Contractor Sales Training

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.