The Contractor Fight with Tom Reber

Success looks different for everyone and it’s important to know what results matter most to you. Tom’s guest today is Joe Migrala, owner of Deptford Fence in South Jersey, whose willingness to make mistakes and learn from them has allowed him to build the business and life he wants over the past 5 years. Whether you’re trying to just break even or hit your first million, Joe reminds us we all have the power to change our situation and get the results we want!          In this episode, we talk about… Being a constant work in progress Starting a company with just an idea to make money and a sedan How the stress of being broke affects your family Changing your life to have the life you want  If you don’t think like a million dollar company, you won’t behave like one Joe’s mindset on marketing, affirmations, and meditation Working hard at first so you don’t have to work as much in the long run Building a system based on the results you want  Sell jobs, produce jobs, and know your numbers   Remembering your current situation isn’t what your life is meant to be       Links to resources: Profit Planner Program Rising Higher Meditation 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

We figured if we really want to understand the female perspective, we should actually ask a female who knows what she’s talking about! Tom’s guest today is Lindsey Kirchner, who runs sales and project management for her and her husband’s company Stain and Seal of Fort Worth, and also happens to be the Chief Experience Officer of the Contractor Sales Academy. Lindsey breaks down why taking the time to listen and sell to women is your best bet!   In this episode, we talk about… Know when to ask for help and implement what you learn Where most contractors go wrong when selling to women   Why tonality and patience matter    Helpful phrases to connect more with women as a contractor  Don’t be afraid to hire a woman  Communicating vs. condescending  Sell to the woman even if a man is involved    Links to resources: Stain and Seal of Fort Worth Stain and Seal of Fort Worth Facebook 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

Long term goals are great but it’s what you do day in and day out that really matters. Tom’s guest today is Joe McPherson, owner of Capstone Waterproofing Solutions. He’s an experienced general contractor with only a few years under his belt in offering a specialty service. Joe’s journey to success  hasn’t been an easy one, so listen up as he shares how to get the wins you want one moment at a time!    In this episode, we talk about… To specialize or not to specialize Joe’s perspective as a Black contractor  Learning to treat the problem vs. the symptom The “unfair advantage” of personal experience Joe’s darkest moment as a business owner Making a plan to reach success one moment at a time Advice for implementing the plan—even when you don’t feel like it Why success is hard  Educating clients to turn them into advocates for your business What led Joe to have the confidence to raise his prices and maintain his job costs     Links to resources: Capstone Waterproofing Solutions Capstone Waterproofing on 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

Marketing is a must but sometimes it’s hard to know how much to budget for advertising or where to get started. Tom’s guest today is Logan Shinholser, the owner and host of the Contractor Growth Network company and podcast, who knows how to craft a hell of an elevator pitch and reminds us all to market our why before we do anything else!    In this episode, we talk about… Why clarity about what you do and what clients you want to attract matters Logan’s view on tracking leading or lagging metrics   Rule of thumb for your marketing budget Marketing yourself and understanding what you’re actually competing against Combating competition with storytelling  All roads lead to your website What it means to have intention behind your marketing It’s not who you know but who knows you Minimum ROI and the 10X Rule  How to know if your website reflects the value you offer  The power of messaging that focuses on your why vs. what you do           Links to resources: Contractor Growth Network  CGN Podcast CGN Facebook Group 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

We all make mistakes and the difference between failure or success is whether we choose to keep going down the same road doing the same old thing or create a new path using what we’ve learned. Tom’s guest today is Micah Miller from Easton Outdoors, and someone who knows firsthand how heavy debt can be if you don’t have a plan to get out from under it. Listen in as he explains why the sooner you understand “it’s always about what you do and never about what anybody else does”, the sooner you’ll get to where you want to be!      In this episode, we talk about… How Micah’s debt impacted his home life   Owning your part and not allowing yourself to be a victim   Why we don’t give up, even when it’s a clear way out  Where a simple tracking mindset can take your business   The power of securing even just one influencer to support your work  Making communication your priority     Advice for making a plan and letting change happen when needed        Links to resources: Easton Outdoors Easton Outdoors Instagram: @eastonoutdoorsllc Easton Outdoors Facebook 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

As you’re planning for 2021, give yourself time to reflect on last year, really understand what you want for yourself and for your business this year, and create a plan to hit your target! Tom welcomes Dan Sherwood to the Fight Team as they discuss the wins and misses of 2020 and how to kick ass in 2021!     In this episode, we talk about… Evaluating your failures and successes   Key indicators to evaluate your happiness  Identify your target and make a plan to get there  Getting clear on what matters most  Connecting the dots and using data to track your progress 6 things to track on a weekly basis Why job cost is the best place to start tracking in your business       Links to resources: 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

Surrounding yourself with the right people is vitally important to growing as a business owner and growing as a person. This is a fact and it can’t be emphasized enough. As much as that concept is about finding the right people, it’s equally about avoiding the wrong people. Tom is here to tell you how to avoid those negative people!   In this episode, we talk about… Negativity shows up in a variety of manners What happens if you allow negative people to be around you Some negative people have infiltrated the Facebook group Reasons that we want to avoid negative people Get some clarity on who you want to be and do an audit of those closest to you Take some responsibility for your actions and where you are Pay attention to how you feel after spending time with different people The best ways to deal with negative people Links to resources: 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 $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! 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  

Contractors have a bad habit of stealing time from their families and that’s a huge problem, but where does all that time go? Chasing BS leads, that’s where it goes. If you’re a contractor, you know how much time you’ve wasted on leads that never pan out and it probably makes you sick. Tom is here to tell you how to pre-qualify those leads so you can stop stealing time from your family!    In this episode, we talk about… The problem with just reading a list of questions Where salespeople fall on the spectrum of public trust Importance of setting the tone with your spirit of the conversation Expressing gratitude to your clients and prospects will take you leaps and bounds Common misconceptions about the goal of the sales process Where 80% or more of the sale actually happens Shifting the conversation over to the money Make sure to set proper expectations in case of unexpected circumstances All decision-makers must be involved in the process How to gauge the prospect’s level of BS   Links to resources: Learn how to spot the cheap prospects before they waste your time! 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 $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! 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

How many contractors out there have discounted their work just to close a deal? If you came up with the classic world of contracting, this may seem like the norm. Ask yourself this question. Why would allow yourself to get paid less than your worth? Tom thinks that most of the time, discounting your work is a horrible idea and he’s here to tell you why!   In this episode, we talk about… Strategic discounting is different than what most contractors do Discounts give the wrong impression unless you want to be known as the cheap one Becoming price-focused as a salesperson does not help Attracting customers with discounts is only going to bring discount referrals Lowering your prices does not equate to selling more projects Diving into the negative effects of discounts on your profit Calculate what you need to keep each month Discounting makes it harder to build a strong team Things you can do instead of discounting Links to resources: Learn how to spot the cheap prospects before they waste your time! 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 $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! 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

You’re a contractor that has just entered The Fight only to realize that you still have to complete a project that you now know is underbid. What can you do now? Are you screwed? Tom’s here to tell you, so take a listen!   In this episode, we talk about… Avoid going back to the client and asking for more money Keep negativity out of your relationship with the client As tempting as they are, don’t take the shortcuts Map out the project plan down to the day-to-day activities This is the time to communicate clearly with your team Look for opportunities to upsell on the project Learn as much as you can from this experience Links to resources: Nail your job cost! 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 $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! The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast