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.

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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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!

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 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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How much are you charging per hour? The answer is: probably not enough! Many contractors confuse being busy with being successful, leading to underpricing their services. 

Today, Jon Bryant & Michael Murray break down various aspects of pricing in the painting industry, including understanding market prices, the role of sales skills, the emotional impact of the environment on customer decisions, and the importance of job costing. They explain, step-by-step, how to calculate your price by including labor costs, paint & materials, and fixed costs & overhead to make a profit. Ultimately, they encourage listeners to recognize the value they provide to customers when pricing painting 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, Jon Bryant & Michael Murray interview Seth Peek to explore his journey in the painting industry and other endeavours that all point to business growth. Seth emphasizes the importance of quick customer responses, innovative sales strategies, and the need for professionalization in the painting industry. He also shares insights on work-life balance and simplifying production rates for efficiency, ultimately advocating for a customer-centric approach in business. They discuss how the painting industry is ever-evolving, and how companies must adapt to stay competitive and be successful. This conversation is full of hot takes and quippy banter that you don’t want to miss!

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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Today, Jon Bryant & Michael Murray are thrilled to chat with Nick Slavik, a 32-year master craftsman and Board Chair of the Painting Contractors Association (PCA). They talk about setting proper expectations for sales reps, the importance of volume in estimating, and the current challenges in finding leads. Nick emphasizes the need for consistency and effort in sales and marketing, and focusing on personal connections and reactivating past clients. He also shares on the importance of building local relationships and the effectiveness of personal connections in marketing and recruiting. The discussion ends on the role of in-person events and the value of PCA events in fostering meaningful connections within the industry.

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 conversation, Mike Green, a top-performing sales rep at Fitzpatrick Painting, shares his expertise in sales and prospecting with podcast hosts, Jon Bryant & Michael Murray. Mike discusses the importance of generating leads and the benefits of a hybrid role that combines office leads with self-generated business. He emphasizes the need for a targeted list, effective messaging, and a well-defined cadence in prospecting activities. The three then discuss the significance of closing out estimates and getting a clear "yes" or "no" from customers. Mike's impressive sales numbers and average job size demonstrate the impact of effective business development strategies in the painting industry.

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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Today's guest, Ty Brown, shares his journey in the painting industry, from starting as a side hustle to growing his business to over $2 million in revenue! He emphasizes the importance of running the business by the numbers and maintaining a minimum gross profit of 50% on all jobs. Jon & Michael also talk with Ty about his process for hiring a sales rep and the training involved, as well as the significance of professionalism and processes in the industry. Ty highlights the potential impact of private equity in the painting industry and the importance of controlling overhead and maximizing net profit.

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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On today’s episode, Brian Struble, owner of Shaver Painting & Decorating, shares his experience transitioning from residential to commercial painting over the last few years. Jon & Michael discuss the use of time-based rates with Brian, and they explore the benefits of using technology to streamline the bidding process and improve accuracy. This conversation provides valuable insights into the commercial painting industry and general strategies for running a successful painting business.

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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