Frank Blau
Contributing Writer
ShuBee®

I’ve been called narcissistic, arrogant, a cult leader and an “old fart.” I’m not going to complain, since I coined the equally attention-getting term “slug” to describe people who just don’t get it when it comes to covering costs and turning a profit. Still, I’ll admit that the “old fart” label stung a little more than the others because it reminds me that I can claim more years than most of our Buzz readers, though I think age is more about attitude than years spent on this planet. Nevertheless, the years do teach some valuable lessons – if you’re paying attention.

In fact, I’d like to take time this week to talk about some of those lessons that have stayed with me.

Listen and learn. With maturity comes the realization and ability to admit that you don’t have all the answers. Everyone can learn new things every day and you never stop learning. Don’t resent it when people offer you advice. With maturity comes good judgment to accept or reject that advice, but always listen. Sometimes good advice comes from sources where you least expect it.

Work smarter. My core belief is that contractors work too hard for too little reward. The mechanically inclined people who enter our trades tend to be intimidated by the business end of business. They work very hard to create a job for themselves, but too often fail to build a financially sound business. The vast majority of contractors in this industry are pricing their services below what it costs them to deliver those services – sometimes far below cost. Most do not know how to correctly calculate a selling price even when they know their costs and desired profit percentage. Unfortunately, they hurt not only themselves, but everyone else in this industry who must compete against the false “going rates” set by these people.

The focus of my life as I’ve grown older has been to help these wonderful people through my seminars. I’m proud to say that I’ve helped thousands achieve their goals.

Resistance to this message runs deep. Nobody likes to be told that they are doing things wrong. It amazes me how so many contractors can shortchange themselves, their families and employees, then call me “greedy” for suggesting they are worth more than they charge for their services.

Take care of yourselves. Take time each day to tend to your health. It took me many years and a near heart attack (angioplasty) to teach me that I shouldn’t smoke and should exercise daily. Don’t go through what I went through.

Education never stops. There are lessons to be learned everywhere. Pick up a book, a newspaper, a trade magazine. Read something every day and you’ll become a better thinker. You’ll be making an investment in yourself. To keep ahead you have to work on your education every day of your life.

Set goals. What is your purpose in life – professionally, personally, and spiritually? Self-examination is what distinguishes humans from the animal world.

Appreciate your employees. I’ve learned that people work for more than money. They need to feel that they’re a part of something that’s vibrant. They need to be recognized and appreciated. Go out of your way to thank them each day for all they do for you.

I’ve seen so many business owners – myself included – take their associates for granted. Somewhere along the way they forgot what it was like to be an employee. This is especially sad considering that in many cases it was such a lousy experience that it drove them into business for themselves. Try to remember what it was like working for a boss. Compensate your people fairly and take a sincere interest in their growth.

Repeat, compensate them fairly. This takes money. It’s not enough for you, the owner, to earn enough to buy a nice home and car and send your kids to college. If you don’t provide a decent enough living for all your employees to do the same, shame on you.

In business there will always be misunderstandings between customers and employees. Take the time to listen fully to your associates’ side of the story. The customer is not always right.

Give some back. Once you achieve success in your business, serve as a mentor to one or more young persons who are trying to do the same. Do this not for financial gain, but for the satisfaction you get from watching another human being grow.

Have some fun. Take the times to have some fun every day. Never take yourself so seriously that you cant stop for a good belly laugh. (That’s why I play golf!)

Make the time for your family. They are the true treasure in life. I’ve seen too many contractors turn around one day to learn that their children and spouse have become strangers to them. These contractors worked hard but not smart. They’ve spent days, nights and holidays in their trucks, chasing their tails in ever decreasing circles. Some take to the bottle or to drugs out of weariness and frustration. In the end they wind up bitter and angry, and resentful of others who have achieved financial success and a happy home life. Just look around our industry and tell me I’m wrong about this.

Dream. Dreams can come true if you take the time to keep them clearly before you. Just be sure that while you’re staring intently at those dreams, you’re working smart.