that is you're paying attention to the competition on what the going rate is and what they're charging in your area in your industry and you know oh man they're charging 500 bucks for that I should charge 400 bucks for that or $4.99 okay and then it's just a race to the bottom when you should be doing the opposite ignore them make the competition irrelevant there's a lot of different ways we can do that then I'm not going to get into today okay but guys get your mind right commit and ignore okay focus on your what I said it earlier your math okay your math kind of goes in with this the only math that matters is your math and check it out you you you you've got to cash checks and make deposits to pay for your life and your overhead and all those other things okay and if you're focused on everyone else's math and not your own and you're not implementing your math and making it a non-negotiable then you are hurting your business alright so first three steps here commit to a 50% or better okay ignore the competition focus on your math okay Chris I'm going to answer that in a minute focus on your math and cost times to at least if you go cost times not to and they call you back in three months six months or a year when you still have a warranty where's the money gonna come from for you to go fix that shit okay guys there's a lot of reasons 50% is crucial for a specialty contractor like you guys watching this right now okay all right Chris I'm gonna get to you minute here so guys I guess the fifth action action step would the word tips text the word tips text tips to that phone number all right we have a we have daily tips that you can consume in less than two minutes a day first thing in the morning they go out like 5:00 in the morning or whatever sometimes there are two three little sentences with some thoughts for the day on math or mindset or marketing or leadership recruiting whatever sometimes it's a quick little video whatever okay this will equip you and keep this you'll start your day with the right mindset to help you grow your business and not be afraid to raise your prices and things like that so Chris I want to address your question here Chris says I love your information but I feel like adding 50% would price me too high to get the jobs any thoughts absolutely I have lots of thoughts first of all you're not adding 50% remember like if it's costing you $1,000 do the job and you add 50% you're only adding 500 bucks okay we're talking about doubling your price adding a hundred percent okay so that's that's what it is you figure out your cost and you add a hundred percent multiplied times two you're adding a hundred percent and selling it there because here's how the math works guys okay if I sell a job I'm gonna address your question don't go away Chris if I sell a job at $1,000 and I take away four hundred dollars in costs I get 600 bucks left same job still costing me a thousand bucks okay this is a 60% gross profit cuz it's right there do the math okay what if it goes the other way what if the job costs I'm sorry what if I charge a thousand and the job cost me 600 bucks now I got 400 bucks left now I have a 40% gross profit and now I actually need to do more work more projects more running around in the hamster wheel for actually less money okay so Chris doubling your costs and selling it there is going to require you becoming a master salesperson it's going to require you being committed to being a sales but just as committed as being a salesperson and knowing your math as you are whatever your craft is that we did what you do I'm sure you're really good craftsmen okay and we spent all these years and all this time being able to use our tools and this and that well listen sales is a skill just like cutting wood is or painting a room or whatever okay so yeah actually I'm just making sure I didn't miss your part of your question and you know what you want it to price you too high all right this is one of the things we talked about our contractor sales academy we actually teach never go out to somebody's home if we're talking residential here never go out to somebody's home unless they already know what it's about to costs there's a range you've already had a conversation about money all right now a lot of you guys are going that's impossible I can't do that can't do that in my area right where I wrote that down okay or you know that's now other contractors do it that's exactly because 99% of the contractors in the world you guys why I said focus on math most of you most contractors in the world your math is wrong all right so you don't want to focus on people who are wrong and you want to weed out people if you're getting yeah I don't know 50 leaves a month coming in and you run out there and you're tap dancing for four hours on every lead meaning you drive there you're sitting in traffic you drive home so you've got drive time too and from then you're standing then you're in their living room tap and dance and go and we're really good early you know good and we're gonna do great work because we're really good and all this other bullshit okay you're spending 200 hours a month because don't forget about the time that you go home to type up the fucking thing all right pardon my french at 11 o'clock at night and wonder why you don't get any good sleep wonder why you don't have a good relationship with your spouse okay because you're stealing your family time so Chris you absolutely want to price yourself away from the tire kickers and that's why this 200 hours literally it's gonna be about that in most trades we've done the math across the board it's an average of about 4 hours of your life because then a week from now they they're they're now in witness protection program they're hiding from you because you email the price that that was too high for them to begin with because they were never your customer and you're spending mental energy on them and another 10 minutes here and 15 minutes here calling them and then you finally get a hold of them you have a 5 or 10 minute 20 minute conversation just for them to tell you no again I could go on and on here man because I've lived it but now you're spending like 200 hours a month Jason fricking work when if you would pre screen properly instead of running out on 50 you're running out on 15 and you're closing I don't know 90 to 100 percent of those that you actually go see because you pre-qualified them properly like we teach and all that other stuff and the other cool thing is we teach you some techniques to actually raise your sale price from what it wasn't originally going to be because of the way that you've pre-qualified these people just like somebody else just here said you know your target demo traffic should be the customers who value you absolutely okay so so Chris you want to be priced out you don't want to go out on every estimate you don't want to win every job you want to win the right jobs check this out okay if I get ten Jif my average job let's do some math here if my average job I'm doing this off law here man so I might screw it up all right if your average job is uh ten thousand dollars and you get a 40% gross profit which is actually high most guys get a thirty to be honest with you like people that I start working with coming to our programs rarely are they much over thirty percent let's say say you're at forty your four thousand bucks is what you're keeping on a job okay shit you guys can't see that alright so if if I want to make forty thousand bucks to put down into my overhead I got to do ten jobs right or I go ten thousand bucks times a 50-percent oops times fifty percent is five thousand I now need eight jobs okay but it's the right eight jobs as a point here I know you can't read this it's a pain in the butt to see I apologize for that alright yeah you nailed it there Chris essentially make sure you get paid for what you're worth or don't waste your time there's another mindset thing that I didn't go into here and I'll end with this there are plenty of people that are more than willing and excited to pay your higher prices because most people when they tell you no it has nothing to do with your price price is the easy thing price is the easy thing that we say oh they didn't hire me because I said I was too expensive well some people that most people just lie to you because I don't want to hurt your feelings they liked you you came out to their house and you were nice and you pet the dog and you asked him about oh I see that you golf because you see a golf clubs in the garage and all those other shit that we do in sales right and they liked you you're out hustling maybe you knocked on their door and they gave you a chance to bid it okay ultimately the reason you're not getting work you guys or you're not selling at a higher price is because they don't trust you they don't trust you it is that simple see 500 bucks to me not a lot of money 500 bucks if somebody else might be a lot of money so we talked about mind-reading earlier right okay but ultimately there's a what I call a give a shit fact a give a shit number we all have a give a shit level of money and if you're targeting if you're if you're able to I don't know where the sheet is if you're able to provide a great experience for people that respect you and what you do and respect the value that you bring those people are so much less interested in what it's costing them to get the service done they're more interested in did it mess with the quality of my life did it screw up our schedule did you mess up our home on and on and on and on did you do what you said you would you were gonna do did you make it easy for me to buy and work with you and all these things the experience that surrounds the project did you deliver a great experience because most people I had a guy come out he was quote me on some lawn work or some yard work and in my mind my give a shit number was like 500 bucks meaning anything up to 500 bucks I wouldn't have cared about literally I wouldn't have cared once he hit 500 bucks he'd get my attention I probably would have been willing to pay six or 800 bucks for the thing that I needed done it was a bunch of high grass like this here in Colorado in our yard and I had people coming over the next day and it was probably a I don't know 2,000 square foot area of my yard I needed it hacked down okay and I'm like looking at it going I don't know it's probably 500 bucks or something like that I don't know I needed it done that week and this guy came out and he tap-danced and he was afraid to talk about money and you know what he freaking told me 40 bucks 4-0 40 bucks he made his crap my crap and I'm like okay and I was just gonna get like give him $100 pill and just go let's just do it now you know what he told me well I gotta leave because I gotta go do another bid I said wait a minute you're gonna leave here I offered him 100 bucks this is your just take a hundred bucks and do it now you got your tractor there or your mower whatever the hell the thing is in your truck and the time that you walked around and acted like you were scribbling numbers down in your notepad you probably could have cut the damn thing all right guys I didn't trust him okay ultimately and I didn't hire him after he told me how to go do another bid we were done hired another guy to come do it cost me I don't he he told me $60 so you guys had cut grass or lunatics man I'm telling you charge more money ultimately people don't buy let me get back on track here people don't buy because they don't trust you that's truly what it is and Trust is built when you're confident so Chris when you you're saying hey I'm worth what I'm worth and these are my numbers and this is my math and I focus on my Matt I know my math and I know what I got to bring home at night and each day and I know what my overhead is and I know what my profit goals are and things like that I'm ignoring the competition and I'm committed to this you're and have a confidence and people are gonna want to work with you I've seen it my own life I've seen it in people that we work with over and over and over and over again when you're confident in what you're charging in your math and the value bring people will gladly pay you more money for it because there's a consumer one of the things that we hate is lack of confidence I seen it I'm just talking to somebody the other day he sold a paint job for 10 or 12 13 14 thousand bucks between 11 and 14 thousand bucks I think with a little bit of carpentry repair and it was with a property management company we all know how we feel about property management companies right they're cheap they're not gonna pay good prices this wasn't a big job and my client Dan got nine eleven to fourteen thousand bucks for this thing that the other bid that she got was five grand and and Dan said to her hey just curious why he didn't go with the guy at five grand and she says I just wasn't confident that he was going to do what we needed and ultimately was just insecure about it in other words she didn't trust him okay so guys commit ignore focus on your math cost times two at least all right don't forget to text tips to seven one nine six five one one two five seven if you already haven't done that really appreciate you guys hanging with me up one more Pro we ever change this rule for a reoccurring customer example large builder I do 10 projects a year for I will answer that with it depends I will do my math all right because I think you've got to come right out of the gate strong with the Builder though and don't don't fall prey to that I did this for years don't fall prey to the you'll make it up in volume because you're not gonna volume you're way too high profits okay you want to work with people that are gonna be a good fit and respect what you bring and so there's a lot in the sales process Chris that you can work through with the Builder and understand his pain things that are important to him and when you're checking all those boxes in life in his life you're worth more money I mean you got to fight for that more money now will I ever do a job for 40 percent it depends and this this is not a topic for day this depends on your break-even point and what your overhead is and things like that today was all about the fastest way for you guys to make 50 percent profit on consistently on your projects okay and this is a great place to start and I would be massively committed to this until you got your groove down then if I have a project I'll give you an example Chris I worked with a lot of real estate agents when I was a painting contractor outside of Chicago I had one real estate agent that would call me up and they were deists back when the recession was hitting and the economy was tanking and they'd also foreclosure homes that they needed just some quick paint jobs on the on the inside okay and and so I basically worked it out with her in this relocation company that we would go in and I think I bid my work on those it was a thirty five forty forty five percent somewhere in there here's why though because to me I they were never part of my breakeven equation they were they were extra money we did him on Saturdays and Sundays I would I would sub it out to a crew and so if it was a $10,000 job that we had to go in and paint and I was only gonna keep four grand of it I would sub that work out and keep the four grand and I'd make an easy four thousand bucks but it was not never part of my break-even strategy which which is another conversation so hopefully that helps you a little bit alright appreciate you guys tips the word tips TI PS two seven one nine six five one one two five seven you guys are awesome have a great weekend Happy Easter to those of you that celebrate Easter and stuff like that and don't forget use the the chat box or the comments below to share other topics that you would like some of these live videos to be on and like I said at the top I apologize if you went to the other scheduled stream and you couldn't find me there I couldn't figure out which button to push on our phone that would turn that one on site open this one up and hey if you know a contractor that could use he'll like this share this video with them as well appreciate you guys have an awesome day and we'll see you next time on the fight you