Tom reveals one of the most common mistakes contractors make when talking with potential clients and trying to get a sale — the mistake of asking them, "What's your budget?" He explains why this question can be the worst thing to hear during a sales conversation and how it can be detrimental to your sales process. He offers alternative strategies that will help you close more deals and build stronger client relationships.    Conversation Highlights: [00:00] - Intro [01:01] - Trust issues in sales [02:15] - The worst question to ask on a sales call [03:52] - Pre-qualifying prospects  [04:21] - Two budget scenarios to engage prospects [05:57] - The golden question [07:19] - Free Resource: How to Prequalify Better  Resources: The Mile High Profit Summit isn't your typical boring contractor conference. Our speakers are experts who will keep you engaged with valuable tips and tricks that will immediately impact your bottom line. You can say goodbye to boredom and welcome actionable insights to help you skyrocket your profits!  Visit http://MileHighProfitSummit.com and join us in Denver this September.  

TCF795: The Worst Question You Can Ask on a Sales

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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Have you ever put off an important task and then regretted it later? Or made a decision you wish you could take back? Tim and Derek discuss how the actions we take today directly impact our future success. They tell you not to screw over your future self by procrastinating or neglecting important tasks. Take action on your goals, so you have no regrets down the road. Your future success depends on it! In this episode, they discuss:The impact of today's actions on your tomorrow's outcomeMaking decisions and taking action today – if you delay, things may not be not favorable for youImportant things contractors need to be doing in their sales process so that they don't screw their future selvesFollowing up with clients — small actions like reminder calls or emails can make a big difference long termNot delaying important tasks or your future self will be mad you missed out on opportunities

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TCF907: Don't Screw your Future Self

Are you feeling overwhelmed trying to do it all in your contracting business, but still, your profits aren’t where you want them to be? Tom explains that every business goes through different phases, each phase requiring different efforts from you as the owner. He discusses the 3 key phases of business and how to focus your time and energy in each stage. Episode Highlights: [00:00] - Intro [00:16] - The 3 phases of business [01:49] - Hustle and grind phase (Up to $50k/month) [03:04] - Farming phase ($50k to $100k/month) [05:14] - Protect phase (Over $100k/month) [08:32] - How much time should be spent on each phase [12:27] - Shifting priorities as business grows [12:58] - Biggest takeaway 
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TCF906: The 3 Phases of Business

Don’t judge a book by its cover! Do you think clients judge contractors based on what vehicle they show up in? Do you believe those who show up with nice trucks get treated by clients differently and get more jobs? Tim and Derek tell you that your vehicle has no effect on your skills or ability to get jobs. As long as you show up with confidence, clients won’t care if it’s a sports car or an old beater. What really matters is the work, not the ride. In this episode, they discuss:Tim and Derek’s first vehicles they used for their businessesDoes driving a nice truck affect client perceptions and salesStory of a person’s dad who used to hide his nice car so clients wouldn’t assume he charged too muchThe vehicle you drive does not affect your ability to get and do your jobFocus on your happiness and not limit yourself or judge others based on vehicles or appearances — What matters most is the work you provide to clients

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TCF905: How Did You Show Up?

Are you a contractor who is working hard but never getting ahead financially? You're not alone. Many contractors find themself stuck in the never-ending pit of financial struggle no matter how hard they work. Tom is here to tell you it doesn't have to be that way. He discusses how you can get out of this current pit and turn things around to achieve your financial goals. Episode Highlights: [00:00] - Intro [00:27] - The biggest pit contractors face [02:35] - The contractor who found financial success [04:37] - Analogy of dead flies on a windowsill [06:04] - How to move from the pit to your peak [07:05] - Having clarity of where you are [09:12] - Commit to getting to your goals [12:43] - Reverse engineering your goals [13:58] - What happens when you reverse engineer your goal [16:05] - Importance of discipline for success [17:19] - Closing remarks 
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TCF904: I Can't Get Ahead Financially

Today, Steve is joined by his son Logan Shinholser to discuss the top three things that every contractor needs to know to succeed including what Logan calls the 3 Ps : Product, Promotion, and Process. Steve also discusses having enough cash flow, treating people well, and communication skills. In this episode, they discuss:Having a good product – Be top-notch like Disney World of your industry, not the Six FlagsProperly promoting your work – It is as important as doing high-quality workHaving a process and the ability to articulate and lay out the processHaving enough cash flow – It helps you to keep the business running smoothlyTreating people how you want to be treatedLearning how to communicate
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TCF795: The Worst Question You Can Ask on a Sales

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