[Stonehenge]

Really? I would have thought that most of CA would be pro-union.

[Bill Schwab]

San Diego and Orange counties are very Republican, and anti union...It is the fruitcakes in San Francisco and LA that have all the entitlements..Where by a non trained unskilled worker due to union policy is entitled to a 50K plus a year job.

We are pretty heavily regulated, as in licensed, which is a great thing in itself, but SD is for the most part, non union...

[jwholden]

Are you guys working a five or six day workweek?

This year I kept to five days a week, for the most part, and used Saturday mornings for appointments. I discovered that if you don't work on Saturday the job is still there Monday morning. First year I tried it!

I vowed that now that I am strictly design build I wouldn't show up for Satruday appointments hurried or stressed because I had too many irons in the fire. Saturday is my day to be Mr. Salesman and only Mr. Salesman. I had the guys do some work at my house and wash the trucks a couple times a month on Saturdays. Relaxing day for them because I wasn't around.

[Stonehenge]

I eliminated Sunday appointments about 3 years ago, I eliminated Friday evening appointments about a year ago. I'll still do Saturday mornings, but usually not. I try to keep appointments to Mon-Friday morning. I've found that just a little better screening on my end keeps the junk leads down, and decreases the # of appointments I need to have to achieve my objectives. Even better screening is needed for the coming year.

As for the guys, they have mainly been Mon-Fri, but next year we'll do Saturdays in the early and late part of the season to try to get more done in a season.

[Rex Mann]

jeff,

are most of your appointments one or two legged? Being in the morning.

Peace,

Rex

[Bill Schwab]

I have found that the best way to0 screen leads is to charge for your appointment. If they are willing to pay for the first visity, you will find booking the job easier, and, believe it or not, if you charge, yuo will have alot less of the old let me see your references line...The reason is pretty simple...A prospect figures that if you are so confident of your company that you can charge for meetings, and you have a backlog of work, you must do pretty god work.

I never thought this until we started charging for that first meeting.

[Stonehenge]

One or two legged? I must be slow on the uptake...

[jwholden]

I hope everyone had a great holiday and got what they wanted.

I'm lost on the one or two legged comment myself.

I love the idea of charging for the initial consultation. However, I am afraid to do it too soon and have my business dry up. I know of several guys in my parts who use this approach or charge a design fee without even discussing their ideas with the client.

How many years were you into the business when you started to charge for initial consultations? Is this the norm in your market (it sounds like you have an upscale clientele)?

I love any idea that will allow me to concentrate my efforts only on projects that are going to follow through to the end. I have been tracking my leads and closing ratio this year and will start a post soon so we can compare this info. So far my results have affirmed what we all know already, recommendations are the best lead and any calls after that are pure percentages.

[Bill Schwab]

JW:

I have been in busienss for over 20 years, but, we relocated in 2002 from Chicago, to Solana Beach, Ca. Married my soulmate, have an awesome family (blended) and came with nothing...I decided to come half cocked and act as though it did not matter weather or not I got a job or not....

After 2 days being here, we landed our first job at 15K, then a week after that another at 79K, then a few days after that a 4.5K, and on and on.

I looed at every past mistake I made, anylised it over and over, then decided to do what I had never done, and that is take full responsibliy for my actions...After that is has gone uphill ever since...My wife and I have a goal book with 30 different catagories that we review quarterly, and when we hit a goal, check it off and set others...

I negan charging for meetings from the start, with no work, nothing in the works...We now have a 6 month backlog...

[Rex Mann]

Usually there are at least 2 decision makers, man-and wife,when it comes to residential landscaping. Having all the decision makers present during every meeting is important. That is called a two-legged appointment. A one-legged is when you only have 1/2 of the decision makers present.

Peace,

Rex

[jwholden]

Bill,

Congratulations on your success in California. I admire you for going all or nothing. I believe Rex made a similar move to you.

I stopped providing maintenance this year and took what seemed a huge leap in going 100 percent design/install. I was pleasantly suprised by the results.

I have adapted my style as the year progressed, but I'd say I'm only 1/4 cocked. I cannot tell you, and the other members, how valuable your insight has been to me.

I will be traveling to California on Jan 9th to visit some relatives. We don't have a formal plan for the trip, but I guarantee we are going to see the Giant Redwoods. I will be staying in Venice which I'm told is about 10 minutes from LAX. If you are near there and have the time I would love to buy you and your wife lunch.

[Bill Schwab]

JW:

We are about 2 hours from Venice...SDince I have been working my living rear end off, I would love to meet you and see Venice at the same time...I hear Venice beach has lots of thongs running around in the summertime...It will be in the 60's there and not too much chance of that, but, when you get plans more finalized, let me know so we can plan...We'll be there!

[jwholden]

I'll send you a PM when we get the plans more concrete. Looking forward to meeting you and your wife!

[Bill Schwab]

Same here JW

[Stonehenge]

Rex, I would say that most are 2-legged. They are occasionally one-legged, but that's usually a red-flag for me, that they don't take the process very seriously, or the budget they have in mind doesn't warrant both 'legs' being there.

I will usually ask, but feel awkward about pressing that issue - sometimes it's just not possible (one leg in another country, etc).