Contractor Sales Academy

With 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 contractors looking to grow their business Shin-Fu sales training and the 100k contractor business coaching program to become one program Links to Resources: Join us over on The Contractor Fight Podcast for daily inspiration, inspiring interviews, and actionable tips to build a strong contracting business: https://thecontractorfight.com/podcast    == 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 free copy of Tom's book Winning the Contractor Fight (Just pay to ship) == https://thecontractorfight.com/book  == Connect with other contractors building stronger businesses in The Contractor Fight:  https://thecontractorfight.com/facebook    == Find Us on Social Media == YouTube: https://www.youtube.com/c/TomReber  Instagram: https://thecontractorfight.com/ig 

There'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 customers the hard questions so you know what they want  Spirit of conversation—customers know when you care   Be confident and not graspy Show up with an open mind  Stay in the motive     Understand the customer's side to help know the best approach of working with them          Lead with making others feel amazing just by being around you    Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/

Relationships 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 default to the highest level of your training  How to avoid the habit of caving in to others Pausing to process before you speak      Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/ 

Your 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 that can be solved by money What requires your foreman to make more money Including your employees in your business decisions Solving your hiring problem and being more attractive as a company   Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/ 

If 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 for training is really like saying you don't have time to become a millionaire. How joining our community is going to help you develop the mindset of a champion.   Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/ 

Today'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 customers during your very first interaction. Why, as a contractor, you need to remember that you have control of the conversation. Practicing getting comfortable with silence. What it means that sales is a perishable skill.   Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/ 

EP130 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 empathy and sell without high-pressure methods. How upselling to customers boils down to seeing needs and then asking the appropriate question. The importance of generating a good job culture that encourages your employees to be better. The use of a quota to show employees what your goals are. How you need to think about having a “Why” for your sales and business. The value of small wins and creating momentum. Your fast-pass to your process is your Fu-Pass.   Links to Resources: Are you worth a small investment in yourself that will change your family tree forever? Come to Nashvegas - https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo 

Today'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 decent employee wages comes down to more of a psychological issue than a financial issue for your business. Why paying people what they're worth will work in your favor. Why having employees who have your back and stick around matters more than how much you're putting in your pocket. How our contractor groups will help you get into the right mentality around this subject. Additional perks you should be implementing to help keep your employees around.   Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo

If 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 can be more guarded or expect to have a shorter conversation, and tactics you can use to get around that. How when your conversation is going nowhere, that often comes down to a lack of courage to ask questions. Strategies you can use to prevent your customer from calling you back in a few days with buyer's remorse, asking for their money back. The value of asking permission during your conversation with a client.   Links to Resources: Check out our kickass upcoming event, Nashvegas, here: https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve your sales game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo 

We'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 the team held in Denver and the one coming up soon in Nashville. Why these events truly dig deep and end up as emotional experiences for all.   Links to Resources: To learn more about the Nashville event, email help@thecontractorfight.com or visit https://thecontractorfight.com/nashvegas-2021/  Join our mastermind group, Shin Fu Sales Mastermind - https://thecontractorfight.com/shin-fu-sales-mastermind/  If you have any questions, fill out the form located here - https://thecontractorfight.com/CONTACT/  Visit our website at https://thecontractorfight.com/?csa_url  To improve you sale game, head to https://thecontractorfight.com/cheap/?utm_source=facebook&utm_medium=paid&utm_campaign=How+To+Spot+Guide+Download+-+Landing+Page&utm_content=Video+2+V3+-+Copy&fbclid=IwAR1w8J3Onvooq82Hf9cXaYrUjjvJ0FV5agkoE-k6vFzdsZWImykKnxDqwqo   

Everyone'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 contractors are “bullshit busy” - creating busy work for themselves to make them feel like they're doing something, while avoiding the tasks they really need to be doing to start making more money. Steve's unique take on work life balance - you work around the clock for 20 years building your fortune so that you can take the next 40 years off. The idea that it's better to go all-in on work when you're at work and all-in with personal time instead of trying to balance both at the same time. Why you need to think about what percentage of your time you spend in your productivity sweet spot - where you're busy actually moving the needle forward. Why you need to stop spending time doing things that you aren't good or efficient at.   Links to Resources: To move your needle forward, head to https://contractorsalesacademy.com/cheap/  Join The Bridge and start managing your time better - https://contractorsalesacademy.com/bridge-checkout/  If you have any questions, reach out at help@contractorsalesacademy.com 

Communication 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-Fu is biggest single change that's made the most positive impact on Derek's life How Shin-Fu can help you in your life and in your business It's time to change or die    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 help@contractorsalesacademy.com

Business 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  Keep your momentum with solid communication  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 help@contractorsalesacademy.com

Okay 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 help@contractorsalesacademy.com 

No 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 yourself!   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 help@contractorsalesacademy.com 

Are 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 therapist or joining a group like The Bridge. How the Shin Fu method can help you recognize and get the help you need. How even coaches seek out self-help so they never stop learning.   Links to Resources: Join The Bridge and get help - https://contractorsalesacademy.com/bridge-checkout/  If you have any questions, reach out at help@contractorsalesacademy.com  To start making changes, check out https://contractorsalesacademy.com/cheap/

Some 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: Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com  To start making changes, check out https://contractorsalesacademy.com/cheap/

Are 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 but you're avoiding - this is contributing to your burnout! The power of prioritizing. The importance of having a group to lean on in order to combat overwhelm. Avoiding analysis paralysis.   Links to Resources: Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com  To start making changes, check out https://contractorsalesacademy.com/cheap/ 

What 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 the basics - answering your phone, asking questions, following up, and making people feel taken care of - mean more opportunities and more money. The importance of candid conversations with your clients so that you can get them talking and better understand their motivations. Why making changes is scary, but how it can transform your life and the lives of your descendants.   Links to Resources: Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com  To start making changes, check out https://contractorsalesacademy.com/cheap/ 

You 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 and busting your ass You can let life happen to you or you can make shit happen on your own terms Details about NashVegas 2021 Instead of always playing defense, be aggressive and play to win!    Links to Resources: CSA Podcast Episode 76: James Miller Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com 

You 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. Being intentionally successful vs. accidentally successful. How conversation is a skill you can learn and how it will change your business. Home runs vs. base hits and getting clients off the market     Links to Resources: Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com 

The 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. Why you need to be able to lay your ego aside. A role play example of a conversation with a customer. How gratitude is essential and why you need to reframe problems as they arise. How consistently answering your phone will put you way ahead of the competition. That you're going to default to the level of your training - so train hard!   Links to Resources: Join The Bridge and practice the true spirit of the conversation for yourself. If you have any questions, reach out at help@contractorsalesacademy.com 

Listening 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 to the tee without improvising. How getting coached requires lots of humility. Why The Bridge is a safe place where it's easy to be humble and be a sponge learning and absorbing info. How even when you ARE a coach, you can (and should) still open your ears and learn from other people. Why the best time to join the group is actually when you're the busiest, because you can make the most of what you learn! You can always make space in your day to learn and improve if your priorities are there.   Links to Resources: Join The Bridge and get coached!! If you have any questions, reach out at help@contractorsalesacademy.com 

Derek 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 quickly finding out if a customer can afford your services. Why the CSA started as a way to help contractors protect their time. Some inspirational CSA success stories. Examples of how to use time saved to grow your business even further and to totally transform your personal life. How the CSA is also about making life easier for your clients. Why answering your phone is essential! Why yes’s are good, but no’s are actually better. Why implementation is your new secret sauce. Why if you like what you do enough, you’ll do well because you’ll implement without being told.   Links to Resources: Get our free guide to stop wasting your time on people who will never hire you here: https://contractorsalesacademy.com/cheap/  If you have any questions, reach out at help@contractorsalesacademy.com

People 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 a professional and offer them solutions, but not bragging and inundating them with so much info that they glaze over. What being a professional means in sales - and how goes deeper than appearances. Why it’s absolutely critical to review your sales process from the customer’s perspective so you can eliminate pain points and make things easy for your customers. Why the simple act of having someone always available to answer your phone will put you ahead of most contractors. And how, as a professional, it’s important to get back to people even if you can’t do business with them. How to start speaking the language of successful people who have money. How you need to care about the customer's needs, motive, and personality type so that you’ll know how to handle them and make them feel heard. Why you should not be annoyed when the customer wants more information. Why you need to prioritize curiosity and listening to your client. A role-play to show you how to gather information from a client and justify your price through the whole conversation to eliminate price objection and close the sale.   Links to Resources: Find out what sales strategies to start implementing at The Bridge. If you haven’t written us a review yet, please head over to iTunes and give us a review and then share it with another contractor!

The 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 process for yourself. How scheduling your time is a really valuable tool to grow your business, hold yourself accountable, and even carve out time for yourself! How having a hobby can be a useful time for you to be able to think, process, and plan. That quiet time is important. Why systems counterintuitively give you more freedom. Why it doesn’t matter if your system is perfect, what matters is that you plot it out and then have the discipline to stick to it. How you don’t need to get bogged down in the details - make your system fun and you’ll stick with it. How to start creating and implementing systems so that you can get where you want to be. Why you need to prioritize hiring good people who can take care of the tasks you either don’t like or aren’t as good at. Links to Resources: To hear more about our tactics that eliminate overwhelm, come hang out with us in Florida at CSA Next Level 2021. Find out what strategies to start implementing at The Bridge. If you enjoyed this episode, please head over to iTunes and give us a review and then share it with another contractor!

A 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 just a disservice to you, but also to your family, your company, your employees, and your clients. How if you’re in a higher tax bracket, you may be paying more, but you’re earning even MORE so you won’t miss that extra tax money. Why you need to always strive to shine and be the best you can be. Why being in a higher tax bracket means you get to hire a better accountant, take advantage of deductions, build better retirement accounts, and more! Why you need to make the mindset shift to be happy to pay more in taxes because it means you are successful. Links to Resources: Come hang out with other contractors who like to make money at our event, CSA Next Level 2021. Learn how to become more confident with your sales techniques at The Bridge. We have a big ask that’s pretty easy to do - please head over to iTunes and give us a review and then share it with another contractor!

How’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 the best thing you can do for yourself and your business. Why going to conventions and seminars where you can connect with and learn from others - IF you’re willing to be honest with what you share - is going to advance your growth. How some seminars and conferences can devolve into everyone boasting and bullsh*itting about how successful they are, which doesn’t help anyone. Why our upcoming CSA Next Level event goes deep and how when you attend, you need to be unafraid to share honestly. How you should expose your small bank account now so that you can not have to worry about money later. How to make progress, you need to be ready to implement, not just consume. Why you need to be willing to get uncomfortable in order to reach your goals. Why you may be getting pushback from your significant other when you say you’re going to make a change and what to do about it.    Links to Resources: Get out of your own way and come to our conference in Florida and we promise you, you’re going to grow your bank account: CSA Next Level 2021. Learn how to become more confident with your sales techniques at The Bridge. We have a big ask that’s pretty easy to do - please head over to iTunes and give us a review and then share it with another contractor!

Football 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 seeking out new techniques to try. Why if you keep things simple and do them really well, you’ll not only excel - you’ll also spend way less energy and time than you would have if you were trying to make things harder for yourself. How the best salesmen are made, not born.  What goes into making a good salesperson and how you get there. Why pushy salespeople drive customers away but passive ones don’t ever close any sales - so the sweet spot is being an assertive salesperson.   Links to Resources: Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021. Learn how to become more confident with your sales techniques at The Bridge. Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

It’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. They’re just going to think you’re arrogant! Why you should be talking at most 30% of the time, and you should let the potential customer do the rest of the talking. Why you need to make your sales pitch about the customer, not about you. How to own up and admit your mistakes. How to avoid being baited by a customer to fall back into talking about yourself.   Links to Resources: Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021. Learn how to STFU and improve your closure methods over at The Bridge. Learn how to identify tire-kickers with this free guide! Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

Obviously, 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 little pressure to sell when they understand that the profits they help you make will be shared back with them. How every industry upsells because people who have already spent money on a company are more likely to spend more money with that company. How to slowly build momentum with newer salespeople to get them more comfortable with upselling at higher and higher values. Why customers do sometimes appreciate it if you point out other things around their property that need to be fixed - and how to do it without sounding salesy. How to generate more sales by gently letting existing customers know the other services you provide.   Links to Resources: Come meet us at our conference in Florida for some kickass sales training: CSA Next Level 2021 Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

What 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 properly makes people want your service enough that their desire is more important than the cost. Why you need to train yourself to truly see from the customer’s perspective.   Links to Resources: Come meet us at our conference in Florida, CSA Next Level 2021   For a resource to help you tell the difference between the liars and the buyers, head to https://contractorsalesacademy.com/cheap/    Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

The 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 is both fun for your team and will help your company achieve its goal faster. How this idea can apply to more than just sales challenges, plus ideas for other processes to gamify and rewards to give to your team. The importance of accountability, recognition, and fun in the workplace.  Examples of times the guys have gamified something on a project and how it boosted morale while making them a ton of money. How last year’s event was life-changing and this year’s is shaping up to be, too. While you’ll learn the sales and marketing tactics you expect, you’ll also be learning amazing ways to change your personal life and mentality. Plus, you’ll meet awesome like-minded people.   Links to Resources: Learn more about CSA Next Level 2021 To start building your confidence, join Contractor Sales Academy!  For a free download to help you spot people who will never buy from you, head to: https://contractorsalesacademy.com/cheap/  Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

If 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 someone whose husband or wife does not want any contracting done. Why you need to follow each precise step of the shin fu method so you don’t get your hopes up on a sale and then get let down. The importance of keeping in mind that there’s safety in the steps of your process. You need to follow them consistently.  The buyer’s dance and the seller’s dance that happens in every transaction which you need a strong plan to navigate your way through. How you can find a plan with clear steps to follow over in the Contractor Sales Academy -otherwise, you’ll be helplessly going along with your client’s plan. Why money is a difficult subject for a lot of people to bring up, and how most people weren’t taught financial responsibility in school.   Links to Resources: To start building your confidence, join Contractor Sales Academy!  For a free download to help you spot people who will never buy from you, head to: https://contractorsalesacademy.com/cheap/  Please, if you’ve found any value in this podcast, head over to iTunes and give us a review.

Are 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 will connect you with like-minded folks who push you to be better. How many people resist joining a group because it’s hard to admit to others that you’re not making as much money as you would like. How the accountability that comes from a group is great for your business -but can be scary at first. Why you need to put in the hard work through a group to make a real change. Why, if you’re too scared to join Contractor Sales Academy, you’ll actually have a ton of fun in the group!   Links to Resources: To start building your confidence, join Contractor Sales Academy!  For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/

When 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.  Why to be a true leader, you actually have to be open and vulnerable to earn people’s loyalty. How training and practice will give you confidence. The concept of micro-wins, which is a great way to boost your confidence over time. Why joining the Contractor Sales Academy will give you the space you need to train and get micro-wins that make you more confident.   Links to Resources: To start building your confidence, join Contractor Sales Academy!  For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/ 

Do 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 best interest at heart. Strategies you can use to set a good spirit of conversation, such as showing a client their role, the Shin Fu Method, and building up a bit of FOMO. Why for most people, this is a learned skill rather than a natural talent, and how you can learn it over at the Contractor Sales Academy.   Links to Resources: To learn how to talk in a way that will help you sell, join Contractor Sales Academy!  For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/ 

There’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 you can use these communication skills to better navigate your life and relationships, in addition to your business. Why you need to find out if a potential customer is willing to pay your prices over the phone before you go make a house call.   Links to Resources: To practice your communication skills, join Contractor Sales Academy!  For a free download to turn around tire-kickers, head to: https://contractorsalesacademy.com/cheap/ 

We 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 get better. How Shin Fu tactics you’ll learn in the Contractor Sales Academy will help you become a better salesman and therefore, earn more.   Links to Resources: To learn more about these 3 principles, join the Contractor Sales Academy! CSA is a game-changer for your business.

It’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 they need to take to stick with their resolution. How to put in the work needed to stick with your resolutions. Reasons why joining the group The Bridge will hold you accountable to grow your contracting business in the New Year. How if you put in the work in The Bridge, in just a week you can make back the cost of the month’s membership with the tactics you’ll learn.   Links to Resources: Join The Bridge to make your business stronger. The Contractor's Guide to Spotting a Cheap Prospect BEFORE They Waste Your Time Please leave a review on iTunes Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Tom 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 situation around and come to your rescue! Problem solved.    In this episode, we talk about… Practicing these skills so you’ll be able to use them smoothly Truly listening to your customer Using mirroring to diffuse tense situations The psychology of how and why this technique works   Links to resources: The Contractor's Guide to Spotting a Cheap Prospect BEFORE They Waste Your Time Please leave a review on itunes Contractor Sales Academy CSA YouTube Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

No 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 Contractors need to stop getting in their own way What you could be doing with your wasted time The inspiration that led to the creation of the Shin Fu Make the process as easy and streamlined as possible   Links to resources: Spot the cheap tire kickers! CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

There’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 makes Showing them what they need to see and hear Digging deeper to find out what the prospects really need In order to learn, you have to go to school Realizing the importance of investing in education What you should assume when prospects call you Highly specialized word tracks will help you appear professional Why price becomes more and more irrelevant   Links to resources: Learn how to weed out the tire kickers! CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Are 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 doing that would make the biggest difference What happens when you are not honest with someone You have to be willing to work at the process   Links to resources: CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

When 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 about… Steve shares his current contracting nightmare How you know the contractor is scared to talk about money Derek used to be that guy without a process Establish a process that streamlines the ENTIRE project Spend the prospect’s money the way they want to spend it When contractors collect the bid information without giving the bid 3 things that people hate most about their contractors People are conditioned to want ease and convenience The last thing you should do to get things done Educate yourself to avoid friendly fire   Links to resources: Learn how to avoid cheap prospects! CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

The 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 finance have changed the mindset around money Breaking down the art of polishing a turd What clicked for Derek when he heard Steve speak Using pressure as a way to build sales skills Derek’s financial journey over the last 7 years What the Contractor Sales Academy is all about   Links to resources: The Aquascape Foundation CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

All 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 place doesn’t mean it has to involve you Focusing solely on the things you are good at and outsourcing the rest A hundred things are standing between being normal and being the best What happens when you get good at selling after not having a process Learn what your strengths and weaknesses are Why bosses act as the bottleneck to their company All three of the guys helped pave their own path   Links to resources: CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Whether 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 above your standards Most contractors give themselves nothing to measure against Steve was able to make his minimum working only ⅓ of the time Contractors have a much higher standard on their workmanship than income Fighting to hold onto the wrong things will hold you back Why people never want to go against the grain   Links to resources:   CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

The 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 at it Derek’s journey from being a sales novice to killing it with the Shinfu Breaking down the characteristics of the Shitty First Draft How most contractors react to what the customer says Controlling the situation while making the customer think that they are in control A bit of advice for those contractors who think they can wing their sales process Being content with your life doesn’t mean you are satisfied When the fear of commitment becomes an obstacle Learning how to win in sales translates to the other parts of life One thing that you have to be clear about right now Why rock-bottom doesn’t have to be the turning point Get a gameplan for the moment you get punched in the face   Links to resources: Guinness Book of World Records Learn to spot the cheap prospects! CSA 5-Step Shin-Fu Sales Process CSA YouTube https://contractorsalesacademy.com/csa/ The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

How 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 billions of dollars year over year Delighting the customer by making it easy to do business with you Too many contractors undervalue what they are doing Knowing that you offer the best product for the customer Making sure to nurture the excitement level of the customer Where most contractors make their communication mistake Have the ability to learn and implement in your own life Putting a system in place that works for your business Give yourself time to work on your business   Links to resources: CSA 5-Step Shin-Fu Sales Process CSA YouTube CSA Facebook The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

A better life. That’s the point of this whole racket, isn’t it? The consequence of having a successful business is getting a better life. Well, Tom, Steve, and Derek are here to tell you how to get that better life. Life begins at the edge of your comfort zone!   In this episode, we talk about… Growth is a constant journey of giving and taking The best way to grow is to be uncomfortable Why it’s easy for people to get complacent with their lives A growth mindset vs. a fixed mindset How your brain works to keep you in your comfort zone Every successful entrepreneur has the same complaint   Links to resources: CSA 5-Step Shin-Fu Sales Process CSA YouTube CSA Facebook The Bridge Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.