Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability.

The conversation covers how fluctuating paint prices affect job costing, the pros and cons of bundling material costs into labor rates, and how clear guidelines for sales reps can improve pricing consistency. They also explore the importance of managing sundries and how marking up paint costs can contribute to long-term business success.

Understanding the nuances of material pricing can lead to better customer communication and improved business outcomes. If you're a painting contractor, business owner, or sales professional looking to refine your estimating process, this episode provides valuable insights to help you maximize profitability and maintain fair pricing. 

Math Equation Referenced: https://shorturl.at/UHsIy

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In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performance.

The discussion explores key benchmarks for success and traces the evolution of Eric’s business model over the years. The conversation dives into the intricacies of sales training, emphasizing the importance of consistency and addressing the challenges of preparing effective salespeople.

A highlight of the episode is the concept of price anchoring—how establishing clear pricing expectations can transform sales outcomes. Eric also provides practical strategies for overcoming price objections, reinforcing the necessity of trust and rapport to close deals successfully.

Free Resource mentioned in the episode: https://shorturl.at/LMLWA

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This episode dives into the strategies you need to scale your painting business, increase sales, and succeed in the painting industry this year!

Jon Bryant & Michael Murray focus on the reality of achieving 10X growth and why it may not be feasible for every painting business. You’ll learn how to set realistic sales goals that drive measurable results, as well as proven marketing strategies to maximize leads, conversions, and brand awareness. Sales capacity and team dynamics are key topics, with tips on how to build a team that can adapt to seasonal demand and support your growth ambitions.

From lead conversion metrics to aligning your marketing budget with demand cycles, we share tips to help you grow smarter in today’s competitive landscape. Don’t miss expert advice on training your team, optimizing efficiency, and leveraging marketing budgets effectively. Start 2025 with the insights you need to grow your painting business and thrive!

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In this episode, Luis Rodriguez, from Lifetime Custom Painting, shares his journey from college student to business partner with his father, detailing the growth of their painting business through effective sales strategies, job management, and digital marketing. The conversation delves into the importance of understanding net profit, implementing job costing, and utilizing a profit-first mindset to ensure financial health. Luis also discusses his successful marketing strategies, particularly through Facebook ads, and also outlines his sales process for engaging customers through client-first education — a tip we encourage you to copy & paste!

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They say "sales doesn't start until you hear an objection." This episode focuses on just that: handling objections in sales, a critical skill for success in the painting industry. Jon Bryant & Michael Murray cover the mindset needed to address objections, strategies for separating personal identity from sales performance, and actionable techniques to navigate pricing concerns, indecision, and competition.
Michael & Jon emphasize proactive communication, sharing insights on engaging decision-makers, improving customer conversations, and addressing common challenges in residential and commercial sales. This episode offers tools to improve sales outcomes, build trust, and grow your painting business.
If you’re a painting contractor, sales rep, or business owner looking to master objection-handling and elevate your sales game in 2025, don’t miss this practical, insight-packed discussion!

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In this episode, hosts Jon Bryant & Michael Murray engage in a listener Q&A session, addressing common challenges faced by painters and business owners in the painting industry. They discuss hiring your first painter, the importance of setup calls, pricing strategies, and navigating customer requests for extra work. The also chat about whether or not geography effects pricing, creating a fun and engaging sales culture to boost morale, and effective sales management practices to foster a successful painting business. 

1. How to Afford to Hire that First Painter
2. Setup Calls & Estimating Process
3. How to Deal with Lower Bids
4. How to Charge for Multiple Paint Colors
5. How Much to Charge Based on Where You're Located
6. Best Sales Management Practices & How to Keep Sales Teams Engaged, Collaborative, and Motivated
7. How *Not* to Do Extra Work Without Charging For It

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Today Jim Falk, the VP of Sales at Nolan Painting, shares how he went from hating sales to excelling at it — now training hundreds of salespeople! He shares his experience transitioning from a sales rep to VP of Sales and the challenges and rewards of managing a large sales team. Jim discusses his mindset shift from viewing painting as a commodity to focusing on the value and emotional connection with prospects. He emphasizes the importance of asking the right questions and understanding the customer's pains and concerns. This conversation concludes with a discussion on the hiring process and the qualities Jim looks for in successful salespeople.

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In this conversation, Jon Bryant & Michael Murray explore the concept of the 'Good-Better-Best' tiered pricing strategy within the painting industry. Is it something your company should offer or is it just not worth the hassle? They discuss the pros & cons of providing customers with options, the psychological effects of pricing strategies, and the challenges of implementing such systems effectively. The conversation emphasizes the need for trust and quality in service offerings, as well as the significance of consultative selling to meet customer needs. They also touch on the importance of understanding customer expectations and the potential for innovative approaches to enhance customer engagement.

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Today Tom Reber, founder of the Contractor Fight, shares his experience of starting a new painting company… again. Tom discusses the lessons he learned from his previous painting company and how he is applying them this time around. He emphasizes the importance of having the right mindset and putting the sales methods like the ‘Shin Fu’ technique into practice. He also shares how a concept called “bracketing” can help sell jobs more effectively and at higher rates. In this conversation, Tom encourages painting contractors to practice and role-play to become more confident and effective in their sales approach. Tune in now to learn about the significance of playing loose, having fun, and being fanatical about sales!

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In Part 2 of this discussion on pricing strategies in the painting industry, Jon Bryant & Michael Murray focus on the Pros & Cons of Discounting. They explore how to balance capacity with pricing, the psychology behind pricing, and the necessity of maintaining profitability during slow seasons. This episode emphasizes the need for an abundance mindset to thrive in a competitive market. 

Remember, if you didn't catch Part 1, be sure give it a listen! 

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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