Contractor Sales Training

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 [email protected] 

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 [email protected] 

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 [email protected]

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.