How Can Contractors Justify Their Price without the Hard Sell?
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- Опубліковано 6 вер 2024
- While we strongly believe that contractors should not need to justify their price, we understand that you need to prove value when speaking to a prospective client. Today Tom dives into some tips for justifying your price without all the tap-dancing...
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Tom Reber is an entrepreneur, business coach, podcaster, leader of The Contractor Fight, creator of Contractor Fight TV and HGTV host. Tom's content has helped hundreds of thousands of home improvement contractors improve their lives and businesses.
The Contractor Fight is the ultimate resource for becoming an uncommon contractor!
Pick a fight with mediocrity. Live Unafraid.
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I'm a 3rd generation contractor, took my buisness from me and my old man and half a truck, with $12k in debt, to today,9 yrs later, having a full office staff, 6 crews out there, and comfortable, I still have a long way to go, but things are better. I just wanted to say. When you mentioned the messages from guys saying they are/ were suicidal, that hit me hard. I've been there. Keep your heads up, warriors, and push through those days.
You are doing heart work here, and I'm excited to see what's in store as I dive into your old content. Thank you, sir.
Preach!!!!! 3 months or 3 years it doesn’t matter. Your videos have helped me a lot and I’m 4th generation carpenter and my dad does some things you talk about here, I disagreed and took all your advice on the business end and I’m almost 2 months in to business and it’s growing at 3 times the rate his company did. Thank you for all these videos. God bless you.
That is awesome Mark!
An a.m. ass-chewing on the way to work by a former Marine is ALWAYS greatly appreciated 🙏
Thanks for being part of The Fight.
The best advice I ever got from you was to pick up the phone! Pick up the phone for every call! Answer every text message quickly! Schedule the meetings and actually go to the meetings! And the most important part, SEND that estimate! Lots of contractors never send the estimate right away. And that’s how they lose the jobs! I take about 30-49 minutes per estimate . I arrive on time and meet with the client and shake their hand and I let my mouth run. I show the client how much knowledge and experience I have when it comes to their projects. I ask every bit of detail they would like me to know about the job. And as soon as I get home, I immediately begin to work on that estimate and send it over to them asap. And I text them when I sent that estimate over. Surely enough, they call me back the next day. Not because I was the best bid, but because I was the only bid they received. Most homeowners are in a rush to get those projects done they don’t have time to sit there and wait for another guy to show up
I completely understand the communication part. As soon as we started to communicate with our clients and prospective clients better, we started to close more work. We’re still pretty bad and aren’t raking in the money but we’re on our way. Still implementing the 50% gross profit stuff. Hard pill to swallow but if that’s what it takes, then so be it
Holy shit I've been the worst fucking idiot in business .I got lazy.I needed this wake up call sir . Thank you and thanks for laying it down for real
I’m 23 and 2nd generation in the business and I tell my dad this stuff till I’m blue in the face so we can raise our prices. My dad is 64 and was building in the same town since he was 17 so he has great word of mouth but I try all the time to open his eyes about how much further he could go if he just did a few of these things not just for getting more leads but attracting the right kind of employees who want to work somewhere prestigious and are tired of the bs and drugs out there . Needless to say this stuff will be first thing to do when I get out on my own one day soon. I was hurt for a short period and sold cars for a year, hated it but it was the best experience I could’ve gotten, all this sales shit is not just one more thing to add on to your to do list, consistency and a reasonable amount of hard work with all this and it is the difference between struggling and generational wealth. So a big thank you for putting out this content, it really helps guys like me focus on the bigger picture!
Gather your tools Matthew. When you're ready to go out on your own you'll be ready to kill it!
Matthew...come work for me!!!! I am 67 but am on target with everything Tom has stated in this video...We need assistance and need a person who...like you...is NOT AFRAID to apply these comments to the business!
@@kevinmckenna9601 I’m sure it would a great position since you’re applying all these things but I currently just passed my residential/commercial builders license a test here in WV about a month ago and 3-4 months worth of work out so employment is off the table after all the hard work at this point. But I hope you find a good fit for yourself! I know it can be more challenging in some areas than others to find good guy so best of luck!
I'm just making sure I got this concept be a decent human being and do what you say you're gonna do. When bidding being a respectful and decent human being goes miles.
I’m not going to bore you with my story. Thank you for pushing these videos. Love no bullshit straight to the point content. Thank you sir.
Thanks for watching Edy
good night I am from Trinidad love your videos. do not use Jesus name as a obscene or in place of obscenity that is blasphemy thank you very much. Keep doing your thing it is very informative and interested I am a new contractor
Thank you for saying that.It’s
Not a Name anybody should fool with.God Bless you
Thanks for this video. I really needed to hear this as it’s something I’m struggling with being a young new contractor.
Like this channel, not a contractor but work at one of largesy exterior product wholesale distributors in the country. This is great insight to help work with my customers. I get pushback on material costs... but... like he said people have the money, you just need material and job knowlege, and to learn... Why do your customers want to do the job? That often is best question you can ask, you can respond more effectively when you know why. And determine wants and needs from there. Sell what is in stock, or readily available... do not let your customer roam all over pinterest picking out exact material that is a bitch to find, intead provide them with options you know you can deliver on
I'm a magician. That was fucking great! I haven't laughed so hard in such a long time! But you're saying it. It needs to be said. If you want to be great you got to do what needs to be done. Everything you have said totally applies to the business of being a magician. There's a chair in my house that I only sit in after 8:30pm. If I'm ever tempted to go sit in the afternoon and feel sorry for myself, my inner voice rages at me the same way. Great advice by the way! I've been a subscriber for a week now.
🙏👊🏻
Tom thank you so much, this video is pure gold for me, money coming to my pocket, Just got my CA Lic Contractor B and my priority is not to screw up, not to be just one more guy with a license thanks again
Glad to help Miguel!
Tom I have to say that you really open my eyes! I’ve been doing business with clients for 40 years and have to say I missed the boat, till now I am inspired by the message of being a professional and being rewarded for the service provided, free estimate’s ended a long time ago but I think you found a way to include this again, so thanks for the best kick ass advice.
Also to NIck Saban Quote is just perfect "If you want to be GOOD you really don't have a lot of choices, BECAUSE IT TAKES WHAT IT TAKES"
This gave me a good laugh, especially the employee part! We are a family-owned construction company, and we hear that we are always high. Or how do you justify this price? We have learned to sell our company. We spend so much time with clients always answering the phone. Go over and beyond. Always answer the client's questions or concerns. It definitely is not easy to own and run a construction company. We lost our Son and never got any time off. No one that we have worked with is crazy enough to run this beast. It is definitely a hustle.
Great Video. I lose my shit daily, yet here we are still doing it in California. Good Luck, everyone. If we can do it, you can too! Love the yelling by the way!
That energy is exactly why I’m here I hang on your every word and it’s working!!! Keep yelling keep screaming we all need to hear this!!! I went from do anything for anyone go out of my way constantly loosing money to confidently turning in prices not being negotiable at all on my price because I put in the work that you guided me on and I know my price is perfect we have to make money out here. Or we may as well pick up a mop and work in a kitchen! Next is my grammar!!! Thank you Tom I appreciate every video you make for us and soon I’m attending one of your seminars!!!!!
The Alex Jones of contractor coaching, I love the passion
Love the passion at around 8:00 😂👌🏼
I’m not in the same country but I’ve seen your videos read your book etc and have had much better success with pricing high and getting the jobs and doing them and leaving with smile on homeowner’s faces. This video is sort of a summary of why I’ve been successful. This helped me reassure myself that I’m on the right track. Bless you.
Name of the book?
James, Winning the Contractor Fight. It's available here: thecontractorfight.com/book
Hey Umair, do you work in Pakistan, and what type of jobs do you do?
IT is funny how I was literally close in my eyes when you said wake up. I'm talking to you I would like my freaking dreaming or what man I love your content and it's been so helpful thanks a lot
Bro, you're the shit. I've never gotten bitched at and felt fired up afterwards.
Glad to help Kyle
Awesome video. I liked how you touched on professionalism and communication.
Thanks Tom.
I tightened up my shot group.
Found great results.
Winning in a big way.
Just signed my highest paying gig without a flinch of money talk.
Thanks for everything.
That Nick Saban quote man, exactly why I'm here. I'm wanting to go about this so I don't fuck up so bad that I go out of business shortly. I wanna do what it takes to stay afloat and do what I can around my town
FINALLY....A video that TELLS IT LIKE IT IS!!!!!!! and...as far as I am concerned...it is POLITICALLY FUCKING CORRECT!!!! VERY passionate...but more on-point...ACCURATE!!!
As a contractor the people who are normal and live a standard life are usually the people who will be easier to work with, I work with most large loss homes and most people are after money and discounts, which is fine.... as long as you meet your margin, your margin is what you make it. Lets all just be fair. I pay my people, I pay my overhead, I pay myself, obviously materials. then we're good.
Lmao. Bro. I just ran across this video. And I love this guy already.
I have to agree.
I went back into business for myself ft last August.
The biggest thing I hear is we can't get anyone to call us back, come out, or they come out and don't send a formal quote.
3 things I set out to do efficiently, and it has been like you said. Mainly why I'm receiving the jobs, also how I interact and explain.
I'm still driving my beater though. It's old, it's not flashy, it's a solid vehicle and it's paid for. A truck is in the works but I believe there are better company investments in my first year that aren't a liability. Marketing, branding, getting my name into different areas etc.
Damn!!! Haha love the video. First one I've seen from you. You got my attention and my subscription!!
Welcome to the Fight!
Thank you! I keep coming back here to find out I still have a lot of work to do on myself and my company!
I friken love this guy he doesn't go around the bush with the truth 👍
Yup, if you price it right it’s going to get complaints. I find especially as a plumbing contractor people don’t understand why I’m so expensive
The best video I’ve seen on this, just brilliant!
I just got Hyped up! 🤣 Watching this video. I am going to make 2 adjustments you mentioned For my Business.
You got this Ben!
Ya Tom let it all out.
Don't most people look at prices on the shelf.
Either they can afford me or not.
Exactly Jeff
I love it. Literally typing out notes the entire time, you’re the man thank you so much. I’m empowered by you.
You are so welcome Austin.
Tom! I've been watching your video lately 👍 man! You are my motivation I'm trying to get my contracting license you giving me the the strength to believe I can do it! Thank you for all your videos I will keep watching them and learn from you.
This content was so awesome. I'm not even in the industry but it's so helpful that I can use it in my business. You see I spent half my life in law enforcement that I have the confidence of a rhino when it comes to deescalating dangerous situations but business-wise it's a whole other animal. It's like learning how to walk all over again. This is why I thank you so much for your videos. Also I started laughing when you were yelling because it reminded me of me when I was a sergeant in my agency. That's how I was with the rookies and I always told them it was because I care about them and their safety. Again thank you so much for your videos. Stay safe.
🐽
Joined the battleground last week and it's so clear how much you care. Keep up the fight 💪
Glad to hear you're enjoying Battleground Jonathan. LFG!
Wow!!! Spectacular content. From the day we started our GC business, I knew the key to our success would be confidently standing by our numbers, educating our clients, and always being responsive. They may not like it at first, but they seem to always come back to us after meeting the competition. Clients will always appreciate making educated decisions on their major investments. Like you said, if you’re the lowest bidder, your number is wrong.
Boom! Thanks for watching Jose
Good sir, I am using this video as the sound on a IG reel. I love this.
Such a good topic! Thanks for the insights
This is AMAZING content. Thank you so much for this.
Thank you for watching
7:30 THE MAN!
Nice words of wisdom 👏.
Thanks for watching!
First time seeing you. Just started my business last summer and I needed to hear this coming into the concrete season up here in Minnesota! Thank you for this !!
Glad it was helpful! Welcome to the Fight, Trevor!
Love this.. work at national exterior wholesaler, and this is good insight, and stuff to consider. I see this hump struggled with by customers on a daily
Glad it was helpful!
Unfiltered truth. Thanks for the content, Tom. Be blessed.
Thanks Tom I definitely would not be the contractor I am today if it wasn't for your help in the last few years the last thing I need to do that you are preaching is make the videos to show people I am a pro it is just hard for me because I am a small outfit and most of the time I am busy working in the field but working on training others so I don't have to as much and I can sell jobs and work on bids thanks brother
Great video. I'm on the opposite end of the stick being a consumer that unfortunately hired shoddy work. I have some tips to give being on the other side:
1) Do quality work. Cutting corners really shows. It also pisses me off when my contractor broke something and now wants to use tape to fix it several areas...REALLY??? Eventually he caved into my demands that he fix it right and not tape shit together. This is a small island. Word travels and I am telling everyone never to hire this company.
2) COMMUNICATE: I think this video touched on it pretty well, and you'd think communication is COMMON SENSE, it's NOT. I have to constantly call the office to see when the workers will be here, and at what time. If I don't call, they won't call me. The company also does not communicate with each other internally, so the contractor doesn't know what the salesman said, and the scheduler doesn't know what the carpenter said so I'm caught in the crossfire and getting pissed off.
3) Stop with the excuses: I don't really give a shit what your situation is, you can either do it or you can't. You're either going to come over on that day, or not. Making excuses maybe really legit, in their case "all the painters caught Covid". Ok, but the company better have a PLAN on when they plan to come back, and stop making me call to see when they are coming back!
4) Get your own damn porta potty: A lot of roofers were leaving the job to go pee or take a dump at the local park, which probably took time away from completing the project, and in our case, tons of rain..NOT good. I finally let them pee in my yard out of desperation but it was far from ideal. Stop being cheap and hire the damn porta potty for your crew. Sheesh.
5) Do not steal shit from my property. Even fruit that I had laying out for harvest. Holy hell.
Tom,
Thanks for your wisdom, experience and advice
You're doing an awesome job for many thank you.
I appreciate that!
love that..."the other guys an idiot"..
Rocks motivation! 💪🏻
Tom tom you have been helping me so much.
Thank you.
God bless you
Right on brother. Needed this to hit the coming week hard and steadfast. Thanks for what you do.
You got this!
Love the content! Keep it up I have learned so much from your videos binging them the past month. I am learning to charge MY prices finally lol
Great to hear Louis
Man! Thank you so much for this video and putting it out there and waking me the hell up about what I need to do to make my business successful!! Thanks man!
Glad I could help! You got this!
Punctuality matters a bunch. I'm a master at that part
So funny so true. I love it. Good content.
Is there a way tonget personal coaching with you?
Thanks for being part of The Fight. Email help@thecontractorfight.com and let us know how we can help. 👊🏻
I had to re watch this video again 😅
Great advice love the video content you give
I f love this man!!
Tom…where can I purchase that depiction of ‘The Four Agreements’ behind you in the wall? Was it custom made? New subscriber and business owner here. Loved your prior video on #FW and only having “A” players on the team.
Thanks for the video. I'm learning to be a better contractor and everything you put out helps. Thanks!
Great to hear Zach!
Great advices! Thank you for opening my eyes
Hello Tom,
I am a 42 years old truck driver looking to open a construction business but to be one with you I have no idea how to start. I have plenty of experience in the food industry running restaurants but the only experience I have in construction is the jobs I have done in my house. I have been listening to some UA-cam videos and the normal advice is to go and get experience by working 5 to 10 years doing the job, do you have any other suggestions or do you think that is my better option?.
Thank you.
Great content as always. Been following since the beginning and it has helped my business greatly.
Good to hear Dean
Thanks coach!
You bet Peter
Love this guy
Well crap. Think I've been going at this wrong for the last 4 years. I have good relationships with several of the other contractors in my area and they on average are all charging $45/MH I charge $50/MH (plus materials). I'm going to try this method with new customers for the next month and run it against lasts months numbers. Thanks for the info
hey mate, notice any changes after the implementation?
@Ahmed Yar Khan well there was not much change. However I'm track to have 1/2 million year and last year was only 85k so something is going right. 2 new employees as well
@@meatsax oh thats nice, thanks
Just found you today. You are fuckin awesome. Love your passion and intensity. Great content. Raw and real.
8 mins in im lmao. Finally a guy that cares🤙
Thanks for all the info is so helpful 👍🏼👍🏼
My respect ✊ for you
I appreciate that Javier!
I love this dude!
Thanks for watching!
You’re the best!
Keep it up
One of your best Tom 👍
Off topic, what does everyone think of "wolfhouse Renovations" as company name, I want to have a memorable logo, I saw the store of jalapeño painting selling jobs for the name alone, I thought of having a wolf as a logo but I think the name could sound aggressive, my last name does not have a nice ring to it so that is a no, I also had the idea of naming it "felony construction" lol, but that is a joke that I wanted to use to make videos
You are the f#%€^%£ man love it
Im nervous about doing content because i still have my day job in the same industry. My boss used to make masons sign a non compete agreement. Is starting my own business unethical?
"Because I'm saving up for rent".
Been a contractor for 25 years. This is some truth bomb shit. Pissed I just now found this channel.
I would go a step farther. You don’t need to justify your price to people who think it’s too high. Everybody knows that you sell about one out of three leads, when priced correctly. You should focus on the people who are cheap. You should focus on maximizing value, taking great photos of your work, hiring quality employees or subs, to make sure that your quality is reflected and this way 1 out of 3 people are willing to pay you good money for the work
When you have good SEO, a good website, learn excellent sales skills (without being pushy), great reviews on all review sites, good photos of work, your license shown prominently on your website and all your review sites, articles showing your knowledge and proof you’re an expert, then after all that, you will get plenty of sales (like 4 out of 10 appts sold), while still having good prices. You’ll be overflowing with work. I literally turned my ads off! I can’t even keep up with all the sales. It’s crazy
Great insights Charles.
Love this man !! Thank you
No problem Ed 👍
Not every community is cheap or believe your too expensive.
The town of 15,000 and change, I have 6 good customers.
They are so impressed in the quality of installing trim, casing, doors or other related towards finish carpentry.
Those who are so proud they hired me, they tell others about my work.
My current I had customer at first after the builder that added the 6x12 room addition it took 6 months. The shoddy workmanship can not believed.
The just fired carpenter, I erase has distrust.
After my first day she now leaves me alone day 1 she micro managed me.
Now I must call her for a question.
The couple stands there eyes in amazement.
I watch in my down time or before work 7am and after 6pm no lunch break only nibble0 on sandwich as I think over a matter.
I research tools, watch tradesmen on UA-cam.
Dress and look. professional ,wear polo shirt company name on it, and other apparel.
Only mustache, hair kept business professional.
Worked in grocery store in college learned customer service.
I clean up at the end of the day.
Excelente bro. ❤
Thanks Julio
Feck you Tom. How dare you shout at me? 😂
Fuck yeah man I like your attitude!
Thanks Jono.
Veritas et aequitas. Go on the offensive. Get that money rash. Best rant I've heard. Fuck you get good.
I started charging to do estimates that I will refund with a contract. It has eliminated a lot of bull shit. If it’s a repeat client I don’t charge, but there’s way too many tire kickers and low ballers out there, I’m not wasting my time with that crap.
I was thinking of doing this tbh
Lets make some money!!
LFG!! 💪🏻
Best video yet! 100%
Glad you think so Mike!
🤣No matter what the f*CK is l can't miss any of your vedio big up to you dude,,much ❤️ from 🇺🇬
I appreciate that
This is 💯🔥
Good stuff!
Fuck ya . I just subsided to the first channel in years
thank you brother
No problem
Good shit Tom, thanks
You're welcome Joe!