The Contractor Fight with Tom Reber

A great team is the foundation of a successful business. So what can you do to create a team of high-performing employees that will last for a very long time? Steve and Derek share how you can get a great team of people who will follow you and stay with you.   In this episode, we talk about… Biggest problem amongst all contractors — Inability to build a permanent team around them Building a long-l...

Tom had a conversation with Brandon Patterson of Iowa Skilled Trades. Brandon not only speaks out about the workforce shortage issue but takes actual steps to resolve it through his organization Iowa Skilled Trades. Iowa Skilled Trades has been in operation since 2017 and has been assisting multiple businesses with their workforce shortage issues.    In this episode, we talk about…  About Iowa Ski...

If you cannot connect with your prospects, your sales will not reflect your expertise, even if you provide the best product and service! Tom reminds you to become the contractor of choice by connecting with your clients.   In this episode, we talk about…  What does connecting with prospects look like Understanding your prospects' interests before speaking with them Asking questions to your clients...

Don't take it personally when people are upset with you because they can't have what you offer. They will find someone else who will do it for their price — not for your quality, and not on your terms! Tim and Greg discuss the situation when contractors have to tell people that the price for the work is not what they expect.   In this episode, we talk about…  You can't close the deal to...

As estimate collector season has officially begun, some contractors may experience adverse effects on their mindset and business during this period. Dan talks about "estimate collector season" and some inevitable results that come with it.  In this episode, we talk about…  Estimate collector season and its impact on contractors How sales mindset of contractors is affected during estimate collector...

The guys answer your questions about getting leads, charging for gas prices, giving hard cash discounts, business line of credit, helpful software for contractors, respectfully turning away low-paying jobs, getting subcontractors excited to work for you in the busy season, etc.   In this episode, we talk about…   Question 1: What's the best way to get leads if you're just starting your remodeling...

Today, Tom is joined by Dan Bennett, the owner of D.B.C. Solutions. Dan started his business as Dan Bennett Carpentry in 2004. From 2014 he was out of business for four years and started his company again in 2018 as D.B.C. Solutions. Despite running the business for so many years, Dan wasn't getting any traction in his business, and he wasn't even sure why. Dan is now in the process of transformin...

The more confidence you have, the more sales you're going to make, and the more likely you will move forward with people and opportunities — people want to hang out with a confident person! Tom, Steve, and Derek discuss the value of self-confidence and how to build it.   In this episode, we talk about… Some tips for building self-confidence The line of distinction between cockiness and confidence...

Are you sick of setting goals and falling short? Then try to develop a habit that aligns with your goals, and you'll see yourself moving closer to success. Tom talks about how you can construct a habit that will eventually become an unconscious behavior. In this episode, we talk about…  Steps for building a habit:  Unconscious incompetence — Learning a new skill  Conscious incompetence — Your tale...

By telling your and others' stories, you humanize your selling and make deeper and more meaningful connections with prospects! Greg and Tim discuss going third-party and what it looks like when you're trying to sell.   In this episode, we talk about…  The Pretty bird story and what you can learn from it Telling stories can make the customers buy into the emotion of it Gaining credibility...

Design your sales process that serves your business and your ideal clients instead of pushing them away! Dan discusses some of the stupid sales processes some contractors follow and recommends reexamining your sales process and making sure it serves your customers.   In this episode, we talk about…  Mistakes some contractors make in their sales process. Three simple things you can include in your...

Tom and Dan answer your queries about how to incorporate contractor fight teachings into franchise rules, if you should go solo while starting a business, and how to solve cash flow issues.   In this episode, we talk about…   Question 1: How do I incorporate what you teach in TCF while abiding by franchise rules? Shin Fu is a pre-qualification system, so it is suitable for any sales system Many co...

For business owners, finding the balance between their career and family life is a constant struggle. Ryan Michler is back in the show to share some great advice about balancing business life and family life. Ryan is the founder of an organization called Order of Man, which helps men master their relationships, health, wealth, and themselves.   In this episode, we talk about… The top ways in which...

When you’re aware of what is happening around you in terms of where you are heading and where you are supposed to be, you’re more likely to win. Tom, Steve and Derek discuss the need to have some situational awareness about our lives, skills, and goals.    In this episode, we talk about… The need to know what you are trying to grow in a skill or a character trait  What Tom, Steve and Derek are tea...

Rather than ignoring the mundane work, see it as a challenge to advance in your life and career! Tom is here to motivate you to lean in and do everything you can to accomplish the success you desire in your life and business.    In this episode, we talk about… Living in integrity with yourself Working more intensely on the work you're not excited about Putting all your effort into whatever you are...

Having an effective sales strategy is crucial for any company’s growth — however, there are some unethical tactics you might be using without realizing it, which are turning away potential clients. Tim and Greg discuss the sales tactics that don't work and are actually doing more harm than good to your business.   In this episode, we talk about…  Tim and Greg discuss their bad experiences with a s...

Tom is joined by Chela Piacentini and Tami from JLC LIVE. They share information about the JLC LIVE event, which will take place in Providence, Rhode Island, from March 24-26. Over the past 26 years, this event has been helping builders, remodelers, and crews to improve their skills and build their businesses.   In this episode, we talk about… What is JLC LIVE, and how it will help contractors to...

The skies may be stormy, but don't let it slow you down or lose sight of your goal! Dan discusses ways to fuel your growth despite the economic conditions we are experiencing now.    In this episode, we talk about…  How have the current situations impacted the market How Kellogg's won during the Great Depression, while everyone else failed, and what you can learn from it What you can do to grow yo...

Tom and Dan answer a question from Tony about whether contractors should provide discounts or match the client's estimate.    In this episode, we talk about…   The conversation that occurs when the client asks for a discount, and how to handle the situation Know your numbers in order to decide whether you can give a discount or not  What is price match guarantee tactic and why you shouldn’t do it...

Tom interviews John G. Adams, the owner of Modern Design Aquascaping. John is a pond builder in Tennessee. The two discussed how John uses YouTube to grow his business and make good money. John also shares how a tragedy in his family several years ago led to the establishment of a non-profit foundation called the Sawyer Mason Foundation.    In this episode, we talk about… John's backstory and how...

Have you ever been told by a client that they want to do business with you, but you should sharpen your pencil a bit, and you ended up charging way less than you should have? Tom, Steve, and Derek discuss how to deal with clients who want you to give them a good deal.   In this episode, we talk about… Experiences of Tom, Steve, and Derek with the sharpen your pencil game How to confidently state y...

The little things you do today may not seem significant, but as they add up over time, they will give you the results you desire! Tom encourages you to stack the small steps that will contribute significantly to your success in the long run.   In this episode, we talk about… What you can do to move your ball forward Consistently building on small accomplishments An example of how you can increase...

Tim and Greg discuss two practices they do in their business and personal lives that you can also implement and benefit both in the long and short-term.   In this episode, we talk about…  Two things you can do to make a difference in your life right now as well as in future  Blocking your time so that you can accomplish what you need to do Building up relationships that will help yo...

Dan explains the siren song of big-ticket jobs and how emotional attachments to your clients and overlooking smaller projects for the sake of mega-projects are going to cost you.   In this episode, we talk about…  Some examples of how your emotions can betray you Not overlooking small projects for the big ones Not getting emotionally invested in your customers Sending the quotes with confidence th...

Tom and Dan address Vishal's question, who mentions two issues customers encounter with Fijian contractors — half-completed projects and improperly executed projects. He asks with these two drawbacks, how can he convince his customers that his company is different from the others and gain their trust?   In this episode, we talk about…   Building your brand and content Using videos to show what you...