I started my Handyman business in Los Angeles, CA back in after leaving a year sales career. Today, the jobs I enjoy most, and the ones I make the most money on, involve fine finish work, including custom cabinets, bookcases, and built-ins of every type.

Click any image to see a larger version. Hit "back" button to return to article. After checking out their house, I always recommend something: In Southern California, that approach allowed me to quickly build my business up to four guys and two trucks.

What a nightmare that was! I decided to close it down and move all the way across country to North Carolina and start all over again at the age of 50 — no, not a mid-life crisis!

See my bio below. In no time at all, I discovered that the folks in North Carolina needed built-ins and finish carpentry work, too. And my marketing and sales skills put me a step above the competition. A lot of the homes here have niches on one or both sides of the fireplace. I specialize in designing and building bookcases and cabinets for big screen televisions, along with built-ins for closets, laundry rooms, and bathrooms. Here in North Carolina, I decided to concentrate on custom built-in bookcases and entertainment centers at a mid-range price.

Besides, they often need a custom unit made for a specific space. I can easily make a nice living and profit at this level. But in reality, my business is much more dependent on marketing than it is on carpentry. Yes, carpenters have to market themselves! Otherwise nobody knows who or what you do. Since I had prior experience in sales, I decided the best method was to put an ad under handyman services in the main Yellow Pages directory.

I went with a dollar bill size ad that stood out and attracted attention. In the ad, I listed some of the custom work I enjoyed doing — bookcases and entertainment centers, but most importantly, I said I did small jobs. I said it twice! Anything that gets me in the door. I used the same technique to get started in my new home state that I used in Southern California. On the average, I get calls a week. I try to learn what the people like about their home, how they live, what they might not like, too.

As soon as I see an opening, I make a recommendation and get out my picture book — my portfolio.

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I show that picture book to the wife and husband and point out some ideas they might like. I just offer suggestions, in a friendly kind of way.

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I might point at their living room and say: I did a pair of built-in cabinets just a month ago for a home that had those same niches beside the fireplace. Or I might say: Some day you should put in a French door right here, with a deck outside! That would really open up your home! The customers often respond the same way: I print the photos out — including some of the process shots showing how I build things, so my customers can see the whole story.

In fact, I tell a story about each picture in my book — I talk about the clients, their kids, or their dog. And I show the customers different details with every photograph. I also have photographs of different cabinet details, from doors to crown molding, from fluting options on pilaster to arched openings on bookcases, and glass shelves with lights.

I want my customers to pick something that they like right then and there. After all, why have to come back for a second sales call, or a design session, if you can accomplish everything on the same trip — and get paid for fixing the loose hinges on their front door at the same time!

I have an oversize postcard made up that promotes my handyman service and custom built-ins. As you get going, remember your best referrals will be from prior customers — so make sure you leave behind happy customers! ABT means Always Be Thinking! When you go to an appointment for an estimate, or to do a job, Always Be Thinking!

What else you can do for these people?

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What else can you offer them that you can do well? Remember, most of these people first see me as a handyman, not a custom carpenter, till I show them pictures of my work. Let me tell you what I mean. I went to an appointment several months ago, in the late afternoon. I usually have just finished working for the day, so I am wearing my work clothes — sort of messed up, you know what I mean. So I show up looking pretty down to earth, maybe a little strange, too!

It was just great! I opened my picture book and after looking at photographs, their whole attitude changed. I went there to price a single bookcase. But I kept my mouth shut and let them do the talking.

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In the end, they decided to do it all. I received a referral from a store to install four appliances, which, if my arm is twisted, I will do. I did the job, but after showing them my book, I ended up building a room divider between the living room and family room made from two-knee wall cabinets topped with custom columns. Then they hired me to paint their entryway.

Then they referred me to a friend who wanted some custom cabinets and a rustic fireplace mantel. All due to ABT — Always Be Thinking.

I usually plan on a two-appointment close: I have GOT to learn how to use that program! Advertising works, but you have to work it. I put my email address in this ad and times a week I get an email for an estimate. Trust me, business cards get you business, but, once again, you have to work them.

I always carry fresh looking, full color business cards. You can order them online from places like Vistaprint. Give out your cards daily. Set a goal to hand out ten cards per day to anybody. I do custom built-ins and handyman service. If I can help you out sometime, let me know.

Ten cards a day, times days, is 3, cards a year. Vehicle signs also work very well and say clearly what you do. They should include your phone number in very large and clear print. I have signs on the sides and rear of my truck. Make sure that a sign is on the back, so when people are stopped at a light they can call you up.

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Kreg McMahon was born in , when real woodshop was still taught in high school. Kreg has sold Amway, insurance, and advertisements in the Yellow Pages. He likes to say: You should know that Kreg moved to North Carolina for several reasons — not because of a mid-life crisis! He wanted to find that simple place in time, someplace that reminded him of Springfield, MO, where, as a boy, he used to visit relatives, and really enjoyed the old brick houses, the large front porches, and the landscape.

He heard that Charlotte, NC was similar, so off he went, in search of yesterday today. He did his homework and knew there would be enough demand in Charlotte to support the type of work he enjoys most. His wife had to stay behind so their daughter could finish out high school.

His one regret is never making the BIG TIME. But from an early age, female groupies have always been a distraction. Though it started out as a way to keep the sweat off his brow his ears are too small to hold a pencil! It is great when you see a person follow their passion and everything works out.

Way to go Kreg! These are great times to think big by thinking small. Anything I can do to help let me know. I have learned from others and have added my knowledge and pass it on! Good on you Kreg. I enjoy listening to stories of people who get it. The small job market is a good way to generate leads for everything else you can perform.

Nice to see the enthusiam and confidence you portray to everyone. I have recently retired and trying to figure out where I belong in this world. I have turned to woodworking as well.

It is so satisfying and rewarding, thanks for the story Kreg very inspiring. I also left the corporate marketing world. I am now in my sixth year as a full-time handyman in rural New Hampshire and absolutely love it.

My particular specialty is fine interior painting and I have chosen to remain a company of one. Everything I do is with the intention of distinguishing myself from all the other tradespeople in the area. I show up to all initial client meetings in khaki slacks yes, they do have some paint and stains on them and a button-down or polo-type shirt; It tends to be my daily uniform when not painting. I also opted for a Caravan versus a pick-up truck. I have a website, http: Does it all work?

Seems to for me. This was the busiest winter season yet. And I already have eleven weeks of exterior painting commitments and we still have snow on the ground! If in doubt, take a walk down the bottled water! After 28 years in the restaurant bar business I found myself on the street and unemployable. I started doing odd jobs. Should have done it 20 years earlier.

Everybody has a dogor kid to play with and you get to help people. Rosenberger and you both make good points in marketing your businesses. I hand out home made cards to those who ask for it. I have a had painted sign on my truck. I show up dress how ever I feel that day.

People wait for me to come out of the Home depot, follow you for miles it get imformation. I am sure I could get more work by following you examples. What I see is that the public is desperate to find people they can trust.

I also supect that both of you are people of great charter and project this to others. Thank you for you experance and I will pass it on to friend that are Handymen ofcourse not in your area. Thanks for the inspiration. I am 5 years into a third career after 15 years in the computer business. Subsidizing my business and life from retirement savings, I continue to barely make it month to month from my business.

I have even looked for a part time job in the computer business and other jobs. The problem is that for what they want to pay, I still cannot survive without tapping into savings. I usually get every job I bid. People love my work.

How did you stay focused and yet build your reputation without starving to death. I appreciate you sharing your story. I printed it and read it often as inspiration to continue to pursue what I love to do. Thanks So much Mike. It is not easy to stay focused.

You just have to take time out and refocus on your plan and keep organized. If you are getting every job you bid then you need to raise your rates!

Dear Kreg, what a story! Actually really makes me happy to see your success. I have recently started my own carpentry business. It has been a nerve wrecking start. The first bit of marketing I have done is the ole business card trick.

I like yourself, want to get into the built in cabinet market. But really I just want to work. I have been laid off from the contractor I have worked for in the past and now I am trying to move forward and up. Have you ever tried door to door marketing?

Do you think the yellow pages are good for a young guy like myself 22? I have a wife and 2 precious little boys and I am a little nervous about starting out. I loved your article and if there was any words of advice I would really like to hear it. I also havent taken any photos of the my work from the past so I have no portfolio. I just really want some clients to pamper haha. Sir if you could reply. I have used the yellow pages very successfully for my handyman business.

I usually spend some bucks to either match the other ads in size usually a business card size ad, in the main phone book.. To Kreg, what about email advertizing or website? Have you tried and if so how did it work for you. Loved the article and your interesting aproach. Am going to tryout the ones in the article asap, but what about the internet? Have spoken to several people who have increased their work load just by handing out their business cards every day to 10 people.

You MUST learn to use SketchUp!

Showing folks a SketchUp presentation of your plans for them is a tool far more powerful than any pencil drawing can ever be, because it is 3D and can be rotated to show it from any angle on your laptop. You can do modifications right there and then and show the new finished article in minutes. You may have heard of Ben from your insurance days. In such a list give an honest review of exactly why they should use YOU.

Put a lot of though into these two documents. Make them tight and to the point so they are quick and easy to read. Hope Kreg checks back and reads this, as I enjoyed his piece and hope these ideas are as interesting to him, and to the rest of you out there reading this.

Thank you for your thoughts and really like the idea of 10 reason why to higher me.

I already know the 10 one. I play the best rock and roll while working. I use the free version. A few basic tools and general use will put you in its driver seat so fast you will be shocked.

Here is a link to the easiest training video I have found, specific to custom cabinet design. Also comes with WindsorONE trim file.

You know, when someone does something for the good of the entire industry, they deserve the attention they get. Courtesy of Gary M. Watch this short video straight through.

Then, open the program download the free version first, search Google Sketchup , and using the pause button, test drive each step. I must say, however, since this video was made, Sketchup was updated, buy all the rules from the video still apply.

If anyone has any specific questions about using Sketchup, feel free to go to my website, get my number and call. This custom built-in was created using Skecthup. See more custom Sketchup sketches on my Design Ideas page. Oh, most importantly, everything is drawn to scale. When you create your projects with Sketchup, the entire drawing becomes your cutlist. Thanks for this article. I have read it and the comments at least twice now and have gotten something new from it each time.

Thanks again to you, Gary and others who share your experience and make this site possible. Hi Kreg, Great article. You are a real inspiration. I was wondering how to find out how to price your work for the handyman service vs.

What I do is figure out the materials prices. Again I build units for the middle class and they can afford them and they love them.

Thanks for your prompt reply. Very helpful and food for thought. By the way, I am a former Amway guy. Did well with it for a number of years and learned a lot. You do have good marketing skills. And you do learn a lot. I got a kid so excited about amway that when he was driving to the meeting to sign up and learn about it that he was in such a hurry to get there he was speeding and ran a red light and crashed out his car! Never made it to meeting! Kreg, Really enjoyed your article. When you do built ins do you build everything on the jobsite or do you use a shop.

Withe the Festool system you can build the the whole thing on the jobsite that is the way it is designed. Then go to customers and assemble. Add fluting details etc and install the paint.

And I have done most in the customers garage and just set up there for several days. Just let them know you need some space and they are usually fine with it.

Great article, lots of information and written with a smile. Click here to cancel reply. After you have one comment approved, all of your subsequent comments will appear immediately.

Read our comment policy for more information. You can include an image in your comment by uploading it below. Once you select a file, it will be uploaded and attached to the end of your comment. Katz Roadshow THISisCarpentry Shop Katz Brand Support THISisCarpentry. Like it or not, marketing matters.

Upload File You can include an image in your comment by uploading it below. Advertise with TIC Learn more about advertising on TiC. Recent Comments Popular Articles Andrew Pamenter: Thank you for an engaging article.

Your message is well-taken and echoed by the other commentators. Craft, understanding architectural details,… Ed Henderson: When completed his aim… Bridget: I am looking to replace a double glass sliding door with a single pocket exterior door. Could you please let… Gary Katz: Elias, I might agree on moldings that are within reach, maybe on a piece of furniture, but not on baseboard,…. I use a Festool saw and guide rail to break down sheet goods, because my shop is too small to move around full sheets.

Once the sheets are broken down, I size them to finished dimensions on my table saw. Drilling the holes is easy using a Festool LR 32 system with a plunge router. I join all my cabinets with dominos, which work better for me than biscuits Anyone need a slightly used biscuit joiner? Dominos register the pieces flush in both directions, so fastening is much faster.

First I cut the sticking, then I cut the copes. Why farm out the work if I can do it myself and make a little more money on each job? Plus, I can make a custom door in an hour, which is really handy, especially if I make a mistake! I make the raised panels, too, on the same router table, so planning is really important in my little shop.

Making the doors slows me down some, which is a good thing. Take a look at the Blum Ecodrill.