Can You Get A Crew Together?

I love getting the calls every week from prospects looking for me to get a crew together. Typical conversations dont start with "Can you get a crew together?". This past week I decided to have some fun with the person on the other line. Here is the conversations:

ME: "Hello, this is Justin how can I help you"

Bill: " Hey Justin, my name is Bill and I got several properties were looking to rehab and I wanted to know if you have a crew or can put a crew together?"

ME: "WOW, Bill where did you get my information?" "I would love to help you, tell me more"

Bill: Goes on and on about investors, and addresses, and working with tight budgets, etcccc...(Minimum 7.5 minute explanation)

ME: "So, who referred me to you?"

Bill: "I got your info online and I like the name of your company, are you interested in these project?"

If you have been in business for decent amount of time you have come across this type call. They have no clue what you do and really have no interest in knowing about you or the value you bring to the deal. I am not interested in going through the hiring process for someone I dont know. Testing strangers out on customers I have never worked with before. Supervising multiple jobs and being pulled away from existing customers. What do people really think about what I do? Do they devalue my trade so much that they think I wave a magic get er done wond and the project comes together..

I usually let them off with I am too busy or I am just not interested. I decided to see how far Bill wanted to go with this. I meet him today and will follow up with everyone next week.

How do you handle this, tell me your story?

Comments welcome.

Can You Estimate This Small Project For Me?

"Hey Justin, were loving the new kitchen and bathroom and wanted to know if you can help with an exterior door and some trim?"

I got this call yesterday from a great client. In 2012 I did a very large remodel to their house and now they have an exterior door and some finish work they want done. The scope is no more than $1200 and doesn't fall in line with my everyday work.

I know others have been in this dilemma..Do I install or refer out?

I figured I had some options:

A. Suck it up. Its my client, install the door and quite crying about not making money.
B. Call my Finish Carpenters and hand them over scope and client referral.
C. Man, Mrs. Smith great hearing from you but, I cant help right now...Maybe in 45 days I can get to it.

Do you have other options?

Selling Results To Increase Profits

I recently had the pleasure of meeting with a customer to about remodeling their pool. I typically don't tackle pool remodeling but, decided because of the referral to look at the project.

I met with the customer who explained they wanted the above picture in their backyard.

My first response, "This isn't your typical pool remodel" Here is what I can help you with on this project:

1. Establish the plan of action that will be needed to get you the pool and spa of your dreams.
2. Coordinate the designer and pool remodeler.
3. Maintain contact with trades.
4. Coordinate with the building department.
5. Weekly meetings with you to discuss changes and projected dates of completion.

I sat in their kitchen and discussed how the process works from start to finish and I would be subcontracting everything out.

The owners response was priceless. "Justin, your transparency and being able to recognize what you can handle and cant is the reason your in business today. The reason we also want to move forward with having you handle our remodel for your FEE."

I have never had that response from a prospect. But, I realized after seeing the project and they had no clue how to get started. The value I offered was helping them get focused and started.

Think about this for a second.

• No testimonials for pool renovations
• No pictures of completed pools
• No pretty pamphlets on pool remodeling. 
• Nothing. 

Take Away: By focusing on the results the customer was looking for and not over extending my capabilities the customer recognized the value. 

I gave my professional opinion and outlined what they will need to do and how I can help. Concentrating on what you can do to get the customer results far out weighs what you cant do.

Give me your experience on this below in comments please?
Justin