Today's Guest Article Is From Tom Reber Of The Contractor Fight

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Trying Something New Part 1 Of 2

When I first became a contractor many years ago I did what everyone else did when the phone rang: I ran out and gave an estimate.

That’s what we do as contractors, right?

This practice over the years has conditioned homeowners to expect every home improvement company they deal with to follow the same pattern:

Call…set up an appointment for an estimate…meet the person at my house…gather a bunch of estimates…then pick one of them.

That’s the clients’ system. Unfortunately, it doesn’t favor us, the contractor.

I’m going to share 2 things for you to try that may be new to you, but will help you differentiate yourself from the masses, connect deeper with your prospects and take control of the sales process so it favors you and the prospect.


Slow Down

The first thing is for you to not run out to everyone that wants an ‘estimate.’ Take some time to have a conversation with them on the phone. In fact, I argue that you should never go physically see someone unless you’ve had a 5-15 minute conversation about what they want, when they want it, about what it will cost, etc.

When you slow down the process you are taking control and differentiating from the other companies they are talking to.

There are word tracks and techniques that we teach at the Contractor Sales Academy that help contractors become phone pre-qualification experts so these conversations are not awkward.

Slowing down shows you are in control. It communicates “I am the expert and this is how we do things here.”

Remember, an ‘estimate’ is a guess or an approximation of cost. That is easily doable over the phone with someone. This one thing will save you from numerous hours running around and talking to the wrong people.

About The Author:

Tom Reber is the host of The Contractor Fight Podcast.  He has helped numerous contractors around the world generate millions of dollars in sales and profits, become stronger leaders and build better teams. Hit up TheContractorFight.com for tips and strategies to help you kick ass in business and life.

Editor’s Note: I have only known Tom Reber a short time and I trust him and find him to be very knowledgeable and capable on the subject operating and growing remodeling companies.

I Highly Recommend all contractors spend some time on his/her website and get to know him/her. He/she is a valuable resource to all contractors, not just remodel contractors. Please be sure to let him/her know Randal DeHart, The Contractors Accountant, recommended you.