When giving proposals to clients, what do you write your estimates with? Do you use a pen or a pencil? Using a pencil makes it look like you are unsure of your numbers or open to negotiation. But using a pen shows confidence in your numbers and lowers the chance of negotiations.   Tim and Derek want you to have confidence in your numbers and not feel the need to lower estimates during negotiations with clients. They want you to run your business with solid pricing so you don't undermine your own worth through unnecessary price adjustments.  In this episode, they discuss:   Whether to write estimates in pencil or pen and the consequences of each choice   Avoid sharpening your pencil or adjusting prices when talking to customers    Sharpening your pencil gives the client a position to negotiate   Having your numbers figured out beforehand so you don't need to negotiate   Being clear, organized, and having the right sales training so you aren't insecure about your numbers  
  Resources: 

TCF831: Paper, Pencils & Price Negotiations

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.

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Are you hesitating on bids or avoiding big projects? Is your lack of self-confidence holding you back? Do you sometimes doubt if you’re good enough for a task or job? Tim and Derek address head trash – those negative thoughts and beliefs that can hold you back. They explain where these thoughts come from and how they negatively impact your life and business and share the tools to tackle them. In this episode, they discuss:How childhood experiences can impact feelings of insecurity later in lifeThe importance of identifying where negative thought patterns come from and working to change themTools to move on from past bad experiences or negative self-talkBeing aware of how you react vs. respond to triggersEmbracing who you are instead of worrying about what others thinkSurrounding yourself with positive people who help you overcome limiting beliefs

Resources: 

TCF902: Head Trash

This is not a drill, and the results matter! Tom lays down some hard truths about the high stakes of running a business. Every choice you make either helps your business succeed or holds it back. He delivers a wake-up call to all the contractors to make efforts to improve their sales skills so it doesn’t hinder their success. The results of your efforts truly matter. Episode Highlights: [00:00] - Everything you do matters [01:40] - The 2 types of salespeople [02:41] - True sales success [03:47] - Importance of role-playing and consistent practice [05:17] - Sales is a perishable skill [07:00] - Programs to get better at selling [08:10] - Closing remarksResources: 

TCF901: This is NOT a Drill

What is swagger, and why should contractors care about developing it? Tim and Derek discuss the importance of swagger for contractors and how to develop it. They say swagger isn’t just about being loud or boastful. It’s a way of carrying yourself with confidence through your posture and communication style. Swagger gives contractors confidence when speaking to clients and making sales. In this episode, they discuss: 
Swagger, it’s importance for contractors, and how to develop itHaving an abundant mindset when selling, i.e., believing in yourself and your abilities even if you don’t have money or success yetStories about how Tim and Derek have grown their swagger The value of being honest and taking responsibility when mistakes happenSurrounding yourself with people who want to win

Resources: 

TCF900: Swagger

Do you feel like you’re learning business the hard way? Taking punches you didn’t see coming? Well, as a business owner, you’re all students of business whether you like it or not. You are gonna pay tuition no matter what — either by taking punches through trial and error or by investing in coaching upfront. Tom is here to tell you that the smartest thing you can do is commit to coaching like any other important business expense, learn faster, and avoid costly mistakes. Episode Highlights: [00:00] - Story of a contractor who underbid a job [00:39] - Tom’s early days in business [01:21] - Being prepared in business [02:09] - When Tom got into a fight unprepared  [04:38] - Going into battle unprepared leads to losses [05:08] - You will pay tuition one way or another [06:32] - Financial loss due to lack of preparation [09:11] - Commit to coaching to dodge costly mistakesResources: 

TCF899: You Will Pay Tuition No Matter What

Steve is back with another three branches from the Tree of Life. Today, he discusses Permission, Rescue, and Takeaway techniques that you can use during your sales conversations. He wants you to learn and practice these techniques to improve your sales, close deals with happy clients, and make more money. Steve has previously covered STFU, Falling on the Sword, and Bracketing techniques of the Tree of Life of Shin-Fu sales methodology.  In this episode, Steve talks about:The 3 branches in the Tree of Life (sales techniques):Permission – Asking for permission before asking questions or personal information. This helps build trust with the prospects.Takeaway – Taking away parts or options of a job if it seems like they are not interested. When something is taken away from people, it makes them want it more.Rescue – Coming to the rescue when a client seems unsure or struggling

Resources: 

TCF831: Paper, Pencils & Price Negotiations

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