The Contractor Fight with Tom Reber Tom Reber

This week, Steve is here with the Tree of Life of Shin-Fu sales methodology. The Tree of Life has 30 branches, with each branch representing a different tool or technique that you can use during your sales conversation. Today, he shares 3 of these techniques (branches in the Tree of Life). If you master these techniques, you’ll have better sales conversations with your prospects and close more deals. 
In this episode, Steve talks about:
The 3 branches in the Tree of Life (sales techniques):STFU – Talking less and listening to the clients more to allow them to share more informationFalling on the sword – Prioritizing the client’s satisfaction over your own egoBracketing – Providing a high and low estimate for a project and giving the high estimate first to psychologically prepare the client

Listen to TCF850 The Psychology Behind the Shin-Fu here: https://thecontractorfight.com/tcf850-the-psychology-behind-the-shin-fu/  

Resources:
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber 
Instagram: https://thecontractorfight.com/ig 
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review! 
Apple Podcasts  
Spotify

Being known as a good guy seems like a positive thing, but it comes with hidden harm to your business. Tim has gone through the pressures of being a good guy and is here to help. He used to feel bad about charging higher prices, thinking it made him a bad guy. This created a sense of obligation in him to provide special deals to the clients making it hard to run his business.
In this episode, Tim and Derek discuss the challenges of being labelled as a good guy and charging fair prices for your services. But don't fret they are here to tell you that you can be a good guy and run a good business at the same time. Just believe in your worth!
In this episode, they discuss:
Being a good guy in business and the expectations it creates of giving favorable treatment or discountsThe hidden pressures of being a good guyHow giving discounts just to be nice can lose money and hurt your business over timeTim’s struggle with charging higher prices and feeling it makes him a bad guyCharging what your work is worthTreating all clients the same and not changing prices just because someone seems nice

Resources:
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber 
Instagram: https://thecontractorfight.com/ig 
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review! 
Apple Podcasts  
Spotify

Tom sits down with Adam Sand of Roofing Business Partner, a consulting firm that provides contractors with the tools and training to reduce sales friction and increase customer satisfaction, to help them grow their business. Tom and Adam discuss family, entrepreneurship, pride and respect in the trades, optimizing your marketing and sales processes, among other things. Adam also provides a roadmap for contractors to analyze and scale their business from a consultant’s eye.
Episode Highlights:
[00:00] - Intro
[00:35] - Immigration challenges Adam faced
[05:14] - Parenthood and the role of parents in children's lives
[05:59] - Tom’s experience doing a HGTV show
[07:41] - Motivation behind Adam’s vlog Building the SandCastle 
[10:48] - Issues with HGTV
[13:08] - Tom’s intent with the HGTV show
[15:45] - Production costs and ROI in content creation
[16:30] - Contracting industry as forgotten sons
[16:45] - Scaling and shifting his business model
[19:18] - Leaving a legacy and theory of constraints
[22:23] - Common constraints faced by contractors
[24:32] - Helping a client to figure out their sales strategy
[25:44] - Strategy to decrease sales costs and optimize productivity
[30:26] - Need for improvement in the trades industry
[34:26] - Adam’s efforts to instill pride and professionalism in employees
[36:34] - How new IRS regulations are affecting contractors
[37:25] - Labor crisis in the construction industry
[38:42] - Broken families and moral values in construction industry
[39:23]- Importance of strong leadership
[42:22] - Figuring out your ideal client
[47:28] - Common marketing mistakes contractors make
[49:26] - How to know you have the right or wrong marketing company
[53:18] - Balancing word-of-mouth referrals and marketing
[57:46] - Can roofing companies be successful without door-knocking
[1:04:02] - Involving children to disarm clients
[1:06:05] - Connect with Adam
[1:07:35] - Wrap-up
Resources:
= Roofing Business Partner Website: https://www.roofingbusinesspartner.com/  
= Roofing Business Partner Linktree: https://linktr.ee/rbpconsulting  
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social

Are you unsure if you should be charging consultation fees? Should you charge one if you’re a contractor just starting out? How do you know when you’re ready to charge a consult fee? Tim and Derek are here to provide you with some great insights on charging consultation fees. They discuss who should charge it and who should not and how to know when you are ready.
In this episode, they discuss:
When is it a good idea to charge a consultation fee, and when is it better not to charge oneHow to know when you are ready to charge a fee for consulting with customersThe importance of having a professional image and branding for businessesGiving customers the value for the consultation feeBeing confident in your sales process to build confidence for charging consult fee
Resources:
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber 
Instagram: https://thecontractorfight.com/ig 
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review! 
Apple Podcasts  
Spotify
Mentioned in this episode:
Mile High Profit Summit 2024 VIP
Grab your VIP ticket for the 2024 Mile High Profit Summit 2024 in Denver, CO!
Get your VIP ticket at https://milehighprofitsummit.com/

As a business owner, do you find your profit and cash flow fluctuating each year? Do you have no clue why you made or lost money? Want to break this boom/bust cycle? Tom is here with the secret to predictable and repeatable profits with the profit path. He shares the profit path and how it works so you never have to scratch your head over mysterious profits and losses.
Episode Highlights:
[00:00] - Setting up a business for predictable profit
[00:46] - The profit path
[01:16] - Strong leadership
[01:50] - Strong company culture
[02:40] - Employee satisfaction for loyalty and productivity
[04:30] - Pave the way for repeatable profit
[05:41] - Read Winning The Contractor Fight for profit path
 
Resources:
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber 
Instagram: https://thecontractorfight.com/ig 
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review! 
Apple Podcasts  
Spotify
Mentioned in this episode:
Grad your VIP ticket to Mile High Profit Summit 2024
https://milehighprofitsummit.com/

In any workplace, toxic employees can create stress and tension and negatively impact the morale and culture of your company. But the real damage occurs when others don’t feel comfortable enough to come to you to report the problem. Today, Tim and Derek address this challenge. They talk about toxic employees, making employees feel comfortable to come to you to report issues, and terminating toxic employees to maintain a positive work culture and create a safe place to work.
In this episode, they discuss:
Toxic employees and their impact on workplacesThe need to hire people with good attitudes who will be kind to their coworkersTim’s conversation with Brian Barczyk about how to treat employeesBuilding trust among employees, being available to listen to them without judgment, addressing toxic behaviors promptly, etcCreating a safe work environment for employees

Resources:
💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/ 
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap 
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground 
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook 
== Grab the Gear ==
https://gear.thecontractorfight.com/ 
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber 
Instagram: https://thecontractorfight.com/ig 
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review! 
Apple Podcasts  
Spotify
Mentioned in this episode:
Mile High Profit Summit 2024 VIP
Grab your VIP ticket for the 2024 Mile High Profit Summit 2024 in Denver, CO!
Get your VIP ticket at https://milehighprofitsummit.com/