I think a lot of contractors look at projects as transactional. You do this and that for a client, and then they compensate you with X amount of value in pay. You want to be able to pay your bills and hopefully have a little extra left over for later in life or some fun things now. I believe this a horrible way to conduct business. There is no value in it for the client. It is a one-sided deal where you reap all the rewards. Let’s change your thinking.

A steward is someone who looks after or manages another person’s property. You are entrusted to do what is in the best interest of the person for whom you are their steward. In the case of a flooring installer, you must look after the money you are being given for the project and use it wisely. This begins with the materials selected and runs through how you approach the labor portion.

What would this look like in practice? Let’s take materials for example. I personally like to sell materials. For me, there is no reason not to deal with premium materials for installations. They make the project easier and give the client better value. Skimping on the wearlayer on a luxury vinyl plank slightly may save you 25 to 50 cents a square foot, but when we are talking $10,000 plus for a project, I don’t think it is going to break the bank. The client will get a better experience from the slightly better material. It will be worth the value in the long run. It is a better way for them to spend their money.

On the other hand, let’s say you need to do some leveling of concrete. Generally, the manufacturers have some premium options that flow really well and some lower cost options that still work but may need a little more work on your end during installation to make it turn out beautifully. Can you get the same thing accomplished with a slightly different material that costs less and still get your client taken care of to industry spec? How can you spend their money in the wisest way to get the project completed on time, as close to on budget as possible and to industry standards? There are lots of things to consider.

I know some guys and gals struggle with pricing things and offer their contractor discounts straight to their clients. This is wrong. You have to make money as a business. Don’t be afraid to ask for the money but make sure you are using it to the client’s best interest. When they know you truly care for them and are looking out for them, they will question you less and appreciate you more. There will be less back and forth about why it costs X amount of dollars or if there is anything they can do to change the price. They hired a professional to take care of them, now present the options that way and handle their money that way.

On the labor side of things, you need to be a good steward as well. It means knowing why you charge what you charge. Knowing your worth and having a reason for the price. Why do you cost $3 per square foot to install something? Why is something else $10 per square foot? You can’t throw a number on something and hope it works out. You need to know your costs and what you need to make, then you can charge the client accordingly.

Along with this, you need to be fair in how you handle the labor. You can’t be writing up change orders for things that don’t qualify. If you screwed up your initial bid and missed something you need to eat that cost. That’s on you. If it was truly unforeseen, then fill out the change order. If for some reason you are doing a time and materials project, then make sure you are focusing on the project and not charging for time you are not working. How much time do many of us waste being on our phones these days? Your client should not have to pay for you to find other work or be playing on social media. Don’t waste their funds because you need to drag out a project.

Lastly, you are there to look after their property. Treat it with respect. Don’t cut across lawns and yards. Use the driveway and sidewalks. If you see something out of order, bring it up. I know of plenty of stories where guys or gals will see mold and cover it up. Termites are huge in my area, and I have seen projects where they did not get mentioned. The contractor was too worried about making sure they got a paycheck at the end of the week and didn’t want to deal with a delayed project. That’s just wrong in general.

We must look after our clients’ things as if they were our own. We need to make sure our installs are up to snuff and their homes will continue to last for years and years to come. Their families should be safe within their homes and not have to worry about mold or damaged flooring.

Stop looking out for you and put your client first. You’ll get paid regardless, but the money that comes from being a steward is much more rewarding. Your clients end up with a better product and are more likely to refer you.