I'll frequently hear builders and renovators saying "I can't find enough good trades." In fact, it not only comes up frequently in conversations I have with builders and renovators, it is often a top concern in nation-wide industry surveys.

So, if no one can find good trades, where are they all hiding...how can you find them...and, once you've got 'em, how do you keep them?

It's Not Where, But How, to Find Them...and Keep Them

There's got to be good trades out there, right? They didn't all just disappear, did they (although it may seem like that)?

It's not really "where are they" and, in fact, it's not even "how do I find them" (although we'll talk about that) but "how do I keep 'em."

Finding trades shouldn't be hard -- industry associations and other similar organizations will all help you. But, like looking for builders and renovators, it's easy to find a list to call...it's figuring out which ones are the good ones. In your case, finding good trades that'll do the job well, on time, with little-to-no hassle, so you'll want to keep calling them for all your future jobs.

There's a two-pronged approach to that challenge:

1) figure out the 'good' from the 'not-so-good' trades

and

2) figure out what 'good' trades want...so you can attract them to your jobs.

Luckily, neither of the above is rocket science, but it requires a little bit of time to ensure you can "get 'em and keep 'em."

Step 1 -- How to Spot Good Trades.

This isn't any different than another business owner interviewing an employee or contractor for a job. Unfortunately, most business owner don't even do the following, much less do it well.

First, figure out what you want. Chances are, like most professionals hiring trades, you want:

. someone who'll show up on time
. do the job at the level of skill they profess to have
. contact you if they see a problem or conflict arising
. want a reasonable, but not extremely high, rate of pay; and
. be willing to fix any problems in a timely manner

Whatever these reasons may be, write down the top five or ten for you and use this to interview any potential candidates. Knowing what you want out of the trades you hire makes it a lot easier to figure out if the candidates have what it takes...leaving less surprises for you down the road.

But don't stop there. A lot of builders and renovators will simply ask a few questions ("Do you show up on time?", "Can you install air conditioning units?", etc.) take the answers at face value, then let 'em loose...only to find out later, not sooner, whether they measure up or not.

Don't fall victim to this. Ask them questions they can't say "yes" or "no" to. Instead of "Do you show up on time?" try "Tell me about a job that was tough to arrive and do your work on time." and "What was that like?" and "How did you solve the problem?"

This manner of questioning will give you a better sense of what it's like to work with the trade under the conditions you've decided are most important.

Also, a good trade, like a good builder, will be happy to provide references and further proof that they will do what they say they can do. Others may hedge, or hope you'll be too busy to check.

But, if "finding good trades" is so important to so many building and renovating professionals, wouldn't you take the time? Take the advice you give to your clients and prospects...get 3 - 5 references (or more, depending on your need) and ask those references similar questions (for example, "Were there any situations where it was tough for this person to show up or finish their work on time?" and "How did they solve the problem?")

Again, the key is to discover not only "if" their a 'good trade'...but how well they'll react to situations that may occur on the job.

Step 2 -- How to Keep Good Trades.

So now you've found your good trades and, yes, they're few and far between these days...especially since trades, in general, have seen a lack of new blood coming up through the ranks in recent years.

Makes sense to figure out how to keep the ones you've got, or recently found, right?

So, what do 'good' trades want? I bet you most of you are thinking "more money." I'll bet you it isn't. I'll bet that, if trades are walking away for more money, they've already felt let down in other areas...areas like:

. getting enough worthwhile and enjoyable work from you (you like worthwhile and enjoyable work...don't you?)
. recognition & respect for the work they do -- especially when it's over and above the call of duty
. everything ready to go so they don't have to waste their time, or re-juggle their schedule at the last moment (again, something you'd want too, right?)

So...what do they want? Ever thought about just asking them? If builders and renovators infrequently ask their clients what they what, they certainly don't tend to ask their trades.

So, do a quick survey (again, it doesn't have to be rocket science, nor take a lot of your time). Simply ask a couple of questions, like:

. "What's your biggest pet peeve about how you're treated by builders/renovators?"
. "What's the #1 thing I could do to make your work here better?"
. "What do I provide that you don't get from other builders/renovators?"
. "What don't I provide that you do get from other builders/renovators?"

I'm not saying you have to give into every request...or even provide every request as it's stated -- but, just asking will help you realize the gap between what some builders and renovators are providing...and what trades truly want.

Working with Trades is No Different Than Working with Your Clients

Just as it is with clients, the #1 secret here is to do more than the average builder...and, in some cases, it only has to be the simple, little things that make all the difference.

I know of, or have heard of some builders/renovators, who:

. providing training courses to their trades
. throw a BBQ (on-site or otherwise)
. simply keep them busy, so they don't have to worry about where the next job is coming from

Just like clients, working with trades is, of course, a relationship. Often, it's what you do in that relationship...not how much you pay, that makes all the difference.

As it's true that only a small percentage of prospects purchase based solely on price, only a small percentage of trades come on-board, and stay, solely based on rate of pay. Figure out what they want that they value, and no one else is giving them and figure out how to give it to them.

Final Word...

Usually the difference between an average trade and a good trade is the similar to the difference between an average builder and a good builder: that is, being willing to do a handful of things better than the other guy.

Figure out what your trades want out of a relationship with a builder, and give it to them. Be the builder EVERYONE wants to work with, and your next problem will be having too many trades to choose from (leaving your competition to wonder "Why can't I find enough good trades?")...and that's a good problem to have.

Brett Martinson is a professional coach and consultant to the home building and renovation industry. Builders and renovators can sign up for a FREE subscription to his Successful Home Builders' Newsletter AND receive his free, bonus 5-Part eBook, "5 Profit-Draining Mistakes Builders and Renovators Make...and How to Fix Them" at http://www.SuccessfulHomeBuilders.com