Price. Sell. Paint.

Today, Jon Bryant & Michael Murray are thrilled to chat with Nick Slavik, a 32-year master craftsman and Board Chair of the Painting Contractors Association (PCA). They talk about setting proper expectations for sales reps, the importance of volume in estimating, and the current challenges in finding leads. Nick emphasizes the need for consistency and effort in sales and marketing, and focusin...

In this conversation, Mike Green, a top-performing sales rep at Fitzpatrick Painting, shares his expertise in sales and prospecting with podcast hosts, Jon Bryant & Michael Murray. Mike discusses the importance of generating leads and the benefits of a hybrid role that combines office leads with self-generated business. He emphasizes the need for a targeted list, effective messaging, and a wel...

Today's guest, Ty Brown, shares his journey in the painting industry, from starting as a side hustle to growing his business to over $2 million in revenue! He emphasizes the importance of running the business by the numbers and maintaining a minimum gross profit of 50% on all jobs. Jon & Michael also talk with Ty about his process for hiring a sales rep and the training involved, as well...

On today’s episode, Brian Struble, owner of Shaver Painting & Decorating, shares his experience transitioning from residential to commercial painting over the last few years. Jon & Michael discuss the use of time-based rates with Brian, and they explore the benefits of using technology to streamline the bidding process and improve accuracy. This conversation provides valuable insights into...

This episode brings on Maggie Kuyper, Owner & CEO of Harpeth Painting, to discuss the role of women in the painting industry and the benefits the female perspective brings. Maggie shares her experience as a female salesperson and business owner. She highlights the importance of diversity and new perspectives in a male-dominated industry, and the unique needs and concerns women might face. Magg...

In this episode, Jon Bryant & Michael Murray chat with Colten Bethel as he shares about his journey to becoming a top painting sales rep. Colten discusses his approach to sales, managing leads, and the importance of following a system. He also shares insights into his sales process, his win-rate and close-rate, and the key factors contributing to his success. The three then discuss when the be...

Today, Jon Bryant & Michael Murray interview Connor Forbeck from Sound Painting Solutions — a top painting sales rep in the PaintScout database. Connor shares his insights and experiences as a sales representative in the painting industry, and emphasizes the need for a client-first approach and building trust with potential customers. He shares his strategies for handling price objections and...

In this episode, Jon Bryant & Michael Murray interview Russel Godoy, one of the top painting sales reps in the PaintScout database. Russel shares his journey and success in the painting industry, emphasizing the importance of having a growth track and his goal-setting strategies, including setting monthly and yearly goals and breaking them down into smaller, manageable targets. Russel also sha...

This conversation discusses the importance of follow-ups in the sales process and provides strategies for effective follow-up communication in the painting industry. Jon Bryant & Michael Murray cover topics such as how to start the follow-up process, taking ownership of follow-ups, setting specific dates and times, challenges in getting back in touch with customers, best follow-up methods (aut...

In this episode, Jon Bryant & Michael Murray discuss how to handle the busy season in the painting industry and avoid burnout. They emphasize the importance of being intentional with time management and setting parameters for scheduling estimates. They also discuss the ideal number of estimates to do in a week and the impact on close rates. They share their strategies for lead vetting, includi...

Today, Jon Bryant & Michael Murray discuss the five words no painting company ever wants to hear: “Your price is too high.” They explore 3 reasons that price objections can occur, how sales reps can handle these situations, and how to avoid getting this response in the first place. This episode emphasizes the importance of price conditioning and having budget conversations early on in the sale...

In this conversation, Jon Bryant & Michael Murray have Mark Glinskiy on the podcast to ask the tough questions about sales software — and they leave nothing on the table! Mark is on the search for software to implement in his painting business, and so their conversation covers a variety of topics, including the limitations of the sales process, the benefits of using more than one system, and s...

PaintScout X (as in "experience") is a virtual conference taking place on April 10-11, 2024. It aims to provide valuable insights and knowledge to help painting business owners and sales reps improve their skills and grow their businesses. The conference features a lineup of experts who will share valuable insights and strategies for success in the painting industry. In this episode, Jon...

In this episode, Jon Bryant & Michael Murray discuss strategies of top sales reps in the painting industry by revisiting a presentation they recently shared at the PCA EXPO 2024. They include data-driven analysis of the characteristics of successful sales reps, and reflect on their own experiences both in sales and in running successful  businesses. This episode provides valuable insights and...

In this episode, Jon Bryant & Michael Murray interview Dave Bryant, a successful Sales Rep and Project Consultant in the painting industry, about his strategies for generating referrals. Dave shares his experience of building a strong referral network and explains the importance of nurturing relationships with clients and industry professionals. Dave also emphasizes implementing visual aspects...

In this episode, Jon Bryant & Michael Murray discuss different methods of compensating Sales Reps, including the importance of aligning the compensation structure with the company's core values and the sales professional's values. This episode encourages painting companies to carefully consider the pros and cons of different sales compensation models. This podcast is powered by Paint...

Home shows. Whether you love ‘em or hate ‘em, Jon Bryant & Michael Murray discuss what NOT to do in order to have the most success at your next home show. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paint...

Setting annual sales goals is one thing, what do we do with our goals throughout the year? In this episode, Jon Bryant & Michael Murray discuss the 2 Big Pillars you need to look at when your sales teams (or yourself!) are not hitting their goals: Process & People. They dive into how to identify and evaluate sales performance and the importance of having a well-defined sales process for yo...

Annual goal setting is a vital part of running a successful painting business. In this episode, Jon Bryant & Michael Murray discuss a methodical approach to setting and achieving sales goals — for you individually or for your entire sales team. Download the mentioned spreadsheets below and take action toward achieving your 2024 goals today! Annual Goal Setting Spreadsheet: https://www.bit.ly/3...

In this conversation, Jon Bryant & Michael Murray discuss their experiences and lessons learned in the painting industry. They cover topics such as their journeys of building successful painting businesses, the difference between good vs. great painting companies, the need for proper lead generation, and finding the right customers. The conversation covers strategies for getting more applicant...

There's a lot of confusion around painting estimation methods, so today Jon Bryant & Michael Murray clearly define what Production Rate Estimating is (and what it isn't), why they use it, and how it can benefit any painting company. ========================== 2:04 – What is production rate estimating? 9:30 – Defining what production rate estimating is NOT 17:22 – Benefits of producti...

Whether you're hiring your first sales rep or just looking to expand your sales team, finding the right fit for your growing painting business isn't always easy. Jon Bryant & Michael Murray share insight on how to hire a sales rep, based on their 30+ years of combined experience in the painting industry. This episode tackles questions like: How do you know when you need to hire your...

Nine ways painting contractors can generate leads in the winter months (i.e. the dreaded slow season). Jon Bryant & Michael Murray have been in the painting industry for more than 30+ years combined. Their knowledge and experience will help you reduce your stress and be confident that you’re doing all that you can to help your painting business thrive — even when things are slow. =============...