Contractor Secrets Tanner Mullen

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Summary



Tom Reber, the ultimate contractor coach, shares his journey from being a painting contractor to starting the Contractor Fight. He emphasizes the importance of job costing and knowing your numbers in the contracting business. Tom discusses the challenges he faced in the early days, including not knowing his numbers, being pushed around by employees and customers, and struggling with communication and sales. He also highlights the need for contractors to prioritize their personal lives and take care of themselves mentally, spiritually, and physically. Tom's coaching and speaking focus on helping people have a better life inside and out. The conversation covers the Shinfu method, which is a pre-qualification process for contractors to ensure they are a good fit for potential clients before spending time with them. The method involves a 10-15 minute pre-qualification phone call to understand the client's needs, reasons for buying, and budget. It focuses on building a connection with the client and providing value by addressing their specific concerns. Role-playing is emphasized as a crucial practice to master the method and improve communication skills. The goal is to protect the contractor's time and only spend it with clients who are a good fit. In this conversation, Tom Reber and Tanner Mullen discuss the importance of understanding the true motives and values of potential clients in order to build trust and close sales. They emphasize the need to listen and ask open-ended questions to uncover the root of a client's pain points. Tom shares a story about a client who was frustrated with a previous paint job and reveals that his real motive for hiring a contractor was to ensure that his wife didn't have to clean up after them. By understanding this, Tom was able to offer a unique promise that differentiated his company and ultimately won the job. They also discuss the importance of having accurate production rates and breaking down pricing for clients. Overall, the conversation highlights the significance of building trust, understanding client motives, and effectively communicating value in the sales process.



Takeaways




Job costing is crucial in the contracting business to have accurate information about your projects and make adjustments going forward.
Knowing your numbers and being able to communicate them to your team builds trust and helps everyone work together towards success.
Challenges in the contracting business include not knowing your numbers, being pushed around by employees and customers, and struggling with communication and sales.
Contractors need to prioritize their personal lives and take care of themselves mentally, spiritually, and physically to be successful in their businesses.
Coaching and speaking in the contracting industry focus on helping people have a better life inside and out. The Shinfu method is a pre-qualification process for contractors to ensure they are a good fit for potential clients before spending time with them.
The method involves a 10-15 minute pre-qualification phone call to understand the client's needs, reasons for buying, and budget.
Role-playing is emphasized as a crucial practice to master the method and improve communication skills.
The goal is to protect the contractor's time and only spend it with clients who are a good fit. Listen and ask open-ended questions to uncover the true motives and values of potential clients.
Building trust is crucial in the sales process.
Understanding client pain points and offering unique solutions can differentiate your company.
Accurate production rates and transparent pricing can help build trust with clients.






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Alistair and Brittany, a husband and wife painting team, discuss the challenges they face in their business and the need for a system that can be duplicated. Alistair admits to wearing too many hats and not having a system in place that allows his staff to take on more responsibility. Tanner advises Alistair to identify the bottleneck in his business and focus on his core offer, which is residential interior painting. He suggests that Alistair stop taking on jobs outside of his core offer and train his customers to understand his specialization. Tanner also recommends investing in marketing to control the lead flow and attract customers who are specifically interested in Alistair's core offer. In this conversation, Tanner Mullen provides guidance to Alistair Tough on improving his painting business. They discuss the importance of hiring a marketing agency that specializes in the industry, taking larger deposits to improve cash flow, and focusing on the core offer of interior wall repaints. They also discuss the need to hire additional team members to increase efficiency and eliminate subcontractors. Tanner emphasizes the importance of job costing, using software like DripJobs, and creating a systemized approach to running the business.



Takeaways




Identify the bottleneck in your business and focus on your core offer
Train your customers to understand your specialization
Invest in marketing to control the lead flow and attract customers interested in your core offer Hire a marketing agency that specializes in the painting industry to improve marketing results
Take larger deposits to improve cash flow
Focus on the core offer of interior wall repaints
Hire additional team members to increase efficiency and eliminate subcontractors
Implement job costing to track profitability
Use software like DripJobs for scheduling, job costing, and communication
Create a systemized approach to running the business

This is my Ultimate Resource - it has everything you need to grow and scale your business. There’s referrals for marketing agencies, insurance, accounting, apps and tools, and even free courses. Check it out:

https://tannermullen.typedream.app

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Summary



In this episode, Tanner Mullen shares three steps to help get out of a sales slump. He emphasizes the importance of taking extreme ownership and not blaming external factors for the slump. He also discusses the power of leverage and how it can motivate sales efforts. Tanner highlights the significance of organization and strategic follow-up in sales. Lastly, he talks about the role of energy and momentum in overcoming a sales slump.

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This is my Ultimate Resource - it has everything you need to grow and scale your business. There’s referrals for marketing agencies, insurance, accounting, apps and tools, and even free courses. Check it out:

https://tannermullen.typedream.app






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Summary





The conversation covers the topic of building a business to exit, emphasizing the importance of planning and strategizing for the inevitable exit of a business. It delves into the value of businesses, the process of selling a business, and the impact of exit planning on business valuation and potential buyers. The conversation also explores the significance of setting up a business to run on its own, creating predictability for a future buyer, and the rewards of setting up a business for an exit.





This is my Ultimate Resource - it has everything you need to grow and scale your business. There’s referrals for marketing agencies, insurance, accounting, apps and tools, and even free courses. Check it out:

https://tannermullen.typedream.app



Meet Pete: https://simplifyingentrepreneurship.com


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Summary



In this conversation, Tanner Mullen provides sales advice to Caleb, who is struggling with residential sales for his painting business. They discuss the importance of having a structured sales process and tailoring it to different types of customers. Tanner emphasizes the need to provide value and create a memorable experience for customers. He also suggests offering additional services, such as color consultations, to differentiate from competitors. Caleb realizes the importance of simplifying his sales process and focusing on customer needs and motivations. In this conversation, Caleb discusses his painting business with Tanner. They cover topics such as pricing, sales strategies, employee management, and the future of Caleb's business. Tanner advises Caleb to simplify his pricing structure, focus on creating value for customers, and consider hiring employees instead of relying solely on subcontractors. They also discuss Caleb's desire to help others who have overcome drug addiction and the potential for growth and impact in his business.



This is my Ultimate Resource - it has everything you need to grow and scale your business. There’s referrals for marketing agencies, insurance, accounting, apps and tools, and even free courses. Check it out:

https://tannermullen.typedream.app


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Summary



Matt Iklodi, owner of ProPlus Painters, shares his journey of starting and growing his painting and power washing business. He started during COVID and used platforms like Nextdoor to find customers. However, he is facing challenges in scaling his business and managing the scheduling of jobs. Tanner Mullen advises Matt to focus on his core offer and standardize pricing. They discuss the importance of job costing and having a feedback loop to ensure accurate pricing. They also talk about the need for clear standards and rules when it comes to taking on jobs. Matt mentions his plans to invest in equipment and create content to promote his business. In this conversation, Tanner Mullen provides guidance to Matt, a painting business owner, on how to scale his business and overcome challenges. They discuss the importance of hiring a marketing agency to handle marketing efforts, the need to create systems and standards for the business, the significance of building a strong team, and the importance of time management and prioritization. Tanner emphasizes the need for Matt to focus on his core services, set clear pricing, and say no to projects outside of his expertise. He also encourages Matt to invest in his hiring process and develop a hiring funnel to attract and retain talented employees.



This is my Ultimate Resource - it has everything you need to grow and scale your business. There’s referrals for marketing agencies, insurance, accounting, apps and tools, and even free courses. Check it out:

https://tannermullen.typedream.app



Takeaways




Starting a business during challenging times like COVID requires resourcefulness and adaptability.
Having a clear core offer and standardized pricing is crucial for scaling a business.
Job costing and a feedback loop are essential for accurate pricing and profitability.
Setting clear standards and rules for taking on jobs helps with scheduling and managing workload.
Investing in equipment and creating content can be effective strategies for promoting a business. Hire a marketing agency to handle marketing efforts and free up time for other business activities.
Create systems and standards for the business to ensure consistent quality and efficiency.
Build a strong team by investing in the hiring process and developing a hiring funnel.
Focus on core services and set clear pricing to attract the right customers and maximize profitability.
Manage time effectively by prioritizing tasks and delegating responsibilities.






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