"Just wanted to send you quick note and say THANK YOU. Your seminar and also the Markup and Profit book have been what kept us in business. We are continually working on our business and still have a lot to do but in looking over the last two years we've come a long way. When we came to your seminar we were the mechanic that was completely frustrated with that "business" system and ready to quit. We discussed the ideas the whole 3 1/2 hour drive home and decided we didn't have anything to lose. One aspect that we implemented first was the OCRA account. Now looking back I'm not sure how we survived without it.

I received the M&P book today that I had ordered for another contractor we work with. We really hope to be able to help him out with the business end of his business. He is about our age (20's) and has the trade knowledge but is struggling with the business end and wants to learn.

Again thank you for taking the time to put together a much needed book on the business end for our industry."

Greenbank, West Virginia

"Initially it was fear that kept us from calling for help, fear of the unknown. But, now we can say, it was the best call of our life! The investment is so small in comparison to the knowledge and peace of mind we have gained. The empowerment of taking control of our situation and facing the fact we needed to look at a new way of doing things is absolutely immeasurable.

When Michael says he can turn your business around in 4-6 weeks, it is absolutely true! As long as you are willing to follow what he says and offers, you will not fail. We have been coaching with Michael for 8-weeks and within 4-weeks our cash flow was turned around. That peace of mind is priceless!

There is absolutely nothing wrong in asking for help. In fact, it is the best thing you can do for yourself and your business. If you want to continually grow you must be willing to seek out the help that you need.

Calling Michael was one of the very best decisions we ever made in our life and to say thank you, seems so small for all that he has done for us.

Thank You, Michael!!"

Elkhart Lake, Wisconsin

"Working with you, I'm getting the cashflow piece to work, break it up and get less more often.

This really makes the business work more smoothly!!"

Minneapolis, Minnesota

"My husband and I had taken your seminar over 2 years ago and have found the information gained from it to be invaluable. When I realized we needed specific help for this upcoming project, I was thrilled to find you were available for consultation. The research you have done on our behalf and the two sessions we have had so far have already allowed us to present ourselves in a very professional light to our new clients.

I like your forthright attitude and problem solving mind-set and after our initial conversation, I felt such relief that my husband and I had you as a resource.

Thank you for all your help and support."

Hemet, California

"Michael is an advocate of the successful remodeler. His coaching maintains balance between personal and business goals. A weekly phone call keeps me moving towards commitments I have made. I have seen business increase over 50% since starting with Michael."

Lodi, California

"I just want to thank you for your time with me in Buffalo. When I attended your seminar I was so pumped up, and when I found out you offered in-house consulting I was even more thrilled, until you gave me the price for three days. I'll be honest, I thought you were smelling too much carpenters glue. There was no way I could pay for consulting, let alone pay attention. I was losing money every day. After fighting with myself for two weeks and trying to do it my way I finally decided to bring you in.

After having you in my office with my General Manager for one day, I realized that I got my money back for the seminar and the three days it cost to have you here.

What I really like about your style of teaching is that you are not just another generic motivator. You took the time to understand my business. Most importantly, you didn't just focus on my negatives. You also saw my positives and realized what I was about and worked with that.

Well Michael, I am writing this letter to let you know that I listened to what you taught me. Some of the things that I will keep with me are as follows:

1. It's okay to make a profit.

2. I am not going to compromise on the quality of my work, therefore, I am not going to compromise on my price.

3. To believe in myself again. When you're losing money you feel that the decisions you make are not right and you start to second guess yourself. Thanks for the confidence.

Best of all you said, "After hitting yourself in the head with a hose for awhile you think it's supposed to feel that way all the time." I realize that if I am willing to stop and look at myself from a different view, it is amazing what I can learn.

Michael, thank you, for going the extra mile you went to help me regain my company, start making a profit and most of all for helping me to make the right decisions for my family's future."

Buffalo, New York

"I am a remodeling contractor in Tucson, AZ and have been doing it for 2.5 years now. I just finished reading your book and I must say, it is a book that everyone should read the first day they start their own company. I can't tell you how many questions I have had since day one that I have asked other experienced contractors that you answered in your book. I am almost upset that there is not more education readily available that would point to resources such as yours. Thank you for a job well done."

Tucson, Arizona

"My wife and I own and operate a small General Contracting/Custom Homebuilding business in British Columbia. We build app. 10 homes per year, after a recent rapid growth phase. The business grew faster than we did, and it began to run us. Decreased productivity and profitability, and a creeping debt load, were all making this whole deal less and less enjoyable, if not quite stressful.

Then we heard about your CPR coaching program. After our initial 10 minute conversation, I was cautiously optimistic, and decided to enroll as a coaching client. We reluctantly started to implement your suggestions, starting with your 'Red' paper on how to handle debt re-payment. We used your suggestions on bill collection, markup, and salesmanship. Your approach is quite a departure from my 'old' way of thinking, and initially I thought - ' I can't say this to people!'.

But, as you said, 'successful people do the things they don't want to do-and they do them first'.

We began to get positive results immediately; from customers, suppliers, lenders. Our company has already begun to turn around, become more productive, profitable, and started to lessen the debt load.

However, the biggest thing, is how we feel. Since we began our coaching sessions, we are in control, and are very excited about the direction our company, and our lives are going.

We are under no illusions about how much work this requires, how long it will take, or how much perseverance it requires. But your methods and suggestions have been exceptionally helpful, and we are grateful to have found your help at this juncture.

We wholeheartedly recommend your services to any other contractors and construction companies, and we look forward to continuing as coaching clients. This is the best investment we have made in our company, and it has already paid back many times the cost."

British Columbia, Canada

"Dear Michael:

I am the handsome but burdened guy at your Sacramento seminar who drove you to the airport and discussed my woes with a incompetent and dishonest accountant and the related financial pinch. Last year we increased sales by just over 15% to $1.3 mil, with an 11.6% net profit. This is a dramatic turnaround from the previous year when we lost money on about $1.1 mil in sales.

We're still feeling some effects from the decisions my former manager made, but are gradually building a better quality team of employees, re-earning the trust of good subs, and re-establishing our reputation with homeowners and the insurance carriers we work with. We believe we can improve both our sales and our NP this year.

Everything you told me was true and I listened. It was hard but I've done it and learned a lot in the process. There's so much information in your workbook that I know I need to read it again this year. I've been through it several times and learned more each time.

Thanks again for your help. I hope all's well for you and your family."

Fairfield, California

"My experience with Michael and Devon Stone and their company, Construction Programs and Results, has been very positive. I have had very little formal education on how to manage a business but found myself doing so on a daily basis. I attended a seminar led by Michael at a NOMMA conference and was shown how to use some basic financial information to make sure our company stayed profitable - then business management was all I could think about. We partnered up with Michael as our coach and began going over our financial information. After a few phone calls we felt that we were on the right path but he was able to suggest areas that we should watch closely.

Just as important was the suggestion to pay certain key personnel by commission. It took some time for us to grasp the possibilities but Michael's life experiences made him well situated to explain how beneficial a commission arrangement can be for both a company and a quality employee.

His straightforward yet light-hearted approach fit our own sentiments perfectly. We could joke but then get right back to the heart of the matter - how to make a profit. We were also able to broaden our discussion and bounce all types of business ideas off of Michael where once again his own experiences gave us another point of view to consider.

Overall my experiences with CPR, Michael and Devon have been beneficial and rewarding. I continue to stay in touch with them when I'd like to hear their point of view on a new situation that inevitably arises. I'm always happy to see their newsletter which always reinforces the core teachings of Coach Stone. I would recommend a call to CPR for anyone struggling to enjoy their business. It can only help turn a business around."

St. Louis, Missouri

"Just wanted to thank you for your goodwill and helping me to attend your terrific seminar last week. (I was the guy from Long Island who had paid for a seminar a few years ago, and could not attend.)

I have been to quite a number of business seminars over the years, and I usually come away disappointed in that I often feel I know more about the subject than the speaker.

Your seminar was the only one I have attended in 35 years where I was literally blown away. Your in-depth REALISTIC view of contracting was not only amazingly accurate, but in the span of about 7 hours I learned more about what I should be doing than my previous 10 years in the business.

Your book and seminar should be required by all who enter or aspire to enter the contracting business. If only I had been to your seminar 3 or 4 years ago, I would probably be much better off financially today."

Plainview, New York

"I wouldn't expect you to remember me, but I was the one that drove from Utah to attend. I was impressed by your sincere desire to help us realize success in our venture. Your book has become my business bible. The timing of your seminar was providential. We were at a point where we had lost confidence and were being buffeted by opinions which were contrary to our gut feelings, but quite popular amongst the local contractors in this area.

I still review Michael's Ten Cardinal Rules to keep me on track. You have helped me make decisions on when to buy equipment and I show all of my apprentice students how to figure a correct mark-up. I came to the Seminar with a specific question about profit and how much was an honest and appropriate profit. I came away knowing the difference between OH and Profit and with a confidence that has allowed me to look my customers in the eye and tell them what my price is. I know that it is where it has to be to sustain my business.

I owe being in business today to the confidence you instilled in me. We are still a scrappy little shop struggling amongst a whole sea of people who need to hear your lessons. Last year (our eighth in business) we grossed just over 1 million dollars and managed to show a 10 percent profit. It was an outstanding accomplishment for us. If you knew our market you would be pleased with your students.

By your picture I can see that you are doing well. May God Bless you for the role that you played in helping us to stay the course. We have been to other seminars, some of which have lasted days and have even tried personal business coaches, but I can honestly say that I gained more from your seminar than from all of our other efforts put together."

Ivans, Utah

"I just wanted to drop you an e-mail letting you know how much I'm enjoying your book Markup & Profit. I received it yesterday 1/22/03 and I've already read the first 150 pages. So much of what you say in the book is so true. I am a highly respected contractor in southeastern NH and love the trade that I'm in. However, after having done this for almost 20 years, I still feel as much like a used car salesman as I did when I first started (no offense to used car salesman by the way).

I can do the work in my sleep but still struggle pulling the business aspect of it together. Your book has already answered so many questions for me and better prepared me for my working relationship with my clients."

Exeter, New Hampshire

" . . . I also want to thank you for publishing such a great book. I bought markup and profit a few months ago and it has helped me understand the business end of electrical contracting. I know what I have learned from the book and the calculator will keep me from ever winding up tired and broke again at the end of the work year, and will help bring in the income I need to support my family and have a good future in this business."

Colonia, New Jersey

"Just read your latest email newsletter and thought I'd write to offer affirmation that your philosophies toward residential construction company sales and management as well as customer management really work.

Since attending one of your seminars and reading your book several years back, we have been basing all of our our design/build practice on firm price contracts. All of our pricing is done with estimating software. We automatically build our OHP factor in-nothing is "stick-priced". This process has saved us hundreds of hours both in office and wrangling with clients (and the added stress that goes with that), and has probably added years to our lives.

Your system is by far the easiest way to run a residential remodeling company. I just wish I could convince more of my competition in our Central Mass. market to read your book-there'd be a lot less education of the client-base between T&M and fixed/firm price contract pricing."

Boylston, Massachusetts

"I had an opportunity to attend your seminar in Toronto this last fall, and I wanted to thank you for the assistance it has provided me and my business. I originally found out about your services through the internet somehow, but when I saw both an article in Costco, then a notice from the Toronto Home Builders Association, I decided it was important for me to attend.

I own a home repairs & improvement business in Toronto and have been doing quite well the last few years. I also managed an American based franchise in Toronto in 2002. I left there for the very reasons you indicated in your seminar - these type of companies don't work. However, I did learn what not to do from them.

More specifically, I found that prior to attending your seminar I had a good handle on my business, especially because of my previous experience, as well as my university degree in business administration. However, there were certain aspects I was unsure of to get me to the next level. In short, your program answered all of them. And now I know exactly what I have to do."

Ontario, Canada

"I was hired as a part-time bookkeeper in 1997 for a small painting and stucco business which was started in 1987. Previously the owner, Harry, had done all the office work, bid work, estimates, billing, etc himself.

My first year was spent getting the office organized, setting up a filing system, paying bills and trying to get a handle on the company profit and loss. That year ended $75,000 in the red. That's when our quest began. We had long discussions on how to set prices, where we could cut costs, and how we compared to other businesses. We analyzed, discussed, and set some goals. We raised our prices. We increased sales, hired more employees, worked our tails off and at the end of the year we were $45,000 in the red.

Then Harry saw a flyer for a seminar called "Markup and Profit" in Reno, Nevada. We decided to attend.

We learned that our formulas for markup were destined to fail. My formula was to take job costs times a made up percent (what I thought we could get away with) and set the price. Harry set his prices based on his emotional attachment to his customers or what he thought they could afford or would be willing to pay. It is not easy changing the way you have always done things but we did, we had to. At the end of the year we were $12,000 in the red.

Better, but not good enough. The next year we cut more expenses, laid off some employees, had huge discussions, set goals and finally, finally pulled together a true picture of what our overhead costs were and reset our markup figure (increasing it for the 4th time). We ended the year $10,000 in the black. Here's what we did: 1) Established a markup based on Michael Stone's principles. Not what we thought the market could bear, not what we thought our customers can pay and not in comparison to any other business period. 2) We cut back to 5 employees which includes Harry and myself. . .

The year is not over yet but so far it looks as though we will be $30,000 in the black.

Thank you, Michael."

Bishop, California

"It was not easy for me to pickup the 300 lb. telephone to call Michael the first time. I was scared to say the least.

I am so glad I found both the courage and humility to do it. His is a calm and sensible voice that has helped guide me through a house cleaning and foundation building that have put me on more solid ground. We initially spoke once a week and now on an "as needed" basis. He is my coach for life.

My business is on a clear path whose possibilities for success are the things that scare me now. I am all ready well on my way to meeting my goals for gross sales, projects built and revenues collected for the year ahead. I know where I am headed and I know how to get there. It looks like I will more than double, practically triple, what I did the year before. I can live with that, so can my wife."

San Pedro, California

"Hey Coach!

I thought I would take a little time out of my busy schedule to interrupt yours with an update. . . .

The best news.......we went from a $200,000.00 + loss in 2002 to being $4,000.00 in the red to date, but, by year end we should be in the black again, and, we have over $2 mill. in contracts going into 2004. We have been blessed!

I just wanted to take some time to thank you for your part in the turning around of our business. It seemed at times like it was taking longer than some of your clients but we deal in high end homes not quick turn around remodel jobs. Even though our turn around time was longer than you might have thought; it was quicker than I expected. It took us years to get into the mess we were in and a short time to dig out.

Keep up the good work, you truly have a calling that is needed in today's construction field. If you ever need a referral please feel free to use me as one.

Thanks again, Happy Thanksgiving!"

Mercersburg, Pennsylvania

"I would like to take this time to thank you for all of the great information you have provided in your book, programs and newsletters. I have been in construction (both new and remodeling) for over 30 years and had no idea how much I had to learn in order to start my own business and really make money, so I would be able to stay in business.

Your material has been put together in a way so that it works for everyone, whether it is new construction, remodeling, one man operations to big companies. The insights you offer helps us new guys decide how big of a company we really want, how to stay focused on the kind of work we want to do and most importantly how to avoid so many pitfalls of the business.

I'm still learning and hopefully will continue to learn, so keep up the good work, it is greatly appreciated."

Baltimore, Maryland

"I just wanted to let you know that I am enjoying your newsletters immensely and appreciate the information and motivation that you are sending along. It is helping me put things in perspective and move from contracting as a "full time hobby" to contracting as a profitable business.

I have always lived my life as one of the good guys but have never had much of a handle on running a business. I have managed to survive the last 19 years in business as a result of my integrity and honesty, but I have never been financially successful. I'm changing that now. Thanks for the help."

Pacheco, California

"We took the M&P seminar on November 11, 2000. As a small family owned builder, our motivation was that we were struggling to make sense of how much to charge customers, why we didn't seem to make any money at the end of the job, and were headed towards a bleak future of not making the company work.

The seminar opened my eyes to a very simple way to approach a number of the money issues that I mentioned above. The course was a starting point. The M&P book was the course work. I read the book fully at least 2x. Studied parts of it more than that, and did every exercise as my life depended upon it. (In the end, it did). The book lead to a whole raft of changes in how we estimate ($300 and above is now the law), how we priced our homes, budgeting from $0 for all G&A, focusing on sales, and many, many other things.

In 2000 we closed the year with sales of $1,633,394 and a loss of $43,126

In 2002 we closed the year with sales of $3,583,367 and a profit of $125,000

In 2003 we anticipate a year with sales of $5,350,000 and a profit of around $275,000

It's still not 8%, but we are aiming for that within two years. It's a constant adjustment and struggle. And, it was not all M&P that did this. But I am not sure that we would have found our way out of the woods without M&P's help."

Milwaukee, Wisconsin

"I have started to go through the learning materials and find the resources to be both educational and validating. Educational, because I have learned a great deal from listening to the Markup and Profit CD's and reading the materials. Validating, because of the knowledge and experience you share in the material supports some of the business decisions that I have made.

I thought you would like some feedback as to how you and your organization has helped me and my company. I spent 25 years in successive jobs as a training professional. I already know the value of learning. My research into quality educational materials led me to your company."

Syracuse, New York

"Just a note to let you know how much I appreciate your manual on markup and profit. I have just re-entered the residential construction arena after spending 23 years in the heavy construction trade as a union carpenter and supervisor. I was involved in residential construction in the late 70's but at that time all I had was a knowledge of how to "drive nails." Consequently it didn't take long for me to seek out another form of employment and so I joined the union in 1979.

In May of last year I was approached by some friends of mine about building a home for their daughter. I had previously built their home in 1985 and I was excited to have the opportunity. To say the least a lot has changed since 1985!

Unfortunately not only did I come up short on the man hour estimate but I didn't add any markup at all. Thank God I had my son as my only employee! That's why your book is so great. I really want to do it right this time and even though I learned a lot on that first house, I definitely don't want to repeat the same mistakes."

Lewiston, Idaho

"My husband and I are in our seventh year in the general contracting and remodeling business which has grown phenomenally since it began. I married Michael nearly six years ago and became an officer in his business, which he had the foresight to incorporate.

It was still a small operation however, which Michael managed from his truck and home. When I came on board, he still supervised all the jobs himself, worked on them intermittently, hired a few carpenters as he needed them, and relied on an independent bookkeeper every two weeks to pay the bills. At that time, we envisioned growth and starting developing a three to five year plan. Then we received a flyer about Michael Stone's Markup and Profit Workshop.

I have always been a believer in continuing education. When I don't know something and need to learn it, I go to the best sources of education available. So we made the effort to attend the seminar even though it was a five-hour drive away from home. My husband and I still agree - that was the best investment we have ever made in our business!

Now, our corporation looks entirely different. We are a successful Build and Design firm, with a prime office location. We are active members of our local building association, are members of a national remodeling club, and attend annual building conferences. We have 10 employees at all times and hire on extra help during our peak season.

We have solid relationships with the banks, suppliers, and subcontractors in our area. We build spec homes that usually sell before completion. We also do remodeling and additions. Furthermore, we are building out a local business park. WE HAVE SUCCEEDED.

Now our problem is not how to get business, but how to manage success. And again Michael Stone has been a great resource in advising us. We would heartily recommend his seminars and his services to everyone who is in the contracting world!"

Kalispell, Montana

"Hey Michael,

I got the go ahead on one of my estimates, with the new markup of 1.45. Thanks!

If I can continue like this it will make such a difference for my family. Your advice will be helping me make my daughters tuition at college next fall. She wants to be a teacher. I have to go over on Thursday night to pick up a check, so I can have the plans drawn up.

Thanks again!"

Loudonville, New York

"I have been in construction 41 years. I went through a union apprenticeship and followed that with a degree in college. After graduation I have taken many industry related college courses at local junior colleges and at USC Los Angeles and more seminars than I can remember. I went to your seminar a couple of years ago and since then, after I applied much of your construction management material and methods, my profit ratio has increased threefold with a doubling of my gross sales. I have never gone to any seminar where I have learned so much in such a short time.

I have applied your sales techniques and after reviewing them with a sales seminar instructor who specializes in sales only, I was told that I was doing all the right things. My accountant, banker and attorney all agree."

Los Altos, California

"I was one of your "pupils" at your recent seminar in Taunton Mass. I wanted to thank you for coming through New England and leaving us (at least me), with your insights into the remodeling business. I remember you telling us about "money left on the table". I needed to tell you that I was in the middle of a 35K remodeling project when I took your course. The job started to expand, and change, and I found myself writing Change Orders to the tune of about 15K. I had done my homework, and I knew what my markup should have been on these orders. The money that would have been left on the table if I had not answered your invitation to attend your seminar? about $4,870.00. Michael...instead of leaving it on the table....I put it in the bank!"

Bourne, Massachusetts

"I was fortunate enough to have attended one of your seminars last year in Everett, Wa. Have been receiving the newsletters ever since and just wanted to take a few moments to thank you for the letters. They are friendly, informative and have turned out to be very useful. I have altered my bid style, changed our payment schedules, and recently spent the weekend (at a construction Expo in Portland), formulating and setting up our goals and business plan for next year. I was with my brother (who is also part of our business) and our cousin who runs his own construction business. My cousin will be contacting you for the possibility of receiving the same newsletter and has expressed interest in your next seminar when it comes to town. Hope the networking for you is OK.

All newsletters are copied and filed in your own notebook for constant reference. Again I just wanted to say thanks, I look forward to each and every months newsletter."

Shoreline, Washington