The Contractor Fight with Tom Reber

In this episode, Tom Reber and BATTLEGROUND coach Micah Miller tackle some of the hate comments they’ve received online, addressing common misconceptions about pricing, profitability, and the contractor industry. This candid discussion sheds light on the challenges contractors face and the importance of standing firm on pricing for the value delivered.

Episode Highlights:

• [00:00] - Opening comment: "Why People Hate Contractors" and discussing profit margins
• [01:00] - The Catch-22 of pricing and the misconceptions about contractor fees
• [02:14] - Why many contractors aren’t ready for high-value clients
• [03:04] - The importance of professionalism in securing larger clients
• [05:29] - Breaking down where the money actually goes in a project
• [07:12] - Calculating true costs beyond materials and labor
• [08:19] - The reality of profit margins and comparison to employee salaries
• [09:56] - How undercharging affects contractors’ ability to deliver quality work
• [11:27] - Why many contractors should still be working on the tools at certain revenue levels
• [15:22] - Understanding lifestyle goals and tailoring business growth accordingly
• [17:27] - The benefit of specialization and “staying in your lane” for efficiency
• [18:50] - Why "take it or leave it" pricing is a poor sales strategy
• [21:02] - A personal story of losing a bid and learning the true reason behind it
• [23:41] - Knowing your numbers and the dangers of undercharging
• [24:56] - Examples of intentional pricing strategies and job costing
• [29:18] - Balancing price increases with retaining the right clients
• [31:55] - Final thoughts: The impact of specialization and offloading tasks

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook

== Grab the Gear ==

https://gear.thecontractorfight.com/

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber

Instagram: https://thecontractorfight.com/ig

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review!

Apple Podcasts

Spotify

In this episode, Tim and Derek discuss the Mile High Profit Summit 2024 and how you can bring the transformative lessons from the event into your home with the Mile High Profit Summit Recordings. They dive into some of the best presentations from industry leaders, offering insights that can elevate your contracting business and help you tackle common challenges.

In this episode, they discuss:

• Highlights from Derek’s live sales call demonstration, where he handled real-time objections and shared a complete sales process.
• Tim’s impactful talk on working with family, including practical tips for balancing personal relationships in a family business.
• Micah’s unique approach to marketing that goes beyond ads and focuses on creating unforgettable client experiences.
• James Miller’s insights into the mindset of a successful contractor and strategies for scaling large projects.
• Aaron Harshal’s powerful presentation, where he captivated the audience with storytelling techniques that connect deeply with clients.
• Gina Malvastuto’s breakdown of financial health for contractors with her talk, "I’m Profitable, but I’m Broke: What Your Numbers Are Telling You."
• Carolyn Cromie’s essential tips on crafting ironclad contracts, perfect for contractors looking to protect their business.
• Marcus Sheridan’s forward-looking advice on AI and content strategy with "They Ask, You Answer," tailored for the evolving digital landscape.
• Anthony Abbott’s tactical advice on hiring and subcontractor management for building a disciplined, efficient team.
• A dynamic session with Tom and Lee Reber on communicating effectively within a husband-and-wife business partnership.

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook

== Grab the Gear ==

https://gear.thecontractorfight.com/

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber

Instagram: https://thecontractorfight.com/ig

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review!

Apple Podcasts

Spotify

Tom shares a crucial lesson on effective sales strategy: the importance of not selling past “yes.” If you’ve ever lost a sale by over-explaining or upselling at the wrong time, this episode is for you. Tom dives into how to recognize that sweet spot in a sale and emphasizes the value of leaving some “meat on the bone” for upsells after the initial agreement.

Episode Highlights:

• [00:00] - Opening story: Losing a sale by selling past “yes”
• [01:27] - The risk of over-explaining and how it creates doubt
• [02:52] - Why keeping things simple closes deals faster
• [03:44] - The idea of “leaving meat on the bone” and timing upsells
• [04:43] - Empowering crew leaders to upsell and add value
• [06:09] - Examples of helpful upsell conversations with clients
• [07:33] - Training crew leaders and how upsells raise their leadership skills
• [08:32] - Success story: Crew leader generates a significant upsell
• [09:54] - Using upsells to fill schedule gaps and boost profits
• [10:47] - Commission structures for upsells and building a motivated team
• [12:05] - Creating an upsell mindset within the team without being pushy
• [14:08] - Real impact of small upsells on profitability
• [15:33] - Final advice: Train your team, leave meat on the bone, and don’t sell past “yes”

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook

== Grab the Gear ==

https://gear.thecontractorfight.com/

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber

Instagram: https://thecontractorfight.com/ig

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review!

Apple Podcasts

Spotify

Tim and Derek discuss a common pitfall in the contracting world: "Ostrich Management." If you’ve ever avoided addressing a tough conversation or postponed a crucial task, you might be guilty of this mindset. But don’t worry—Tim and Derek are here to help you break free from this cycle and take control of your business.

In this episode, they discuss:

• The concept of "ostrich management" as a tendency to avoid uncomfortable situations in hopes they'll resolve on their own. They explain why this approach often harms contractors' businesses and personal lives.
• From meeting deadlines to managing finances, Tim and Derek share real-life stories about how ignoring responsibilities can lead to bigger problems. They emphasize how taking action on things like IRA funding and managing 1099s can secure a better financial future.
• The “mirror method,” a self-reflective practice for identifying personal issues and areas for growth. This powerful technique encourages contractors to take accountability by facing the person in the mirror.
• The "Ohio Method"—Only Handle It Once—to help contractors manage paperwork and tasks more effectively. This approach reduces clutter and increases productivity by dealing with items immediately rather than putting them off.

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook

== Grab the Gear ==

https://gear.thecontractorfight.com/

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber

Instagram: https://thecontractorfight.com/ig

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review!

Apple Podcasts

Spotify

In this episode, Tom and Derek discuss highlights and key takeaways from the recent Mile High Profit Summit (MHPS) 2024. They delve into the community’s strength, gratitude, and the importance of actionable tactics learned at the summit. Together, they recount unforgettable sessions from prominent speakers like Tommy Mello, Marcus Sheridan, and special guest Linda Alvarado. For contractors aiming to take their businesses to the next level, this episode offers valuable insights and actionable strategies.

• 00:00 – Intro: Recap of MHPS 2024, community impact.
• 00:25 – Discussing the importance of action and applying learnings.
• 01:06 – Derek on MHPS’s supportive, welcoming environment.
• 03:19 – Tom reflects on MHPS’s final event and future plans.
• 05:02 – First-time attendees feel embraced by the community.
• 07:07 – Derek shares successful sales strategies, including "Shin-Fu" session.
• 12:57 – Highlights from Tommy Mello and Marcus Sheridan’s impactful advice.
• 17:07 – Introduction of the War Room program for scaling businesses.
• 28:43 – Tom presents the Impact Award to Uncle Roy.
• 32:35 – Tom and Derek discuss gratitude’s impact on relationships and branding.
• 36:20 – Recap of actionable strategies for contractors.
• 40:35 – Final thoughts on MHPS, expressing gratitude and encouragement.

💰 50% Gross Profit Worksheet

Download the worksheet to start calculating a 50% gross profit on every job and improve your financial game.

Download Here

💸 Free Contractor’s Guide

Learn to spot and avoid cheap prospects with our guide.

Get the Guide

== Join BATTLEGROUND ==

Your go-to program for contractor success, with focus areas in Leadership, Communication, and Numbers.

Learn More

== Get the Gear ==

Check out The Contractor Fight gear here: Gear Store

== Connect on Social Media ==

YouTube: Tom Reber’s Channel

Instagram: Follow Us

== Rate the Podcast ==

Support us by leaving a rating or review on Apple Podcasts or Spotify.

If you’re ready to level up your communication skills and gain the confidence needed to handle challenging client interactions, this episode is for you! Tim and Derek break down the power of effective communication in sales and share real-life scenarios to show how clear, confident conversations can turn obstacles into opportunities.

In this episode, they discuss:

• The Link Between Sales and Communication: How sales is more than just closing deals—it's about understanding clients and effectively communicating value and boundaries.
• Handling Emotion in Difficult Conversations: Derek shares his journey on remaining composed and unemotional, even with high-stakes clients.
• Building Confidence with Training: Discover how consistent training and learning can strengthen your confidence and reduce concessions in difficult client situations.
• The Role of Validation in Client Interactions: Why clients often just want to be heard and how validating their concerns can build stronger business relationships.

Resources:

💰 Calculate Your 50% Gross Profit

You didn’t become a contractor to struggle financially! Start calculating a 50% gross profit on every job with our worksheet: Gross Profit Worksheet

💸 Spotting Cheap Prospects Guide

Filter out clients who aren’t a fit with our free guide: Cheap Prospects Guide

Join Us in BATTLEGROUND

Everything your contracting business needs to succeed is in our Battleground Program, with focus areas on Leadership, Communication, and Numbers. Find out more at Battleground Program

Connect with Us on Social Media:

• YouTube: The Contractor Fight
• Instagram: @thecontractorfight

Rate the Podcast

Enjoyed this episode? Help fellow contractors find us by leaving a rating/review on Apple Podcasts or Spotify.

Meet BATTLEGROUND coach Micah Miller, a true fighter who turned his life around. A few years ago, Micah was facing over $400,000 in debt and feeling immense stress. But he took a chance on the contractor fight programs, worked hard, and transformed his life. Now, he’s close to building a $6 million business and has achieved financial freedom for his family. Tune in to listen to coach Micah’s journey and insights!

Episode Highlights:

[00:00] - Intro

[00:50] - The spirit of a fighter

[01:35] - All in

[02:35] - Tough moments

[03:52] - Money can’t buy happiness but solves problems

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 

== Grab the Gear ==

https://gear.thecontractorfight.com/ 

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber 

Instagram: https://thecontractorfight.com/ig 

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review! 

Apple Podcasts  

Spotify

If you went to Mile High Profit Summit 2024, your mind must be buzzing with new ideas and strategies, and you're fired up to take action. But then reality sets in. The exhaustion kicks in, the motivation starts to fade, and suddenly, your big plans are collecting dust. Tim and Derek are here with a simple solution to break this cycle — Just Push Record. Record a short video about your business, share it, and watch as each video improves your skill, confidence, and business!

In this episode, they discuss:

• Importance of taking action and implementing strategies learned at events like Mile High Profit Summit
• How video helps in business visibility and personal development
• 100-day video challenge to help build confidence and consistency
• The impact of the Battleground group's daily video challenge
• Power of speaking goals aloud and the importance of taking action on opportunities
• Building accountability and surrounding yourself with people who push you to grow

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 

== Grab the Gear ==

https://gear.thecontractorfight.com/ 

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber 

Instagram: https://thecontractorfight.com/ig 

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review! 

Apple Podcasts  

Spotify 

His project manager walked off the job, 22 open jobs waiting to be completed, negative net profit,  unhappy clients, and a team that’s been reduced after the PM quit on him — Matt, a third-generation contractor from Massachusetts, is facing some major business challenges. Tom sits down with Matt to find a way out of this tough situation.

Episode Highlights:

[00:00] - Intro

[00:19] - Matt’s background and business overview

[00:38] - The project manager walked off the job

[03:40] - Strategy to tackle these challenges

[06:20] - Communicate with clients, even when the news isn’t good

[07:20] - Focus on finishing one project at a time to avoid profit leaks

[11:03] - Managing the remaining team after some crews left

[14:32] - Tom’s experience with a similar situation

[17:04] - Reverse engineering projects and setting daily milestones

[18:55] - $1.5 million in pending projects

[19:34] - How the situation is affecting both his business and home life

[22:48] - Leadership shortcomings that led to this situation

[24:12] - The importance of hands-on leadership and accountability

[26:40] - Non-negotiable commitments Matt must make 

[31:15] - Focusing on man hours and targets

[32:50] - Tom’s 20 steps to a successful project

[35:14] - Impact of his current business on sales

[41:31] - Training the team to solve problems independently

[44:11] - Matt’s plans to hire a new project manager

[47:07] - Biggest takeaways from the conversation

[49:40] - Closing remarks

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 

== Grab the Gear ==

https://gear.thecontractorfight.com/ 

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber 

Instagram: https://thecontractorfight.com/ig 

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review! 

Apple Podcasts  

Spotify 

You probably spend a ton of time and money trying to find new clients. But what about the ones you’ve had for years? When was the last time one of your old clients called you up and asked, “Hey, do you still do roofing?” or “I didn’t know you painted exteriors, too!”

Tim and Derek discuss how contractors often focus on attracting new customers but forget to nurture their relationships with existing ones. They tell you to nurture your relationships with your long-time customers instead of just focusing all your efforts on getting new clients — so they don’t forget you and the services you offer!

In this episode, they discuss:

• The importance of building long-lasting relationships with clients, not just focusing on getting new clients
• Tips to show appreciation to long-term clients
• How small gestures can strengthen client loyalty and brand awareness
• Constantly communicating with clients and reminding them of all the services you offer so they don’t forget about you
• The long-term benefits of nurturing client relationships

Resources:

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 

💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 

== Join us in BATTLEGROUND ==

Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 

== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 

== Grab the Gear ==

https://gear.thecontractorfight.com/ 

== Find Us on Social Media ==

YouTube: https://www.youtube.com/c/TomReber 

Instagram: https://thecontractorfight.com/ig 

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review! 

Apple Podcasts  

Spotify