Most contractors are great at the work they do, but they’re lacking when it comes to making the phone ring at all, much less in a way where they will end up with the right amount of calls — from the right customers — at the right time.
The key is to cultivate skills and techniques you can use to make your phone ring with more calls than you can handle. That’s because having more opportunities than you need is what will finally enable you to be picky about what work you pursue and for how much money. You’re not likely to charge what you deserve to be paid and need to operate a highly profitable business if your phone doesn’t ring off the hook.