Just when you think there is a clearing during a traffic jam and you think you can go the maximum speed limit, the car in front of you slams on his breaks hard forcing you to come to a screeching stop! The last 5 months of business has felt like stop and go traffic. December is typically a terrible month, so I was not that concerned with December’s financial numbers, but when January was just as bad or worse, I felt that 2008 was going to be rough going for San Diego contractors. Every time I turn around and talk to someone in the trades I get the same answer, “It’s tough out there! We are feeling it!”
As a salesman, I’m feeling it too! My sales are up and down this year too, but we are still able to keep most of our good people busy. We only had to lay off 2 newcomers this years and no old timers yet! It has been a challenging time for me personally because I have had to be more conservative in my marketing efforts and at the same time train two estimators. It does not sound like a good time to train new salesman going into a recession. The problem is, I did not have a lot of work anyways…so I had to think of ways to keep work coming in. Therefore, last November, I pulled one of my key foreman from the field to teach him how to estimate and sell. He was an excellent estimator and people person but had a hard time closing the jobs out in a timely manner, and he was on a full time salary. So I had to make another change. We asked him to go back in the field for the time being until we can evaluate what else he could do for us. I then brought in another foreman who was more qualified for sales and scored higher on the sales test I had him take. This guy has been a very quick learner and has taken less of my time training. My current estimator is willing to work on a small salary and commission, so we can afford the risk. The past two weeks since I made this change, my first estimator has started to close out a ton of work from old estimates. He was never good at the computer or a sales process, but in his time…he sold work. Dad and I are wondering if we should bring him back and pay him his salary again out of our marketing budget!
The difficult thing for me is training employees how to sell when I too have to get out and sell. I’ve got to keep our guys busy, so it is hard to meet potential clients, connect with them and have a trainee watching ever move you make! It’s a little weird. The other difficult thing is training my new estimator who is a self-proclaiming Atheist. His moral standards and integrity seem to be moderate and not too high. I have watched him on a few sales calls tell a little white lie to clients about the scheduling board. He means well, but I had to confront him on it and tell him just to be honest with everyone…and you’ll see results. It is hard talking to someone who says, “I don’t believe in God…period!” However, he tells me he has integrity and wants to do the right thing! What is the right thing to someone who says there is no God? Anyways, I’ve been praying for this man and hope God will open his heart to the Gospel. He is a very needy guy who is just enjoying the pleasures of this world. After a few short conversations about religion, it is my opinion that the main reason who calls himself an Atheist is so he can do he wants and that is the only reason. He does not want to submit to his Creator and acknowledge he needs salvation.
Finally, with everything that is going on: a slowing economy, a baby due any day, training estimators, a big move and the pressures of sales, I know the Lord smiles upon me and says, “Rest in Me today, my child!” He wants us to be content in ever situation and trust Him for everything we need. I have so many blessings in my life: my family, church, a job, a home, vehicles, my faith and precious children. I have also had some amazing friends volunteer their time to help me move and do a few fix it items at no charge! One of the contractors who stopped by to help with patch some large drywall areas ended up not charging me! God is so good. Yesterday, when I was tired and worn out…troubled about work, one of our foreman (a believer) text my Dad and me and said something about: “Do you see the schedule board full? I do! God provides so be encouraged!” That day we closed almost $30,000 in one day! Trust in the Lord with all of our hearts. Lean not on your own understanding, but in all your ways acknowledge Him…”