Price. Sell. Paint.

Sales not following up? Clients slipping through the cracks? This episode is for you. Jon chats with Chris Kiefer , founder of Boolean and automation nerd, about how painting contractors can use smart tools (and common sense) to take work off their plate. No fluff, just real tactics that save time and actually help you close more deals. You’ll hear: Why your CRM should feel like a second brain The...

Sales isn’t always sunshine and signed contracts. In this episode, Jon and Michael unpack the real reasons why customers ghost, lowball, and lead you on — and how painting contractors can shift the sales dynamic using proven strategies. If you've ever left an estimate thinking "this one's a sure thing," only to get radio silence, this one's for you. Learn how to build trus...

In this episode, Jon and Michael sit down with Amanda Bryant, color consultant, interior design pro, and Jon’s sister—to talk about the powerful role color plays in the painting sales process. From how Amanda supports The Urban Painter’s sales team with design consults, to how color choices impact mood, trust, and upselling opportunities, this episode is packed with insights. You'll learn: -...

In this episode of Price. Sell. Paint., Jon Bryant sits down with Daniel Honan, founder of Bookkeeping for Painters, to uncover the key financial habits that separate thriving painting companies from the rest. From pricing strategies and gross profit benchmarks to understanding your financial ratios and cash flow management, Daniel shares practical, data-backed advice from years of working exclusi...

In this episode, Jon Bryant and Michael Murray sit down to give you an inside look at PaintScout X: Sales Unleashed, happening April 23rd, 2025. They share why this virtual conference was created specifically for painting business owners and sales reps, and what you can expect from this full day of powerful sessions, keynote speakers, and real-world strategies you can apply right away. From master...

In this episode of the Price Sell Paint podcast, Jon Bryant and Michael Murray dive into the controversial topic of virtual estimates. Can they really work for your painting business? Jon and Michael share their experiences, from the early days of experimenting with tools like Groundwork to designing a fully virtual process for cabinet painting. They discuss the surprising results, including chall...

In this episode, we sit down with industry leader Kevin Nolan to dive into the fundamentals of building a strong sales team in the painting business. Kevin shares insights from his decades of experience, including how to attract top sales talent, create a winning sales culture, and implement processes that drive revenue growth. We also discuss key takeaways from his new book, Organizational Talent...

Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability. The conversation covers how fluctuating paint prices affect job costing, the pros and con...

In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performanc...

This episode dives into the strategies you need to scale your painting business, increase sales, and succeed in the painting industry this year! Jon Bryant & Michael Murray focus on the reality of achieving 10X growth and why it may not be feasible for every painting business. You’ll learn how to set realistic sales goals that drive measurable results, as well as proven marketing strategies to...

In this episode, Luis Rodriguez, from Lifetime Custom Painting, shares his journey from college student to business partner with his father, detailing the growth of their painting business through effective sales strategies, job management, and digital marketing. The conversation delves into the importance of understanding net profit, implementing job costing, and utilizing a profit-first mindset...

They say "sales doesn't start until you hear an objection." This episode focuses on just that: handling objections in sales, a critical skill for success in the painting industry. Jon Bryant & Michael Murray cover the mindset needed to address objections, strategies for separating personal identity from sales performance, and actionable techniques to navigate pricing concerns, i...

In this episode, hosts Jon Bryant & Michael Murray engage in a listener Q&A session, addressing common challenges faced by painters and business owners in the painting industry. They discuss hiring your first painter, the importance of setup calls, pricing strategies, and navigating customer requests for extra work. The also chat about whether or not geography effects pricing, creating a f...

Today Jim Falk, the VP of Sales at Nolan Painting, shares how he went from hating sales to excelling at it — now training hundreds of salespeople! He shares his experience transitioning from a sales rep to VP of Sales and the challenges and rewards of managing a large sales team. Jim discusses his mindset shift from viewing painting as a commodity to focusing on the value and emotional connection...

In this conversation, Jon Bryant & Michael Murray explore the concept of the 'Good-Better-Best' tiered pricing strategy within the painting industry. Is it something your company should offer or is it just not worth the hassle? They discuss the pros & cons of providing customers with options, the psychological effects of pricing strategies, and the challenges of implementing such...

Today Tom Reber, founder of the Contractor Fight, shares his experience of starting a new painting company… again . Tom discusses the lessons he learned from his previous painting company and how he is applying them this time around. He emphasizes the importance of having the right mindset and putting the sales methods like the ‘Shin Fu’ technique into practice. He also shares how a concept called...

In Part 2 of this discussion on pricing strategies in the painting industry, Jon Bryant & Michael Murray focus on the Pros & Cons of Discounting. They explore how to balance capacity with pricing, the psychology behind pricing, and the necessity of maintaining profitability during slow seasons. This episode emphasizes the need for an abundance mindset to thrive in a competitive market.  Re...

How much are you charging per hour? The answer is: probably not enough! Many contractors confuse being busy with being successful, leading to underpricing their services.  Today, Jon Bryant & Michael Murray break down various aspects of pricing in the painting industry, including understanding market prices, the role of sales skills, the emotional impact of the environment on customer decision...

In this episode, Jon Bryant & Michael Murray interview Seth Peek to explore his journey in the painting industry and other endeavours that all point to business growth. Seth emphasizes the importance of quick customer responses, innovative sales strategies, and the need for professionalization in the painting industry. He also shares insights on work-life balance and simplifying production rat...

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...