When I do an estimate I'm not just thinking about selling a job and getting my money. I'm also thinking about the work that we will get from this job. I always try to observe the prospective client's life style. In this business, us sales people are invited into a prospective client's house to do our sales presentation, which is a perfect opportunity to feel them out! I am huge on referrals. If I know a job WILL land us alot of future work - I'll price the job low, simply so we can get other jobs from their friends, neighbors, and family. I don't tell them I'm pricing it low. I just do it and sit back and wait for the referals to slowly trickle in. Anyone else do this? If so what signs do you look for that tell you if you can expect referals or not? Last week I was at a home doing an estimate for a small patio outside of their walkout basement sliding door. Which means the owner took me through the basement to get to the area where the patio is desired. PERFECT! I love being lead through client's basements! Wanna know why?? Because thats where you'll usually find A BAR!!! There are two bar scenerios: 1) a bar with the bare minimums. This means they are sociable, but do not do alot of entertaining. 2) a bar fully stocked! This means they have ALOT of parties and have a large network of FRIENDS!!! The house I was at last week had a bar in their basement FULLY STOCKED! I was excited to see all those liquor bottles neatly displayed because this tells me that these people are social butterflies! This says "we WILL land at least 3 SOLD referals from this 1 little patio! I discounted this little patio by about $600.00. I WANT THEIR REFERALS! Anyone else use the same methods of observation and use similar tactics?