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56 57 ouroverhead.So,weoperatedonsite,doingoneproject at a time. “Thatworkedfine for the first twoprojects.The third projecthit a littlesnagbetweensubmitting it for approval andactuallygettingapproval,soweendedup inasitua- tionwherewehada lull intermsof construction,butwe still hadtheoverhead.At thatpoint,I decidedtodiversify thebusiness sothatwewerenever caught like that again. Westarteddoingcustomhomes for select clients,aswell asplanningmore thanoneproject at a time,anddoing someoutsidecontractingfor special clients.Wedidtwo customhomes,aToyotadealership,andcontinuedtodo ourownprojectsat thesame time.That’s themodel now.” Matalonsays thatwhatdifferentiateshiscompanyfrom thecompetition is thequalityof itsworkmanshipand itsattentiontodetail.“I’maverypickyperson,”headmits. “Wedon’t cut corners.Myreputationmeansmore tome thananydollaryoucouldput inabank.I’mveryparticular inwhatwedeliver andwhatweputournameon.Ina nutshell,we’reextremelytrusted.Our customersknowus; we’veestablishedacustomerbaseandtheyknowwhat toexpect.Theyknowthey’regettingvalue.We’rehonest andstraightforward inwhatwesaywe’regoingtodeliver andwhatwedodeliver.Theproject thatwe’recurrently doing–64apartments–sold intwoweeks,almostbefore webrokeground.Mostof themareour existingcustom- ers,andother customerswhohavebeenreferredbyour existingcustomers.” MATALON HOMES