[Deck Guy]

Russ,

I'm not certain what you mean by guesstimate, but my materials usage seems to work out when I multiply the length of rails by four, and assume a certain coverage per square foot for a given product. That is my method for estimating the "actual surface area" as you call it. I generally finish within a gallon of my estimated stain usage per job, and have run shy only once this year.

My closing rate is about 90%, so I have no worries about how to convey my estimate to my customers. I know some people find selling the job to be difficult, but I enjoy BullSh***ing, so it's not hard for me. It's not rocket science...build a rapport with the customer, show my book while measuring the deck, explain the process, ask for the business, sign the contract, do the work. I have gotten jobs where I wasn't the lowest bidder, but most of my customers never even consider getting another bid.