Understanding the motive behind a prospect’s desire to hire a contractor is vital to your success as a salesperson. This is the area that most contractors struggle with and waste the most time. Tom believes this is your secret weapon as a contractor, so come prepared for battle and ready to find the motive!   In this episode, we talk about…  Contractors waste a ton of time in their sales process Finding the motive will turn your price into a nonfactor 90% of the sale happens in this one step Don’t skim over this part because you think you have the motive Take the time to make this a second habit You are competing with yourself every single day 
   Links to resources: Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group  The Contractor Fight Night The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! The Bridge  The Contractor Fight TV  The Contractor Sales Academy Podcast   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.  Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

TCF325: 5AM Fight - Conquer Your Sales: Find the Motive

Stop stressing out about your contracting business and take back control. The Contractor Fight is bringing respect and dignity back to the trades one contractor at a time. Discover how to market, sell, and consistently produce your projects at a profit with industry expert and powerful motivator Tom Reber.

Stop stealing from your family.
Earn what you're worth.
Build a business that serves you.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Entrepreneurship

Tom’s guest is Taniela Fiafia, an entrepreneur who started his concrete business and grew it to $2 million in revenue within 3 years, primarily through social media marketing. Taniela discusses his journey from almost going bankrupt with $500k in debt to turning his business around by learning from his mistakes and utilizing social media. He also shares simple tips to help you build your brand on social media and get leads. Episode Highlights: [00:00] - Intro [02:13] - Taniela’s backstory of starting his concrete business [06:20] - How he went from $500k in debt to profit [09:09] - Tom’s story of a $28k job that cost him $45k [10:22] - Doing $1 million in revenue in his first year [11:27] - Struggles with alcohol [17:17] - Advice for "someday" goal-setters [18:34] - The power of polarization [20:35] - Taniela’s social media strategy [23:01] - Focusing on posting volume and polarizing content [26:22] - Targeted advertising on social media [29:08] - Positive replies to negative comments [32:32] - Value of authenticity in resonating with the right audience [34:08] - Quality vs. quantity in content creation [37:06] - Strategy to get more engagement [41:20] - Putting 4 videos a day [42:45] - Some polarizing ideas [44:06] - Keeping the content simple and volume game-oriented [46:57] - Encouragement for contractors to post on social media [48:06] - Challenge for the contractors [52:27] - Details of Taniela’s coaching group [54:33] - Success is an inside-out game [1:01:58] - Connect with Taniela [1:03:46] - Wrap-up 
Resources: 

TCF894: Build the Man and the Business Will Follow

This week, Steve is here with the Tree of Life of Shin-Fu sales methodology. The Tree of Life has 30 branches, with each branch representing a different tool or technique that you can use during your sales conversation. Today, he shares 3 of these techniques (branches in the Tree of Life). If you master these techniques, you’ll have better sales conversations with your prospects and close more deals.  In this episode, Steve talks about:The 3 branches in the Tree of Life (sales techniques):STFU – Talking less and listening to the clients more to allow them to share more informationFalling on the sword – Prioritizing the client’s satisfaction over your own egoBracketing – Providing a high and low estimate for a project and giving the high estimate first to psychologically prepare the client

 Listen to TCF850 The Psychology Behind the Shin-Fu here: https://thecontractorfight.com/tcf850-the-psychology-behind-the-shin-fu/   
Resources: 

TCF893: 3 Branches in the Tree of Life

Being known as a good guy seems like a positive thing, but it comes with hidden harm to your business. Tim has gone through the pressures of being a good guy and is here to help. He used to feel bad about charging higher prices, thinking it made him a bad guy. This created a sense of obligation in him to provide special deals to the clients making it hard to run his business. In this episode, Tim and Derek discuss the challenges of being labelled as a good guy and charging fair prices for your services. But don't fret they are here to tell you that you can be a good guy and run a good business at the same time. Just believe in your worth! In this episode, they discuss:Being a good guy in business and the expectations it creates of giving favorable treatment or discountsThe hidden pressures of being a good guyHow giving discounts just to be nice can lose money and hurt your business over timeTim’s struggle with charging higher prices and feeling it makes him a bad guyCharging what your work is worthTreating all clients the same and not changing prices just because someone seems nice

Resources: 

TCF892: Are YOU a Good Guy?

Tom sits down with Adam Sand of Roofing Business Partner, a consulting firm that provides contractors with the tools and training to reduce sales friction and increase customer satisfaction, to help them grow their business. Tom and Adam discuss family, entrepreneurship, pride and respect in the trades, optimizing your marketing and sales processes, among other things. Adam also provides a roadmap for contractors to analyze and scale their business from a consultant’s eye. Episode Highlights: [00:00] - Intro [00:35] - Immigration challenges Adam faced [05:14] - Parenthood and the role of parents in children's lives [05:59] - Tom’s experience doing a HGTV show [07:41] - Motivation behind Adam’s vlog Building the SandCastle  [10:48] - Issues with HGTV [13:08] - Tom’s intent with the HGTV show [15:45] - Production costs and ROI in content creation [16:30] - Contracting industry as forgotten sons [16:45] - Scaling and shifting his business model [19:18] - Leaving a legacy and theory of constraints [22:23] - Common constraints faced by contractors [24:32] - Helping a client to figure out their sales strategy [25:44] - Strategy to decrease sales costs and optimize productivity [30:26] - Need for improvement in the trades industry [34:26] - Adam’s efforts to instill pride and professionalism in employees [36:34] - How new IRS regulations are affecting contractors [37:25] - Labor crisis in the construction industry [38:42] - Broken families and moral values in construction industry [39:23]- Importance of strong leadership [42:22] - Figuring out your ideal client [47:28] - Common marketing mistakes contractors make [49:26] - How to know you have the right or wrong marketing company [53:18] - Balancing word-of-mouth referrals and marketing [57:46] - Can roofing companies be successful without door-knocking [1:04:02] - Involving children to disarm clients [1:06:05] - Connect with Adam [1:07:35] - Wrap-upResources: = Roofing Business Partner Website: https://www.roofingbusinesspartner.com/   = Roofing Business Partner Linktree: https://linktr.ee/rbpconsulting  


TCF891: Bringing Pride Back to the Craft

Are you unsure if you should be charging consultation fees? Should you charge one if you’re a contractor just starting out? How do you know when you’re ready to charge a consult fee? Tim and Derek are here to provide you with some great insights on charging consultation fees. They discuss who should charge it and who should not and how to know when you are ready. In this episode, they discuss:When is it a good idea to charge a consultation fee, and when is it better not to charge oneHow to know when you are ready to charge a fee for consulting with customersThe importance of having a professional image and branding for businessesGiving customers the value for the consultation feeBeing confident in your sales process to build confidence for charging consult fee
Resources: 

TCF325: 5AM Fight - Conquer Your Sales: Find the Motive

Download our free app to listen on your phone