Those who don't learn from history are doomed to repeat it! Dan is here to remind you that knowing something, being aware of something doesn't mean it won't happen again. 

 In this episode, we talk about…  

• Do not prioritize business over family
• Knowing about something doesn't mean it won't happen again—be proactive and avoid repeating the same mistake
• Assessing where you are and what you can do to prevent the past from repeating itself.
• Not being a workaholic to the point where you ignore your family or kids 

Resources: 

Order Your Fight Planner – https://thecontractorfight.com/fight-planner       

Interested in 1-1 deep-dive coaching with us? Shoot an email to help@thecontractorfight.com  

Today, Tom’s guests are Andrew Houston and Liam Morin from Profit For Contractors. Liam and Andrew have a book coming out called, How to Steal Your Competitors' Tradespeople Ethically. Today they share some strategies and tactics to help you attract your competitors' employees and make them want to work for you.

In this episode, we talk about…  

• What the book How to Steal Your Competitors' Tradespeople Ethically is all about
• The realities all tradespeople are experiencing
• How COVID has affected the contracting industry
• If you want to succeed in your business, pick up the phone and answer your clients
• Best ethical ways of stealing the best talent from your competition
• How to truly become a business owner
• The biggest thing plaguing contractors right now is their victim mindset around hiring.
• Build yourself from the inside out, and then invest—start with investing in the people that you have on your team right now
• Give your best to your teammates or employees to help them to reach their goals
• The place that you've got to build a great environment is with the people that you have right now
• The foundational principles of communication
• If you want to hire the best employees, go to the Instagram profile of the top 10 contractors in your area—copy their job add, change five things on it and repost it
• The worst time to hire is when you need somebody.

Resources: 

Profitable Contractors Association FB Group Link - https://www.facebook.com/groups/contractortips 

Get a copy of the book here: https://www.contractorhiringmastery.com/earlybird-1 

Follow Tom on Instagram at https://www.instagram.com/realtomreber   

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k   

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/    

 The Contractor Fight Night – https://thecontractorfight.com/fightnight/     

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw    

Making a better decision and taking different actions will lead to better results, both of which are in your control. Make the right decision, take the right steps, and win the year! Dan is here to remind you to change your choices and actions to get better results. 

In this episode, we talk about… 

• Do something if you don't like the results you get.
• Control your thoughts, your attitudes, and your actions
• Things will get harder, but you can choose to be a victim or not.
• Start over and place your targets on the ship you want. 

Resources:

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k    

Follow Tom on Instagram at https://www.instagram.com/realtomreber   

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/      

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw   

The Contractor Fight Night –https://thecontractorfight.com/fightnight/ 

Dan is here to remind you that the key to a happy and fulfilling life is to surround yourself with people who will lend you a helping hand when you need it!

In this episode, we talk about…  

• Being around individuals whose actions and ideas inspire you
• Building blocks to living an awesome life
• Making sure you know your supporters' needs and be ready to help them if they fall
• Appreciating those who care for you

Resources:  

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k    

Order Your Fight Planner – https://thecontractorfight.com/fight-planner     

Interested in 1-1 deep-dive coaching with us? Shoot an email to help@thecontractorfight.com 

The guys answer your questions about how to communicate with clients to see whether or not you’ll be hired, should you stop working with homeowners and work with investors, should you visit a client’s site for an estimate if you think there’s no chance to pre-qualify over the phone, and some tips for growing your painting business. 

In this episode, we talk about…   

• Question 1: Can I get some examples of what to say to a homeowner to know if they want to hire you or not?
• • Do not chase prospects, potential clients, or homeowners
  • You should know how your customers feel about the price
  • Know all the circumstances that lead to decisions
  • To be a great salesperson, put your ego aside

• Question 2: Has anyone stopped working for homeowners and started working with investors?
• • Communicate appropriately with clients to set the right expectations
  • Working with investors is a low bid—they have a budget
  • Investors provide you with a continual flow of leads
  • Residential is an easy place for you to shine if you understand respect, communication, and cleanliness
  • It’s easy to make homeowners happy and get around the games
  • Good relationships are the key—no matter what arena you choose to compete in.

• Question 3: When there is no way to pre-qualify a potential client over the phone, should you visit their site if they ask for an estimate and a visit?
• • You can pre-qualify people over the phone without even knowing what they want
  • Go out and meet people if you see a potential client for a long term relationship

• Question 4: I want some advice on growing my paint business.
• • Focus on the profit, scale the profit, then everything else will follow
  • Look at your job costing and see where you’re making money and where you’re not
  • Focus on the things that are repeatable and high profit, and make your life easier

Resources: 

To have your questions answered by Tom and Dan shoot us an email to help@thecontractorfight.com with the subject “Podcast” and we’ll try and answer it on a future show. 

Follow Tom on Instagram at https://www.instagram.com/realtomreber      

Visit our sponsors of this episode, NiceJob. NiceJob is Reputation Marketing software that will help your business collect 2-3 times more reviews on Google, Facebook, and the platforms that matter. Don’t forget to use code “Fight” for $50 off the first month on new accounts!  https://www.TheContractorFight.com/nicejob     

Don’t let your clients chase you for updates and information—initiate the communication and be the uncommon contractor! Tom is here to remind you of the importance of being the initiator of communications if you want to win in business! 

In this episode, we talk about…  

• Don’t let days and days and weeks and weeks go by—pick up the phone and communicate.
• Update the situation to the client—it doesn’t matter if it’s good, bad, or indifferent news.
• Your silence puts a wedge between you and your clients.
• Instead of looking for the next marketing and sales strategy, get on the phone with your clients and have an open, honest conversation

Links to Resources: 

Follow Tom on Instagram at https://www.instagram.com/realtomreber  

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/  

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw  

The more detail you put into envisioning your future, the more likely you are to achieve your goals! Dan is here to remind you to head into 2022 with absolute clarity in every area of your life.

In this episode, we talk about… 

• Making sure that you get incredibly clear about the future you want
• See your future with great detail, and make that part of your vision
• Write down your vision, read it, and recite it—you’ll be amazed by the results
• Envisioning your future in detail is hard mental work — when you do that, you program your brain to get it

Resources:

Follow Tom on Instagram at https://www.instagram.com/realtomreber   

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/      

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw  

Dan is here to remind you that you need to clarify how you want your business to serve you and then reverse engineer your business to meet those goals.

In this episode, we talk about… 

• Reverse engineering your business to suit your goal
• Living your life to satisfy somebody else's expectation
• What will make you succeed in your business
• To know what direction you want your business to be in, figure out:
• • What you want your life to be beyond your business
  • What do you want your family life to look like
  • What are your financial needs

Resources:  

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k     

Interested in 1-1 deep-dive coaching with us? Shoot an email to help@thecontractorfight.com

Listen in as Tom and Dan answer your questions about whether you should pay yourself an hourly wage or the owners' salary as the owner of the business, calculating your net profit, the best way to build your brand, and the right time to cut the cord and go full time.

In this episode, we talk about… 

• Question 1: Should I pay myself an hourly wage as the owner of the business? And how do I calculate my net profit?
• Pay yourself an owner salary instead of an hourly wage
• Put your net profit into your overhead
• Net Profit does not include what you pay yourself
• As the owner pay yourself a salary ≥ what you would make doing the same job in somebody else's company

Question 2: The pre-qualifying step in the sales process makes me worry that I will lose business. How do I overcome this mentality?

• Taking control through the SHIN-FU and not writing up bids like everybody else
• Get rid of the people that are wasting your time
• Finding people that value the process will resolve the issue
• Telling yourself that you’re worth the money that you’re charging
• If you know your production rates, you can give prices confidently

Question 3: What would be the best advertising company to promote my website?

• Talk to some people that work with contractors, and can provide data—analytics of how they increase their site visits
• The best advertising company is going to first identify what your issue is
• Identify through Google analytics, are people finding your site
• Often the traffic issue is because there’s a problem with your site framework, the title pages or tags
• If you’re getting traffic and it's not converting to leads—there's an issue with your website
• Ads don't work if you got a substandard site

Question 4: When it comes to building your brand, what is the number one thing you can do? 

• Your brand is the story that is told when people see you or think of you
• To build your brand is to build your personal brand
• Pay attention to the little details
• Be intentional about the story you want to tell about you and your company

Question 5: What time is the right time to cut the cord and go full time

• Start your business from a position of strength and not desperation
• Have a hustle attitude or hunter mindset—to start your business from a position of desperation

Resources: 

To have your questions answered by Tom and Dan shoot us an email to help@thecontractorfight.com with the subject “Podcast” and we’ll try and answer it on a future show.

Follow Tom on Instagram at https://www.instagram.com/realtomreber   

Visit our sponsors of this episode, NiceJob. NiceJob is Reputation Marketing software that will help your business collect 2-3 times more reviews on Google, Facebook, and the platforms that matter. Don’t forget to use code “Fight” for $50 off the first month on new accounts! https://www.TheContractorFight.com/nicejob   

Enforcing the standards in your company and not being everyone’s buddy doesn’t mean you aren’t likable. It just means that you make the tough decisions when they are needed—that’s what a leader does. Tom’s here to remind you to stop being friends with your employees.

In this episode, we talk about… 

• The DiSC profile—(D)ominance, (i)nfluence, (S)teadiness, (C)onscientiousness
• Being clear on the code of conduct of your business
• Befriending your employees is harmful to your company’s future, employees’ ability to grow, and your capability to lead.
• Keep yourself from being friends with your employees—as a leader, you need to take responsibility for your team, set a new standard, communicate and enforce it.
• You can’t be trusted as a leader if you’re not consistently showing up with the communication
• Leadership is influence—if you really want to have influence over your team, you’ve got to build the habit of getting uncomfortable yourself.
• Your number one job is to create leverage in your company and lift everybody up with you 

Resources:

Follow Tom on Instagram at https://www.instagram.com/realtomreber  

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/  

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw  

Your non-negotiable values are huge—they guide you in making decisions, protect your integrity, boost morale and empower your employees! Tom is here to remind you that do not start this new year without getting clear on your non-negotiable values. 

In this episode, we talk about… 

• Tom’s NNV’s (Non-Negotiable Values)
• Set the values and the standard that you'll live by and run your business by
• Roll the red value—do everything with excellence
• Using your values as a filter to make life decisions

Resources:  

Grab your copy of Tom's book - Winning the Contractor Fight: https://thecontractorfight.com/book/

Follow Tom on Instagram at https://www.instagram.com/realtomreber   

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/     

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw

Don’t step over today for tomorrow! Dan is here to remind you that instead of dedicating your life to your business, consider how you can dedicate your business to serve your life.

In this episode, we talk about… 

• If you're gonna dedicate your life to a business to succeed. Why not go huge?
• Always scaling your business
• Consequences that come with growing your business
• Don't aim for the success defined by society — set your own goals
• If you're not constantly scaling, your business is dying

Resources:  

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k    

Order Your Fight Planner – https://thecontractorfight.com/fight-planner    

Interested in 1-1 deep-dive coaching with us? Shoot an email to help@thecontractorfight.com  

Listen in as Tom and Dan answer your questions about restarting your contracting business without any portfolio, the best ways to find general contractors, and finding ideal clients without relying on word-of-mouth.

In this episode, we talk about… 

• Question1: I want to re-start my contracting business but have no portfolio of my past work and was an unlicensed contractor. What should my first steps be?
• • Hire an attorney—make sure your business entity is correct and is going to protect you
  • Get a job working for somebody else while you do your side hustle business to make some money 
  • Be passionate about building your brand
  • Decide what you want your business to look like in the future
  • Rent your equipment instead of buying
  • Be clear about:
  • • What you’re going to build
    • Is there demand in your market
    • Who’s your ideal client

• Question 2: What are the best ways to find general contractors?
• • Find companies that you want to align with—take advantage of their schedule crunch 
  • Make use of social media to market your business

• Question 3: How do I find more ideal customers without word-of-mouth? Despite posting on social networking sites, my target market is not narrowing down.
• • There may be no response in the initial phase—but keep posting
  • Level up your game and be more personal and more relevant
  • Instagram is a goldmine for contractors for building relationships
  • Make sure your content resonates with your ideal client

Resources: 

To have your questions answered by Tom and Dan shoot us an email to help@thecontractorfight.com with the subject “Podcast” and we’ll try and answer it on a future show.

Follow Tom on Instagram at https://www.instagram.com/realtomreber  

Visit our sponsors of this episode, NiceJob. NiceJob is Reputation Marketing software that will help your business collect 2-3 times more reviews on Google, Facebook, and the platforms that matter. Don’t forget to use code “Fight” for $50 off the first month on new accounts! https://www.TheContractorFight.com/nicejob  

Order Your Fight Planner – https://thecontractorfight.com/fight-planner 

Today, Tom’s guest is Todd Dawalt, host of The Construction Leading Edge Podcast. Todd shares tips for being a great leader, and how to shore up profit leaks in your business. 

In this episode, we talk about…

• Your job as a leader is to give your people a vision
• Don’t just tell when you coach people—ask questions. This will make you a ninja-level conversationalist
• The better relationships you have, the less you’re going to have profit leaks
• If you're trying to get somebody to do something, don't ask them why they can't do it—ask, what would it take to solve this?
• “There's this myth that the leader has to come up with the plan—No—your job is to get the right people in the room, ask the right questions, and then get out of the way, let them let them do their thing”
• How your control over your employees affects their productivity
• The solution to productivity crisis and skilled labor shortage
• A good leader asks good questions
• Solve the handoff—this is where 80% of the profit bleeds live
• Ways to leverage yourself
• • Start thinking differently about yourself and your company
  • Design your organization for the future

Resources:

Construction Leading Edge Podcast – http://www.constructionleadingedge.com/  

Follow Tom on Instagram at https://www.instagram.com/realtomreber 

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k  

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/   

The Contractor Fight Night – https://thecontractorfight.com/fightnight/   

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw 

Be the exception — take action when others are taking a break — stand out from others and grow your brand. Dan is here to remind you that now is the perfect time to gain traction in your business — Finish this year strong!

In this episode, we talk about…

• December is an amazing month to make new relationships — grow your business
• The mindset you need to have to make your business grow
• Holidays shouldn’t be your excuse to stop working
• Being uncommon to stand out and gain ground to build your business

Resources:

Follow Tom on Instagram at https://www.instagram.com/realtomreber 

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/   

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw    

There is no greater importance to life than the experiences it brings — they make you realize what is important and what is not. Dan is here to remind you not to underestimate the importance of life experiences.

In this episode, we talk about…

• When it comes to business — there is no replacement for life experiences
• Lack of life experiences are holding back young contractors
• If you’re able to harness the superpower life experiences — you’re going to be ahead of 99% of people on this planet
• Know the reality, look at your past decisions, and use that perspective to bounce your decisions
• For every bad experience, there is some guaranteed win as well — use that experience to leverage your decisions forward
• You only get guts through life experiences!

Resources:

Follow Tom on Instagram at https://www.instagram.com/realtomreber 

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k  

Order Your Fight Planner – https://thecontractorfight.com/fight-planner  

Interested in 1-1 deep-dive coaching with us? Shoot an email to help@thecontractorfight.com

Listen in as Tom and Dan answer your questions about how to pay your sales representative, spending money on building a website as a new business, and the time you need to stay live while doing video content for a business page.

In this episode, we talk about…

Question 1: “Should I spend a large amount of money on building a website as a new contractor? I don’t have the funds yet.”

• Build your own website—it should be the hub of everything you do
• Some web companies create a full website for you in phases
• New contractors—put 8-10 hours/day into marketing and building your brand
• The hustle and grind phase of new business
• Start small, and get your name out there

Question 2: “How do you pay your sales representative—hourly or commission?”

• To know the need for a sales rep for your business—work on the math of gross profit and cost per sale
• Solar and roofing companies—give 100% commission to your sales rep
• Give full lead to your salesperson or increase your marketing spend to generate enough lead
• Creating teamwork between your sales and your employees
• Mistakes to avoid while hiring a sales rep

Question 3: “Is there a recommended time to stay live while doing video content for a business page?”

• The time you stay live depends on who your audience is
• Short-form content with valuable information is good

Resources:

To have your questions answered by Tom and Dan shoot us an email to help@thecontractorfight.com with the subject “Podcast” and we’ll try and answer it on a future show.

Follow Tom on Instagram at https://www.instagram.com/realtomreber 

Visit our sponsors of this episode, NiceJob. NiceJob is Reputation Marketing software that will help your business collect 2-3 times more reviews on Google, Facebook, and the platforms that matter. Don’t forget to use code “Fight” for $50 off the first month on new accounts! https://www.TheContractorFight.com/nicejob 

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k  

Order Your Fight Planner – https://thecontractorfight.com/fight-planner

Don’t be afraid to play the long game—build the foundation as strong as you can! Tom’s here to remind you not to move for anything advanced until you master the basics. 

In this episode, we talk about…

• The habits you need to let go of—to work towards the future that you want
• Until you have that strong foundation, you’ll not be able to bear more load
• The foundation of contractor business
• The next level of sales training
• Mastering the basics of running a business—to move your business to an advanced level
• Digging deeper into the information you’re given—to understand their motives and the outcome they want.

Resources:

For more mindset mojo follow Tom on Instagram at https://www.instagram.com/realtomreber 

The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! https://TheContractorFight.com/100k  

The Contractor Fight Facebook Group – https://www.facebook.com/groups/thecontractorfight/ 

The Contractor Fight Night – https://thecontractorfight.com/fightnight/  

The Contractor Fight TV – https://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw