Clark and James tackle the challenges of estimating for profit in the contracting business, exploring strategies to price jobs appropriately while competing with lowballers and maintaining healthy margins.

• Detailed estimates showcase expertise and help filter out price-focused clients 
• The "cream rises" philosophy: focus on attracting clients who value quality over price
• Communicate transparently about potential issues competitors might not mention
• Three-phase estimation: desk estimate, site estimate, and final quote
• Present yourself as a guide on the renovation journey rather than a product seller
• Consistent follow-up (Tuesdays and Fridays) dramatically improves client conversion
• When handling changes, present options that might offset costs elsewhere
• Let the calendar be "the bad guy" instead of appearing desperate for work
• Be upfront about changes between estimate stages to build trust
• The better contractors collectively become, the better for the whole industry

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