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.