"Helpful Harry" vs. "Salesman Sam" and "Tell 'Em What They Get!"

> Example: Homeowner: "How much?"
> You: "OK, here's what we're going to do
> with your deck: First, we'll sweep off all
> the big dirt and debris. Then we'll replace
> any loose nails or screws. Once that's done,
> we're going to take a wire brush and sand
> paper, remove all the ground in dirt and get
> down to the bare wood. If that exposes any
> large problem areas, we'll fill them in with
> our Amazing Filler Material. There's one
> rotted board over there in the far corner
> that we're going to replace. When that's all
> done, we'll lay down our first coat of
> Super-Duper Deck Sealant. Then, after it
> dries, we'll put down the 7-Year top coat,
> and.... etc., etc., etc." --- all said
> in a matter-of-fact,
> this-is-what-we-do-all-the-time manner ---
> followed by something like "and for
> that we're looking at $350.00"

Just one problem, Hugh. There's no way all that's happening for $350 :)

I learned deck restoration from is a great guy named Bruce. Great sense of humor.

As we did a huge deck, he told me he charged $275 the last time he did it. We go into a conversation of how much I would charge. I say around $1000. He thinks that's way too high... then adds, "but then again, I come from Miami, the home of cheap labor".

So that's my little deck guy story. Kinda sucky, huh?

I (and probably many of you) think it's funny I talk as if I am a supreme numero uno expert on the subject of deck renewal.

Well, darn it, I am.

I learned fast that I'm doing top quality work, better than people expect, better than the competition.

I have an attention to detail that cannot be shut off. I'm willing to go the extra mile to make it look great. I have a steady hand for the powerwasher and a hatred for algae that guides my every action.

Ok, ok, so I've only done around 10 decks. I have other projects.

More on decks for the 2 of you who are still reading:

No homeowner wants to pay an arm and a leg to have their deck done. Oh, but also, every homeowner recoils in horror at the very thought of the last time they stained the deck themselves.

(I'm just having a problem with one husband and wife. Great family. Great house. I quoted the enthusiastic wife a price of $220 to powerwash 2 balconies. She was thrilled. Was getting the cold shoulder from the husband (who looks like Dean Cain). Then hours later message about husband wanting to make sure quote is for cleaning AND sealing. Hell no, it wasn't! Probably hopes I'll back down. Anyway, the funny thing is he probably remembers how god awful staining those beasts was the last time so it all comes down to a battle in his mind between my price - which he pays by sitting in an air conditioned office - or him doing it himself)

Everyone's opinion on stain is just BS they read in a brochure. Yes, everyone's. Most sealers are basically the same. Just don’t use Thompson’s.

Yes, some can last 7 years. But algae will cover them in 2. And that's the problem. It's implied when people think about it that the decks will continue to look perfect for 7 years. Or that at least they'll remain algae free.

Enough deck gossip.

Hugh, You're giving us tools anyone can use to make a bootstrap biz work. And work to whatever tune someone wants it to. I, for one, appreciate it. And I'm sure many others on the forum echo those sentiments.

Success,

Erik

> Just one problem, Hugh. There's no way all
> that's happening for $350 :)

Hah! I knew that! :)

At first I put down $1,350. Don't know why I changed it to $350 --- anyway, I stand by my disclaimer. I know nothing about deck restoration!

> I learned fast that I'm doing top quality
> work, better than people expect, better than
> the competition.

> I have an attention to detail that cannot be
> shut off. I'm willing to go the extra mile
> to make it look great. I have a steady hand
> for the powerwasher and a hatred for algae
> that guides my every action.

No doubt you're up against some guys (the "competition") who are in it "for the money". They're really no competition at all for a guy who hates algae!

Attention to detail is the sign of a true professional --- and you don't have to be in a business 10 years to BE professional.

When I started to learn how to put up gutters, I was better than many others on my very first day on the job. Not said to brag, but it's because of attention to detail and dedication to doing the best possible job, no matter what it takes.

When you ARE professional, you don't even have to say anything about the quality of your work when talking with a homeowner. It (your intention to to the best possible job) will automatically communicate to them when you tell them what you are going to do for them.

> No homeowner wants to pay an arm and a leg
> to have their deck done.

True, but they don't want a sloppy job either. Just curious...have you tried going into detail about what you are going to do for them before giving the price? I'm serious. The guy who taught me how to do that had to pound on me to get me to do it the first time. But I'd listen to him as he talked to homeowners on the phone (he owned a roofing company). Homeowner: "How much is it going to cost me?" Chuck: "OK, here's what we're going to do: First, we're going to ... then we're going to...blah, blah, blah, and so on, and so on." And when he finally gave them the price, they almost always said "When can you do it?"

No pressure, no hype. Just "Here's what you're getting for your dough."

Try it. It works like a bomb against price resistance!

> Hugh, You're giving us tools anyone can use
> to make a bootstrap biz work. And work to
> whatever tune someone wants it to. I, for
> one, appreciate it. And I'm sure many others
> on the forum echo those sentiments.

Thanks for that Erik.

--- Hugh