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Summary

Tom Reber, the ultimate contractor coach, shares his journey from being a painting contractor to starting the Contractor Fight. He emphasizes the importance of job costing and knowing your numbers in the contracting business. Tom discusses the challenges he faced in the early days, including not knowing his numbers, being pushed around by employees and customers, and struggling with communication and sales. He also highlights the need for contractors to prioritize their personal lives and take care of themselves mentally, spiritually, and physically. Tom's coaching and speaking focus on helping people have a better life inside and out. The conversation covers the Shinfu method, which is a pre-qualification process for contractors to ensure they are a good fit for potential clients before spending time with them. The method involves a 10-15 minute pre-qualification phone call to understand the client's needs, reasons for buying, and budget. It focuses on building a connection with the client and providing value by addressing their specific concerns. Role-playing is emphasized as a crucial practice to master the method and improve communication skills. The goal is to protect the contractor's time and only spend it with clients who are a good fit. In this conversation, Tom Reber and Tanner Mullen discuss the importance of understanding the true motives and values of potential clients in order to build trust and close sales. They emphasize the need to listen and ask open-ended questions to uncover the root of a client's pain points. Tom shares a story about a client who was frustrated with a previous paint job and reveals that his real motive for hiring a contractor was to ensure that his wife didn't have to clean up after them. By understanding this, Tom was able to offer a unique promise that differentiated his company and ultimately won the job. They also discuss the importance of having accurate production rates and breaking down pricing for clients. Overall, the conversation highlights the significance of building trust, understanding client motives, and effectively communicating value in the sales process.

Takeaways