Contractor Sales Training

The number 1 determining factor that decides your income is your ability to communicate with other human beings. You may think you know how to communicate with others right now, but chances are your sales don’t reflect that. Steve and Derek have taken over the studio today to tell you why the better you can communicate, the more money you are going to make and better life you are going to have. The top thing that will cause your business to go down is the break-down of communication. Don’t let shit fall apart!

In this episode, we talk about…

• The importance of communication when it comes to your money
• Controlling the job before you ever get it
• What happens when communication breaks down
• Getting everyone involved in the conversation
• Maybe the most important part of communicating
• Opening yourself to someone else’s idea for communication with people
• Figuring out how to communicate with high-end people

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.

As we approach the end of the 3rd quarter, we should all be focused on killing it in the 4th quarter so that we close out the year on a strong note. If your sales aren’t looking quite like what you want to see, then you are in luck. Tom is flying solo today to give you some tips on how to improve your sales right now. The importance of having your sales process on point cannot be overstated in regards to the lifespan of your business. If you do not have a net profit then your business will not survive!

In this episode, we talk about…

• Making sure that you have the right mindset around your time
• Pre-qualification as a crucial step to your process
• Utilizing your time by tracking these metrics
• Being massively picky about who gets your time
• Questions to ask yourself before taking a project
• Staying consistent, in all aspects of the business, like water on rock
• Importance of having a follow-up plan
• Why so many contractors are underachieving in their sales

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 many times have you been able to get past 1 person on a sales call, only to get shut down by another party involved? The ability to successfully read a room is vital to the success of any sale. At the end of the day, getting anything less than 100% approval from a couple or group of clients is going to end in a 0% sale. The fellas are here today to walk you through the process of getting through to everyone in the room. You are going to have to be ballsy and bold to make sure everyone is involved and informed, but this will ensure that sales don’t blow up in your face when you think you’ve got it in the bag.

In this episode, we talk about…

• When shit falls into your lap, but you ain't ready
• Asking the proper questions to the proper people
• Getting past one person only to get shut down by the other
• Feeling okay that the other person doesn’t need to be included
• Making sure all parties are completely informed and included
• Putting yourself in the buying process of the client
• Including the significant other on any money decisions
• Protecting their time and your time
• Learning to shut your mouth

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.

Friendly fire is one of the worst things that can happen, whether you’re in the military or not. If you’re not familiar with the concept, then let the guys help you out. Friendly fire is the unintended practice of self-sabotage. You just can’t stop getting in your own way. This whole thing happens because people become comfortable in that discomfort of not having a process. Don’t jump ship at any point in the process. Stay true to the shinfu so that you do not shoot yourself in the foot. Remember, success is on the other side of discomfort!

In this episode, we talk about…

• Sliding back to your old self through self-sabotage
• Step in the shinfu where default mode usually kicks in
• Having the hard conversation about the self-check item
• Benefits of pushing yourself into more and more uncomfortable situations
• The keys to not sabotaging yourself
• Starting a conversation that you know is going to be uncomfortable
• What all buyers and sellers are waiting for in the conversation
• Playing the customers’ word tracks back to them
• Approaching the money part of the conversation
• Swallowing the truth pill when the customer drops some bs
• Contractors protecting themselves from being taken advantage of

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 close your eyes and you can see it, the life you want to live. It’s there for the taking, but to get there you can’t just stop at being motivated. At some point, you will have to make yourself do the shit that you just absolutely do not want to do for various reasons, mainly, it takes you out of your comfort zone. If you are going to be good at sales, you need to have a process, and once you have a process, you need to role-play. It will be hard at first, but practice, practice, practice, then go out there and get your first win. After that, ride that wave to as many wins as you can. This is what successful people do that unsuccessful people don’t do. What does your future require of your right now?

In this episode, we talk about…

• Going beyond the initial stage of motivation
• Importance of pushing yourself through the embarrassing role-play
• Doing the basic stuff on a consistent basis
• Opening yourself up to critiquing and constructive criticism
• Difference between successful people and unsuccessful people
• Determining what you can do right now to reach that ideal future
• 2 things you have to do to raise those profit margins
• What happens to you when you get good at sales
• Mastering the basics instead of looking for all the “advanced techniques”
• The problem with getting from here to there

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. Don’t know what it is? It’s a military tactic that involves one squad going in to make sure everything is clear before the middle and rear guard come in. The way they see it is it’s better to defuse the bomb now than allow it blow up when they are not ready. Well, the same vanguarding tactic can be used in the contracting business. You need to take preemptive measures for anything that can go wrong so that if it does you are entirely prepared to diffuse that bomb. If you can understand and implement this concept, it is absolutely going to change the future for your business.

In this episode, we talk about…

• Addressing potential problems before they actually happen
• What should be happening on the pre-qualification call
• Keeping good communication throughout the life of the project
• Making things easy for your middle and rear guard
• Why it’s so important to have a process in your business
• Setting that expectation so that the customer does not blow up
• The 2 types of vanguards: in-your-face vs. subliminal
• Knowing the potential dangers of dealing with only 1 spouse
• Reasons that vanguarding is a hard topic to talk about
• Putting it in writing in order to take out any confusion
• Creating your vanguard list

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 sales process is one that lasts from bringing in leads all the way to the final follow-up. Yes, that’s right, the job is not over when the project is done. Why is it that contractors struggle so much with follow-ups? Time kills deals and if you wait 2-3 months between inking the deal and starting the project, you better be giving your client frequent follow-ups. If they haven’t heard from you, buyer’s remorse starts to kick in and you may not know you’re losing the job until it’s almost time to start. You’re going to vastly decrease the amounts of clients you lose pre- or post-job if you make sure to follow these tips on the essential follow-ups. Take a second to think, how would you feel being left in the dark?

In this episode, we talk about…

• 3 parts to the follow-up
• Reasons that time kills deals
• Appropriate times to perform your follow-ups
• How the 3-3-3 rule came about
• Benefits that come with the post-job follow-ups
• Making it a part of your sales process to go see the customer after the job
• How the warranty call works and why it’s great

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.

Discipline is freedom. Retired Navy Seal Jocko Willink said that. What the guys have learned over the years is that those words could not be truer. This concept is no different history’s greatest athletes to contractors to every other occupation. You have to be willing to do the same boring things over and over and over until you are as close to perfection as possible. Remember, discipline is not a bad thing. It’s the key to the door that leads to your freedom and dreams. There is no glory in instant gratification!

In this episode, we talk about…

• Doing the necessary everyday crap to reach the glory
• The true definition of the word discipline
• Having the ability to show up over and over
• Doing what you have to do, not what you want to do
• Identifying the importance behind the mundane tasks
• Knowing your “why”, your motivation
• Ensuring that your “why” is in line with your team’s “why”
• Freedoms that come with 30-40 years of discipline
• Reasons why removing stress is removing roadblocks
• Holding yourself and others accountable to procrastination

Links to resources:

The Millionaire Next Door

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 business is getting along great, it’s because of you. If your business is going down the toilet, guess what, it’s also you. Did you know that the most detrimental part to most failing businesses is the owner? You have to be willing to change or else your company is never going to succeed. With Tom out of the studio, Steve and Derek are taking over today to tell you all about how to be honest with yourself about what the real problems are and the solutions to fix those problems. Stay tuned so that you can finally look in the mirror and make a change!

In this episode, we talk about…

• Having drive and being around the right people
• Feeding yourself more bs than your worst boss ever has
• The importance of having a great mentor
• Changing with the ebbs and flows of life
• Benefits from reliving the same crappy year over and over
• The missing ingredient when you already know how to work
• What Nirvana looks like for contractors
• Knowing that you are both problem and solution
• Implementing better ideas from people smarter than you
• Failing at new stuff, not repeating the same thing

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 single contractor listening to this podcast has felt the heat of feeling like you have too much on your plate at once. Doctors and scientists call it overwhelm. What are the things that drain your energy and suck it away? This is the question that you need to ask yourself so that you know what to ship off of your list. You have to have the discipline to attack your plate one day at a time in order to stay on track. Take the guys’ advice here and take back control of your business. Don’t succumb to the overwhelm!

In this episode, we talk about…

• Different sources of overwhelm
• Reverse engineering your full plate
• Strategies to stay disciplined and keep yourself on track
• Why you should never mess with the money
• Mental relief that comes with taking something off of your checklist
• Reasons that procrastination is detrimental to your overwhelm
• Building that habit of just simply taking action
• Having a big hairy why for motivation
• Learning to do the micros in order to get the macro
• Movement is life

Links to resources:

Eat The Frog

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.