Contractor Sales Training: Recent Episodes
The Contractor Fight
The Contractor Sales Training podcast was developed by contractors for contractors. Tom, Steve, and Derek share their sales methods to increase their profits AND cut their estimating time to practically zero. If you are a contractor this podcast is for you!
With 100+ episodes under our belts, this will be the last episode of The Contractor Sales Training Podcast. We will be merging the show with The Contractor Fight Podcast. Find out what's going to happen with the show and some surprises to come.
In this episode, we talk about…
- Integrating The Contractor Sales Academy with The Contractor Fight Podcast
- The reasons behind combining the two podcasts
- About The Contractor Fight Podcast
- Battleground program—a group setting for contractors looking to grow their business
- Shin-Fu sales training and the 100k contractor business coaching program to become one program
Links to Resources:
Join us over on The Contractor Fight Podcast for daily inspiration, inspiring interviews, and actionable tips to build a strong contracting business: https://thecontractorfight.com/podcast
== BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info check out: https://TheContractorFight.com/Battleground
== Get your free copy of Tom’s book Winning the Contractor Fight (Just pay to ship) ==
https://thecontractorfight.com/book
== Connect with other contractors building stronger businesses in The Contractor Fight:
https://thecontractorfight.com/facebook
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
There’s a ton of different contracting jobs out there but do you really understand what business you’re in as a contractor? The guys share tips to understand what your customer really wants!
In this episode, we talk about…
- The importance of being able to identify your customer’s pain points
- Clean selling and showing up with no agenda
- Understanding you’re in the business of providing outcomes
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Tips for contractors after they understand what business they’re in:
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Ask customers the hard questions so you know what they want
- Spirit of conversation—customers know when you care
- Be confident and not graspy
- Show up with an open mind
- Stay in the motive
-
Understand the customer’s side to help know the best approach of working with them
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Lead with making others feel amazing just by being around you
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/
Relationships on the job — and in life — won’t always be perfect. Listen up to learn helpful strategies for difficult conversations and the importance of always knowing your end goal.
In this episode, we talk about…
- Suggestions for having a difficult conversation with your boss
- The power of word tracks to give clarity and solve problems
- Why you should always own your own crap
- Let the other person be right—pick your battles and have a clear vision of your end goal
- Be able to default to the highest level of your training
- How to avoid the habit of caving in to others
- Pausing to process before you speak
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/
Your employees help you to earn more money and run your business. Then why don’t you pay them the right amount of money?
In this episode, we talk about…
- How to sell using a website
- Deciding what amount should you pay to your employees
- Being in a defensive mode to run your business vs positive mindset mode
- How paying the right money impacts the psyche of your employees.
- Making your employees stay forever with you
- Elevating the quality of the people you employ
- Some problems that can be solved by money
- What requires your foreman to make more money
- Including your employees in your business decisions
- Solving your hiring problem and being more attractive as a company
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/
If you’re too busy to get sales training and practice because of all of your appointments, then are you really a professional?
In this episode, we talk about…
- How if you’re not practicing and learning just about every single day, you’re not going to be good at sales. Period.
- What it means for something to be a perishable skill.
- The danger of comfort zones.
- Why you need to apply the concept of reverse engineering to your life and your business.
- Why saying you don’t have time for training is really like saying you don’t have time to become a millionaire.
- How joining our community is going to help you develop the mindset of a champion.
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/
Today's episode dives into a friend’s recent complaint about what a pain it is to talk to contractors on the phone.
In this episode, we talk about…
- The specifics of what this customer’s complaints with this contractor were.
- One simple solution for these issues on the contractor’s part - asking a question, and then listening to what the customer says.
- Other strategies you can use to make the process easier for the customer.
- Why you need to start building trust with potential customers during your very first interaction.
- Why, as a contractor, you need to remember that you have control of the conversation.
- Practicing getting comfortable with silence.
- What it means that sales is a perishable skill.
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/
EP130 Contractor Sales Training: The Fu-Pass Are you meeting your margins? Listen up to learn about how to hit those sales goals, upsell to customers, and get your team up to speed.
In this episode, we talk about…
- Putting in the time now to make things muscle memory so that you’re not restricted in the moment when you need it.
- Other systems of preparedness that you can employ.
- How to make up-selling a habit with your team.
- How Shin Fu can teach you to connect with people with empathy and sell without high-pressure methods.
- How upselling to customers boils down to seeing needs and then asking the appropriate question.
- The importance of generating a good job culture that encourages your employees to be better.
- The use of a quota to show employees what your goals are.
- How you need to think about having a “Why” for your sales and business.
- The value of small wins and creating momentum.
- Your fast-pass to your process is your Fu-Pass.
Links to Resources:
Are you worth a small investment in yourself that will change your family tree forever? Come to Nashvegas - https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo
Today's episode is inspired by Amazon recently boosting their starting pay for workers. While a lot of business owners default to having a scarcity mindset, it’s important to step it up when paying your people. Listen to find out why.
In this episode, we talk about…
- How the wrong mindset about hiring and paying employees can actually hurt your sales.
- Why some people think entry level workers shouldn’t make much money, and why that’s a small-minded way of thinking,
- How providing decent employee wages comes down to more of a psychological issue than a financial issue for your business.
- Why paying people what they’re worth will work in your favor.
- Why having employees who have your back and stick around matters more than how much you’re putting in your pocket.
- How our contractor groups will help you get into the right mentality around this subject.
- Additional perks you should be implementing to help keep your employees around.
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo
If you follow our Shin Fu method, you know that getting to the heart of a customer’s motive is integral to the sales process. But what do you do when they won’t open up about it?
In this episode, we talk about…
- Whether or not the issue really is that the customer doesn’t want to share their motive or if it’s YOU not possessing enough training and sales skills.
- The importance of The Spirit of the Conversation - you have to be coming from the right place.
- Reasons why some customers can be more guarded or expect to have a shorter conversation, and tactics you can use to get around that.
- How when your conversation is going nowhere, that often comes down to a lack of courage to ask questions.
- Strategies you can use to prevent your customer from calling you back in a few days with buyer’s remorse, asking for their money back.
- The value of asking permission during your conversation with a client.
Links to Resources:
Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo
We’ve rebranded our podcast with a new name and there’s a few exciting changes happening around here, but we’re still here - bigger and better - to help you level up your contracting business!
In this episode, we talk about…
- Recent changes to the business, including merging with The Contractor Fight!
- Why the changes have simplified everything for you.
- How the team that we’ve assembled is truly the best of the best, all under the same umbrella now.
- The recent life-changing event the team held in Denver and the one coming up soon in Nashville.
- Why these events truly dig deep and end up as emotional experiences for all.
Links to Resources:
To learn more about the Nashville event, email help@thecontractorfight.com or visit https://thecontractorfight.com/nashvegas-2021/
Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/
If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/
Visit our website at https://thecontractorfight.com/?csa_url
To improve you sale game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo
Everyone’s always talking about work-life balance these days, so the guys are here to break down their unique takes on it.
In this episode, we talk about…
- How there’s a fine line between the level of busy that moves the needle forward versus the level of busy that’s just bullshit and busy work. It often comes down to the difference between being booked solid with actual commitments and feeling like you’re spinning your wheels all the time trying to get things done.
- Why most contractors are “bullshit busy” - creating busy work for themselves to make them feel like they’re doing something, while avoiding the tasks they really need to be doing to start making more money.
- Steve’s unique take on work life balance - you work around the clock for 20 years building your fortune so that you can take the next 40 years off.
- The idea that it’s better to go all-in on work when you’re at work and all-in with personal time instead of trying to balance both at the same time.
- Why you need to think about what percentage of your time you spend in your productivity sweet spot - where you’re busy actually moving the needle forward.
- Why you need to stop spending time doing things that you aren’t good or efficient at.
Links to Resources:
To move your needle forward, head to https://contractorsalesacademy.com/cheap/
Join The Bridge and start managing your time better - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
Communication and adaptability are two skills everyone needs to continuously improve. Stop waiting for things to magically get better and make the changes you need to make before it’s too late!
In this episode, we talk about…
- What having a true partnership means
- The universal reason relationships fall apart: communication
- The power of being able to adapt and change in your business and sales process
- Everyone thinks they have a plan until you get punched in the face
- Why Shin-Fu is biggest single change that’s made the most positive impact on Derek’s life
- How Shin-Fu can help you in your life and in your business
- It’s time to change or die
Links to Resources:
For advice starting tough convos with clients, head to https://contractorsalesacademy.com/cheap/
Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
Business feels easy when sales are coming inconsistently. But what happens when things slow down? The guys explain why you must build habits that maintain your momentum!
In this episode, we talk about…
- Why you should be selling every day
- What happens when you lose your momentum
- Finding the balance of outselling capacity with the mindset of not losing momentum on sales
- The importance of what happens after the sale
- The more momentum you can create, the better off you’ll be
- Keep your momentum with solid communication
Links to Resources:
For advice starting tough convos with clients, head to https://contractorsalesacademy.com/cheap/
Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
Okay contractors, here's a pep-talk for you when things start to slow down in your business. GET AFTER IT!
Links to Resources:
For advice starting tough convos with clients, head to https://contractorsalesacademy.com/cheap/
Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
No one wants to ask the hard questions and have the hard conversations, but we can’t progress without doing it! Tune in to hear how and why.
In this episode, we talk about…
- Hard questions you need to ask potential clients to prequalify them.
- Reasons contractors aren’t asking the tough questions they need to ask - namely, ignorance and fear.
- How a lot of this can come back to how people were raised and how averse they are to hear honest answers.
- The best thing you can ever do for yourself!
Links to Resources:
For advice starting tough convos with clients, head to https://contractorsalesacademy.com/cheap/
Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
Are you capable of a self-assessment to see how you need to grow? It requires the ability to be real with yourself, and most people aren’t cut out for it.
In this episode, we talk about…
- Mental Health - how important it is and how mental illness is often invisible in our society.
- How people fear being totally honest, both with other people and with themselves.
- What self-actualization can do for you.
- Why most people need to pay to get the help they truly need - like finding a therapist or joining a group like The Bridge.
- How the Shin Fu method can help you recognize and get the help you need.
- How even coaches seek out self-help so they never stop learning.
Links to Resources:
Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/
If you have any questions, reach out at help@contractorsalesacademy.com
To start making changes, check out https://contractorsalesacademy.com/cheap/
Some people will drain your battery while other people will charge your battery. Who are you surrounding yourself with?
In this episode, we talk about…
- How joining the right groups and communities will surround you with battery charging people.
- Why you need to participate and implement when you’re in a group so that you can grow.
- Why you should be selective about your clients, just like with your friends.
- How to do an inventory on the people in your life.
Links to Resources:
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
To start making changes, check out https://contractorsalesacademy.com/cheap/
Are you feeling overwhelmed and burned out? It seems like a lot of contractors are these days, but the guys are NOT because they have implemented the right strategies to avoid it. They’re here today sharing how you can avoid burnout, too.
In this episode, we talk about…
- Two different types of burnout you might be experiencing, and what they mean.
- How feeling overwhelmed is a result of choices you have made in the past.
- That you probably have systems you know you should implement but you’re avoiding - this is contributing to your burnout!
- The power of prioritizing.
- The importance of having a group to lean on in order to combat overwhelm.
- Avoiding analysis paralysis.
Links to Resources:
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
To start making changes, check out https://contractorsalesacademy.com/cheap/
What are you motivated about? Are you making it happen? Most people have all kinds of things on their to-do lists that they’re desperate to get done, and if you can fulfill those needs, you’re going to make a ton of money.
In this episode, we talk about…
- Pain levels for problems consumers might have and how this motivates them.
- How contractors who misunderstand the level of a pain point for a consumer miss out on sales.
- Why you need to take the time to read your customers.
- How the basics - answering your phone, asking questions, following up, and making people feel taken care of - mean more opportunities and more money.
- The importance of candid conversations with your clients so that you can get them talking and better understand their motivations.
- Why making changes is scary, but how it can transform your life and the lives of your descendants.
Links to Resources:
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
To start making changes, check out https://contractorsalesacademy.com/cheap/
You have the power to create the results you want so be careful what you put your energy and your focus on. The guys break down why what you believe about yourself matters and how to take action to attract what you want in life!
In this episode, we talk about…
- You get what you accept in life
- How Derek called his $1 million month for June using Shin-Fu
- Everything ties into what you choose to believe and focus on
- Why Steve believes you won’t get anything without taking action and busting your ass
- You can let life happen to you or you can make shit happen on your own terms
- Details about NashVegas 2021
- Instead of always playing defense, be aggressive and play to win!
Links to Resources:
CSA Podcast Episode 76: James Miller
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
You don’t always have to swing for the fences to be successful, you just have to make sure you’re connecting with your customer. The guys talk with Derek about how he sold $1M in June by listening and truly understanding what his clients need!
In this episode, we talk about…
- Shifting to making your job about the customer, not the company.
- Tapping into emotion and motivation vs. knowing just the facts.
- We don’t need every customer in the world—we just need the right ones.
- Being intentionally successful vs. accidentally successful.
- How conversation is a skill you can learn and how it will change your business.
- Home runs vs. base hits and getting clients off the market
Links to Resources:
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
The guys have been noticing patterns in the group, where there is a common denominator between higher sellers. The most successful people have mastered “the spirit of the conversation” and it shows in their numbers.
In this episode, we talk about…
- The importance of knowing your trade and craft, but not talking a ton about it to prospective customers.
- How to make the conversation about the client.
- How to position yourself in a conversation as someone who is there to solve a problem.
- Why you need to be able to lay your ego aside.
- A role play example of a conversation with a customer.
- How gratitude is essential and why you need to reframe problems as they arise.
- How consistently answering your phone will put you way ahead of the competition.
- That you’re going to default to the level of your training - so train hard!
Links to Resources:
Join The Bridge and practice the true spirit of the conversation for yourself.
If you have any questions, reach out at help@contractorsalesacademy.com
Listening to Contractor Sales Academy on the job is a great way to get coached while you’re working. It can be hard to be open enough to accept feedback, but unless you’re willing to take some coaching, you won’t grow. So are you ready to get coached and get better, or do you just want to stay the same?
In this episode, we talk about…
- The guys’ approach to coaching.
- How people need to be open to coaching in order for the coaching to work.
- Why you need to follow Shin Fu techniques to the tee without improvising.
- How getting coached requires lots of humility.
- Why The Bridge is a safe place where it’s easy to be humble and be a sponge learning and absorbing info.
- How even when you ARE a coach, you can (and should) still open your ears and learn from other people.
- Why the best time to join the group is actually when you’re the busiest, because you can make the most of what you learn!
- You can always make space in your day to learn and improve if your priorities are there.
Links to Resources:
Join The Bridge and get coached!!
If you have any questions, reach out at help@contractorsalesacademy.com
Derek is out in Alabama right now helping another contractor who was recently in a bad accident and needs help getting his jobs done. The fact that Derek is able to do this is representative of what communities like Contractor Sales Academy can do. Listen to find out why!
In this episode, we talk about…
- How the Contractor Sales Academy will teach you to save so much time that you’re better able to help other people - which we all like to be able to do!
- How the CSA to Derek is about quickly finding out if a customer can afford your services.
- Why the CSA started as a way to help contractors protect their time.
- Some inspirational CSA success stories.
- Examples of how to use time saved to grow your business even further and to totally transform your personal life.
- How the CSA is also about making life easier for your clients.
- Why answering your phone is essential!
- Why yes’s are good, but no’s are actually better.
- Why implementation is your new secret sauce.
- Why if you like what you do enough, you’ll do well because you’ll implement without being told.
Links to Resources:
Get our free guide to stop wasting your time on people who will never hire you here: https://contractorsalesacademy.com/cheap/
If you have any questions, reach out at help@contractorsalesacademy.com
People have been stuck at home for a while due to the pandemic, so there’s a rush of people looking for contractors right now! This means there’s never been a better time to have your sales tactics on point. Give this one a listen to give your sales process a tune-up!
In this episode, we talk about…
- Various sales tactics the guys use, like empathy, open-ended questions, and making the customer feel important.
- The fine line between giving a potential client information to show you’re a professional and offer them solutions, but not bragging and inundating them with so much info that they glaze over.
- What being a professional means in sales - and how goes deeper than appearances.
- Why it’s absolutely critical to review your sales process from the customer’s perspective so you can eliminate pain points and make things easy for your customers.
- Why the simple act of having someone always available to answer your phone will put you ahead of most contractors. And how, as a professional, it’s important to get back to people even if you can’t do business with them.
- How to start speaking the language of successful people who have money.
- How you need to care about the customer's needs, motive, and personality type so that you’ll know how to handle them and make them feel heard.
- Why you should not be annoyed when the customer wants more information.
- Why you need to prioritize curiosity and listening to your client.
- A role-play to show you how to gather information from a client and justify your price through the whole conversation to eliminate price objection and close the sale.
Links to Resources:
Find out what sales strategies to start implementing at The Bridge.
If you haven’t written us a review yet, please head over to iTunes and give us a review and then share it with another contractor!
The contracting space is BOOMING right now - which is great news for making money and growing your business. But that demand also means a lot of contractors are feeling really overwhelmed. So if you want to learn how to avoid overwhelm and take control of your contracting business, you need to give this one a listen!
In this episode, we talk about…
- Why implementation is essential.
- Why you need to learn from others, find out what works for them, and turn that into a repeatable process for yourself.
- How scheduling your time is a really valuable tool to grow your business, hold yourself accountable, and even carve out time for yourself!
- How having a hobby can be a useful time for you to be able to think, process, and plan. That quiet time is important.
- Why systems counterintuitively give you more freedom.
- Why it doesn’t matter if your system is perfect, what matters is that you plot it out and then have the discipline to stick to it.
- How you don’t need to get bogged down in the details - make your system fun and you’ll stick with it.
- How to start creating and implementing systems so that you can get where you want to be.
- Why you need to prioritize hiring good people who can take care of the tasks you either don’t like or aren’t as good at.
Links to Resources:
To hear more about our tactics that eliminate overwhelm, come hang out with us in Florida at CSA Next Level 2021.
Find out what strategies to start implementing at The Bridge.
If you enjoyed this episode, please head over to iTunes and give us a review and then share it with another contractor!
A guy in Tom’s Facebook group recently mentioned that he doesn’t want to earn more from his business because it will push him into a higher tax bracket! The guys discuss why some people tend to have this mindset, and why you absolutely should NOT approach your business this way.
In this episode, we talk about…
- Why you shouldn’t cap your income.
- How when you stop risking, you stop growing. You need to keep pushing through for more growth.
- How putting a ceiling on yourself is not just a disservice to you, but also to your family, your company, your employees, and your clients.
- How if you’re in a higher tax bracket, you may be paying more, but you’re earning even MORE so you won’t miss that extra tax money.
- Why you need to always strive to shine and be the best you can be.
- Why being in a higher tax bracket means you get to hire a better accountant, take advantage of deductions, build better retirement accounts, and more!
- Why you need to make the mindset shift to be happy to pay more in taxes because it means you are successful.
Links to Resources:
Come hang out with other contractors who like to make money at our event, CSA Next Level 2021.
Learn how to become more confident with your sales techniques at The Bridge.
We have a big ask that’s pretty easy to do - please head over to iTunes and give us a review and then share it with another contractor!
How’s your income? If it’s not where you want it to be yet, you might be embarrassed and tempted to lie about how much you're making. But if you’re not honest with yourself and your mentors, you’re NEVER going to be able to get better at making money. Not owning your income is a huge barrier to getting the help you need to ensure your success.
In this episode, we talk about…
- Why getting yourself into a room where you’re the least successful person with the most to learn is actually the best thing you can do for yourself and your business.
- Why going to conventions and seminars where you can connect with and learn from others - IF you’re willing to be honest with what you share - is going to advance your growth.
- How some seminars and conferences can devolve into everyone boasting and bullsh*itting about how successful they are, which doesn’t help anyone.
- Why our upcoming CSA Next Level event goes deep and how when you attend, you need to be unafraid to share honestly.
- How you should expose your small bank account now so that you can not have to worry about money later.
- How to make progress, you need to be ready to implement, not just consume.
- Why you need to be willing to get uncomfortable in order to reach your goals.
- Why you may be getting pushback from your significant other when you say you’re going to make a change and what to do about it.
Links to Resources:
Get out of your own way and come to our conference in Florida and we promise you, you’re going to grow your bank account: CSA Next Level 2021.
Learn how to become more confident with your sales techniques at The Bridge.
We have a big ask that’s pretty easy to do - please head over to iTunes and give us a review and then share it with another contractor!
Football coaches are notorious for out-coaching themselves, right? They might get bored or just decide to get too cute with their plays and then end up doing a poor job, when instead they should have kept things simple. This concept applies to sales, too!
In this episode, we talk about…
- Why mastering the basics is more important than trying to get too fancy with your techniques.
- Why you need to focus on proven methods - like Shin Fu - instead of letting yourself get bored and seeking out new techniques to try.
- Why if you keep things simple and do them really well, you’ll not only excel - you’ll also spend way less energy and time than you would have if you were trying to make things harder for yourself.
- How the best salesmen are made, not born.
- What goes into making a good salesperson and how you get there.
- Why pushy salespeople drive customers away but passive ones don’t ever close any sales - so the sweet spot is being an assertive salesperson.
Links to Resources:
Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021.
Learn how to become more confident with your sales techniques at The Bridge.
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
It’s the hardest lesson you’ll ever have to learn. The number one thing that you need to learn to do? Shutting the hell up. We know it’s hard, especially since you are smart and talented and good-looking! But people don’t want to hear it and it will lose you sales.
In this episode, we talk about…
- Why you can rely on social proof to speak to your strengths without you having to do it yourself.
- How when you tell people how amazing you are, they’re not going to hear and believe that. They’re just going to think you’re arrogant!
- Why you should be talking at most 30% of the time, and you should let the potential customer do the rest of the talking.
- Why you need to make your sales pitch about the customer, not about you.
- How to own up and admit your mistakes.
- How to avoid being baited by a customer to fall back into talking about yourself.
Links to Resources:
Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021.
Learn how to STFU and improve your closure methods over at The Bridge.
Learn how to identify tire-kickers with this free guide!
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
Obviously, you want your business to make more money, but hoarding all the profits and being secretive about what goes on behind the scenes is no way to get there. If you want an open, “we’re all in this together'' attitude from your team, you need to be trying to make them money and take them up with you.
In this episode, we talk about…
- Why a culture of sales makes everyone happy and makes everyone on the team more money through friendly competition.
- Why employees like to have a little pressure to sell when they understand that the profits they help you make will be shared back with them.
- How every industry upsells because people who have already spent money on a company are more likely to spend more money with that company.
- How to slowly build momentum with newer salespeople to get them more comfortable with upselling at higher and higher values.
- Why customers do sometimes appreciate it if you point out other things around their property that need to be fixed - and how to do it without sounding salesy.
- How to generate more sales by gently letting existing customers know the other services you provide.
Links to Resources:
Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
What do you think the most important aspect of the sales process is? The guys are proving today that the very first step, motive, is also the most important. And you’re going to need to keep this in mind when you’re navigating the process with customers.
In this episode, we talk about…
- Why the motive is your foundation to set up all of the other steps in the sales process.
- Examples of the situation where the guys’ training about motive helped them close a sale.
- How using motive properly makes people want your service enough that their desire is more important than the cost.
- Why you need to train yourself to truly see from the customer’s perspective.
Links to Resources:
Come meet us at our conference in Florida, CSA Next Level 2021
For a resource to help you tell the difference between the liars and the buyers, head to https://contractorsalesacademy.com/cheap/
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
The guys have a Next Level VIP event coming up at the end of April in Destin, Florida, and they’ve been having a great time competing to see who can sell the most tickets. The way they’ve managed to gamify ticket sales has sparked a conversation about other ways you can use gamification to your advantage in your contracting business.
In this episode, we talk about…
- Ideas and strategies to gamify goals for your team.
- Why people’s competitive nature means that gamifying a company goal is both fun for your team and will help your company achieve its goal faster.
- How this idea can apply to more than just sales challenges, plus ideas for other processes to gamify and rewards to give to your team.
- The importance of accountability, recognition, and fun in the workplace.
- Examples of times the guys have gamified something on a project and how it boosted morale while making them a ton of money.
- How last year’s event was life-changing and this year’s is shaping up to be, too. While you’ll learn the sales and marketing tactics you expect, you’ll also be learning amazing ways to change your personal life and mentality. Plus, you’ll meet awesome like-minded people.
Links to Resources:
Learn more about CSA Next Level 2021
To start building your confidence, join Contractor Sales Academy!
For a free download to help you spot people who will never buy from you, head to: https://contractorsalesacademy.com/cheap/
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
If you’ve been listening to us for a while, you already know that our Shin Fu sales method is proven successful. But it can only be successful if you take the care to follow it to the letter. Believe it or not, we didn’t always do this in the early days of using Shin Fu, which caused us to make some mistakes.
In this episode, we talk about…
- Funny anecdotes about almost-sales gone wrong!
- Why you need to make sure ALL decision-makers are on the same page -you might be dealing with someone whose husband or wife does not want any contracting done.
- Why you need to follow each precise step of the shin fu method so you don’t get your hopes up on a sale and then get let down.
- The importance of keeping in mind that there’s safety in the steps of your process. You need to follow them consistently.
- The buyer’s dance and the seller’s dance that happens in every transaction which you need a strong plan to navigate your way through.
- How you can find a plan with clear steps to follow over in the Contractor Sales Academy -otherwise, you’ll be helplessly going along with your client’s plan.
- Why money is a difficult subject for a lot of people to bring up, and how most people weren’t taught financial responsibility in school.
Links to Resources:
To start building your confidence, join Contractor Sales Academy!
For a free download to help you spot people who will never buy from you, head to: https://contractorsalesacademy.com/cheap/
Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.
Are you in a business group, or have you maybe thought about joining one but decided against it? It can be scary to join a group, even when you know it will be good for you. Today, the guys are talking about the two mindsets people often have when thinking about joining a group -one of excitement and motivation, the other of resisting the group out of fear of being judged.
In this episode, we talk about…
- How a major driving factor in joining a business group is connection. A group will connect you with like-minded folks who push you to be better.
- How many people resist joining a group because it’s hard to admit to others that you’re not making as much money as you would like.
- How the accountability that comes from a group is great for your business -but can be scary at first.
- Why you need to put in the hard work through a group to make a real change.
- Why, if you’re too scared to join Contractor Sales Academy, you’ll actually have a ton of fun in the group!
Links to Resources:
To start building your confidence, join Contractor Sales Academy!
For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/
When you own your own business, you need certain lifeskills. Today, we’re teasing next week’s topic -the skill of leadership- and then delving deep into the skill of confidence. Confidence can be tricky to build, especially when you’re starting out with your business. Luckily, there are ways to gain it!
In this episode, we talk about…
- How leadership isn’t something you just turn on for your business but instead needs to be a constant habit, applying to all aspects of your life.
- Why to be a true leader, you actually have to be open and vulnerable to earn people’s loyalty.
- How training and practice will give you confidence.
- The concept of micro-wins, which is a great way to boost your confidence over time.
- Why joining the Contractor Sales Academy will give you the space you need to train and get micro-wins that make you more confident.
Links to Resources:
To start building your confidence, join Contractor Sales Academy!
For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/
Do you find most of your conversations easy or awkward? A lot of times, conversation flows perfectly when we’re talking to the people we know and love -but quickly becomes awkward as soon as we jump on a sales call with a potential client. Listen to this episode to learn how to break through that awkwardness!
In this episode, we talk about…
- Why the “spirit of the conversation” can make or break a deal.
- How a client won’t open up to you unless you prove to them that you have their best interest at heart.
- Strategies you can use to set a good spirit of conversation, such as showing a client their role, the Shin Fu Method, and building up a bit of FOMO.
- Why for most people, this is a learned skill rather than a natural talent, and how you can learn it over at the Contractor Sales Academy.
Links to Resources:
To learn how to talk in a way that will help you sell, join Contractor Sales Academy!
For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/
There’s a link between how well you communicate and how much money you make. So, the better you learn to communicate with customers, the more your business will be able to grow. It does take training and practice to build these skills, though!
In this episode, we talk about…
- How the Shin Fu method will help you communicate better and in turn, close more sales.
- Why the $300 price to join the Contractor Sales Academy is well worth it for the communication skills you will learn.
- Ways you can use these communication skills to better navigate your life and relationships, in addition to your business.
- Why you need to find out if a potential customer is willing to pay your prices over the phone before you go make a house call.
Links to Resources:
To practice your communication skills, join Contractor Sales Academy!
For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/
We have a question for you today. Based on what you think you deserve, are you under-earning? Chances are, the answer is yes, because if you want more money and you have the ability and capacity to earn more, then you’re underearning.
In this episode, we talk about…
- The top three things many contractors don’t do that make the biggest difference in their earning capacity.
- Why honesty is key when it comes to communicating to make more money.
- How practice and roleplay will help you get better.
- How Shin Fu tactics you’ll learn in the Contractor Sales Academy will help you become a better salesman and therefore, earn more.
Links to Resources:
To learn more about these 3 principles, join the Contractor Sales Academy! CSA is a game-changer for your business.
It’s that time of year for digging into your planner and doing some goal-setting, but did you know that the average resolution is broken on January 5th? Steve and Tom talk about resolutions and how you can do something for the New Year that’s different than all the previous years.
In this episode, we talk about...
- How many people fail at their resolutions because they’re trying to make a change completely on their own with no support.
- Reasons why people don’t take the action steps they need to take to stick with their resolution.
- How to put in the work needed to stick with your resolutions.
- Reasons why joining the group The Bridge will hold you accountable to grow your contracting business in the New Year.
- How if you put in the work in The Bridge, in just a week you can make back the cost of the month’s membership with the tactics you’ll learn.
Links to Resources:
Join The Bridge to make your business stronger.
The Contractor's Guide to Spotting a Cheap Prospect BEFORE They Waste Your Time
Please leave a review on iTunes
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Tom returns from Hollywood! Tom has been off filming a reality show for HGTV, but he’s back to chat with Steve and Derek about “falling on your sword.” Everyone’s screwed up at one point, and while you might be tempted to get defensive or make excuses when you’ve made a mistake, that will only turn your customer away. Instead, when a customer is unhappy with you, you can fix the situation with a real, heartfelt apology. Fully take the blame, and you’ll often find that they will turn the situation around and come to your rescue! Problem solved.
In this episode, we talk about…
- Practicing these skills so you’ll be able to use them smoothly
- Truly listening to your customer
- Using mirroring to diffuse tense situations
- The psychology of how and why this technique works
Links to resources:
The Contractor's Guide to Spotting a Cheap Prospect BEFORE They Waste Your Time
Please leave a review on itunes
Contractor Sales Academy
CSA YouTube
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
No salesperson likes tire kickers, but what about when you are the one that is wasting your own time? Steve and Derek are on the loose again with Hollywood Reber out of the booth. Today, they are talking all about how to avoid being your own tire kicker!
In this episode, we talk about…
- Derek caught himself on the verge of being a tire kicker just this morning
- The Shin Fu works from both sides of the conversation
- Nobody likes to have their time wasted, regardless of the cause
- Contractors need to stop getting in their own way
- What you could be doing with your wasted time
- The inspiration that led to the creation of the Shin Fu
- Make the process as easy and streamlined as possible
Links to resources:
Spot the cheap tire kickers!
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There’s a common theme amongst contractors when it comes to making sales, vomiting all over their prospects. While most contractors think they know what’s best and don’t take the time to really listen to their prospects, the boys over at the CSA are doing it differently. Steve and Derek are here today to talk about how and why to focus on making your prospects feel important. Just make it about the other person!
In this episode, we talk about…
- The mistake that every other contractor makes
- Showing them what they need to see and hear
- Digging deeper to find out what the prospects really need
- In order to learn, you have to go to school
- Realizing the importance of investing in education
- What you should assume when prospects call you
- Highly specialized word tracks will help you appear professional
- Why price becomes more and more irrelevant
Links to resources:
Learn how to weed out the tire kickers!
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Are you earning enough money? Most people want to make more money than they are currently making. Steve and Derek are in the house to give you some insight that will help you learn if you are earning your value. Simply put, if you want to earn more money, you are an under-earner!
In this episode, we talk about…
- The definition of under-earning
- Your actions determine your financial results
- Recognizing the actionable items that you are not doing
- 3 things that contractors are not doing that would make the biggest difference
- What happens when you are not honest with someone
- You have to be willing to work at the process
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
When a prospect is throwing money in your face, don’t let your fear of the money talk stop you from taking it. Steve is in the process of getting his roof replaced after a leak washed him out. It’s proven to be quite a difficult process, especially when it has come to communication with the contractor and the entire payment situation. Don’t make the client pull teeth just to give you their money. Make it easy for them and learn how to communicate properly!
In this episode, we talk about…
- Steve shares his current contracting nightmare
- How you know the contractor is scared to talk about money
- Derek used to be that guy without a process
- Establish a process that streamlines the ENTIRE project
- Spend the prospect’s money the way they want to spend it
- When contractors collect the bid information without giving the bid
- 3 things that people hate most about their contractors
- People are conditioned to want ease and convenience
- The last thing you should do to get things done
- Educate yourself to avoid friendly fire
Links to resources:
Learn how to avoid cheap prospects!
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The boss ain’t here and that means it’s time to party! Steve and Derek are sailing the boat today without Captain Tom, so they are doing whatever the hell they want. Today, they are diving into their history together over the last 7 years since they met. Though it’s only been 7 years, they have made a lifetime’s worth of growth!
In this episode, we talk about…
- The event where Steve and Derek met each other
- What Derek thought of Steve when they first met
- Advancements in mobile finance have changed the mindset around money
- Breaking down the art of polishing a turd
- What clicked for Derek when he heard Steve speak
- Using pressure as a way to build sales skills
- Derek’s financial journey over the last 7 years
- What the Contractor Sales Academy is all about
Links to resources:
The Aquascape Foundation
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
All the work in the world can be put towards your dreams and there’s still no guarantee you’ll be successful. Steve plays his heart out on the basketball court but won’t ever make it to the NBA. All the time, contractors are doing a lot of the right things in their business but still can’t seem to get over that hub. Tom, Steve, and Derek are here today to tell you why!
In this episode, we talk about…
- When Derek found out that he was good at talking, not sales
- Having a process in place doesn’t mean it has to involve you
- Focusing solely on the things you are good at and outsourcing the rest
- A hundred things are standing between being normal and being the best
- What happens when you get good at selling after not having a process
- Learn what your strengths and weaknesses are
- Why bosses act as the bottleneck to their company
- All three of the guys helped pave their own path
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Whether it’s with the opposite sex, your business, or any other area of life, everyone has standards. Here’s the thing, most contractors don’t set a minimum standard for what they charge. That’s a mistake. Tom, Steve, and Derek are in the house today to talk about setting those standards and sticking to them!
In this episode, we talk about…
- Why people don’t set a minimum standard with their income
- 98% of contractors do not do a debrief after the job
- If you’re lucky, you’ll nail it above your standards
- Most contractors give themselves nothing to measure against
- Steve was able to make his minimum working only ⅓ of the time
- Contractors have a much higher standard on their workmanship than income
- Fighting to hold onto the wrong things will hold you back
- Why people never want to go against the grain
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The first time that you do anything is never going to go well. That’s the point. Becoming successful at anything is going to be a grind of consistent failure. Tom, Steve, and Derek are in the house today to talk about that grind and how staying with it can help you achieve your dreams. Take Steve for example. He didn’t start learning to dance until he was 60 and now he’s ready for Dancing with the Stars!
In this episode, we talk about…
- The more you do anything the better you will get at it
- Derek’s journey from being a sales novice to killing it with the Shinfu
- Breaking down the characteristics of the Shitty First Draft
- How most contractors react to what the customer says
- Controlling the situation while making the customer think that they are in control
- A bit of advice for those contractors who think they can wing their sales process
- Being content with your life doesn’t mean you are satisfied
- When the fear of commitment becomes an obstacle
- Learning how to win in sales translates to the other parts of life
- One thing that you have to be clear about right now
- Why rock-bottom doesn’t have to be the turning point
- Get a gameplan for the moment you get punched in the face
Links to resources:
Guinness Book of World Records
Learn to spot the cheap prospects!
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
https://contractorsalesacademy.com/csa/
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
How much joy do you as a contractor actually bring the world every day? Steve and Derek are here today to tell you why you should align your money goals with your life goals and how to do it. It is up to you to provide as much joy as possible to the world every single day if it is within your power to do so. The more joy you bring to the world, the more money you can make!
In this episode, we talk about…
- Your obligation as someone who can bring joy into the world
- How Apple makes billions of dollars year over year
- Delighting the customer by making it easy to do business with you
- Too many contractors undervalue what they are doing
- Knowing that you offer the best product for the customer
- Making sure to nurture the excitement level of the customer
- Where most contractors make their communication mistake
- Have the ability to learn and implement in your own life
- Putting a system in place that works for your business
- Give yourself time to work on your business
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
A better life. That’s the point of this whole racket, isn’t it? The consequence of having a successful business is getting a better life. Well, Tom, Steve, and Derek are here to tell you how to get that better life. Life begins at the edge of your comfort zone!
In this episode, we talk about…
- Growth is a constant journey of giving and taking
- The best way to grow is to be uncomfortable
- Why it’s easy for people to get complacent with their lives
- A growth mindset vs. a fixed mindset
- How your brain works to keep you in your comfort zone
- Every successful entrepreneur has the same complaint
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
You can consume information about sales all day every day, but until you actually take action, you’ll never know if you’ve truly learned anything. Tom and Derek lay out why learning by doing is the best way and why repetition and communication are key to your success!
In this episode, we talk about…
- Perfect practice makes perfect
- Learning isn’t about consuming information every day
- Learn to communicate and stop reacting with the Shin-Fu process
- Do the reps and avoid shiny object syndrome
- There’s nothing like learning it by doing it
Links to resources:
CSA 5-Step Shin-Fu Sales Process
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Your goal as a salesperson shouldn’t be to vomit all over the prospect of how great you are. Instead, focus on asking the right questions so you can peel away until you get to the prospect’s motivations. Tom, Steve, and Derek are in the house today to talk about how to peel back one layer at a time to make it all about the prospect. Let them discover what would make them truly happy with the project!
In this episode, we talk about…
- Stop vomiting all over the client and let them speak
- Reasons that you can’t tell them how it’s going to be
- Their motives are probably completely different than your assumptions
- All humans just the same thing; they want to be heard
- Things that make contractors pounce when they should peel
- Understand the full context of the situation before making assumptions
- Don’t be afraid to ask stupid questions
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Derek used to be one of these contractors that grind and grind but could never make his way out of being broke. Well, he was able to establish processes that worked, and more importantly, he had the discipline to stick to those processes. Now he’s killing it, and that’s why Derek’s out toy-shopping today. Tom and Steve are talking about how a lack of discipline is killing contractors all over the world. Develop some personal integrity and take care of your stuff!
In this episode, we talk about…
- Discipline is doing the things that you need to do, whether you want to or not
- Contractors don’t have the personal integrity to protect themselves
- Most contractors know what they should be doing but choose not to
- No one likes being exposed as a liar, even to themselves
- Find a group of other people that are also screwing up and can admit it
- 20,000-foot flyover of The Bridge and how it can help take you to where you want to be
- To be successful, you need to have a successful mindset
- Just like everything else in life, you only get out what you put into The Bridge
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There is not a one-size-fits-all tool in your toolbox that you can use for every job. You need to have a big toolbox, not just literally, but metaphorically, to be ready to fix all the situations that you will encounter when talking to a prospect. There are going to be objections; there are going to be absurd requests from clients that don’t fit into your schedule. Join The Bridge today and start collecting every tool that you need to get the job done!
In this episode, we talk about…
- Brand new members of the bridge usually have a small number of tools
- Word tracks for every situation act as your tools
- You only need to learn a few foundational word tracks, then make them your own
- This is a constantly-evolving art; the learning never starts
- The Bridge provides knowledge beyond your immediate environment
- Learn when to use what tool by practicing over and over
- Better communication skills act as a tool to make your life easier
- Focus your time and energy on the most important things
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
You must be willing to invest in yourself if you ever want to have financial freedom. The CSA fellas are in the house today with Bubba Hogan, a contractor who has doubled as a police officer for the past 18 years. Bubba didn’t want to invest in himself for 10 years, and now he’s all in. Think about all the things that you are willing to put a lot of money into and make sure that your name is on that list!
In this episode, we talk about…
- You make time for what you want to make time for
- The three expensive things that you invest in
- People are willing to invest in stuff that does nothing for them
- You get out what you put into your business
- Contractors will avoid the hard questions out of fear of losing a client
- It doesn’t make sense to pay for the leads and be afraid to call
- With a plan, you don’t have to feel less-than
- The BS meter will tell you if this prospect is for real
- Repetition and roleplay will give you the confidence to be the alpha
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The boys are back in town for today’s episode. They are here to talk about the current state of the Contractor Sales Academy and everything that’s going on with The Bridge right now. Take a listen to hear all about the resources that will be at your fingertips!
In this episode, we talk about…
- Everything is easier when you know how to sell
- There are 14 different webinars each month that you can join to get help
- You have to pay your dues to get to the higher level stuff
- The Bridge will give you the space to learn how to change your life
- These guys don’t just teach it; they live and breath it
Links to resources:
Tiffany
Cracker Barrel
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Driving for success and reaching your goals does not come without its trips and falls. It’s important to remember, however, that there are little wins along the journey that help you take those leaps forward. With Steve out and about on a resort in Maine, Tom and Derek are on the loose today. They are here to tell you all about how to get those quick wins that can move you closer to your ultimate goal!
In this episode, we talk about…
- Learn how to communicate so you can really find out their motives
- You have to trust and implement what you learn
- Get out of your own head and stop questioning so much
- People tend to wing it with great intentions
- Showing up is absolutely essential to get those quick wins
- It’s not always what you say; it’s how you say it
- We’re afraid to have those uncomfortable conversations
- You are closer to success than you think
Links to resources:
Airbnb
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
In life, we as humans have a tendency to lean back on our constructive habits. It’s a rollercoaster of discipline and consistency. Tom, Steve, and Derek are here today to talk all about the importance of staying consistent in your business. If you assign importance and are consistent to increasing your sales, you will see the growth in your business!
In this episode, we talk about…
- You cannot be up and down with consistency in life or business
- Whatever we assign importance to, we get more of
- Sales are the calories for your company
- Consistency throughout different areas of life will bring you rewards
- Do not let success blind you to what got you there
- Your income is an indicator of your mindset
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The Shinfu all starts with the motive. You must understand the motive of the prospect so that you can understand their pain. People don’t just want their house painted for no reason. Make an effort to make a real connection and build a relationship of trust with your prospects. Motive leads to money!
In this episode, we talk about…
- They are building trust with you throughout the process
- Show and sell value based on the things that are important to them
- Determine what all the wasted time is costing you
- The competition is less relevant when you hang out in the motive
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
You can’t expect to win the game if you spend no time practicing. Tom is in Bentonville, Arkansas with James Miller to talk about James’s journey through The Shinfu. James is a black belt in The Bridge, but he wasn’t always a believer. Like so many contractors, he was looking for a solid sales process and that’s when he found The Bridge. James was in the program for 7 months before he finally did his first roleplay and he started to see real-world results in his business. Remember, you will always rise to your highest level of training!
In this episode, we talk about…
- James finally realized how important roleplaying is to the sales process
- We always rise to our highest level of training
- Imitate somebody who is where you want to be
- Where the rubber meets the road in The Bridge
- In order to change positively, there needs to be a mindset shift
- You will get out what you put into your training
- Make sure that you feed your mind with the right things
Links to resources:
Walmart
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
What it takes to be successful with your contracting sales game isn’t a secret, it’s just really hard for some people to do. Here’s how you do it; be vulnerable and honest. We are all fearful that our honesty will lose the client, but you’re actually much better off because you don’t have to waste your time and jump through hoops. Tom, Derek, and Steve are in the house today to talk about the most common sales objections that you need to be prepared to hear. Just like in sports, the best way to prepare for the opposition is to practice, practice, practice!
In this episode, we talk about…
- It’s common to feel like something is wrong when your price is way higher
- Let yourself be vulnerable and you’ll get what you want
- You have to be willing to pick your pain
- The 2 types of people that stay in business
- 90% of contractors around the world do not know their numbers
- How to show your value when you are more expensive than everyone else
- Know where you want to be and reverse engineer that
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
If you can learn to use the right tone, bring positive energy, and be grateful over the phone, you can take your contracting business into outer space. Tom, Steve, and Derek are taking it easy today, feet up, and laid out by the pool. They want to tell you about how to kill it and not mess it up. Practice some tonality and learn to control your emotions!
In this episode, we talk about…
- Those that can control their emotions win the game
- You have to have a tone when you go through the Shinfu
- People will choose you if you have the right tone
- How to digest what you hear and speak out what you want
- The only way to learn how to handle objections is by practicing
- People are attracted to people that have a good energy
- Carry gratitude into the conversation
Links to resources:
Louis C.K. Do Your Job
Woman Gets Emotional Over Chick-Fil-A
Never Split The Difference
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The only thing that is stopping you from achieving your dreams is the head trash that exists between your ears. Tom and the boys are back today to talk about the number one thing that gets in the way in life. They know that you don’t have to let your past or present determine your future. So, what’s holding you back?
In this episode, we talk about…
- Your limiting belief is the largest obstacle
- Find the root of where these beliefs come from
- Attracting money comes way before the money itself
- How the Shin Fu can help change that belief
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Grit is defined as the strength of character, perseverance, and passion for long-term goals. Life is going to kick you in the teeth, and how you respond will determine where you can go. Grit is the difference between those that are successful and those that aren’t. The boys are back at it today to tell you all about how grit is necessary to get to financial success. At the end of the day, you have to be willing to get up everyday and do the shit that no one else wants to do!
In this episode, we talk about…
- Be willing to do the things that others won’t
- Building a business is a battle between you and yourself
- The secret sauce to creating a successful business
- Grit is sticking with your future day in and day out
- If you are not getting resistance, you are not pushing hard enough
- You have to put in the time to be great
- Find the time for something that you truly want
- There is no substitute for putting in the work
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Whether you’ve hit your income target or are struggling to make ends meet, your attitude about money can make or break you. You have the power to change your situation if you’re not living the life you want. However, on the flipside, if you get too comfortable and take your foot off the gas, it can all go away in the blink of an eye. Stay focused and really consider if you’ve found the right community to support the work you need to do to get what you want!
In this episode, we talk about…
- Take action and rise to your highest level of training
- Get around the right people saying the right things
- Stop listening and start implementing what you’ve learned
- Your attitude about money can change the trajectory of your life
- Don’t get satisfied with your success: Stay hungry
- Focus on the impact you want to have
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
No matter what kind of sales you are dealing with, there are some common problems that you will run into as the consumer and the salesperson. The fellas are here today with their list of the top mistakes that are made in the sales game. Learn to shut up and really hear what your consumer is saying. Once you understand their pain, you can better serve them and make sure your customers want to use you in the future and leave great reviews!
In this episode, we talk about…
- Shut your mouth and stop throwing up on people
- Use your ears so that you can better understand the pain of your customer
- Rooted insecurities will always make the conversation about you
- Make your business about other people
- Avoid running your mouth about things that aren’t important right now
- We can’t shut up because silence is uncomfortable
- Everybody is wearing an imaginary sign
Links to resources:
Saturday Night Live
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
It all comes down to communication. If you can grow the balls to have the hard conversations with your clients in a civil manner, your business will run much more smoothly. Staying transparent, keeping the spirit of the conversation, and vanguarding are just a few aspects of clear communication that can help you avoid disaster, and wasting time with tire kickers. Your clients will feel much more comfortable with you as their contractor because they know that you have been completely truthful. At the end of the day, a client that trusts you and loves your work will be more likely to give you a referral or future business!
In this episode, we talk about…
- Shut your mouth and let the client talk in order to understand the motive
- Handling a disaster that causes your client to hate you
- Become a professional wordsmith so that you can counter adversity
- Learn how to say you are sorry correctly
- Lack of communication has destroyed partnerships at many levels
- Sales make a lot of other problems go away
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
To fee or not to fee? That is the question. Do you charge a consultation fee to go to someone’s house or do you go out there for free? Most contractors think that no one will ever be willing to pay a consultation fee, so they waste their time and go out there just to talk to some tire kickers. Grow some balls, charge a consultation fee, and get your time back!
In this episode, we talk about…
- The real reason that contractors don’t charge a consultation fee
- Change your default system over time so it seems normal
- You have a way to find out if they are a liar or buyer
- How to ask for the fee and navigate the push-back
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Every lesson that you learned growing up, no matter how you grew up, influences how you are today. There’s no doubt about it. Those lessons aren’t meant to trap you in that situation but to help you learn so that you don’t have to make the same mistakes as the people that you watched while growing up. The fellas are talking all about their roots today and how those roots shaped the men that they are now. Your roots can tell you where you come from, but you don’t have to let them tell you where you are going!
In this episode, we talk about…
- The ebb and flow of money when you are poor
- Grinding and working to make sure your family is taken care of
- One principle that you have to get over to be successful in life
- Catalysts for getting over that shitty mindset
- That moment when you realize you are not doing well
- It’s fair and okay for you to want to make a lot of money
- Think about what happens when your brain doesn’t get air (money)
- Get around people that have a strong mindset
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There are a lot of contractors out there that still waste their time with unicorns and tire kickers. It’s always best to stop a problem at the source, and in this case, that means the phone! The guys are back with another great one today where they cover how to properly handle phone sales, whether you have hired someone to handle it or you are picking up the phone yourself. No matter who is answering the phone, the 5 steps of the ShinFu are essential to successfully weed out those people that will waste your time and set yourself up for success!
In this episode, we talk about…
- 4 types of people that answer their phones
- 5 steps for the gatekeeper to provide top-level value to the salesman
- Having a healthy respect for the client’s time
- Reasons why it is important to properly coach up your gatekeeper
- Figure out your ROI on a salesperson who is trained the right way
- Share your vision with your people to create a bulletproof sales team
- Who’s the most important person that you have to get through?
- The hardest thing to do is to change someone’s attitude
- Embrace the mindset that it takes a little bit of time to reach your level
Links to resources:
Mark Cuban
Dave Ramsey
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
What really happens in The Bridge program besides becoming a better salesperson and make more money? Believe it or not, you actually become a better human being. This program teaches you to listen, to really listen, and that skill extends far beyond a sales meeting. Now, it has to do with your family, friends, and anyone else in your life. This baby is life-changing!
In this episode, we talk about…
- Why is this program called The Bridge?
- This program will change you as a person
- The thing that really matters is the human that you become
- You’re only going to be successful as much as you are a good communicator
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The hard questions are what stand between your contracting business and financial freedom. You can’t just dump those things on a customer without warning them. You must ask for permission. When you ask someone for permission, you are showing them respect while allowing them to control the conversation. There’s a psychological precedent that comes with vanguarding conversations that will make people uncomfortable, so join The Bridge and learn how to ask these questions!
In this episode, we talk about…
- Ask people for permission to actually ask them questions
- Pay attention and show them that everything they say is important
- The psychological effect of giving the client control of the conversation
- How many questions do you ask before you get to money?
- Building rapport with somebody during the setup call
- Get out of your comfort zone so you can stop getting ghosted
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Today is Opening Day! Opening day for what you may ask? Well, it’s opening day for baseball because Steve is here with a bat that is going straught-up the side of your head, metaphorically of course. Steve wants you to wake up to the reality that you are a business-person first because if you consider yourself an artist first, you’ll be broke forever. Your sole job is to go get the money, and the way to get that money is to do a great job in whatever you do. Before you can do anything in this world, you need to go get that money!
In this episode, we talk about…
- Business owners need to consider themselves business-people first
- Wake up and decide that you need to go get the money
- Three things that you need to run your business
- You think things one way but prospects have the same head trash that you do
- Don’t give your schedule or process any room to breathe
- People are in control of their environment, not some outside force
- You don’t need to be a genius to do these things
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Right now, the virtual sales revolution is taking hold. That means that contractors everywhere are transitioning to virtual sales and there’s going to be a lot of puking over the phone. El Tomasio Reber, Steve, and Derek are talking all about their fear about how virtual selling is the sexy flavor of the month. You have to have a game plan for virtual selling, so head to the Contractor Sales Academy and learn how to do it right!
In this episode, we talk about…
- You have to have a process to set up the virtual conversation
- There are only two bottom lines when selling over the phone
- No matter how much experience you have, there is no winging it
- Understand what the other person needs from you
- The only way to avoid puking is to practice, practice, practice
Links to resources:
Zoom
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
The truth? You can’t handle the truth! While Jack Nicholson wasn’t talking about contracting when he yelled that iconic line, the concept is just as relevant. Step 3 of the Shin Fu sales process is when you get the “yes” or “no” from the client. No B.S. Today, the fellas are walking you through a way that you can go out to the home and the client can’t lie to you. If you don’t do step 3 and vanguard then you are setting yourself up to step on a landmine. Just imagine where your business could go if everyone always told the truth!
In this episode, we talk about…
- A way that you can go out to the home and the client can’t lie to you
- Where we learn to say, “no, just looking.”
- It’s not disrespectful, you’re just bringing the future into the present
- You as a contractor deserve to be respected
- How to protect yourself before you ever go out to the house
- Why roleplaying is so essential to success in this business
- The basic things that you must learn when you own a business
Links to resources:
CDC
8 Mile
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Doesn’t it feel like we are in the middle of a very weird science fiction movie? Life is just weird right now. All that said, business and bills continue, so as a business owner, you have to keep moving forward. Market your business like your next meal depends on it, but sell like you’re independently wealthy. Just remember that even if you have a great process, you are going to get rejected. Rejection is just a part of business and can come in a variety of different ways in the sales process. Regardless of their reason for rejection, you have to become comfortable with it or you’ll become stuck!
In this episode, we talk about…
- A solid process is not going to stop you from getting rejected
- Your real goal when you are talking to a prospect
- Make sure to vanguard the PITA (pain in the ass)
- How much of the rejection is self-imposed?
- You’re going to make bad decisions when your back is up against a wall
- Learn how to get yourself in the ring first
- Rejection can tell you what you did wrong in your sales process
- Every failure takes you closer to success
Links to resources:
Go For No
How To Win Friends and Influence People
Home Advisor
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
It’s easy to go negative in these times, but if you can stay the course and keep some normalcy, you can manage to stay positive. We’re in the day and age of a new normal, and that new normal is virtual sales. However, just because the sales are virtual doesn’t mean that you aren’t going to deal with the same BS that you would deal with if you were standing in their kitchen. Today, the fellas are going to tell you how to handle the moment that the BS meter goes off and bring the customers to a moment where they have to make a decision. If you haven’t been trained to ask certain questions, you’re going to waste a lot of time running out to clients’ houses, so, save your time and save your money. Learn how to read that BS meter on The Bridge!
In this episode, we talk about…
- Strategies that the fellas are using to stay positive through all the BS
- Make sure to pull the conversation out of dreamland
- We all default to our habits, so make them good
- Learn how to read the marriage BS from one spouse about the other
- Be so brutally and openly honest that it hurts
- When your subconscious brain is on something, you might not know if it is real or not
- Bring them certainty in an uncertain time
- Differentiating yourself from the other contractors who make it about themselves
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There isn’t any more important aspect in the game of contracting than having the ability to build trust and confidence in your customers and your customer wanna-bes. You may be thinking that doing this is impossible with all this coronavirus stuff going on, but in reality, there’s only one way to conduct business right now. The fellas are going to break down how to gain that trust and confidence over the phone because that’s your only choice! It’s going to be uncomfortable at first, but if you practice your butt off, you can grow a pair big enough to have the conversations that you don’t want to have. If there’s ever going to be a time to learn how to do this over the phone, it’s now!
In this episode, we talk about…
- Making someone comfortable in their own space without actually being there
- The blunt truth is the only way to go
- More than ever, the average consumer will begin to see this as the new normal
- Number 1 detriment to every small business in the world
- You are not growing unless you are uncomfortable
- Seeing opportunity and hardship is not a skill that you are born with
- Sales training is about as essential as breathing every day
- Until you practice, you don’t know how to help people
- The secret sauce to what is going on in The Bridge program
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
A lot of crazy stuff is going on right now in the world, between the media and markets, which means everything in your world might be changing. The tendency is for everyone to latch onto negativity, but it’s important to have the right perspective. Tom, Steve, and Derek are here to shed a little light on what might seem like a dark path ahead. Whether you knew it or not, you were constantly changing with the times before the world went into a state of madness. Learn how to do this thing properly and stay ahead of the wave of people who are being forced to shift to this exact same thing!
In this episode, we talk about…
- Times were changing before the virus, so stay on course
- Do you know how to make the shift properly?
- The gift of gab can actually be the curse of gab
- Other word tracks will evolve if you invest time in role-playing
- Preparing your client ahead of time for the tough talk
- Bonding with the customer like no other salesman can
- The alternative to having a process that most contractors utilize
- Default to your training when listening to objections
- You have got to start with the basic stuff
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Getting yourself to do the things that most people don’t want to do is what will separate you from the pack, whether that be in sales or life. The way you practice is the way you are going to play the game. Life is a direct result of every action that you have taken, not everything that you have said, and that’s what the fellas are talking about today. If you want to be rich, happy, and successful, then you have to be willing to work your ass off. Also, Derek and his wife have welcomed a brand new CSA superstar into the world!
In this episode, we talk about…
- How your life is a direct result of all of your actions
- If you don’t use it, you WILL lose it
- Be willing to change who you are in order to change where you are going
- Average sucks no matter where you put it
- What it takes to win and get money on your own
- Breaking down the steps of a successful roleplay
- Ascertaining information by shutting your mouth
Links to resources:
Airbnb
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Silence is difficult to listen to. Sounds weird right? When it comes to selling, there’s a simple truth; those who are talking are losing and those who are silent are winning. Steve is in the house today with his son Logan to talk about the power of silence. If you can make yourself comfortable with sitting in that silence, then your customers will know that you are truly there to listen and they will dig deep for you. Learn to shut your mouth and let the silence speak for you!
In this episode, we talk about…
- Explaining the power of silence from the point of view of a contractor
- Using silence when trying to find out their motive
- What prospects talk about to fill the silence
- Setting yourself up for bracketed silence when talking about money
- Allowing customers to be in control by being completely open
- Why human nature will not allow the silence to continue forever
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
What is going on with contractors? If contractors could grow the balls to be confident in charging a 50% profit margin the way that they defend why not to, then there would be way less struggling contractors! Derek and Tom are on the loose today and they are feeling feisty about this subject. All you need to do is learn from The Bridge and change your ways. Why do you need to learn from a tragedy before you can wrap your mind around charging for a 50% gross profit?
In this episode, we talk about…
- The social media post that started it all
- Where contractors get their poor training from
- Wrapping your mind around a 50% gross profit without a tragedy
- Importance of knowing all of your numbers
- Having a mindset that fully believes you can pull this off
- Going in with confidence that you are worth the price
- Presenting yourself well as a professional contractor
- Creative ways to play with the costs of goods
- Where you’ll stay when you make yourself a victim
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
You’ve got to be able to see the dream before the money, before the success, even before you’ve done your first role play. You’ve got to be able to see the big picture or you won’t have anything to keep moving toward. With the fellas today is Dan Sherwood, owner of Sherwood Painting Services in Marblehead, Massachusetts. Dan is unique because he is one of the very few people who started a business from which he had no experience at all. What Dan knows is that contracting is a service business, and you don’t have to know the actual service to know how to run the business.
In this episode, we talk about…
- What Dan’s business looks like from 30,000 feet
- How Dan’s lack of experience actually set him apart
- The biggest difference between the first 5 years and the last 5 years
- Finding the right voice to connect with
- Reasons that Dan succeeded even when he had no money
- Constantly evolving within the Shin Fu
- Connecting with customers beyond just getting the sale
- Vital support that the CSA provides during times of need
- Favorite word track that helps connect on a different level
Links to resources:
Sherwood Painting website: https://sherwoodpaint.com/
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
If your bank account is smaller than another professional in your field, then shut your mouth and listen, because no one wants advice from an out of shape person about how to get in shape. The boys are feeling a little feisty today. Nothing grinds their gears like people asking for the same advice over and over again. They hate this because these people are not following the advice that they are given, but instead are reverting back to what is going through their head. Your situation is not special. All you need to do is follow the process of the Shinfu and you won’t be hearing the same old rejections that you have always heard!
In this episode, we talk about…
- Why people cannot seem to follow advice from another person
- Insanity that reaches the boys’ ears from contractors
- How pain is going to change you or hurt forever
- Putting up with a little bit of short-term pain for long-term gain
- The correlation between vulnerability and courage
- Backing up all the talk with the walk
Links to resources:
How To Make Friends & Influence People
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
If you’re at a point in your business where you feel stuck, then it’s time to do the leg work. Josh Gadbois is in the house with the fellas today to talk all about how CSA changed his business. Two years ago, Josh was suffering from the same old holdups that contractors have been struggling with for years, lost time with family, failed face-to-face meetings, and a failing business. That’s when he decided to make a change and join The Bridge. Now, it’s been almost a year since he has been out without charging a consultation fee and it has changed everything. Be like Josh. Recognize the problem and take the necessary steps to make the changes or you will be stuck in that head trash forever!
In this episode, we talk about…
- 30,000-foot fly-by of Josh and his business
- How CSA has changed Josh’s personal dynamics
- Be willing to do the leg work and push through the no’s
- Getting the confidence to sell over the phone
- Advice for someone who can’t get past the roleplays
- Picking between the pains that lie on both sides of discomfort
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
No matter who you are, the world is waiting to give you some no’s. That holds especially true if you are a contractor. Though there are a plethora of reasons that leads will say no, the most common objection will almost always center around money. As a contractor, you need to know how to respond to these objections in whatever fashion they present themselves. The fellas are going to walk you through how to handle those common objections like a professional. Break through the fear of losing a job and learn to have the hard conversations!
In this episode, we talk about…
- Being fearful to be totally honest with a lead
- Picking between the pain of doing cheap work or passing on a job
- Avoiding the habit of making assumptions about your own numbers
- Different types of people that stay in business
- Approaching people knowing that you need to raise your price
- Truly understanding someone’s motive for hiring a contractor
- Reverse engineering from where you want to be
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
If you’re a contractor, then your time is your most precious asset. More than likely, you are not using that asset to its fullest capability. Want to cut your time but raise your revenue? Well, you have come to the right place. Today, the fellas are going to take you through the Shin Fu Scorecard, the best way to get your time back by selling effectively and efficiently as a contractor. You can learn all about the Shin Fu and more by growing a backbone and joining The Bridge!
In this episode, we talk about…
- Calculating your sales rate per hour
- Cutting your sales hours in half while raising your numbers
- Tracking all of your numbers in both time and revenue
- Learning to sell a job without ever visiting the project site
- Spending enough time in your sales process so that it is second nature
- Action steps to take in order to triple your income and cut your working time
- The number-one detriment to any small business
- Recognizing the lifeboat when it is sent to you
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
When you sell your services, do you sell with the same mindset that you buy? If you are not willing to pay the price of whatever you are selling, then you are going to have a hard time convincing other people that it is worth the price. As a salesman, you have to be willing to stand your ground on the price of your product because you actually believe in it. In today’s episode, the fellas are going to tell you how to stand your ground. If you find yourself trying to save the prospect money without them asking you to, then you better join The Bridge and learn how to do this thing with confidence. Make sure to stay for the P.S. from Steve for a great takeaway.
In this episode, we talk about…
- Selling differently than the way you buy
- Standing your ground on your price as a salesman
- Why you don’t need to be saving anyone else any money
- Selling like you are independently wealthy
- Two stupid things that all contractors do
- Believing in the worth of your product and yourself
- Showing confidence by knowing your numbers
- What can happen when you commit to selling at the right price
- Steve’s special P.S.
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
How do you see yourself as a salesperson? If you’re like many contractors, the answer to that is pretty fantastic. Well, sorry to tell you, but you’re probably not that great unless you are part of The Bridge. Contractors seem to think they’re so great at sales because they have the gift of gab, but that’s actually a curse. The true salesman asks simple questions and shuts his mouth. Today, the fellas share their vision of great salesmen in 2020.
In this episode, we talk about…
- Understanding the vision of the prospect on the other side of the phone
- Learning to ask the simple questions and shut your mouth
- Knowing when it’s time to listen and time to sell
- Importance of seeing yourself as a salesperson first
- Redefining what it truly means to be a great salesperson
- How to know if you have a sales problem
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Vanguarding, when it comes to sales, comes to fruition when you as the contractor act as a precursor to all of the client’s cursing. Most guys don’t have the balls to do this, but setting the tone of the conversation before it actually happens can save you from stepping on a bomb later. Tom is out doing Tom things today, but Steve and Derek are going to tell you all about what it really means to vanguard. Enter these uncomfortable conversations on your own terms. Learn to vanguard.
In this episode, we talk about…
- Putting vanguarding in contractor sales terms
- Setting the tone of the conversation before it happens
- Getting to the money to avoid wasting your time
- Negatives of banking on the ignorance of the consumer
- Trying to lessen the blow of anything you’re about to say
- Learning by hanging out with people that are smarter than you
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Sticktuitiveness. Persistence. Call it whatever you want, but one of the hardest things to do in the sales game is sticking to the gameplan, especially when things get uncomfortable. Derrick and Steve are on the loose today with Tom out of the studio, and they’re going to tell you all about why bailing on the game plan for the hail mary will absolutely kill your sales. Don’t abandon your sales process.
In this episode, we talk about…
- What happens when you abandon your sales process
- Becoming comfortable with asking the uncomfortable questions
- Going through all the head trash to reach the pot of gold
- Changing your phone conversation to raise your closure rate
- How it feels when you get dismissed from a home
- Gaining time and self-respect by controlling your sales process
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
We live in a microwave world in the sense that we want everything to be a one-stop-shop with minimal effort. All things are so convenient that we have all been conditioned to want it easy, but that’s not how it works in the contracting sales world. Today in the booth, John Dijulius joins the fellas to talk about the importance of touchpoints with prospects in the contracting industry. John owns the Dijulius group, a customer service consulting company that serves as the world’s leading authority on providing customer service. Speed is the name of the game and if you don’t have speed in communication with your prospects, it can kill your business.
In this episode, we talk about…
- How convenience has created an impatient world
- Making changes based on past failures
- Actually answering your phone to talk to these people at the moment
- Understanding the anxiety of addressing a to-do list
- People’s inherent need to know if things are progressing
- Making the customer feel important
- Approaching touchpoints with past clients vs. current clients
- Keeping things personal to remind your clients that you care
Links to resources:
Domino's
Check out The Dijulius Group or email him at john@thedijuliusgroup.com
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Not everyone has the stomach for what it takes to be successful in sales. That’s just the cold hard truth. It’s not meant for everyone. People who quit or never even attempt sales don’t have the balls to have the hard conversations. In order to be successful in this game, you have to get your ass kicked at some point. Just like in the Marines, you have to be broken down before you can possibly be built up to new heights. You can go through the pain of going through all of the practices and role-plays, or the pain of being stuck on the hamster wheel for the rest of your career. Choose your pain.
In this episode, we talk about…
- Why the Marine Core has the best marketing strategy in the world
- Practicing the great takeaway strategy
- Choosing your pain so that you come out the other end as a pro
- Thinking that you know how to sell just because you can talk to someone
- Having humility and recognizing that you don’t know everything
- How to know when you are ready for The Bridge
- Knowing that you will inevitably have to go through some bs
- Developing intuition as a result of so much time spent in the game
Links to resources:
Wild At Heart
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
“A person’s success in life can be measured by the number of uncomfortable conversations he or she is willing to have.” As a salesman, you need to be prepared for all sorts of situations. One thing is for certain though, there will be uncomfortable moments. If you are willing to get just a little bit outside of your comfort zone when talking to a prospect then you will deal with so much less BS down the line. Stop being a wimp and embrace discomfort because if you don’t risk that rejection then you will never get the payout. Everything you want is just outside of your comfort zone.
In this episode, we talk about…
- Having a two-sided conversation to figure out what they really want
- What happens to most guys when they don’t speak the truth
- The 4 conversations going on when talking to a prospect
- Putting the ball back in the prospect’s court
- Learning how to be uncomfortable while remaining likable
- Being afraid to ask the tough questions because of the fear of rejection
- When you know that the prospect is being dishonest
- 3 ways to make this whole thing easier
Links to resources:
Tools of Titans
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
Disaster is going to strike at some point in life, but more specifically in your business. If you are a contractor running your own business, it is inevitable. Following the Shinfu can help you avoid these bumps in the road because it is made up of safe-guards. However, this process is only effective if you follow each and every step. If you half-ass and only complete 4 out of 5 steps, then you are setting yourself up for a rude awakening. Commit to following this process and watch your troubles fade away!
In this episode, we talk about…
- What can happen when you don’t go through all steps of the Shinfu
- Importance of emphasizing the consultation fee
- Where fear comes into the conversation
- Committing to following a process to a T
- Getting from a sure slam dunk to something that could wreck the deal
- Determining the correct spirit of the conversation
- Being as up-front with the client as possible to validate and educate
- Holding up your consultation fee loud and proud
- The wrong way to charge a consultation fee
- Setting the stage without an aggressive tone
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
We all have a gut instinct that we feel but it’s always hard to know what is the right thing to do. Only through experience can you know when it’s the right time to follow that gut feeling. Repetition is the name of the game people. Today, the guys are talking about following your gut instinct into those hard conversations. Joining the Bridge can help you become a professional wordsmith so that you know what to say when you do decide to follow that instinct. As long as you say it with kindness, you can pretty much say anything. Get the confidence and experience that you need to say what you are feeling in your gut!
In this episode, we talk about…
- Knowing the right time to deploy your gut instinct
- Becoming a wordsmith to be ready for the hard conversations
- Developing the habits of being honest and practicing empathy
- Building trust by showing years and years of experience
- Setting proper expectations with the team and homeowners
- Feeling to the core of you that something is fishy
- Formulating a game plan to make sure that the customer pulls the trigger
- Having the confidence to ask the uncomfortable questions
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There is a point when you are building your business, and doing anything in life, that you look to someone else in order to learn. No one has ever done anything great without being broken at some point. When that moment comes, it’s important to look for guidance and fully commit yourself if you want your business to succeed. That’s exactly what the guys are talking about today with CSA partners Tim and Greg. Remember, we become whoever we hang out with, so surround yourself with successful people who are driven and the inevitable will happen. If you’re really serious about changing your business, join The Bridge and see what lies on the other side of commitment. Knowledge is worthless without action.
In this episode, we talk about…
- Understanding the word tracks when closing a sale
- Buying in fully when you want to be successful at anything
- Looking for outside guidance when you have hit the breaking point
- Carrying yourself like the people that you hang out with
- Having resistance from your spouse when making a change
- Making time-related goals for outside of work
- What lies on the other side of commitment
- Getting serious about life and learning at a young age
- Differences between a wallflower and going all-in
- How winners differentiate themselves from losers
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
There is one thing in life that scares people more than anything in the world, and it’s not what you might think. Change. Changing anything means starting over and an inevitable period of being uncomfortable. We as people are so resistant to change because of the fear of leaving what we know. The thing about change is if we are willing to do it, we can push our ceiling higher in the long run. Contractors fear the answers to the hard questions because it’s not a good feeling, but that’s the only way you are going to send your sales through the roof. Change your grip on your sales process.
In this episode, we talk about…
- Steve’s history behind “change your grip”
- Reasons that people avoid change in the sales process
- Biting off more than you can chew
- Being willing to say what needs to be said to the client
- Committing to working through that discomfort for a period of time
- Knowing that the customer has a number in mind
- Copying someone who is doing what you want to do
- Making the person on the other side of the phone feel important
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.
If you’re running your own business, you are no stranger to all kinds of pressure. However, there is one pressure that rises above all others, and that is the pressure of having no work. When there is no work, you enter freak out mode and that is the moment that you really have to kick things into gear. You don’t have to spend years to become a sales assassin, just join The Bridge and learn The Shin-Fu! Don’t let the work stop. Stay out of freak out mode.
In this episode, we talk about…
- Figuring out quickly if a prospect will turn into a customer
- Following The Shinfu steps to become a sales assassin
- Having the courage to have that hard conversation on the phone
- Customer fears and decision factors
- What “Just come on by” really looks like
Links to resources:
CSA YouTube
CSA Facebook
The Bridge
Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.