Tim and Derek delve into the essentials of client qualification, discussing red flags to watch for and why effective sales training is critical for contractors. With practical advice and real-life examples, they help contractors understand the value of vetting clients and establishing a clear sales process to save time and maximize profitability.

In this episode, they discuss:

• Why only a fraction of inquiries turn into ideal clients and the common reasons some prospects aren’t a good fit.
• The importance of qualifying clients to determine if they understand and value the services offered.
• Red flags to look for during initial conversations, including unrealistic budget expectations and mismatched project types.
• The concept of "assignment selling" and how educating clients through content can improve client fit and reduce acquisition time.
• An introduction to the Shin-Fu Sales Training process, designed to help contractors qualify leads quickly and effectively.
• How having the right sales tools, such as a well-branded website and positive reviews, can pre-qualify clients before the first conversation.
• Practical tips for avoiding time-wasting estimates and learning to say “no” to clients who aren’t a good fit.

Resources:

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⭐️⭐️⭐️⭐️⭐️ Grab our NEW course to grow your business

5 STEPS TO 5 STARS: HOW TO CHARGE PREMIUM PRICES AND NEVER RUN OUT OF LEADS

https://thecontractorfight.com/5-stars/

============================================================

💰 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

💪 Get on the podcast! - https://thecontractorfight.com/intervention

== 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!

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Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

In this episode, Tom sits down with financial expert Claudio Gambin to explore strategies for managing your finances as a contractor, reducing tax liabilities, and protecting your assets. From taxes to asset protection, Claudio offers actionable insights that can help contractors maximize profits and safeguard their financial future.

Episode Highlights:

• [00:00] - Intro and special offer details
• [01:13] - Claudio’s background and unique approach to unbiased financial consulting
• [03:40] - Current economic outlook and why contractors should “stack cash” during uncertain times
• [05:16] - Key principles for building a recession-proof business
• [06:14] - Low-hanging fruit for building a business to sell, even if you don’t plan to sell
• [08:31] - The role of personal investment for smaller contractors and larger businesses alike
• [10:29] - The importance of reinvesting surplus cash flow back into the business
• [11:55] - How a 50% gross profit goal compares to traditional investment returns
• [13:16] - The debate on diversification versus doubling down on your own business
• [16:10] - Building liquidity and minimizing fixed costs to stay prepared for future opportunities
• [17:09] - Strategies for using business earnings to invest in real estate for tax efficiency
• [19:01] - Benefits of real estate investments within a business structure for asset growth and tax reduction
• [23:07] - Why construction businesses have unique tax advantages
• [27:24] - Tax strategies for small business owners, including credits, depreciation, and deductions
• [30:15] - The importance of year-end tax planning with a proactive CPA
• [32:05] - How to choose the right CPA and the value of strategic tax planning
• [33:55] - Asset protection basics: separating business and personal assets, auditing insurance, and updating operating agreements
• [35:21] - Tax efficiency in construction: avoiding overpayment and maximizing tax strategies
• [43:45] - Turning threats into opportunities with strong operations and a solid balance sheet

Resources:

Book a FREE 30-minute consultation with Claudio:

https://gfgsolutions.com/

💰 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

💪 Get on the podcast! - https://thecontractorfight.com/intervention

== 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

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

The team discusses strategies to make your clients talk about your business, focusing on delivering an exceptional customer experience. Joined by Micah Miller, they dive into actionable methods for building loyalty and getting clients to rave about your service without relying on traditional advertising.

In this episode, they discuss:

• The Five Steps to Five Stars: How focusing on existing clients can lead to more referrals and repeat business.
• Low-Cost Marketing with High Impact: Why small gestures like thank-you notes, fruit baskets, and regular client check-ins can create memorable experiences that clients share.
• Consistency and Client Communication: The importance of updating clients regularly on project timelines, which helps build trust and keeps them engaged.
• Developing a “Client-First” Approach: The shift from chasing new leads to cultivating loyalty within your current client base.
• The Role of Customer Service Systems: Micah shares insights on implementing client follow-up systems, tracking milestones like birthdays and project anniversaries, and enhancing the customer journey.

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

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

In this episode, Tim and Derek discuss the critical mindset of "how you do anything is how you do everything." They explore why consistency and intentionality in every aspect of your work can significantly impact your business’s reputation, profitability, and success. Through relatable stories and actionable advice, they highlight how contractors can embrace excellence at every level.

In this episode, they discuss:

• The importance of first impressions and why the details in client interactions can make or break a deal.
• How being consistent in your sales process, project management, and communication builds trust and credibility with clients.
• Ways to handle difficult scenarios, such as negotiating with clients who want discounted rates or added perks.
• The long-term benefits of focusing on quality over quantity in both client relationships and project execution.
• Strategies for balancing the client’s needs with your business’s profitability goals without compromising on value.
• Real-world examples of leveraging social media and word-of-mouth marketing to expand your influence in the community.

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

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

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

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

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.

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== 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.

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention

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.

Mentioned in this episode:

Be on the Contractor Intervention! - https://thecontractorfight.com/intervention