Contractor Sales Training
137 episodes - English - Latest episode: over 2 years ago - ★★★★★ - 63 ratingsThe Contractor Sales Training podcast was developed by contractors for contractors. Tom, Steve, and Derek share their sales methods to increase their profits AND cut their estimating time to practically zero. If you are a contractor this podcast is for you!
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Episodes
EP137: Contractor Sales Training: The Final Episode
January 10, 2022 08:00 - 5 minutes - 30.2 MBWith 100+ episodes under our belts, this will be the last episode of The Contractor Sales Training Podcast. We will be merging the show with The Contractor Fight Podcast. Find out what's going to happen with the show and some surprises to come. In this episode, we talk about… Integrating The Contractor Sales Academy with The Contractor Fight Podcast The reasons behind combining the two podcasts About The Contractor Fight Podcast Battleground program—a group setting for contracto...
EP135: What Business Are You Really In?
December 06, 2021 08:00 - 19 minutes - 39 MBThere’s a ton of different contracting jobs out there but do you really understand what business you’re in as a contractor? The guys share tips to understand what your customer really wants! In this episode, we talk about… The importance of being able to identify your customer’s pain points Clean selling and showing up with no agenda Understanding you’re in the business of providing outcomes Tips for contractors after they understand what business they’re in: Ask cust...
EP134: How to Have Uncomfortable Conversations
November 29, 2021 08:00 - 24 minutes - 45.4 MBRelationships on the job — and in life — won’t always be perfect. Listen up to learn helpful strategies for difficult conversations and the importance of always knowing your end goal. In this episode, we talk about… Suggestions for having a difficult conversation with your boss The power of word tracks to give clarity and solve problems Why you should always own your own crap Let the other person be right—pick your battles and have a clear vision of your end goal Be able to ...
EP133: Pay Your Employees The Right Money
November 22, 2021 08:00 - 32 minutes - 91.3 MBYour employees help you to earn more money and run your business. Then why don’t you pay them the right amount of money? In this episode, we talk about… How to sell using a website Deciding what amount should you pay to your employees Being in a defensive mode to run your business vs positive mindset mode How paying the right money impacts the psyche of your employees. Making your employees stay forever with you Elevating the quality of the people you employ Some problems ...
EP132: Are You Really a Professional Salesperson?
November 15, 2021 08:00 - 26 minutes - 77.7 MBIf you’re too busy to get sales training and practice because of all of your appointments, then are you really a professional? In this episode, we talk about… How if you’re not practicing and learning just about every single day, you’re not going to be good at sales. Period. What it means for something to be a perishable skill. The danger of comfort zones. Why you need to apply the concept of reverse engineering to your life and your business. Why saying you don’t have time fo...
EP131: Making it Easy for Your Clients
November 08, 2021 08:00 - 30 minutes - 88.2 MBToday's episode dives into a friend’s recent complaint about what a pain it is to talk to contractors on the phone. In this episode, we talk about… The specifics of what this customer’s complaints with this contractor were. One simple solution for these issues on the contractor’s part - asking a question, and then listening to what the customer says. Other strategies you can use to make the process easier for the customer. Why you need to start building trust with potential cust...
EP130: The Fu-Pass
November 01, 2021 07:00 - 43 minutes - 116 MBEP130 Contractor Sales Training: The Fu-Pass Are you meeting your margins? Listen up to learn about how to hit those sales goals, upsell to customers, and get your team up to speed. In this episode, we talk about… Putting in the time now to make things muscle memory so that you’re not restricted in the moment when you need it. Other systems of preparedness that you can employ. How to make up-selling a habit with your team. How Shin Fu can teach you to connect with people with ...
EP129: What Do You Pay Your Employees?
October 25, 2021 07:00 - 39 minutes - 107 MBToday's episode is inspired by Amazon recently boosting their starting pay for workers. While a lot of business owners default to having a scarcity mindset, it’s important to step it up when paying your people. Listen to find out why. In this episode, we talk about… How the wrong mindset about hiring and paying employees can actually hurt your sales. Why some people think entry level workers shouldn’t make much money, and why that’s a small-minded way of thinking, How providing de...
EP128: Mastering the Motive
October 18, 2021 07:00 - 32 minutes - 74.9 MBIf you follow our Shin Fu method, you know that getting to the heart of a customer’s motive is integral to the sales process. But what do you do when they won’t open up about it? In this episode, we talk about… Whether or not the issue really is that the customer doesn’t want to share their motive or if it’s YOU not possessing enough training and sales skills. The importance of The Spirit of the Conversation - you have to be coming from the right place. Reasons why some customers ...
EP127: New Name, Same Game
October 11, 2021 07:00 - 15 minutes - 35.9 MBWe’ve rebranded our podcast with a new name and there’s a few exciting changes happening around here, but we’re still here - bigger and better - to help you level up your contracting business! In this episode, we talk about… Recent changes to the business, including merging with The Contractor Fight! Why the changes have simplified everything for you. How the team that we’ve assembled is truly the best of the best, all under the same umbrella now. The recent life-changing event ...
EP126: Burnout & Balance
September 13, 2021 07:00 - 21 minutes - 50.4 MBEveryone’s always talking about work-life balance these days, so the guys are here to break down their unique takes on it. In this episode, we talk about… How there’s a fine line between the level of busy that moves the needle forward versus the level of busy that’s just bullshit and busy work. It often comes down to the difference between being booked solid with actual commitments and feeling like you’re spinning your wheels all the time trying to get things done. Why most contract...
EP125: Where The Hell Is Tom?
September 06, 2021 07:00 - 22 minutes - 51.1 MBCommunication and adaptability are two skills everyone needs to continuously improve. Stop waiting for things to magically get better and make the changes you need to make before it’s too late! In this episode, we talk about… What having a true partnership means The universal reason relationships fall apart: communication The power of being able to adapt and change in your business and sales process Everyone thinks they have a plan until you get punched in the face Why Shin-...
EP124: MOMENTUM
August 30, 2021 07:00 - 17 minutes - 40.5 MBBusiness feels easy when sales are coming inconsistently. But what happens when things slow down? The guys explain why you must build habits that maintain your momentum! In this episode, we talk about… Why you should be selling every day What happens when you lose your momentum Finding the balance of outselling capacity with the mindset of not losing momentum on sales The importance of what happens after the sale The more momentum you can create, the better off you’ll be ...
EP 123: PEP TALK
August 23, 2021 07:00 - 23 minutes - 21.1 MBOkay contractors, here's a pep-talk for you when things start to slow down in your business. GET AFTER IT! Links to Resources: For advice starting tough convos with clients, head to https://contractorsalesacademy.com/cheap/ Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/ If you have any questions, reach out at [email protected]
EP122: The Hard Questions
August 16, 2021 07:00 - 16 minutes - 38.3 MBNo one wants to ask the hard questions and have the hard conversations, but we can’t progress without doing it! Tune in to hear how and why. In this episode, we talk about… Hard questions you need to ask potential clients to prequalify them. Reasons contractors aren’t asking the tough questions they need to ask - namely, ignorance and fear. How a lot of this can come back to how people were raised and how averse they are to hear honest answers. The best thing you can ever do for...
EP121: Get Real. Get Help.
August 09, 2021 07:00 - 17 minutes - 41 MBAre you capable of a self-assessment to see how you need to grow? It requires the ability to be real with yourself, and most people aren’t cut out for it. In this episode, we talk about… Mental Health - how important it is and how mental illness is often invisible in our society. How people fear being totally honest, both with other people and with themselves. What self-actualization can do for you. Why most people need to pay to get the help they truly need - like finding a the...
EP120: Your Community
July 26, 2021 07:00 - 17 minutes - 39.9 MBSome people will drain your battery while other people will charge your battery. Who are you surrounding yourself with? In this episode, we talk about… How joining the right groups and communities will surround you with battery charging people. Why you need to participate and implement when you’re in a group so that you can grow. Why you should be selective about your clients, just like with your friends. How to do an inventory on the people in your life. Links to Resources...
EP119: Can You Stop Burnout?
July 19, 2021 07:00 - 20 minutes - 46.2 MBAre you feeling overwhelmed and burned out? It seems like a lot of contractors are these days, but the guys are NOT because they have implemented the right strategies to avoid it. They’re here today sharing how you can avoid burnout, too. In this episode, we talk about… Two different types of burnout you might be experiencing, and what they mean. How feeling overwhelmed is a result of choices you have made in the past. That you probably have systems you know you should implement b...
EP118: Find The Pain Point
July 12, 2021 07:00 - 24 minutes - 57.3 MBWhat are you motivated about? Are you making it happen? Most people have all kinds of things on their to-do lists that they’re desperate to get done, and if you can fulfill those needs, you’re going to make a ton of money. In this episode, we talk about… Pain levels for problems consumers might have and how this motivates them. How contractors who misunderstand the level of a pain point for a consumer miss out on sales. Why you need to take the time to read your customers. How t...
EP117: What Do You Attract?
July 05, 2021 07:00 - 23 minutes - 54 MBYou have the power to create the results you want so be careful what you put your energy and your focus on. The guys break down why what you believe about yourself matters and how to take action to attract what you want in life! In this episode, we talk about… You get what you accept in life How Derek called his $1 million month for June using Shin-Fu Everything ties into what you choose to believe and focus on Why Steve believes you won’t get anything without taking action a...
EP116: $1,000,000 In One Month
July 01, 2021 07:00 - 27 minutes - 22.7 MBYou don’t always have to swing for the fences to be successful, you just have to make sure you’re connecting with your customer. The guys talk with Derek about how he sold $1M in June by listening and truly understanding what his clients need! In this episode, we talk about… Shifting to making your job about the customer, not the company. Tapping into emotion and motivation vs. knowing just the facts. We don’t need every customer in the world—we just need the right ones. Bein...
EP115: Misunderstanding the Spirit of the Conversation
June 21, 2021 07:00 - 33 minutes - 76.8 MBThe guys have been noticing patterns in the group, where there is a common denominator between higher sellers. The most successful people have mastered “the spirit of the conversation” and it shows in their numbers. In this episode, we talk about… The importance of knowing your trade and craft, but not talking a ton about it to prospective customers. How to make the conversation about the client. How to position yourself in a conversation as someone who is there to solve a problem...
EP114: Get Coached!
June 07, 2021 07:00 - 27 minutes - 62.9 MBListening to Contractor Sales Academy on the job is a great way to get coached while you’re working. It can be hard to be open enough to accept feedback, but unless you’re willing to take some coaching, you won’t grow. So are you ready to get coached and get better, or do you just want to stay the same? In this episode, we talk about… The guys’ approach to coaching. How people need to be open to coaching in order for the coaching to work. Why you need to follow Shin Fu techniques...
EP113: What The CSA Really Is
May 28, 2021 07:00 - 23 minutes - 54.9 MBDerek is out in Alabama right now helping another contractor who was recently in a bad accident and needs help getting his jobs done. The fact that Derek is able to do this is representative of what communities like Contractor Sales Academy can do. Listen to find out why! In this episode, we talk about… How the Contractor Sales Academy will teach you to save so much time that you’re better able to help other people - which we all like to be able to do! How the CSA to Derek is about ...
EP112: When Not to Sell?
April 26, 2021 07:00 - 50 minutes - 116 MBPeople have been stuck at home for a while due to the pandemic, so there’s a rush of people looking for contractors right now! This means there’s never been a better time to have your sales tactics on point. Give this one a listen to give your sales process a tune-up! In this episode, we talk about… Various sales tactics the guys use, like empathy, open-ended questions, and making the customer feel important. The fine line between giving a potential client information to show you’re...
EP111: The Time is Now
April 19, 2021 07:00 - 19 minutes - 43.9 MBThe contracting space is BOOMING right now - which is great news for making money and growing your business. But that demand also means a lot of contractors are feeling really overwhelmed. So if you want to learn how to avoid overwhelm and take control of your contracting business, you need to give this one a listen! In this episode, we talk about… Why implementation is essential. Why you need to learn from others, find out what works for them, and turn that into a repeatable proces...
EP110: Your Limiting Mindset
April 12, 2021 07:00 - 16 minutes - 19.3 MBA guy in Tom’s Facebook group recently mentioned that he doesn’t want to earn more from his business because it will push him into a higher tax bracket! The guys discuss why some people tend to have this mindset, and why you absolutely should NOT approach your business this way. In this episode, we talk about… Why you shouldn’t cap your income. How when you stop risking, you stop growing. You need to keep pushing through for more growth. How putting a ceiling on yourself is not ju...
EP109: OWN Your Income!
April 05, 2021 07:00 - 36 minutes - 42.3 MBHow’s your income? If it’s not where you want it to be yet, you might be embarrassed and tempted to lie about how much you're making. But if you’re not honest with yourself and your mentors, you’re NEVER going to be able to get better at making money. Not owning your income is a huge barrier to getting the help you need to ensure your success. In this episode, we talk about… Why getting yourself into a room where you’re the least successful person with the most to learn is actually t...
EP108: Stop "Out-Coaching" Yourself!
March 29, 2021 07:00 - 21 minutes - 25.1 MBFootball coaches are notorious for out-coaching themselves, right? They might get bored or just decide to get too cute with their plays and then end up doing a poor job, when instead they should have kept things simple. This concept applies to sales, too! In this episode, we talk about… Why mastering the basics is more important than trying to get too fancy with your techniques. Why you need to focus on proven methods - like Shin Fu - instead of letting yourself get bored and seekin...
EP107: STFU
March 22, 2021 07:00 - 21 minutes - 24.5 MBIt’s the hardest lesson you’ll ever have to learn. The number one thing that you need to learn to do? Shutting the hell up. We know it’s hard, especially since you are smart and talented and good-looking! But people don’t want to hear it and it will lose you sales. In this episode, we talk about… Why you can rely on social proof to speak to your strengths without you having to do it yourself. How when you tell people how amazing you are, they’re not going to hear and believe that. T...
EP106: Upselling for Your Team
March 15, 2021 07:00 - 21 minutes - 25 MBObviously, you want your business to make more money, but hoarding all the profits and being secretive about what goes on behind the scenes is no way to get there. If you want an open, “we’re all in this together'' attitude from your team, you need to be trying to make them money and take them up with you. In this episode, we talk about… Why a culture of sales makes everyone happy and makes everyone on the team more money through friendly competition. Why employees like to have a li...
EP105: Motive is Key
March 08, 2021 08:00 - 12 minutes - 14.4 MBWhat do you think the most important aspect of the sales process is? The guys are proving today that the very first step, motive, is also the most important. And you’re going to need to keep this in mind when you’re navigating the process with customers. In this episode, we talk about… Why the motive is your foundation to set up all of the other steps in the sales process. Examples of the situation where the guys’ training about motive helped them close a sale. How using motive pr...
EP104: Let’s Game-ify This
March 01, 2021 08:00 - 29 minutes - 34.4 MBThe guys have a Next Level VIP event coming up at the end of April in Destin, Florida, and they’ve been having a great time competing to see who can sell the most tickets. The way they’ve managed to gamify ticket sales has sparked a conversation about other ways you can use gamification to your advantage in your contracting business. In this episode, we talk about… Ideas and strategies to gamify goals for your team. Why people’s competitive nature means that gamifying a company goal...
EP103: We’ve Messed Things Up
February 22, 2021 08:00 - 24 minutes - 28.1 MBIf you’ve been listening to us for a while, you already know that our Shin Fu sales method is proven successful. But it can only be successful if you take the care to follow it to the letter. Believe it or not, we didn’t always do this in the early days of using Shin Fu, which caused us to make some mistakes. In this episode, we talk about… Funny anecdotes about almost-sales gone wrong! Why you need to make sure ALL decision-makers are on the same page -you might be dealing with som...
EP102: The Value of Business Groups
February 15, 2021 08:00 - 12 minutes - 14.3 MBAre you in a business group, or have you maybe thought about joining one but decided against it? It can be scary to join a group, even when you know it will be good for you. Today, the guys are talking about the two mindsets people often have when thinking about joining a group -one of excitement and motivation, the other of resisting the group out of fear of being judged. In this episode, we talk about… How a major driving factor in joining a business group is connection. A group wi...
EP101: Confidence
February 08, 2021 08:00 - 11 minutes - 13.1 MBWhen you own your own business, you need certain lifeskills. Today, we’re teasing next week’s topic -the skill of leadership- and then delving deep into the skill of confidence. Confidence can be tricky to build, especially when you’re starting out with your business. Luckily, there are ways to gain it! In this episode, we talk about… How leadership isn’t something you just turn on for your business but instead needs to be a constant habit, applying to all aspects of your life. Wh...
EP100: The Spirit of the Conversation
February 01, 2021 08:00 - 15 minutes - 18.4 MBDo you find most of your conversations easy or awkward? A lot of times, conversation flows perfectly when we’re talking to the people we know and love -but quickly becomes awkward as soon as we jump on a sales call with a potential client. Listen to this episode to learn how to break through that awkwardness! In this episode, we talk about… Why the “spirit of the conversation” can make or break a deal. How a client won’t open up to you unless you prove to them that you have their be...
EP99: Communication ($$$)
January 25, 2021 08:00 - 15 minutes - 17.8 MBThere’s a link between how well you communicate and how much money you make. So, the better you learn to communicate with customers, the more your business will be able to grow. It does take training and practice to build these skills, though! In this episode, we talk about… How the Shin Fu method will help you communicate better and in turn, close more sales. Why the $300 price to join the Contractor Sales Academy is well worth it for the communication skills you will learn. Ways...
EP98: Are You Under-Earning?
January 18, 2021 08:00 - 11 minutes - 13.3 MBWe have a question for you today. Based on what you think you deserve, are you under-earning? Chances are, the answer is yes, because if you want more money and you have the ability and capacity to earn more, then you’re underearning. In this episode, we talk about… The top three things many contractors don’t do that make the biggest difference in their earning capacity. Why honesty is key when it comes to communicating to make more money. How practice and roleplay will help you ...
EP97: Welcome to 2021
January 04, 2021 08:00 - 19 minutes - 22.3 MBIt’s that time of year for digging into your planner and doing some goal-setting, but did you know that the average resolution is broken on January 5th? Steve and Tom talk about resolutions and how you can do something for the New Year that’s different than all the previous years. In this episode, we talk about... How many people fail at their resolutions because they’re trying to make a change completely on their own with no support. Reasons why people don’t take the action steps ...
EP96: Hollywood Returns
December 28, 2020 08:00 - 22 minutes - 25.6 MBTom returns from Hollywood! Tom has been off filming a reality show for HGTV, but he’s back to chat with Steve and Derek about “falling on your sword.” Everyone’s screwed up at one point, and while you might be tempted to get defensive or make excuses when you’ve made a mistake, that will only turn your customer away. Instead, when a customer is unhappy with you, you can fix the situation with a real, heartfelt apology. Fully take the blame, and you’ll often find that they will turn the situ...
EP95: Falling on the Sword
December 21, 2020 08:00 - 20 minutes - 23.7 MBNo salesperson likes tire kickers, but what about when you are the one that is wasting your own time? Steve and Derek are on the loose again with Hollywood Reber out of the booth. Today, they are talking all about how to avoid being your own tire kicker! In this episode, we talk about… Derek caught himself on the verge of being a tire kicker just this morning The Shin Fu works from both sides of the conversation Nobody likes to have their time wasted, regardless of the cause Con...
EP94: Making Someone Feel Important
December 14, 2020 08:00 - 24 minutes - 28.3 MBThere’s a common theme amongst contractors when it comes to making sales, vomiting all over their prospects. While most contractors think they know what’s best and don’t take the time to really listen to their prospects, the boys over at the CSA are doing it differently. Steve and Derek are here today to talk about how and why to focus on making your prospects feel important. Just make it about the other person! In this episode, we talk about… The mistake that every other contractor m...
EP93: Are You Earning Enough Money?
December 07, 2020 08:00 - 11 minutes - 13.1 MBAre you earning enough money? Most people want to make more money than they are currently making. Steve and Derek are in the house to give you some insight that will help you learn if you are earning your value. Simply put, if you want to earn more money, you are an under-earner! In this episode, we talk about… The definition of under-earning Your actions determine your financial results Recognizing the actionable items that you are not doing 3 things that contractors are not do...
EP92: Estimation Process
November 30, 2020 08:00 - 27 minutes - 32.3 MBWhen a prospect is throwing money in your face, don’t let your fear of the money talk stop you from taking it. Steve is in the process of getting his roof replaced after a leak washed him out. It’s proven to be quite a difficult process, especially when it has come to communication with the contractor and the entire payment situation. Don’t make the client pull teeth just to give you their money. Make it easy for them and learn how to communicate properly! In this episode, we talk abou...
EP91: The Boss Ain't Here
November 23, 2020 08:00 - 28 minutes - 39.1 MBThe boss ain’t here and that means it’s time to party! Steve and Derek are sailing the boat today without Captain Tom, so they are doing whatever the hell they want. Today, they are diving into their history together over the last 7 years since they met. Though it’s only been 7 years, they have made a lifetime’s worth of growth! In this episode, we talk about… The event where Steve and Derek met each other What Derek thought of Steve when they first met Advancements in mobile fina...
EP90: Hard Work Doesn’t Equal Success
November 16, 2020 08:00 - 19 minutes - 22.2 MBAll the work in the world can be put towards your dreams and there’s still no guarantee you’ll be successful. Steve plays his heart out on the basketball court but won’t ever make it to the NBA. All the time, contractors are doing a lot of the right things in their business but still can’t seem to get over that hub. Tom, Steve, and Derek are here today to tell you why! In this episode, we talk about… When Derek found out that he was good at talking, not sales Having a process in pla...
EP89: We Have Standards
November 09, 2020 08:00 - 17 minutes - 19.9 MBWhether it’s with the opposite sex, your business, or any other area of life, everyone has standards. Here’s the thing, most contractors don’t set a minimum standard for what they charge. That’s a mistake. Tom, Steve, and Derek are in the house today to talk about setting those standards and sticking to them! In this episode, we talk about… Why people don’t set a minimum standard with their income 98% of contractors do not do a debrief after the job If you’re lucky, you’ll nail it...
EP88: Just Keep Grinding
November 02, 2020 08:00 - 28 minutes - 32.8 MBThe first time that you do anything is never going to go well. That’s the point. Becoming successful at anything is going to be a grind of consistent failure. Tom, Steve, and Derek are in the house today to talk about that grind and how staying with it can help you achieve your dreams. Take Steve for example. He didn’t start learning to dance until he was 60 and now he’s ready for Dancing with the Stars! In this episode, we talk about… The more you do anything the better you will get ...
EP87: Aligning Money Goals With Life Goals
October 26, 2020 07:00 - 22 minutes - 26.4 MBHow much joy do you as a contractor actually bring the world every day? Steve and Derek are here today to tell you why you should align your money goals with your life goals and how to do it. It is up to you to provide as much joy as possible to the world every single day if it is within your power to do so. The more joy you bring to the world, the more money you can make! In this episode, we talk about… Your obligation as someone who can bring joy into the world How Apple makes bil...