In 1998, I had been a Sandler Sales Training disciple for two years. I was practicing non-traditional selling and signing up more work than I had ever realized possible. Now what to do with the money? Although we were using the Lead Carpenter System, our production procedures left a lot to be desired, and our financial management barely existed. "Work in Process" could have been a cake recipe for all I knew. Fortunately, Linda Case and Victoria Downing are in our area of operation, and I knew them from previous consulting and attending seminars. D.G.Liu Contractor Inc. had stumbled past the million dollar volume mark through sheer stubbornness and devotion to customer service, but could not show a steady track record of profitability. Linda suggested we might benefit from membership in RAR. Although frightened at having my financial ignorance exposed to others, I knew anything Linda and Victoria ran would have to be beneficial. After getting past being intimidated by my fellow Millennium Group members, whom I perceived to be business management wizards, I realized that most of them had been in my shoes only a few years before.

I started January 1999 with a new financial manager and brought in RAR ExpertNet Steve Maltzman (whom we still have on monthly retainer) for a three day crash course in budgeting and work in process reporting. We have been consistently profitable ever since, and have been comfortable building our volume to 2.5-3 million in 2002. We have systemized the business to where I can disappear on a wilderness trek for two weeks without any form of communication and be confident I will not return to a wreck. I take off approximately sixty days a year. In addition to improving my personal financial circumstances, I have been excited to participate in the building of careers and futures for employees.

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