PDB: What’s your market like? Bolton: People hear “Santa Barbara,” and they think money. It’s surprising, because there’s a lot of money here, but decks can be a hard sell. Lots of people view decks as simple things built cheaply by handymen and gardeners. PDB: How do you market yourself there? Bolton: Several ways. I get a lot of jobs from the Yellow Pages, with about a 20 percent closing rate. Referrals are good, of course. I’ve developed a relationship with a spa dealer – a lot of people who want spas want decks. That’s great in that the closing
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