The Contractor Fight with Tom Reber

Even if you have no plans to sell your business, you should build it so that others want to buy it! Tom’s guest today is John Warrilow, author of Built to Sell, The Automatic Customer, and most recently, The Art of Selling Your Business which is based on concepts from his Build to Sell podcast. John reveals the secrets of building a business that’ll have buyers knocking at your door!    In this episode, we talk about… The secret sauce of recurring revenue  Niching down and the Trojan Horse effect  How offering highly differentiated services builds your value      The essence of building a valuable company is that it works without you Recognizing the value of freedom vs. wealth creation   Why sales is the toughest role to fill      Sell less to sell more: Productize your service by offering programs and packages Inject as much or more pride in building a company than you do in your job Qualities of an ideal sales person and the ultimate job of any sales manager 3 Drivers of Company’s Value : Hub & Spoke Recurring Revenue Growth potential  Running a company is not a life sentence and it’s okay if you want to sell it    Links to resources: Grab your free gifts at Built to Sell Built to Sell Radio Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

People hire contractors to do the work they can’t do themselves, and the same principle applies to paid ads. If you’re not having success with ads, it’s time to find someone who will. Tom’s here to explain how to make paid ads work for you and why you must attend Fight Night!         In this episode, we talk about… Tips to create a better ad to get the conversions you want: Stand out and grab your ideal client’s attention Maintain a high-converting web page that provides an excellent experience Hire someone to run your ads or coach you to be more successful with ads   Details about Fight Night  Market, sale, recruit, train   Links to resources: Fight Night: Make Paid Ads Work for You Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

Scaling your business isn’t rocket science but absolutely requires having strong systems and focus in place. Tom’s guest today is Cameron Herold, top business consultant, best-selling author, and the mastermind behind hundreds of companies’ remarkable growth, including the highly successful 1-800-GOT-JUNK?. Cameron breaks down how to scale your business with systems and focus that let you work smarter, not harder!   In this episode, we talk about… How to scale: Rip off and duplicate  Doing the critical few things vs. the important many Measure yourself daily: know where you want to be and what it takes to get there Prioritize gross margin, employee happiness, customer happiness  Consume content with a purpose and apply what you learn  4 stories media loves: genesis, lessons from the edge, culture, how a product/service helped a customer  Set your fire: the smaller the market, the bigger the opportunity    Hire the people you will listen to or listen to the people you hired Business shouldn’t be your everything—build fun back into your life    Links to resources: Cameron Herold Miracle Morning for Entrepreneurs Double Double (Chapters 1, 2, 4, 6, & 12!) Second in Command Podcast Invest in Your Leaders Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.   Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

A team is only as strong as its leader so if you’re not seeing the results you want, it’s time to clarify your expectations and provide your team with the processes it needs to succeed. Tom’s guest today is Vicki Suiter, owner of Suiter Business Builders. Vicki digs into giving your team more control so you can save time and consistently get the results you want!    In this episode, we talk about… How a lack of clarity leads to a lack of accountability  Managing for results vs. managing for tasks  Creating a feedback system to create ownership  Be specific about your criteria for success Why hiring starts with your values Giving control with specific and measurable goals Understanding our thoughts and beliefs directly control our actions   Seeing yourself as the problem so you can be part of the solution Building mechanisms to empower your team to look up and look ahead We drop the ball when we don’t have consistency and processes in place    Links to resources: Live Webinar: Build a Team That Takes Ownership Suiter Business Builders Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

Tom’s here to remind you that as a contractor you are not in the proposal writing business—you are in the check cashing business. Take control and stop spending time on people who waste your time and reach the people ready to buy from you! In this episode, we talk about… Stop stealing time from yourself and your family Why follow up calls suck when you don’t pre-qualify prospects 3 Ways to take control of what you can control: Get your website and content in order  Use social media and maximize video content  Shin Fu pre-qualification method  The more transparent you are, the more the right people will call you   2 Action steps: Review the podcast to help boost the trades and your fellow contractors Download The Contractor’s Guide to Spotting a Cheap Prospect BEFORE They Waste Your Time Links to resources: Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

Seeing is believing and it’s time to optimize your optics and level up your proposals so customers will see your value upfront. Tom’s guest today is Ryan Shantz, the founder of SumoQuote and partner in a multi-million dollar roofing company. Ryan understands how to successfully scale a business and explains easy ways to stand out to customers and increase your closing rate!    In this episode, we talk about… Ryan’s non-traditional path to business Lessons from the fashion industry The value of a consistent brand experience and strong visual content Why you should always follow up with customers who request a quote Biggest struggle of selling SumoQuote and ideal fit for the SumoQuote platform Make your customer’s life easier and they won’t worry about the cost   How the little things make you stand out and get the job  Using technology to make it easier for customers to buy from you Critical steps to scale and grow your business    Links to resources: SumoQuote Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

Contracts can make or break a business and you must not only have one, but also know what’s in it so you can protect yourself from lawsuits, litigation and lost revenue. Tom’s guest today is Karalynn Cromeens, owner and managing partner for the Cromeens Law Firm, creator of the Subcontractor Institute, and author of the new book Quit Getting Screwed. Listen in and learn how to play defense for your business by really understanding what’s in your contract so you don’t have to learn the hard way!   About Karalynn: The Subcontract Institute was created by Karalynn Cromeens, Owner & Managing Partner of The Cromeens Law Firm. In the sixteen years she has practiced construction, real estate, and business law, she has reviewed and explained thousands of subcontracts. For years, she has tried saving companies that have signed problematic subcontracts. Unfortunately, by the time they came to her it was too late; there was nothing she could do to help.  As hard as she fought, she could not get them out of the poisonous, one-sided subcontract they had signed. She hated seeing clients lose money- sometimes their entire business- over language they did not understand. Seeing these situations play out day after day was the driving force behind her book, Quit Getting Screwed, Understanding and Negotiating the Subcontract, and the creation of The Subcontractor Institute.    In this episode, we talk about… Different areas to negotiate as a subcontractor and contractor  Understanding the difference between scope vs. bid   Litigation is never a win for anybody—having something in writing is better than nothing Be clear and specific on your expectations, payment schedule, and know what’s in your contract Document everything to cover your ass! Don’t do any favors: Submit change requests and get paid for the work you do Why you shouldn’t sign a personal guarantee and how to recognize them in contracts Details about the Subcontractor Institute Remember there’s no set of rules to protect you once you sign a contract  Advice for how long your contract should be    Links to resources: Subcontractor Institute Cromeens Law Firm Quit Getting Screwed Book Quit Getting Screwed Podcast The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

If you’re not satisfied with your current job, business, income, life—anything—it’s time to stop making excuses and take action. Tom’s here to remind you to get over your fear so you can truly be unafraid and fight for the life you want!         In this episode, we talk about… Stop being soft and pick a fight with your adversity Do the work and level up your skills Winners find a way to win, losers find another excuse Go to war with your marketing Mediocrity dies today—invest in yourself Take control of what you can control Intensity doesn’t give you permission to be an asshole     Links to resources: Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

2020 taught everyone the value of digital marketing and why your online presence matters. Tom’s guest today is Spencer Powell, the creator of Builder Funnel and author of the new book The Remodeler Marketing Blueprint. Spencer breaks down how a content mindset can boost your business and simple ways to build your brand by shifting your online strategy!   In this episode, we talk about… Commonalities in 2020’s success stories  How 2020 created a shift and entry of dollars into the digital space Adopting a thought leadership and content mindset An SEO framework that allows you to measure, tweak, and improve Viewing your website like a sales rep that never sleeps  Blogging, pillar pages, and tips for using transcriptions to boost your content Whether to build your brand in-house vs. outsourcing services  Putting in the reps to get comfortable on camera Adding a top of the funnel lead conversion to every page on your website  Why you should create a miniseries for your business    Links to resources: Remodeler Marketing Blueprint Builder Funnel The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.   Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

Too many people view trade work as a last resort or backup plan instead of considering it as a viable career path and are often unaware of the lucrative opportunities it actually provides. Tom’s guest today is Thomas Moorman from the Perfect Technician Academy. Thomas believes it’s time to shift the stigma of the trade industry and shares why more graduates and military vets should look to the trades as their Plan A instead of Plan B!   In this episode, we talk about… Changing the paradigm and finding the right students for trade schools Why value based hiring can help find the best candidates for the job   Must haves for successful employee training programs  Understanding the totality of the business and not just the job you do Economics of blue collar jobs and trade school programs vs. four year degrees and college  Challenges and benefits veterans experience when transitioning from the military to trade jobs   You’ll never have an issue making money if you’re willing to do the work    Links to resources: Perfect Technician Academy Perfect Technician Academy YouTube The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp!  Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast   Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99