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How Does One, Make All They Can, Save All They Can, Give All They Can?

November 5, 2022 by Mark Eastman

At First Glance, One Naturally Thinks Money…but it’s So Much More

I started writing about my core values as a life filter back in January of 2017. Core values are an important part of intentionally living our best lives, the lives that God has designed for each of us.

In that first post I said I would break down my core values in future posts. Well, here we are…almost five years later and I still have two left. Today we shorten the list to one. The core value for today is…

Make all I can, save all I can, give all I can.

This is a variation of the words of the 18^th-century theologian and founder of Methodism, John Wesley. Make all you can, save all you can, give all you can. As one of my core values I wanted the focus on me and my business.

Growing up in the Methodist church these words were a part of my life from a young age. As it is with most things we hear when we’re young, it’s not until later in life that we grasp and appreciate the full meaning. As we mature, we begin to realize the importance of taking the blinders off and seeing the bigger picture.

Too often money and business get a bad rap. I believe that most businesses are not working to take advantage of people. Nor do I think that money is evil. It the lust after money that’s evil. Sure, there are cases where people and businesses are being selfish, but I don’t believe that to be the norm.

Make all you can, Save all you can, Give all you can

These are great words to live by and they also serve as a great business motto.

Make all you can –

Making all you can is about more than just money. Making is the process of making or producing something. It’s the qualities needed to make something. Making sounds a lot like building…making buildings, making businesses, making lives. Money is needed to make things, but it isn’t the only thing needed.

From a business perspective, if you don’t make money you won’t stay in business.

This is one of the reasons it’s one my core values…I tend to put making money lower on my list of my priorities. I use this core value to remind me not to do that.

Save all you can –

Like making…saving is not just about piling up money. Saving is reserving and not wasting. It is about spending time wisely. It’s about being thrifty and frugal.

I see figuring out ways to save as a challenging puzzle and I’m constantly looking for ways to solve it.

We should always expect the unexpected. Saving allows us to be better prepared for the unexpected.

Give all you can –

Giving is something that is often connected to money. Around the Holidays we are bombarded with opportunities to give. Once again giving is about so much more than just money.

One of the best ways to give is to share our skills and abilities.

Whether that is at our church, community organizations, or through our vocation. Sharing our gifts through work is honoring to God even if it’s something we get paid for. Last week we discussed the importance of service over sales. Service is about giving.

Finding the balance and not getting too focused on one thing or the other is important to operating a successful business and living a fulfilling life.

That’s why Make all I can, Save all I can, Give all I can, is one of my favorite core values.

Previous core valuer posts –

Using core values as a life filter

Honor God in all that I do

Intentional action

Take the blinders off an be more observant

Pay attention to detail

Spend time wisely, there is a limited amount

Never be satisfied with mediocrity

Find and maintain the balance in everything

Build the wall one brick at a time (previously, move the mountain one shovel at a time)

Remember that I have two ears and one mouth

Be accountable

Why is it That Businesses Put More Emphasis on Sells Over Service?

October 29, 2022 by Mark Eastman

It Doesn’t Have to Be One or the Other…It’s Our Job as Businesses to Find Both

When thinking about business ownership or leadership, the focus often is on making a lot of money. Not that there’s anything wrong with making money. The problem is when money becomes the driving factor.

We’re all aware of those people who have been super profitable in their business. You know…those rags to riches stories where someone started out with nothing, came up with a new idea and became wealthy.

Making a lot of money is a big reason why so many people decide to start a business.

It doesn’t help that we are constantly being bombarded with some new product, formula or process that is a “shortcut to wealth”. The problem is…most of them aren’t.

This isn’t to say that they can’t or won’t work. What I’m saying is…more often than not…these things sound better than they really are.

After my wakeup call in 2012, while recovering from my accident, I began researching ways to share my construction expertise and business experience with others. I thought, I’ll help construction companies and customers through coaching and consulting.

The problem was…I knew how to run a construction company…not do virtual coaching and/or consulting.

So, I subscribed, bought, downloaded and joined multiple programs, courses, classes and trainings in an effort to turn this new idea into a business.

It didn’t go as well as was expected.

Not that I didn’t gain a lot of valuable knowledge, insight and things that I can and will use.

The problem is that it was the proverbial “getting the horse ahead of the cart” thing. We’re being bombarded through commercials, emails, social media, etc. with the next shiny new thing that is going to be the answer to all our business prayers.

All those things that I was sure were what I needed to get my next business up and going…weren’t.

This led to feeling like I was, “wandering, lost in the business dessert”.

After feeling this way for a while, I began to doubt myself. Maybe that great idea I had wasn’t so great after all. Too often this kind of thinking leads to saying to heck with it and giving up.

In our mastermind last week, Becky Warner shared that she had an aha moment when she realized that starting out trying to sell too much, too early, was a mistake. She said, we need to start with connection and community.

Connection and community…these are the same as SERVICE!

When I heard her sharing her thoughts about this, I felt relief. It was a confirmation that I wasn’t the only one feeling like this.

Starting the journey across the business dessert with unrealistic expectations leads to wandering.

The information that Becky shared with the group confirmed what I had been feeling. I needed to look back at what had worked in my construction business and that was…focus on service, not on sells.

This isn’t to say that sells don’t matter. What I am saying is…

Our businesses are more than just profit.

We have all been given skills and abilities that provide a service to others. If we figure out what that purpose is and use it, we can sell more and make more.

97% of businesses fail within 10 years. This is in large part to their focus on sells and not service. I don’t know about you, but I want to be part of the thriving 3% of businesses that succeed.

If you provide service…the sells will follow.

Independence Is a Good Thing…If it Isn’t the Only Thing

July 2, 2022 by Mark Eastman

Finding Our Balance as We Walk This Tightrope Called Business

As we celebrate our country’s independence on this coming Monday, we need to stop and give thought to what this day means.

John Adams wrote this to his wife,

“This will be the most memorable epoch in the history of America. I am apt to believe that it will be celebrated by succeeding generations as the great anniversary festival. It ought to be commemorated as the day of deliverance, by solemn acts of devotion to God Almighty. It ought to be solemnized with pomp and parade, with shows, games, sports, guns, bells, bonfires, and illuminations, from one end of this continent to the other, from this time forward forever more.”

We need to remember that this is so much more than just fireworks, parades and barbecues.

One thing to remember is, this independence wasn’t achieved by one person. There were multiple people involved in getting this accomplished. This fine line of separation and collaboration is a tough thing to stay balanced on.

This independent perspective is important, but not the only one.

We are all part of something bigger than just ourselves.

In 1 Corinthians 12:12-27, we are told that our bodies are made up of many parts. “A body isn’t really a body, unless there is more than one part. It takes many parts to make a single body. That’s why the eyes cannot say they don’t need the hands. That’s also why the head cannot say it doesn’t need the feet. God put our bodies together in such a way that even the parts that seem the least important are valuable. He did this to make all parts of the body work together smoothly, with each part caring about the others.”

The same thing is true in business.

As we approach different situations, we usually consider them from our own perspective. This is only natural because we’re all made in our own specific, separate way.

It’s important to know who we are, where our strengths lie, what we’re good at doing. This is how we’re made and what we’re made to do.

I know that I have a pretty strong opinion about how I want things done in my business. More times than not, this leads to my “get out of my way and I’ll do it myself” attitude.

Trust me…this isn’t the way God designed things to work.

This is not a very good business plan. I need to work on balancing my skills with the skills of others to build a stronger and more productive business.

Balancing independence and delegation is a fine line, but if I don’t, I’m likely to lose my balance and fall off the tightrope.

Remember the reason we’re celebrating and the cost to our independence as you watch the fireworks.

Having a Business Plan is Crucial to Building Your Best Business

April 30, 2022 by Mark Eastman

Just Like a Building, You Need a Blueprint for Building a Better Business

It doesn’t matter whether you’re a solopreneur or have a team. If you have been in business for 30 years or just starting out. Regardless of the kind of work you do, the organizational plan for your business is as important as the work you do…maybe more.

Too many people run their business on a wing and a prayer. They just roll the dice and hope things work out

If you own your business and aren’t intentional about the organizational operation of your company, it is likely that you won’t make it past your 5th year. This is according to the Bureau of Labor Statistics. Just think about the number of businesses that you have seen come and go over the years.

In my 40 years of being in business I have learned a lot of lessons, some of them the hard way. Let me tell you, the tuition for “The School of Hard Knocks” is expensive.

There were times when I got behind on taxes so I could pay bills and times that I got behind on bills so I could pay taxes. Neither of these is a very good business plan. One of my SHK professors once told me, “When you steal from Peter to pay Paul, you make Peter a Paul bearer”.

If you want to avoid the need for a pallbearer for your business…you need a plan.

It’s common for people to start a business without a plan. Generally, someone has learned a trade or a craft and for whatever reason they decide to go into business. Most of the time they have given little, if any, thought to the business operation. They show up every day working hard and then, surprise…you owe some taxes and haven’t saved any money to pay them.

You need a plan, a blueprint for building the business.

There are a lot of similarities in constructing a sound building and a constructing profitable business.

Both need –

To start with design plans – the thing that gives you a clear direction of what you want the outcome to be.
An architect – the person that can see the vision of what the finished product will be.
A solid foundation – the thing that will support you when the storms come.
A good framework – the thing that holds everything together.
A builder – the person that reads and understands the plans and puts all the different pieces together correctly.
The proper tools – these are what allow the pieces to be shaped and fastened together in the right places in the right order.
A good team – these are the different people with the different skills and knowledge needed.

It doesn’t matter if you’ve been in business for years or are just starting out…

YOU NEED A PLAN.

If you or someone you know would like to minimize the time spent attending “The School of Hard Knocks”, then follow or share our Weekly Solutions with people who could use some help with a business plan.

Finding solutions for building dream businesses is what we’re about at Solution Building. If you have questions about business plans, contact us below.

Revised and reprinted from 02/24/18

How Can Movies Improve Your Business Plan?

April 2, 2022 by Mark Eastman

This is Assuming That You Even Care How Your Business Turns Out

Once again today’s conversation originated from our mastermind. This week we we’re presented with a question to answer.

From the perspective of an entrepreneur, what’s your favorite movie, and why?

Any of you who know me, know that I’m a movie fan. As I considered this question, there were a lot of movies that came to mind. My favorite movie is The Polar Express…but this isn’t a movie about business.

As I considered my favorite movies from an entrepreneurial perspective, something began to stand out…

Every movie is full of lessons about both business and life.

There are a variety of movie genres, story lines and qualities of movies, but as I think back over the movies I’ve watched, all of them are nothing less than lessons for living.

And what is business other than living?

Some of these lessons are things we should do…some are things we shouldn’t.

As I thought about movies and lessons, I remembered writing about Christmas movies as a life plan. The more I thought about movies from an entrepreneurial perspective, the more I realized that The Polar Express had a lot to say about business as well as life.

If I operate my business using the Polar Express business plan, it will be a great ride.

If you aren’t familiar with The Polar Express, it’s about a young boy who is beginning to doubt the reality of Santa Clause. He’s woken up by a loud noise in the middle of the night on Christmas Eve and finds the Polar Express parked in front of his house. With some hesitancy he boards the train.

He then embarks on a ride with other kids to the North Pole. Along the way they’re faced with obstacles to overcome and situations to celebrate. Through his diligence and the help of others he makes the trip successfully. After this journey he is reassured and believes.

This sounds a little bit like business, doesn’t it?

Like in the movie, we have to decide if we’re going to get on the business train or not. If we don’t, that particular train won’t ever come by again. Once we make the commitment, we need to stay on the ride to the end.

Business and movies are both full of difficulties and situations that may or may not be direct results of things we’ve done. Either way, we have to deal with the situations that we find ourselves in. Like the boy on the Polar Express, it’s great to have the support of friends and colleagues when the ride gets rough.

Too often our belief waivers. We don’t know if we should get on the train or not. This probably isn’t the right train.

But something is prodding us to get on.

This is God telling us to go for it. Get on the train. Enjoy the ride…all of it. The good and the bad, the ups and the downs.

Ride that train and the things you will experience will be amazing.

But it requires that you get on the train and believe.

Get on and enjoy the ride!

What Are the Benefits to Using a Coach or Consultant in Business?

February 5, 2022 by Mark Eastman

Not Nearly as Much If It Doesn’t Include Accountability as Part of the Process

Let’s start by answering the question, what is a coach or consultant?

That’s a really good question. If you ask five different people, I will bet you will get five different answers. As I’ve been working to help construction companies do better proposals with my proposal system, I’ve been asking myself this question.

So, what is the difference between a coach and consultant?

According to Wikipedia, coaching is a form of development in which an experienced person, supports a learner or client in achieving a specific personal or professional goal by providing training and guidance. Coaches use a range of communication skills to help clients shift their perspectives and thereby discover different approaches to achieve their goals.

A consultant, on the other hand, is a professional who provides advice and further purposeful activities in an area of specialization. Someone who advises on “how to modify, proceed in, or streamline a given process within a specific field. A consultant should be able to correctly diagnose and effectively transform a problem and apply information, resources and processes to create a workable and usable solution.

I see coaching as more teaching, training and implementing. It can include consulting, or it could be the next step after. It is more reliant on understanding the subject being coached.

I see a consultant as someone who evaluates a company’s processes and systems, assesses them, and offers ways to improve or new to replace the existing. Consulting is a valuable procedure, but a little more distant and less connected than coaching.

The biggest issue with either is the lack of follow through on the part of the receiver.

Around thirty years ago when I was in a business partnership, we had the construction thing figured out. We knew how to build. What we were struggling with was the business side of things.

After some discussion, we hired a consulting company…and it wasn’t cheap. It cost us $20,000 and in the early 90s for a small company, that was a lot of money. I could have bought a new truck.

They reviewed our business extensively and gave us a lot of new processes and procedures. It was great. The problem was that after the new wore off…we quit using them.

I’ve seen this happen over and over, both with company’s and individuals. We pay for some new training or program, and then gradually slide back into the old routines that we were trying to get away from.

The problem is a lack of accountability.

This is a bigger problem than just with business systems and training. It permeates our society. We want to do better, but what happens if we don’t…nothing. Sure, we may be disappointed, but that only hurts for a little bit and eventually becomes the norm.

How can we be more accountable?

How to Build a Successful Construction Business Without a Master’s Degree

December 18, 2021 by Mark Eastman

Building a Successful Business Doesn’t Have to be Slow and Painful

The majority of small and medium sized construction companies have the construction part figured out but get overwhelmed by the “business” side of things. Most of the people working at these companies learned a trade…not how to run a business.

Like me, most started doing business full of enthusiasm, having no clue what could go wrong. I had no clear plan or system for running a business.

Trying to balance construction projects and running the business can be overwhelming.

I had no idea how to do a proposal, a production budget, or accurately invoice a customer for progress payments. No one told me I should set money aside for things like taxes, tools, or emergencies.

One day I looked up and wondered how I got here. I liked building things…not necessarily running a business. As I built my business, I learned these things, but it was a slow and painful process.

The truth of the matter is…building a business doesn’t have to be slow and painful if you know how.

Think about it, a traditional trade school education will cost between $7,000 and $40,000. It’s been my experience that a real-world, hands-on education is worth even more. Often classroom education doesn’t translate well to the construction site.

Early on in my construction career, I was working for a local house framer. On a couple of different occasions, he hired some young men from the community college’s construction program, for summer help. After a few times of doing this, he stopped.

He said, “It took longer to unteach and reteach than it did to start from scratch.”

Looking back, I now realize how valuable that hands on education was. I just wish I’d had someone teach me the business part.

Instead, I got my business degree from HKU, also known as Hark Knocks University. And let me tell you, the tuition is high and it takes a long time to graduate. What’s an education like that worth?

Wouldn’t be great if you could get 40 years of experience without having to wait 40 years to use it?

You can!

This is what we’re doing a Solution Building. We are taking those 40 years of hands on, trial and error education and making it available to other contractors through programs, trainings and downloadable tools.

One of these tools is the Blueprint for Building a Better Proposal system.

This proposal system allows for the preparation of proposals that communicate clearly and accurately with customers, while allowing for increased profitability. It will give construction companies years of advantage over the competition for a lot less than the cost of a traditional education.

Currently this proposal system is available at a Holiday price of $497 plus some additional bonus templates through the end of the year.

How Do We Know the Destination if No One Has Given Us the Map?

December 11, 2021 by Mark Eastman

It’s a Puzzle to Solve, not a Predetermined Destination

As self-employed entrepreneurs this is the hardest question to answer. We constantly struggle with questions like –

Where am I going?
What should I do first?
How do I build a customer base?
What’s the most important thing?
How do I know if this is the right thing?

We know there is a destination, but we don’t know what it is or where it’s located. We don’t know which direction to turn.

We’re looking for a map, we expect one, but there isn’t any.

This is the biggest challenge for entrepreneurs. We know there’s a need for which we have to offer. There’s something that we’re supposed to do, we can feel it…but what is it EXACTLY?

What if I’m wrong? This sense of uncertainty keeps us from doing anything or incentivizes us to do less important things. Things that do nothing to move us toward our destination.

The question of “Every time I start to do something, it feels like something derails me. What should I do to move forward?”, came up in our mastermind this week. As we talked, it became glaringly clear that all of us in the group are looking for the answer to that question. We were looking for what to do and how to do it. We’re looking for a “map”.

We just want a map so that we know where we’re going and how to get there.

Everyone in the group is working hard to reach their business destination. And every one of us has the same questions. (See examples above)

As we discussed, it occurred to me…we knew the answers…we were all answering each other’s questions that are the same as our own. So, if we know the right answers, why are we still asking the questions?

The problem isn’t the questions or the answers…it’s a lack of movement.

We’re approaching our businesses as if there’s a map ready for us to follow…there’s not. As entrepreneurs, we’re going places where few or maybe no one has been before.

Imagine explorers like Lewis and Clark heading to places unknown. They had no map or GPS to tell them where to go. They had no specific destination, just find a way to the Pacific Ocean. They were commissioned to explore and map the new territory and find a practical route across the western half of the continent.

If they had continually questioned themselves, they would still be in St. Louis.

Instead, they took the information that they had, made a decision based on that information and started moving. Granted, along the way they ran into obstacles that they had to go over, around or through.

We are our own roadblocks.

The most important thing is to do something. Take that first step and move forward. You can make adjustments and recalculate as you go.

“Even if you’re on the right track, you’ll get run over if you just sit there.”

Will Rogers

“The most productive people start with purpose and use it like a compass. They allow purpose to be the guiding force in determining the priority that drives their actions.”

Keller, Gary; Papasan, Jay. The ONE Thing (p. 105). Bard Press. Kindle Edition.

The first step to reaching your destination is determining your purpose. It’s that thing you feel deep down in your core but have trouble figuring out.

You’ll never get to your destination if you don’t start moving.

What is Your Motivation for Being in the Construction Business?

September 25, 2021 by Mark Eastman

Having the Wrong Motivations Gives the Rest of Us a Bad Name

I’ve written before about situations where I’ve been involved in resolving issues between contractors and customers where they’ve gotten crossways with each other.

How poor communication leaves both sides with unrealistic expectations and sometimes ends in legal battles.

Once again, I’ve been asked by a construction customer to help them with a construction disagreement. They just want to get their home and their life back.

They’re in the middle of a dispute with a construction company that has been dragging on for more than a year. Their home has been left unfinished, damaged from rain leaking in, poor quality work, etc.

Why is it that they find themselves on opposite sides of this battle?

I’ve always advocated that poor communication between contractor and customer is the biggest problem. However, as I’ve been working on the current situation, I think there might be another deeper level to this issue.

Communication is certainly a part of it, but maybe communication would be better if the underlying motivations of both parties were considered. A skilled communicator can convince you that what their saying is true, even if it isn’t.

I think this is the underlying problem. It’s a lack of trust. None of us want to be lied to. Last week I wrote about competition vs. cooperation and how we can have both and everybody wins. It comes down to who we are competing against and who we are cooperating with.

Our motivation is directly connected to our why.

Contractor – Why am I in the construction business? Is it to help the customer achieve their dream construction project or to just make a lot of money? Don’t get me wrong. To stay in business, you have to make a profit, but if that is more important to you than serving your customer, it leads to situations like the one I’m currently working on.

Customer – Why do I want to do this project? Is it to improve the value, make it more functional, reduce maintenance, or to impress the neighbors? It’s your project and any of these motivations is fine.

The important thing is that both parties involved know the motivations.

Sometimes the motivations are hidden and not discovered until problems begin. Sometimes motivations aren’t clear, even to oneself. Knowing what the motivations are and being true to those motivations is critical to minimizing these kinds of problems.

Discovering motivations requires asking questions.

It frustrates he heck out of me that these kinds of situations happen…and they don’t have to.

We need to raise the bar of construction industry standards.

Dollars and Cents Are What Make a Construction Project Profitable…or NOT

April 11, 2021 by Mark Eastman

Having a System for Proposals, Is Better Than Just Guessing

It’s week six of learning the Blueprint for Building a Better Proposal system. As time consuming as learning new things is…John is beginning to see the benefits this proposal system will provide.

Just like building a house using a system that repeats routine actions prevents time being spent rethinking and guessing at how to do things. This system will do the same thing when preparing proposals.

As they settle in and begin the meeting, Gene tells John, “Let’s take a quick look back at what we’ve covered so far. We started by asking ourselves some foundational questions. Next, we discussed the common mistakes contractors make when bidding. Then we went over the system and it’s parts. The last couple of weeks we’ve worked on gathering information and turning that info into a Scope of Work. Today we’re going to start working on…

Pricing the Project

In this step we will determine the price for the project. Communicating a clear description of the project took place in the Scope of Work which is important in avoiding misunderstandings. Accurate pricing is equally as important.

Poor communication will cause heartache, poor pricing will cost you money.

Open the Worksheet template. This blank Worksheet is where you will paste the information from the Data Base as it relates to each of the specific tasks of the project.

The Worksheet template has six different options for overhead and profit ranging from 20% overhead and 10% profit to 40% overhead and 20% profit. You can use whichever of the six options works best for you on the specific project you’re working on.

Typically, larger projects, i.e. new construction, large renovations, remodels or large additions will use smaller percentages, while small projects will use bigger ones. You can use whichever works best for you. These percentages can be adjusted after you have finished the pricing if you want them to be increased or decreased. These documents can be modified with custom percentages as well.

Open the Data Base and prepare to copy the appropriate content into the correlating cells of the Worksheet of the project you are working on. Use the previously written Scope of Work, to determine which of the categories, specific to the project need to be used from the Data Base and copied to the Worksheet.

If more than one item for a specific task is needed, for example shingles, synthetic underlayment and metal edging, flashings. These individual items will be entered separately then added together to create one price for roofing.

You can add as many additional rows as you need, just be careful to keep the formulas intact by filling the content of the existing row to the new ones.

How to determine which tasks should be inserted into the Worksheet

Most of the tasks on the Data Base have options; determining which to use, will depend on the specifics of the project. For example, how is the excavation, trenching and landscaping going to be done…with a skid loader, mini excavator or by hand?

Once it’s determined which methods, actions or materials are to be used for a specific project, copy the pertinent cells from the Data Base and paste them to the Worksheet.

After the pertinent information from the Data Base has been placed on the Worksheet it’s time to…

Enter the quantities of the work to be done.

Fill in the quantity needed to do the work for each item on the Worksheet. This may be lineal feet, square feet, square yards, cubic feet, cubic yards or numbers of pieces. Once this is completed for all the categories, you’ll have prices for each task of the Proposal.

This system offers a constant repeatable process for preparing accurate proposals and is the difference between making money or losing money on construction projects.”

Gene looks at John and asks, “Well, what do you think?”

“Well, I thought my head was spinning before today. Now I’m getting dizzy.”, replied John with a grin.

“I know it seems like a lot, but it really isn’t, once you get started using it.” Says Gene reassuringly. “Experiment with it this week. Call if you have any questions. Next week we’ll bring everything you’ve learned together into a proposal ready to be presented to the customer.”

Guessing is not a good way to build a profitable business.