Ask yourself this question: Can I walk a prospect through the steps to take them from a complete stranger to a paying client?  This is what it means to have a sales process.  So much of the time, a prospect disappears because we haven’t done a good job of keeping them engaged, kept them moving through a process, and ultimately are making it up as we go along.  

People aren’t stupid and they can sense instability and uncertainty a mile away.  In this episode, Bryan unpacks the steps in the process he teaches in his Sales Masterclass.

Here’s the deal… a very long time ago someone decided that the relationship of effort to money would be that you expend effort before being paid.  Pile on top of this probably the largest financial risk in any industry and you end up with a completely inverted financial relationship.  One in which you are responsible for shouldering the costs for someone else’s home until you reach an acceptable level of completion where you are paid back, and take a small profit in recognition of this work.

The only way to consistently change this relationship and get the clients that you want is to charge for your estimating and pre-construction work. This is a job cost and not something that you should do for free.

Think of the very best sports figures from the past several decades.  The common thread was an insatiable desire to be the best, and they realized early on that the path to success was to constantly improve. 

In our final episode in the Sales Mastery Mini-Series with Bryan Kaplan, we are going to dive deep into how you can gain insane confidence in your sales process, pitching, and closing rate if you follow these key steps we’ll talk about today.  And he’ll share some secret weapons you can use right now.

Rebecca of Resilient By Design talks to Bryan about all the ways you can ease the friction between designers and their trades.

Colin from Tools Of The Trade podcast talks to Bryan about the systems construction company owners need to operate with efficiency, so they stop leaving money on the table.

Eddie and Tyler from Construction Bros talk to Bryan about relational selling and how, when done properly, clients can turn into a free salesforce.

Kyle from The Remodelers Show speaks to Bryan about how to better use technology in your remodeling business.

Rebecca of Resilient By Design talks to Bryan about all the ways you can ease the friction between designers and their trades.

Spencer from Builder Funnel Radio talks to Bryan about how construction businesses can improve their virtual sales and use the digital environment to their advantage.

Jared from Building Optimal interviews Bryan on punch list systems that help you end projects on great terms with your clients.