"I have learned very much from you about the construction industry starting with your seminar in Pasadena, CA (2000) & the following newsletters & blog. This knowledge has helped our company's bottom line tremendously...thank you very much."
Glendale, California
"Please keep up the great work you do for contractors struggling to do good work and stay in business. Your newsletter and the mailers are a great source of encouragement and tools to fight the good battle.
I have been introduced to programs that cost as much as $800.00 per month with a program time of 16 to 24 months. Your program and your estimating program have been the most cost effective ways to improve my business. Without your input my business would be floundering.
Your lecture has dispelled the notions of many proud contractors/carpenters that people will respect good craftsmanship and pay accordingly. With your book and your newsletter I feel that I can gain the upper hand to running a successful business and employ people that can build a career that they too can enjoy and reach their potential.
Toronto, Ontario, Canada
"Just read your latest email newsletter and thought I'd write to offer affirmation that your philosophies toward residential construction company sales and management as well as customer management really work.
Since attending one of your seminars and reading your book several years back, we have been basing all of our design/build practice on firm price contracts. All of our pricing is done with estimating software. We automatically build our OHP factor in-nothing is "stick-priced". This process has saved us hundreds of hours both in office and wrangling with clients (and the added stress that goes with that), and has probably added years to our lives.
Your system is by far the easiest way to run a residential remodeling company. I just wish I could convince more of my competition in our Central Mass. market to read your book-there'd be a lot less education of the client-base between T&M and fixed/firm price contract pricing."
Boylston, Massachusetts
"I just want to say it is nice to have some like you out there to help us contractors sharpen our skills. I was the epitome of the contractors who you wrote about in your book. I even have a boat. Now I have a solid contract and get 95 percent of my monies before I am done. And for some reason all my clients seem to have a great respect for me."
Hawaii
"I would like to take this time to thank you for all of the great information you have provided in your book, programs and newsletters. I have been in construction (both new and remodeling) for over 30 years and had no idea how much I had to learn in order to start my own business and really make money, so I would be able to stay in business.
Your material has been put together in a way so that it works for everyone, whether it is new construction, remodeling, one man operations to big companies. The insights you offer helps us new guys decide how big of a company we really want, how to stay focused on the kind of work we want to do and most importantly how to avoid so many pitfalls of the business.
I'm still learning and hopefully will continue to learn, so keep up the good work, it is greatly appreciated."
Baltimore, Maryland
"Hey Michael,
I got the go ahead on one of my estimates, with the new markup of 1.45. Thanks!
If I can continue like this it will make such a difference for my family. Your advice will be helping me make my daughters tuition at college next fall. She wants to be a teacher. I have to go over on Thursday night to pick up a check, so I can have the plans drawn up.
Thanks again!"
Loudonville, New York
"I have to say that my husband has used/read/applied your books, tapes and knowledge over the past 15 years and has stuck to your principles consistently and our business runs like a small well oiled machine. We have no complaints and when the spring was slow, (our slowest season ever) our OCRA was a blessing.
So thank you for your knowledge and gift to help other contractors succeed in business."
Orange, California
"I would like to thank you for all your help and I would like to add that I have always told everyone what a great program Markup and Profit is and how great everyone is there, but I will be sure to add just how much of a 1st Class Act you really are. Everyone is always very nice whenever I have called and more then willing to help with any problem. Now that's what I call service. I try to run my business the same way, and I always get told, "thank you", so it's nice when I get treated good like that.
Keep up the great job, I'm a customer for life."
Baltimore, Maryland
"I wouldn't expect you to remember me, but I was the one that drove from Utah to attend. I was impressed by your sincere desire to help us realize success in our venture. Your book has become my business bible. The timing of your seminar was providential. We were at a point where we had lost confidence and were being buffeted by opinions which were contrary to our gut feelings, but quite popular amongst the local contractors in this area.
I still review Michael's Ten Cardinal Rules to keep me on track. You have helped me make decisions on when to buy equipment and I show all of my apprentice students how to figure a correct mark-up. I came to the Seminar with a specific question about profit and how much was an honest and appropriate profit. I came away knowing the difference between OH and Profit and with a confidence that has allowed me to look my customers in the eye and tell them what my price is. I know that it is where it has to be to sustain my business.
I owe being in business today to the confidence you instilled in me. We are still a scrappy little shop struggling amongst a whole sea of people who need to hear your lessons. Last year (our eighth in business) we grossed just over 1 million dollars and managed to show a 10 percent profit. It was an outstanding accomplishment for us. If you knew our market you would be pleased with your students.
By your picture I can see that you are doing well. May God Bless you for the role that you played in helping us to stay the course. We have been to other seminars, some of which have lasted days and have even tried personal business coaches, but I can honestly say that I gained more from your seminar than from all of our other efforts put together."
Ivans, Utah
"I have started to go through the learning materials and find the resources to be both educational and validating. Educational, because I have learned a great deal from listening to the Markup and Profit CD's and reading the materials. Validating, because of the knowledge and experience you share in the material supports some of the business decisions that I have made.
I thought you would like some feedback as to how you and your organization has helped me and my company. I spent 25 years in successive jobs as a training professional. I already know the value of learning. My research into quality educational materials led me to your company."
Syracuse, New York
"I have been in construction 41 years. I went through a union apprenticeship and followed that with a degree in college. After graduation I have taken many industry related college courses at local junior colleges and at USC Los Angeles and more seminars than I can remember. I went to your seminar a couple of years ago and since then, after I applied much of your construction management material and methods, my profit ratio has increased threefold with a doubling of my gross sales. I have never gone to any seminar where I have learned so much in such a short time.
I have applied your sales techniques and after reviewing them with a sales seminar instructor who specializes in sales only, I was told that I was doing all the right things. My accountant, banker and attorney all agree."
Los Altos, California
"You are a highly informative, progressive, interactive and fun educator. Your Markup and Profit business model and ideas are truly innovative and are in alignment with today's economy, markets and sophisticated consumer's.
It is quite possible that you have saved our company a decade of hard lessons by sharing your brilliant sales and profit strategies, which all building trade professionals will want to learn about right now."
California
"My experience with Michael and Devon Stone and their company, Construction Programs and Results, has been very positive. I have had very little formal education on how to manage a business but found myself doing so on a daily basis. I attended a seminar led by Michael at a NOMMA conference and was shown how to use some basic financial information to make sure our company stayed profitable - then business management was all I could think about. We partnered up with Michael as our coach and began going over our financial information. After a few phone calls we felt that we were on the right path but he was able to suggest areas that we should watch closely.
Just as important was the suggestion to pay certain key personnel by commission. It took some time for us to grasp the possibilities but Michael's life experiences made him well situated to explain how beneficial a commission arrangement can be for both a company and a quality employee.
His straightforward yet light-hearted approach fit our own sentiments perfectly. We could joke but then get right back to the heart of the matter - how to make a profit. We were also able to broaden our discussion and bounce all types of business ideas off of Michael where once again his own experiences gave us another point of view to consider.
Overall my experiences with CPR, Michael and Devon have been beneficial and rewarding. I continue to stay in touch with them when I'd like to hear their point of view on a new situation that inevitably arises. I'm always happy to see their newsletter which always reinforces the core teachings of Coach Stone. I would recommend a call to CPR for anyone struggling to enjoy their business. It can only help turn a business around."
St. Louis, Missouri
"Working with you, I'm getting the cash flow piece to work, break it up and get less more often.
This really makes the business work more smoothly!!"
Minneapolis, Minnesota
"I wanted to take a little time to talk about a truly great and professional man and company. I am a user of the 'Fast Track Estimating' program and the 'Fast Track Proposal Writer' program.
I am a very small remodeling contractor. I have been looking for a way to make my business life easier. After going about $10,000.00 in the hole my first year in business, I knew I needed help. I did not know what kind of help I needed, I just knew that I needed some serious help. I ran across an advertisement for a book called 'Markup And Profit'. That advertisement sold me on a dream of understanding what in God's name I was doing wrong. The book was great. No, it was fantastic. I could not put it down. Light bulbs were going on all over the place. It was so enjoyable to read, that I re-read the thing a couple more times. Not only was it more than informative, it was like Mr. Stone was sitting right there talking to me. I have never read a book that has been written in such a way. It was written, talking to me, not talking at me. I have never had a book, both teach me and make me laugh at the same time. It was as though it had been written just for me and all about me.
Anyway, this book led me to the above mentioned programs. I fell in love with them right away . . .
I had a few things about these programs that I just did not understand. I had struggled and struggled to figure it out on my own, when finally I gave up and called the company. I expected to get some computer tech who did not really know how to use the program. Boy was I surprised.
I was on the phone with 'The Man' himself. He took so much time and care answering my questions and actually walking me through things. I have never met a nicer or more professional man.
I can not say enough about this company (Markup And Profit). It is my hopes that this little letter will reach more people, who like me, are looking for a better and smarter way to do business. More people who (like me) work really hard but are just not quite getting it. I believe that everyone, no matter how long you have been in the construction business, can benefit from this program.
To all those who read this letter, believe me, you can not do any better than this company (Markup And Profit) and these programs (Fast Track Estimating and The Fast Track Proposal Writer).
These are people and a company who really care about the people in this business.
Juneau, Alaska
"Markup & Profit; A Contractor's Guide" book
"What a great book! I'm only about halfway through it and boy have I been losing $.
I've only been in business part time about a year. From reading your book it looks like I'm just working for wages, not profit. I'm looking forward to putting the strategies that you teach into action. I will suggest this book to all my friends."
Grove, Texas
"For 32 years I have been looking for someone to tell me about markup & profit, thank you. I have read the book 3 times and finally had to put it down to let it sink in, that's how hungry I am about this information.
I am one of those contractors that always felt guilty about my prices and then ended up giving all the extra's away. After reviewing ten jobs in the past, I found that I left money on the table. The greatest thing your book has given me is confidence on how I approach each job and potential customer and also how I handle my personal life's money."
Newburyport, Massachusetts
"What a great book this is!! I think every contractor in business should read "Markup and Profit" as required reading to get a license. I look forward to continuing my learning with your expertise, even though I've been a licensed electrician for some 14 years."
Long Island, New York
"I just wanted to drop you an e-mail letting you know how much I'm enjoying your book Markup & Profit. I received it yesterday and I've already read the first 150 pages. So much of what you say in the book is so true. I am a highly respected contractor in southeastern NH and love the trade that I'm in. However, after having done this for almost 20 years, I still feel as much like a used car salesman as I did when I first started (no offense to used car salesman by the way).
I can do the work in my sleep but still struggle pulling the business aspect of it together. Your book has already answered so many questions for me and better prepared me for my working relationship with my clients."
Exeter, New Hampshire
"I have your book and have read only a third of it and now understand my husband and I have been going about this business wrong. Thank you for such a great book.
(After our phone conversation) I would also like to say, 'Thank You', for your advice on the l.50 markup; without exception, this is our markup until we learn more. Yes, it has cost us jobs; however, we were giving our work away and going broke before anyway. Thanks again, Michael for helping those of us that didn't know how to help ourselves."
Chattanooga, Tennessee
" . . . I also want to thank you for publishing such a great book. I bought Markup and Profit a few months ago and it has helped me understand the business end of electrical contracting. I know what I have learned from the book and the calculator will keep me from ever winding up tired and broke again at the end of the work year, and will help bring in the income I need to support my family and have a good future in this business."
Colonia, New Jersey
"Ordered book back in mid-summer and have read through and through and worked examples and have applied to our business. We are a commercial-industrial contractor mainly doing concrete with general work on occasion. Even though book is directed to residential we found also applies to our type of work. We have changed our business to reflect your basic principles for overhead & profit. That has meant that we bid or negotiate more projects but have found that the markup & profit principle works.
Some projects we have quoted, I have to read The Board or book to keep on course and not start doing something stupid as have been done in the past. These projects are in progress or starting, so we are going to keep a very close check on the progress.
It makes me sick see how misinformed we have been over the years from our supposedly professional help. Thanks for the HELP!"
Lexington, Tennessee
"I wanted to let you know how much this contractor appreciates your work.
I have been in business for seven and a half years. In this time I have tried numerous approaches to doing business. While I have made it this long I have built considerable debt. About two years ago a friend gave me a copy of your book Markup and Profit. I am not a big reader, and am ashamed to say it sat on my desk, then book shelf, until this winter. At which time he and another successful friend, after seeing my total discouragement, met with me to help me decide if I should continue in the business or get out.
After reviewing all aspects of how I am doing business they felt I am not making any one big mistake and should keep at it. They 'demanded' however, among other things, I read your book. (I will also say that the one friend credits your book and Christian principles with making his company very successful).
I finished it in January and have begun putting it into practice including a percentage plan to pay down debt. I am already feeling some benefit from your ideas and am encouraged that, after such a long time, this may actually work. It has been a blessing. I am also enjoying your monthly e-mail news letter, this is the second one I've received.
Thanks again for good, straightforward information."
Montague, New Jersey
"Just a note to let you know how much I appreciate your manual on markup and profit. I have just re-entered the residential construction arena after spending 23 years in the heavy construction trade as a union carpenter and supervisor. I was involved in residential construction in the late 70's but at that time all I had was a knowledge of how to 'drive nails.' Consequently it didn't take long for me to seek out another form of employment and so I joined the union in 1979.
In May of last year I was approached by some friends of mine about building a home for their daughter. I had previously built their home in 1985 and I was excited to have the opportunity. To say the least a lot has changed since 1985!
Unfortunately not only did I come up short on the man hour estimate but I didn't add any markup at all. Thank God I had my son as my only employee! That's why your book is so great. I really want to do it right this time and even though I learned a lot on that first house, I definitely don't want to repeat the same mistakes."
Lewiston, Idaho
"I am a remodeling contractor in Tucson, AZ and have been doing it for 2.5 years now. I just finished reading your book and I must say, it is a book that everyone should read the first day they start their own company. I can't tell you how many questions I have had since day one that I have asked other experienced contractors that you answered in your book. I am almost upset that there is not more education readily available that would point to resources such as yours. Thank you for a job well done."
Tucson, Arizona
"Profitable Sales, A Contractor's Guide" book
"I got your sales book a couple of days ago and I've read it already. You did a great job blending theory with flexibility and realistic situations. I struggle with sales, not wanting to 'over-qualify' prospects, but at the same time not wanting to waste my time.
The point that hit me the most was setting guidelines and parameters, but remaining helpful and patient with potential customers. Your real-life experience is evident, as many of your stories and situational advice sounds like some of my sales calls. I enjoyed the book, and it will definitely help me on future sales calls. Thanks for being an advocate for all of us."
San Diego, California
Newsletter
"Thank you for your insightful and informative teaching materials and newsletters. I am a newly established and small remodeling contractor and have employed many of your suggestions in my business. They have worked well and have given me the confidence necessary to compete in the Southern California market. (by compete I don't mean offering the lowest bid :-) "
Temecula, California
"I usually don't write sappy letters. However I wanted to let you know that I appreciate the newsletter you put out. I get something useful out of every issue."
St. Maries, Idaho
"I just wanted to take a second to say that I really enjoy your newsletter. It was recommended to me by another friend in the flooring business, and I think it's a great resource to keep on track with what's important. Thanks for sharing your knowledge and insight with all of us out here in the trades!"
Idaho
"I am just writing to let you know how pleased I am with your newsletter. I am subscribed to many newsletters but yours beats them all by the quality and informational value. Thank you for not trying to sell us bunch of stuff. I am looking forward to your next newsletter!"
Coarsegold, California
"I think this was your most helpful newsletter and probably the best I've read in the last twenty years by anyone. It condenses down to the bare essence the secrets of success in our business without all the fluff. Extremely effective and accurate. I can't wait to share this information by an outside expert to reinforce this to my staff. I've tested and proven everything you say."
Fairfield, California
"In your May newsletter . . . AMEN on the professionalism comment! I came late to this industry from the executive side of the dot-com industry, thus I had the public's perception that all contractors are rough around the edges and probably not very business savvy. I am just into my third year as a contractor. I get lots of call backs after I complete my jobs. However, I am highly respected by the public I engage.
How come? I've transferred my executive skills to my firm, and created an image of competence and organization. I actually run a very open business with my customers – I've nothing to hide. And I always get paid on time. Oh yes, the call backs? They are for new projects, not repairs to work we already completed. I would add, Michael, that our profitability and much of our granular organization is due to your guidance."
Somerville, Massachusetts
"To be honest with you, after 36 years as a general contractor I still have no networking with others in my field and I was so appreciative when I found Michael's columns. I have turned other guys on to it, who also find it greatly informative.
We have been very busy this year and I didn't realize I hadn't been getting it until now. The psychological reflections and familial gratitude pauses as well as the 'take time for yourself' alerts recommended have been severely missed (just ask my wife and family).
I joined two salespeople from a competitor and have initiated two new divisions . . . The courage I have gleaned from your columns and Michael's general chastisement of stubborn old contractors like me helped me accept the updating of my practices this new blood has presented. They were initially flabbergasted that I had managed to stay in business for 36 years doing it my way. My way included all the things Michael admonishes in his columns and indeed, I had become the barricade to my company's development and growth. As I reviewed my estimating practices (item by item with a guess thrown in here and there as to costs), archaic profit margin (virtually the same as it was decades ago derived from what I got paid to "piece work" in the 70's), my scheduling (when we finish this we'll start that), my marketing (first the newspaper, then the yellow pages, then the yellow pages more, then the yellow pages bigger, etc.), and my attitudes (which were embarrassingly unchanged even with the wisdom I had read in your columns) I came to believe that I HAD to get out of my own way.
Thank you so much for the years of what I considered and utilized as personal/professional counseling. I know it is naive and fan like, but I consider Michael and now his staff, more than a mentor and professional advisors, but friends too."
Camarillo, California
"I just wanted to let you know that I am enjoying your newsletters immensely and appreciate the information and motivation that you are sending along. It is helping me put things in perspective and move from contracting as a "full time hobby" to contracting as a profitable business.
I have always lived my life as one of the good guys but have never had much of a handle on running a business. I have managed to survive the last 19 years in business as a result of my integrity and honesty, but I have never been financially successful. I'm changing that now. Thanks for the help."
Pacheco, California
Markup & Profit Audio and Video Packages
"I am the handsome but burdened guy at your Sacramento seminar who drove you to the airport and discussed my woes with a incompetent and dishonest accountant and the related financial pinch. Last year we increased sales by just over 15% to $1.3 mil, with an 11.6% net profit. This is a dramatic turnaround from the previous year when we lost money on about $1.1 mil in sales.
We're still feeling some effects from the decisions my former manager made, but are gradually building a better quality team of employees, re-earning the trust of good subs, and re-establishing our reputation with homeowners and the insurance carriers we work with. We believe we can improve both our sales and our NP this year.
Everything you told me was true and I listened. It was hard but I've done it and learned a lot in the process. There's so much information in your workbook that I know I need to read it again this year. I've been through it several times and learned more each time.
Thanks again for your help. I hope all's well for you and your family."
Fairfield, California
"I am an electrical contractor . . . The purpose of this letter is to express my sincerest gratitude for sharing your knowledge with other contractors like me.
I found your seminar most interesting and enjoyable. I would recommend your seminar to anyone who has a business and wants to understand their business. I will take on all the information you shared with me and continue to thrive in this highly competitive market."
Mercer Island, Washington
"Just wanted to send you quick note and say THANK YOU. Your seminar and also the Markup and Profit book have been what kept us in business. We are continually working on our business and still have a lot to do but in looking over the last two years we've come a long way. When we came to your seminar we were the mechanic that was completely frustrated with that "business" system and ready to quit. We discussed the ideas the whole 3 1/2 hour drive home and decided we didn't have anything to lose. One aspect that we implemented first was the OCRA account. Now looking back I'm not sure how we survived without it.
I received the M&P book today that I had ordered for another contractor we work with. We really hope to be able to help him out with the business end of his business. He is about our age (20's) and has the trade knowledge but is struggling with the business end and wants to learn.
Again thank you for taking the time to put together a much needed book on the business end for our industry."
Greenbank, West Virginia
"I wanted to tell you thanks for sharing your knowledge with us . . .
I have searched for the answers to questions posed during the course of being in this business in many different places and with many different "experts" offering their opinions. I have mostly come away disappointed and unenlightened from people either knowing a lot about the counting beans aspect but not a lot about the nuts and bolts part, or vice versa. Your seminar provided the most comprehensive and complete information I have seen thus far."
Yelm, Washington
"I have been to quite a number of business seminars over the years, and I usually come away disappointed in that I often feel I know more about the subject than the speaker.
Your seminar was the only one I have attended in 35 years where I was literally blown away. Your in-depth REALISTIC view of contracting was not only amazingly accurate, but in the span of about 7 hours I learned more about what I should be doing than my previous 10 years in the business.
Your book and seminar should be required by all who enter or aspire to enter the contracting business. If only I had been to your seminar 3 or 4 years ago, I would probably be much better off financially today."
Plainview, New York
"I had an opportunity to attend your seminar in Toronto this last fall, and I wanted to thank you for the assistance it has provided me and my business. I originally found out about your services through the internet somehow, but when I saw both an article in Costco, then a notice from the Toronto Home Builders Association, I decided it was important for me to attend.
I own a home repairs & improvement business in Toronto and have been doing quite well the last few years. I also managed an American based franchise in Toronto in 2002. I left there for the very reasons you indicated in your seminar - these type of companies don't work. However, I did learn what not to do from them.
More specifically, I found that prior to attending your seminar I had a good handle on my business, especially because of my previous experience, as well as my university degree in business administration. However, there were certain aspects I was unsure of to get me to the next level. In short, your program answered all of them. And now I know exactly what I have to do."
Ontario, Canada
"I was hired as a part-time bookkeeper in 1997 for a small painting and stucco business which was started in 1987. Previously the owner, Harry, had done all the office work, bid work, estimates, billing, etc himself.
My first year was spent getting the office organized, setting up a filing system, paying bills and trying to get a handle on the company profit and loss. That year ended $75,000 in the red. That's when our quest began. We had long discussions on how to set prices, where we could cut costs, and how we compared to other businesses. We analyzed, discussed, and set some goals. We raised our prices. We increased sales, hired more employees, worked our tails off and at the end of the year we were $45,000 in the red.
Then Harry saw a flyer for a seminar called "Markup and Profit" in Reno, Nevada. We decided to attend.
We learned that our formulas for markup were destined to fail. My formula was to take job costs times a made up percent (what I thought we could get away with) and set the price. Harry set his prices based on his emotional attachment to his customers or what he thought they could afford or would be willing to pay. It is not easy changing the way you have always done things but we did, we had to. At the end of the year we were $12,000 in the red.
Better, but not good enough. The next year we cut more expenses, laid off some employees, had huge discussions, set goals and finally, finally pulled together a true picture of what our overhead costs were and reset our markup figure (increasing it for the 4th time). We ended the year $10,000 in the black. Here's what we did: 1) Established a markup based on Michael Stone's principles. Not what we thought the market could bear, not what we thought our customers can pay and not in comparison to any other business period. 2) We cut back to 5 employees which includes Harry and myself. . .
The year is not over yet but so far it looks as though we will be $30,000 in the black.
Thank you, Michael."
Bishop, California
"We took the M&P seminar on November 11, 2000. As a small family owned builder, our motivation was that we were struggling to make sense of how much to charge customers, why we didn't seem to make any money at the end of the job, and were headed towards a bleak future of not making the company work.
The seminar opened my eyes to a very simple way to approach a number of the money issues that I mentioned above. The course was a starting point. The M&P book was the course work. I read the book fully at least 2x. Studied parts of it more than that, and did every exercise as my life depended upon it. (In the end, it did). The book lead to a whole raft of changes in how we estimate ($300 and above is now the law), how we priced our homes, budgeting from $0 for all G&A, focusing on sales, and many, many other things.
In 2000 we closed the year with sales of $1,633,394 and a loss of $43,126
In 2002 we closed the year with sales of $3,583,367 and a profit of $125,000
In 2003 we anticipate a year with sales of $5,350,000 and a profit of around $275,000
It's still not 8%, but we are aiming for that within two years. It's a constant adjustment and struggle. And, it was not all M&P that did this. But I am not sure that we would have found our way out of the woods without M&P's help."
Milwaukee, Wisconsin
"My husband and I are in our seventh year in the general contracting and remodeling business which has grown phenomenally since it began. I married Michael nearly six years ago and became an officer in his business, which he had the foresight to incorporate.
It was still a small operation however, which Michael managed from his truck and home. When I came on board, he still supervised all the jobs himself, worked on them intermittently, hired a few carpenters as he needed them, and relied on an independent bookkeeper every two weeks to pay the bills. At that time, we envisioned growth and starting developing a three to five year plan. Then we received a flyer about Michael Stone's Markup and Profit Workshop.
I have always been a believer in continuing education. When I don't know something and need to learn it, I go to the best sources of education available. So we made the effort to attend the seminar even though it was a five-hour drive away from home. My husband and I still agree - that was the best investment we have ever made in our business!
Now, our corporation looks entirely different. We are a successful Build and Design firm, with a prime office location. We are active members of our local building association, are members of a national remodeling club, and attend annual building conferences. We have 10 employees at all times and hire on extra help during our peak season.
We have solid relationships with the banks, suppliers, and subcontractors in our area. We build spec homes that usually sell before completion. We also do remodeling and additions. Furthermore, we are building out a local business park. WE HAVE SUCCEEDED.
Now our problem is not how to get business, but how to manage success. And again Michael Stone has been a great resource in advising us. We would heartily recommend his seminars and his services to everyone who is in the contracting world!"
Kalispell, Montana
"I was one of your "pupils" at your recent seminar in Taunton Mass. I wanted to thank you for coming through New England and leaving us (at least me), with your insights into the remodeling business. I remember you telling us about "money left on the table". I needed to tell you that I was in the middle of a 35K remodeling project when I took your course. The job started to expand, and change, and I found myself writing Change Orders to the tune of about 15K. I had done my homework, and I knew what my markup should have been on these orders. The money that would have been left on the table if I had not answered your invitation to attend your seminar? about $4,870.00. Michael...instead of leaving it on the table....I put it in the bank!"
Bourne, Massachusetts
"I was fortunate enough to have attended one of your seminars last year in Everett, Wa. Have been receiving the newsletters ever since and just wanted to take a few moments to thank you for the letters. They are friendly, informative and have turned out to be very useful. I have altered my bid style, changed our payment schedules, and recently spent the weekend (at a construction Expo in Portland), formulating and setting up our goals and business plan for next year. I was with my brother (who is also part of our business) and our cousin who runs his own construction business. My cousin will be contacting you for the possibility of receiving the same newsletter and has expressed interest in your next seminar when it comes to town. Hope the networking for you is OK.
All newsletters are copied and filed in your own notebook for constant reference. Again I just wanted to say thanks, I look forward to each and every months newsletter."
Shoreline, Washington
Coaching / Consulting
"My husband and I had taken your seminar over 2 years ago and have found the information gained from it to be invaluable. When I realized we needed specific help for this upcoming project, I was thrilled to find you were available for consultation. The research you have done on our behalf and the two sessions we have had so far have already allowed us to present ourselves in a very professional light to our new clients.
I like your forthright attitude and problem solving mind-set and after our initial conversation, I felt such relief that my husband and I had you as a resource.
Thank you for all your help and support."
Hemet, California
"Initially it was fear that kept us from calling for help, fear of the unknown. But, now we can say, it was the best call of our life! The investment is so small in comparison to the knowledge and peace of mind we have gained. The empowerment of taking control of our situation and facing the fact we needed to look at a new way of doing things is absolutely immeasurable.
When Michael says he can turn your business around in 4-6 weeks, it is absolutely true! As long as you are willing to follow what he says and offers, you will not fail. We have been coaching with Michael for 8-weeks and within 4-weeks our cash flow was turned around. That peace of mind is priceless!
There is absolutely nothing wrong in asking for help. In fact, it is the best thing you can do for yourself and your business. If you want to continually grow you must be willing to seek out the help that you need.
Calling Michael was one of the very best decisions we ever made in our life and to say thank you, seems so small for all that he has done for us.
Thank You, Michael!!"
Elkhart Lake, Wisconsin
"Michael is an advocate of the successful remodeler. His coaching maintains balance between personal and business goals. A weekly phone call keeps me moving towards commitments I have made. I have seen business increase over 50% since starting with Michael."
Lodi, California
"My wife and I own and operate a small General Contracting/Custom Homebuilding business in British Columbia. We build app. 10 homes per year, after a recent rapid growth phase. The business grew faster than we did, and it began to run us. Decreased productivity and profitability, and a creeping debt load, were all making this whole deal less and less enjoyable, if not quite stressful.
Then we heard about your CPR coaching program. After our initial 10 minute conversation, I was cautiously optimistic, and decided to enroll as a coaching client. We reluctantly started to implement your suggestions, starting with your 'Red' paper on how to handle debt re-payment. We used your suggestions on bill collection, markup, and salesmanship. Your approach is quite a departure from my 'old' way of thinking, and initially I thought - ' I can't say this to people!'.
But, as you said, 'successful people do the things they don't want to do-and they do them first'.
We began to get positive results immediately; from customers, suppliers, lenders. Our company has already begun to turn around, become more productive, profitable, and started to lessen the debt load.
However, the biggest thing, is how we feel. Since we began our coaching sessions, we are in control, and are very excited about the direction our company, and our lives are going.
We are under no illusions about how much work this requires, how long it will take, or how much perseverance it requires. But your methods and suggestions have been exceptionally helpful, and we are grateful to have found your help at this juncture.
We wholeheartedly recommend your services to any other contractors and construction companies, and we look forward to continuing as coaching clients. This is the best investment we have made in our company, and it has already paid back many times the cost."
British Columbia, Canada
"It was not easy for me to pickup the 300 lb. telephone to call Michael the first time. I was scared to say the least.
I am so glad I found both the courage and humility to do it. His is a calm and sensible voice that has helped guide me through a house cleaning and foundation building that have put me on more solid ground. We initially spoke once a week and now on an "as needed" basis. He is my coach for life.
My business is on a clear path whose possibilities for success are the things that scare me now. I am all ready well on my way to meeting my goals for gross sales, projects built and revenues collected for the year ahead. I know where I am headed and I know how to get there. It looks like I will more than double, practically triple, what I did the year before. I can live with that, so can my wife."
San Pedro, California
"Hey Coach!
I thought I would take a little time out of my busy schedule to interrupt yours with an update. . . .
The best news.......we went from a $200,000.00 + loss in 2002 to being $4,000.00 in the red to date, but, by year end we should be in the black again, and, we have over $2 mill. in contracts going into 2004. We have been blessed!
I just wanted to take some time to thank you for your part in the turning around of our business. It seemed at times like it was taking longer than some of your clients but we deal in high end homes not quick turn around remodel jobs. Even though our turn around time was longer than you might have thought; it was quicker than I expected. It took us years to get into the mess we were in and a short time to dig out.
Keep up the good work, you truly have a calling that is needed in today's construction field. If you ever need a referral please feel free to use me as one.
Thanks again, Happy Thanksgiving!"
Mercersburg, Pennsylvania
"I just want to thank you for your time with me in Buffalo. When I attended your seminar I was so pumped up, and when I found out you offered in-house consulting I was even more thrilled, until you gave me the price for three days. I'll be honest, I thought you were smelling too much carpenters glue. There was no way I could pay for consulting, let alone pay attention. I was losing money every day. After fighting with myself for two weeks and trying to do it my way I finally decided to bring you in.
After having you in my office with my General Manager for one day, I realized that I got my money back for the seminar and the three days it cost to have you here.
What I really like about your style of teaching is that you are not just another generic motivator. You took the time to understand my business. Most importantly, you didn't just focus on my negatives. You also saw my positives and realized what I was about and worked with that.
Well Michael, I am writing this letter to let you know that I listened to what you taught me. Some of the things that I will keep with me are as follows:
1. It's okay to make a profit.
2. I am not going to compromise on the quality of my work, therefore, I am not going to compromise on my price.
3. To believe in myself again. When you're losing money you feel that the decisions you make are not right and you start to second guess yourself. Thanks for the confidence.
Best of all you said, "After hitting yourself in the head with a hose for awhile you think it's supposed to feel that way all the time." I realize that if I am willing to stop and look at myself from a different view, it is amazing what I can learn.
Michael, thank you, for going the extra mile you went to help me regain my company, start making a profit and most of all for helping me to make the right decisions for my family's future."
Buffalo, New York
