Most painting contractors lose (or win) the job long before the customer ever sees the price. In this episode of Price. Sell. Paint., Jon and Michael break down exactly what you should bring with you to every on-site estimate if you want to stand out and close more work.

They talk through the full sales kit: how you show up (vehicles, uniforms, first impression), why doing quotes on an iPad with software like PaintScout is still a huge differentiator, and the simple tools that instantly boost your credibility, like laser measures and measuring wheels instead of pacing things off or wrestling a tape measure.

If you’ve ever wondered, “Am I bringing enough or way too much to estimates?” this episode gives you a practical checklist and mindset to tighten up your on-site sales game.

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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Garrett Martell from Two Day Painting joins Jon and Michael to break down how he grew from a $10k credit card and door-knocking to an $8.5M painting company with 60% gross and nearly 25% net profit.

He walks through his six–rep sales team structure, why his best closers come from project management, and the exact sales system they follow in the home. You’ll hear how he uses discounts as a marketing tool, handles price objections without racing to the bottom, and keeps culture strong enough that key reps have stayed for nearly a decade. If you want a real playbook for scaling sales without blowing up margins, this is it.

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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Every contractor hits the December wall. But instead of scrambling for last-minute leads, Jon and Michael walk through a smarter strategy: reset, reconnect, and prepare.

This episode covers: what sales reps should (and shouldn’t) do right now, how to build deeper relationships that fuel next year’s pipeline, and how to plan your goals so January starts fast instead of frantic.

If you're serious about growth in 2026, this is the episode to hear.

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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Pricing painting projects shouldn’t feel like guesswork. In this episode of Price. Sell. Paint. Michael Murray and Jon Bryant break down one of the biggest challenges in the industry: pricing jobs accurately and explaining those numbers clearly to crews and subcontractors.

Fresh off the Nolan Grand Summit, they dig into why production rates outperform square-foot guessing, how to communicate time and expectations in a way everyone understands, how to manage the natural tension between sales and production, and how using real data leads to fair pricing, stronger relationships, and more profitable projects.

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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In this episode of the Price. Sell. Paint., podcast, Michael Murray and Jon Bryant break down one of the most underrated parts of sales in a painting business: how you communicate.

If you’ve ever had a lead ghost you, a customer misunderstand a message, or a team member hide behind email instead of picking up the phone, this episode is for you.

Perfect for painting contractors, sales reps, and owners who want to sell more work without creating unnecessary friction with customers.

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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AI is everywhere, but what’s actually useful for a painting business? Jon and Michael break down the tools that move the needle today: smarter route planning to cut windshield time, instant before-and-after renders that help close on the spot, CompanyCam AI walkthroughs for cleaner handoffs, and custom GPTs that coach reps and streamline hiring. They dig into using AI to standardize pricing and follow-ups, lower overhead so you can pay crews more, and why proposal quality still wins, especially in commercial. Plus, a reality check on the hype and simple actions owners and sales reps can take this week to sell faster and deliver smoother.

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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Sherwin-Williams’ Sue Wadden (Director of Color Marketing, 25+ years) joins Jon to break down the real driver of most paint jobs—COLOR—and how pros can use it to win more work. They cover the latest trends, how to guide hesitant homeowners, and the exact tools you can hand clients before you even step on site.

What you’ll learn
- How to confidently lead the color conversation (and stop avoiding it)
- Trends that matter in 2025: warm neutrals, earth tones, greens, khaki + more
- “Phone-a-friend” resources from Sherwin-Williams you can actually use
- The homeowner decision process: chips, peel-&-sticks, wet samples
- Using apps & matches (Color Expert app, ColorSnap/SureMatch) to reduce callbacks
- Selling value with color guidance (and why it wins more jobs)

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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CRMs get thrown around as the “Swiss Army knife” of software but what does a CRM actually mean for painting contractors?

In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down:

• What a CRM is (and isn’t)
• How painting contractors can use a CRM to track leads, follow-ups, and sales
• Why generic CRMs fail the painting industry
• The story behind the launch of PaintScout CRM, built exclusively for painting contractors

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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Jon and Michael sit down with Colin Nolan of Nolan Consulting Group to unpack how painting companies can hire, coach, and keep sales reps who actually close. We cover what to look for in candidates (trophies, mindset, DISC profiles), how to find real customer pain without being pushy, the KPIs that reveal performance (win rate, pricing discipline, pipeline hygiene), and why “always be looking” beats rushed hiring. You’ll hear practical word tracks, coaching frameworks, and a simple self-assessment wheel you can use to level up your sales team fast. Whether you’re at $500K or $5M+, this episode gives you a process to build a consistent, high-closing sales function—not just hope the next rep works out.

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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In this episode of Price. Sell. Paint., Michael Murray and Jon Bryant dive into one of the toughest challenges for painting sales reps: what to do when your exterior season is already packed. Learn how to shift your mindset, position scheduling as a strength, and use tactics like pre-booking, strategic pricing, and customer incentives to keep closing deals. Whether you’re up against weather deadlines or trying to sell for next spring, this episode shows you how to turn a “we’re full” calendar into more wins.

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

Instagram: https://www.instagram.com/paintscout/
YouTube: https://www.youtube.com/@paintscout
Facebook: https://www.facebook.com/paintscout/
TikTok: https://www.tiktok.com/@paintscout