Where you’re at in your business is 100% up to you. Listen to learn how to get out of the Crazy Cycle today and create the business you want! In this episode, we talk about… Defining what the Crazy Cycle is and why you must get out now Common mistakes contractors make with pricing Why charging more money is an easier way to run a business Create the business you want that will support the lifestyle you want The importance of having a growth mindset vs. limiting beliefs 3 Different types of people classes and mindsets in a recession:  1. People who love recessions-opportunity to buy everything at a discount 2. People who are scared of recessions- won’t want to spend a dime on anything 3. People with an abundance mindset- don’t care about price because they have money to spend regardless of recession Stop finding a price that works for the customer. Find customers that work for your price. Why job costing, knowing your numbers, and 50% gross profit is key to a successful business Why you must charge a 100% markup to have the business you want Remember: As you elevate your prices, elevate your customer experience as well Benefits of joining the Profit Club and using the Profit Sales System Challenge: Add 10% to your next job bid and see what happens  Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Where you’re at in your business is 100% up to you. Listen to learn how to get out of the Crazy Cycle today and create the business you want! In this episode, we talk about… <ul><li>Defining what the Crazy Cycle is and why you must get out now</li> <li>Common mistakes contractors make with pricing</li> <li>Why charging more money is an easier way to run a business</li> <li>Create the business you want that will support the lifestyle you want</li> <li>The importance of having a growth mindset vs. limiting beliefs</li> <li>3 Different types of people classes and mindsets in a recession:</li> </ul> 1. People who love recessions-opportunity to buy everything at a discount 2. People who are scared of recessions- won’t want to spend a dime on anything 3. People with an abundance mindset- don’t care about price because they have money to spend regardless of recession <ul><li>Stop finding a price that works for the customer. Find customers that work for your price.</li> <li>Why job costing, knowing your numbers, and 50% gross profit is key to a successful business</li> <li>Why you must charge a 100% markup to have the business you want</li> <li>Remember: As you elevate your prices, elevate your customer experience as well</li> <li>Benefits of joining the Profit Club and using the Profit Sales System</li> <li>Challenge: Add 10% to your next job bid and see what happens</li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP70: How To Get Off The Crazy Cycle

Luke Miller

Tile Money

Whether you’re a tile contractor or not, listen to learn the value of doing work the right way the first time and being intentional in your business. In this episode, we talk about… What inspired Luke to launch a podcast specific to the tile industry How tile installation processes change depending on where you’re located Luke’s favorite parts of tiling and why he expanded into Tile Nation Understanding tile licensing and why it needs more regulation Biggest issue that needs to change within the tile industry: Talking business and making the jump from employee to self-employed Remembering you’re in charge of your profitability Advice for tile contractors:  Listen to the Tile Money Podcast Join the National Tile Contractors Association Be intentional and apply what you learn  Links to Resources: Tile Money - tilemoney.com Tile Nation - thetilenation.com Tile Nation Instagram - https://www.instagram.com/the.tile.nation/ Tile Money Instagram - https://www.instagram.com/tilemoney/ Tile Money Facebook - https://www.facebook.com/groups/tilemoney Luke Miller - https://www.facebook.com/LukeTileMoneyMiller Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Whether you’re a tile contractor or not, listen to learn the value of doing work the right way the first time and being intentional in your business. In this episode, we talk about… <ul><li>What inspired Luke to launch a podcast specific to the tile industry</li> <li>How tile installation processes change depending on where you’re located</li> <li>Luke’s favorite parts of tiling and why he expanded into Tile Nation</li> <li>Understanding tile licensing and why it needs more regulation</li> <li>Biggest issue that needs to change within the tile industry: Talking business and making the jump from employee to self-employed</li> <li>Remembering you’re in charge of your profitability</li> <li>Advice for tile contractors:</li> </ul> <ol><li>Listen to the Tile Money Podcast</li> <li>Join the National Tile Contractors Association</li> <li>Be intentional and apply what you learn</li> </ol> Links to Resources: Tile Money - <a href="https://tilemoney.com/" rel="nofollow" target="_blank">tilemoney.com</a> Tile Nation - <a href="https://thetilenation.com/" rel="nofollow" target="_blank">thetilenation.com</a> Tile Nation Instagram - <a href="https://www.instagram.com/the.tile.nation/" rel="nofollow" target="_blank">https://www.instagram.com/the.tile.nation/</a> Tile Money Instagram - <a href="https://www.instagram.com/tilemoney/" rel="nofollow" target="_blank">https://www.instagram.com/tilemoney/</a> Tile Money Facebook - <a href="https://www.facebook.com/groups/tilemoney" rel="nofollow" target="_blank">https://www.facebook.com/groups/tilemoney</a> Luke Miller - <a href="https://www.facebook.com/LukeTileMoneyMiller" rel="nofollow" target="_blank">https://www.facebook.com/LukeTileMoneyMiller</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP69: Interview With Tile Money Host Luke Miller

Are you working harder or working smarter? Stephan Foos dives into why it’s time to ditch pencil and paper and invest in a solution that can scale your business! In this episode, we talk about… Pencil, paper, and folders: Signs your business is not scalable 2 types of contractors: Those who use tech and those who don’t Understanding which solution actually answers your business’s pain point Struggles contractors face transitioning from paper to digital Addressing common Big Brother tech concerns Why managing customers is just as important as managing a project Biggest benefit for contractors to switch to digital: Knowing your numbers What happens when you raise your prices How software can improve field management, scheduling, time tracking, and tasks Details about Projul and how it can help you stand out from your competitors  Links to Resources: Projul Software - www.projul.com/hammerandgrind Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Are you working harder or working smarter? Stephan Foos dives into why it’s time to ditch pencil and paper and invest in a solution that can scale your business! In this episode, we talk about… <ul><li>Pencil, paper, and folders: Signs your business is not scalable</li> <li>2 types of contractors: Those who use tech and those who don’t</li> <li>Understanding which solution actually answers your business’s pain point</li> <li>Struggles contractors face transitioning from paper to digital</li> <li>Addressing common Big Brother tech concerns</li> <li>Why managing customers is just as important as managing a project</li> <li>Biggest benefit for contractors to switch to digital: Knowing your numbers</li> <li>What happens when you raise your prices</li> <li>How software can improve field management, scheduling, time tracking, and tasks</li> <li>Details about Projul and how it can help you stand out from your competitors</li> </ul> Links to Resources: Projul Software - <a href="http://www.projul.com/hammerandgrind" rel="nofollow" target="_blank">www.projul.com/hammerandgrind</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP68: How Software Helps You Scale With Stephan Foos

Managing your time effectively is essential for any business —it’s an asset that can be lost if not utilized properly. Listen in to know why minding the time matters and how to make the most of your time while running the business. In this episode, we talk about… The three different times during the customer journey when you need to mind the time:  The pre-selling time Post-sale to pre-start time Post job time  The presale timeframe for minding time with the customer Advice on pre-qualifying the customer Some processes that you can use during the post-sale to pre-start period The things that will set you apart and allow you to charge premium prices Using Bonjoroapp and Nicejob to manage your business in a better way Tips on providing a unique customized user experience  Links to Resources: Bonjoro - https://www.hammerandgrind.com/bonjoro Nicejob - https://nicejob.grsm.io/hammerandgrind Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Managing your time effectively is essential for any business —it’s an asset that can be lost if not utilized properly. Listen in to know why minding the time matters and how to make the most of your time while running the business. In this episode, we talk about… <ul><li>The three different times during the customer journey when you need to mind the time:</li> </ul> <ol><li>The pre-selling time</li> <li>Post-sale to pre-start time</li> <li>Post job time</li> </ol> <ul><li>The presale timeframe for minding time with the customer</li> <li>Advice on pre-qualifying the customer</li> <li>Some processes that you can use during the post-sale to pre-start period</li> <li>The things that will set you apart and allow you to charge premium prices</li> <li>Using Bonjoroapp and Nicejob to manage your business in a better way</li> <li>Tips on providing a unique customized user experience</li> </ul> Links to Resources: Bonjoro - <a href="https://www.hammerandgrind.com/bonjoro" rel="nofollow" target="_blank">https://www.hammerandgrind.com/bonjoro</a> Nicejob - <a href="https://nicejob.grsm.io/hammerandgrind" rel="nofollow" target="_blank">https://nicejob.grsm.io/hammerandgrind</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP67: Are You Minding The Time?

Are you proactive or reactive when it comes to your business? Amy Payne breaks down how to increase productivity and save yourself time, frustration, and money by organizing your business with the right technology. In this episode, we talk about… Why Amy believes the only way to maintain and grow your business is to get organized Shifting from organizing physical spaces to organizing technology for businesses Advice for contractors to partner with professional organizing services Why storage spaces should be designed with a specific purpose Balancing technology for your business while maintaining a human connection Understanding organization is about living a proactive life vs. reactive life Suggestions for a collaborative approach to creating systems for your business Types of technology or software helpful for contractors:  Accounting such as QuickBooks Project management such as Projul Customer relationship management or field service management such as Insightly Task management such as Evernote  Encouragement to maximize the technology you already have to be more productive Remember: A good software does not solve a bad process  Links to Resources: Amy Payne - www.lastingorder.net Email - amy@lastingorder.net Facebook - https://www.facebook.com/LastingOrder/ Instagram - https://www.instagram.com/lastingorder/ YouTube - https://www.youtube.com/channel/UCOu1n3WmZhex0MJRfAA9CWQ Projul Software - https://projul.com/hammerandgrind/ Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Are you proactive or reactive when it comes to your business? Amy Payne breaks down how to increase productivity and save yourself time, frustration, and money by organizing your business with the right technology. In this episode, we talk about… <ul><li>Why Amy believes the only way to maintain and grow your business is to get organized</li> <li>Shifting from organizing physical spaces to organizing technology for businesses</li> <li>Advice for contractors to partner with professional organizing services</li> <li>Why storage spaces should be designed with a specific purpose</li> <li>Balancing technology for your business while maintaining a human connection</li> <li>Understanding organization is about living a proactive life vs. reactive life</li> <li>Suggestions for a collaborative approach to creating systems for your business</li> <li>Types of technology or software helpful for contractors:</li> </ul> <ol><li>Accounting such as QuickBooks</li> <li>Project management such as Projul</li> <li>Customer relationship management or field service management such as Insightly</li> <li>Task management such as Evernote</li> </ol> <ul><li>Encouragement to maximize the technology you already have to be more productive</li> <li>Remember: A good software does not solve a bad process</li> </ul> Links to Resources: Amy Payne - <a href="http://www.lastingorder.net/" rel="nofollow" target="_blank">www.lastingorder.net</a> Email - <a href="mailto:amy@lastingorder.net">amy@lastingorder.net</a> Facebook - <a href="https://www.facebook.com/LastingOrder/" rel="nofollow" target="_blank">https://www.facebook.com/LastingOrder/</a> Instagram - <a href="https://www.instagram.com/lastingorder/" rel="nofollow" target="_blank">https://www.instagram.com/lastingorder/</a> YouTube - <a href="https://www.youtube.com/channel/UCOu1n3WmZhex0MJRfAA9CWQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCOu1n3WmZhex0MJRfAA9CWQ</a> Projul Software - <a href="https://projul.com/hammerandgrind/" rel="nofollow" target="_blank">https://projul.com/hammerandgrind/</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP66: Getting Organized With Amy Payne

Michelle Lewis

Color

Do your brand colors create a positive reaction in your clients? Listen to learn why the colors you choose for your business matter and how to use colors to attract more customers. In this episode, we talk about… How Michelle chose the name for Visibility Vixen and why color is so important Finding your brand colors based on the emotion you want your clients to feel How colors can shorten your sales timespan and increase trust and awareness The value of using color consistently in ads and even in what you wear How different colors cause different reactions in our bodies Suggestions for mixing up your personal color palette to find what works Improving your brand by focusing on conversions, logo, and colors Researching how to tweak your brand colors to stand out more Making marketing and visibility synonymous for contractors Advice for building publicity with better pitches Details about services from Visibility Vixen  Links to Resources: Michelle Lewis on Facebook - https://www.facebook.com/michellelewiscoach Visibility Vixen - https://www.visibilityvixen.com/ Twitter -  https://twitter.com/visibilityvixen LinkedIn - https://www.linkedin.com/in/visibilityvixen/ Instagram - https://www.instagram.com/visibilityvixen/ YouTube - https://www.youtube.com/channel/UC5XPp5kaBfrhhlK671CRBHQ Pinterest - https://www.pinterest.com/visibilityvixen/ Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Do your brand colors create a positive reaction in your clients? Listen to learn why the colors you choose for your business matter and how to use colors to attract more customers. In this episode, we talk about… <ul><li>How Michelle chose the name for Visibility Vixen and why color is so important</li> <li>Finding your brand colors based on the emotion you want your clients to feel</li> <li>How colors can shorten your sales timespan and increase trust and awareness</li> <li>The value of using color consistently in ads and even in what you wear</li> <li>How different colors cause different reactions in our bodies</li> <li>Suggestions for mixing up your personal color palette to find what works</li> <li>Improving your brand by focusing on conversions, logo, and colors</li> <li>Researching how to tweak your brand colors to stand out more</li> <li>Making marketing and visibility synonymous for contractors</li> <li>Advice for building publicity with better pitches</li> <li>Details about services from Visibility Vixen</li> </ul> Links to Resources: Michelle Lewis on Facebook - <a href="https://www.facebook.com/michellelewiscoach" rel="nofollow" target="_blank">https://www.facebook.com/michellelewiscoach</a> Visibility Vixen - <a href="https://www.visibilityvixen.com/" rel="nofollow" target="_blank">https://www.visibilityvixen.com/</a> Twitter - <a href="https://twitter.com/visibilityvixen" rel="nofollow" target="_blank">https://twitter.com/visibilityvixen</a> LinkedIn - <a href="https://www.linkedin.com/in/visibilityvixen/" rel="nofollow" target="_blank">https://www.linkedin.com/in/visibilityvixen/</a> Instagram - <a href="https://www.instagram.com/visibilityvixen/" rel="nofollow" target="_blank">https://www.instagram.com/visibilityvixen/</a> YouTube - <a href="https://www.youtube.com/channel/UC5XPp5kaBfrhhlK671CRBHQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UC5XPp5kaBfrhhlK671CRBHQ</a> Pinterest - <a href="https://www.pinterest.com/visibilityvixen/" rel="nofollow" target="_blank">https://www.pinterest.com/visibilityvixen/</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP65: The Power Of Your Brand Color with Michelle Lewis

Stop sabotaging your sales and start establishing an affinity with your customers. Listen to learn why your customers must always know, like, and trust you! In this episode, we talk about… What affinity is and how it impacts sales 3 things that must happen on every single sales call:  1. Customers must know you 2. They must like you 3. They must trust you Remember: Sales isn’t about you, it’s about the customer Suggestion to record your next sales call to become aware of what you say Don’t try to be perfect for your clients It’s okay to not know everything Understand what head trash your client might have and how to work around it Don’t make the customer wrong Create a winning opportunity Make sure these 3 things align:  1. Affinity 2. Reality 3. Communication 2 types of sales wins:  1. Customer likes you and wants to hire you 2. Customer likes you and can’t afford you (but still refers you to others) Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Discord -  https://discord.gg/jd3yX6crQ8 Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Stop sabotaging your sales and start establishing an affinity with your customers. Listen to learn why your customers must always know, like, and trust you! In this episode, we talk about… <ul><li>What affinity is and how it impacts sales</li> <li>3 things that must happen on every single sales call:</li> </ul> 1. Customers must know you 2. They must like you 3. They must trust you <ul><li>Remember: Sales isn’t about you, it’s about the customer</li> <li>Suggestion to record your next sales call to become aware of what you say</li> <li>Don’t try to be perfect for your clients</li> <li>It’s okay to not know everything</li> <li>Understand what head trash your client might have and how to work around it</li> <li>Don’t make the customer wrong</li> <li>Create a winning opportunity</li> <li>Make sure these 3 things align:</li> </ul> 1. Affinity 2. Reality 3. Communication <ul><li>2 types of sales wins:</li> </ul> 1. Customer likes you and wants to hire you 2. Customer likes you and can’t afford you (but still refers you to others) Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Discord - <a href="https://discord.gg/jd3yX6crQ8" rel="nofollow" target="_blank">https://discord.gg/jd3yX6crQ8</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP64: The Hidden Secret To Sales

It’s time to stop the madness of free estimates. Listen to learn why you must let go of your fixed belief system, get paid for your time and energy, and stop giving free estimates now! In this episode, we talk about… Free estimates are not a cost of doing business, it’s a cost of being stupid Understanding the difference between a basic estimate vs. consultation Why you should never offer a free design to clients Reminder: You should only be converting leads that are the ideal clients for you How giving free estimates reduces the value of the services you offer 3 Things needed to stop giving free estimates:  1. Mindset shift 2. Training 3. Practice Tips to be successful when charging for estimates:Start your prices low to build your confidence Charge enough to cover your time and expenses Be sure to know how to deliver your price with the right tone and timing Roll the cost in as a credit toward the final invoice  Understand the communication required for a higher level sales process Reclaim your time by not doing free estimates and scale your business instead  Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

It’s time to stop the madness of free estimates. Listen to learn why you must let go of your fixed belief system, get paid for your time and energy, and stop giving free estimates now! In this episode, we talk about… <ul><li>Free estimates are not a cost of doing business, it’s a cost of being stupid</li> <li>Understanding the difference between a basic estimate vs. consultation</li> <li>Why you should never offer a free design to clients</li> <li>Reminder: You should only be converting leads that are the ideal clients for you</li> <li>How giving free estimates reduces the value of the services you offer</li> <li>3 Things needed to stop giving free estimates:</li> </ul> 1. Mindset shift 2. Training 3. Practice <ul><li>Tips to be successful when charging for estimates:<ul><li>Start your prices low to build your confidence</li> <li>Charge enough to cover your time and expenses</li> <li>Be sure to know how to deliver your price with the right tone and timing</li> <li>Roll the cost in as a credit toward the final invoice</li> </ul></li> <li>Understand the communication required for a higher level sales process</li> <li>Reclaim your time by not doing free estimates and scale your business instead</li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP63: Free Estimates Are For Losers

How you communicate with potential leads can make or break your sales. Listen to learn why you must shift from trying to make a sale to genuinely trying to help people to get the leads you want! In this episode, we talk about… 1st priority when on a sales call with a potential lead: Have a real intention to help themIf you’re the owner, you should make all sales calls As an owner, you must know how to do sales before you even hire a salesman Construction is not about building things—you’re in the customer service business  2nd priority with a potential lead: Create an affinity with themCreate a genuine connection with them to where they enjoy talking with you Shift your mindset from making a sale to offering a genuine solution to their problem Ask the 8 questions and listen to what they say  The meaning of DISC profiles:D: Dominance - places emphasis on accomplishing results. The bottom line—confidence is important. I: Influencers - places emphasis on influencing or persuading others, they're about relationships and naturally have an affinity for other people. S: Steadiness - places emphasis on cooperation, sincerity and dependability; they like things to remain steady and don’t like disruption. C: Conscientiousness - places emphasis on quality and accuracy, expertise, competency, they don’t want to be wrong.  The benefit of using DISC profiles to know how to communicate with potential clients How personality tests can help you become a better leader Tips for making better sales calls:Don’t sell, consult and remove the pressure to close. Remember your job on the call is not to be right, your job is to provide the right information—don’t make the customer wrong. Stop interrogating, find out what their motive is and learn about them. Don’t use insincere flattery.   Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

How you communicate with potential leads can make or break your sales. Listen to learn why you must shift from trying to make a sale to genuinely trying to help people to get the leads you want! In this episode, we talk about… <ul><li>1st priority when on a sales call with a potential lead: Have a real intention to help them<ul><li>If you’re the owner, you should make all sales calls</li> <li>As an owner, you must know how to do sales before you even hire a salesman</li> <li>Construction is not about building things—you’re in the customer service business</li> </ul></li> <li>2nd priority with a potential lead: Create an affinity with them<ul><li>Create a genuine connection with them to where they enjoy talking with you</li> <li>Shift your mindset from making a sale to offering a genuine solution to their problem</li> <li>Ask the 8 questions and listen to what they say</li> </ul></li> <li>The meaning of DISC profiles:<ul><li>D: Dominance - places emphasis on accomplishing results. The bottom line—confidence is important.</li> <li>I: Influencers - places emphasis on influencing or persuading others, they're about relationships and naturally have an affinity for other people.</li> <li>S: Steadiness - places emphasis on cooperation, sincerity and dependability; they like things to remain steady and don’t like disruption.</li> <li>C: Conscientiousness - places emphasis on quality and accuracy, expertise, competency, they don’t want to be wrong.</li> </ul></li> <li>The benefit of using DISC profiles to know how to communicate with potential clients</li> <li>How personality tests can help you become a better leader</li> <li>Tips for making better sales calls:<ul><li>Don’t sell, consult and remove the pressure to close.</li> <li>Remember your job on the call is not to be right, your job is to provide the right information—don’t make the customer wrong.</li> <li>Stop interrogating, find out what their motive is and learn about them.</li> <li>Don’t use insincere flattery.</li> </ul></li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP62: Pre-Qualifying Leads The Right Way

Want to stop wasting your time with people who aren’t ready to hire you? Check out these 8 powerful questions that allow you to collect critical information, keep your pipeline full, and increase your sales! In this episode, we talk about… 8 Questions to increase your sales:  1. Is now a bad time to talk? Get the first no out of the way so it makes it easier for them to say yes. 2. How are you hoping that I can help you? Opens the door for many responses and doesn’t guarantee you’ll be able to do the project. 3. Part One: Can you give me an idea of where you’re at in this process? Calibrated question so you’ll know how to handle their call and keep your pipeline full. 3. Part Two: Have you talked to other contractors yet? Give them permission to talk with other contractors and give you more information. 4. How long have you been thinking about doing this project? Gives insight to both the pain and pleasure of the project, motivation, and budget. 5. What has made you decide to want to do it now, what’s changed? Gives clues about the bigger picture and doesn’t put them on the defensive. 6. When are you hoping to have it done? Don’t rely solely on their answer; dig deeper and find out the true meaning of what they said and what they expect. 7. Have you ever worked with other contractors or have you ever done similar projects like this, or have you ever hired a contractor for the project in your house before? Allows you to discover if it’s a new experience or if they’ve had good or bad experiences with contractors in the past and openly address concerns. 8. Who else is excited about this project? Tells you who the decision-makers are. Use names if possible and show them you’ve been listening. Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Get More Business Changing Content Here! https://theprofitclub.hammerandgrindpodcast.com/connect Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Want to stop wasting your time with people who aren’t ready to hire you? Check out these 8 powerful questions that allow you to collect critical information, keep your pipeline full, and increase your sales! In this episode, we talk about… <ul><li>8 Questions to increase your sales:</li> </ul> 1. Is now a bad time to talk? Get the first no out of the way so it makes it easier for them to say yes. 2. How are you hoping that I can help you? Opens the door for many responses and doesn’t guarantee you’ll be able to do the project. 3. Part One: Can you give me an idea of where you’re at in this process? Calibrated question so you’ll know how to handle their call and keep your pipeline full. 3. Part Two: Have you talked to other contractors yet? Give them permission to talk with other contractors and give you more information. 4. How long have you been thinking about doing this project? Gives insight to both the pain and pleasure of the project, motivation, and budget. 5. What has made you decide to want to do it now, what’s changed? Gives clues about the bigger picture and doesn’t put them on the defensive. 6. When are you hoping to have it done? Don’t rely solely on their answer; dig deeper and find out the true meaning of what they said and what they expect. 7. Have you ever worked with other contractors or have you ever done similar projects like this, or have you ever hired a contractor for the project in your house before? Allows you to discover if it’s a new experience or if they’ve had good or bad experiences with contractors in the past and openly address concerns. 8. Who else is excited about this project? Tells you who the decision-makers are. Use names if possible and show them you’ve been listening. Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Get More Business Changing Content Here! <a href="https://theprofitclub.hammerandgrindpodcast.com/connect" rel="nofollow" target="_blank">https://theprofitclub.hammerandgrindpodcast.com/connect</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP61: The 8 Powerful Questions I Ask Every Prospect

The podcast built for Contractors.Real Contractors, True Stories, Real Solutions.

Building a business requires hard work and constant action. You can’t get massive results without massive action so listen to learn crucial steps to establish and grow your business! In this episode, we talk about… Activities to generate money:Write a letter to friends and family letting them know about your business Send the letter by mail to the top 20 people on your list of friends and family Ask them to hire you, refer potential clients to you, and ask for warm introductions to other referral sources for your industry Always follow up on referrals received  Activities to set up your business:Hire someone on Fiverr or similar sites to create a logo for your business Get a Google Voice number to avoid giving out your personal number Create a Google My Business account Start a Facebook page and Instagram  Advice for building your authority:Establish your social media accounts Share relevant content that brings value to clients Comment on other posts and pages similar to your business Everyone should know what you do—Talk about your business so much that it annoys your friends and family  Advice for expanding your network:Create a website for your business Join a BNI Group, Business Networking International, as soon as possible Talk to 5 people a day, in person, about your business Engage with people on free sites like Craigslist and Facebook about your work  What to do when you start making money:Pay yourself the bare minimum and split the rest: 50% for marketing and 50% for business tools or software Set up your business bank account Secure any insurance and licenses you need for your business Become a Lowe’s or Home Depot’s installation service provider  Ways you can work ON the business:Brainstorming on how you can generate more work or new products and services Creating systems and documenting your processes to know what it takes to grow your business Find ways to improve your marketing Collect reviews for your business from every job you do  Rinse and repeat until you start making money and systematize your business!  Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Building a business requires hard work and constant action. You can’t get massive results without massive action so listen to learn crucial steps to establish and grow your business! In this episode, we talk about… <ul><li>Activities to generate money:<ul><li>Write a letter to friends and family letting them know about your business</li> <li>Send the letter by mail to the top 20 people on your list of friends and family</li> <li>Ask them to hire you, refer potential clients to you, and ask for warm introductions to other referral sources for your industry</li> <li>Always follow up on referrals received</li> </ul></li> <li>Activities to set up your business:<ul><li>Hire someone on Fiverr or similar sites to create a logo for your business</li> <li>Get a Google Voice number to avoid giving out your personal number</li> <li>Create a Google My Business account</li> <li>Start a Facebook page and Instagram</li> </ul></li> <li>Advice for building your authority:<ul><li>Establish your social media accounts</li> <li>Share relevant content that brings value to clients</li> <li>Comment on other posts and pages similar to your business</li> <li>Everyone should know what you do—Talk about your business so much that it annoys your friends and family</li> </ul></li> <li>Advice for expanding your network:<ul><li>Create a website for your business</li> <li>Join a BNI Group, Business Networking International, as soon as possible</li> <li>Talk to 5 people a day, in person, about your business</li> <li>Engage with people on free sites like Craigslist and Facebook about your work</li> </ul></li> <li>What to do when you start making money:<ul><li>Pay yourself the bare minimum and split the rest: 50% for marketing and 50% for business tools or software</li> <li>Set up your business bank account</li> <li>Secure any insurance and licenses you need for your business</li> <li>Become a Lowe’s or Home Depot’s installation service provider</li> </ul></li> <li>Ways you can work ON the business:<ul><li>Brainstorming on how you can generate more work or new products and services</li> <li>Creating systems and documenting your processes to know what it takes to grow your business</li> <li>Find ways to improve your marketing</li> <li>Collect reviews for your business from every job you do</li> </ul></li> <li>Rinse and repeat until you start making money and systematize your business!</li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP60: What I Would Do If I Started A Contracting Business Tomorrow

Peter J. Harding sheds light on his passion for mindset and why you must invest in your self-improvement if you want a successful business. In this episode, we talk about… The value of honesty, being uncomfortable and why Pete chose roofing Reprogramming your mindset and battling your self-esteem The power of manifestation, visualization, and self-study Don’t expect a better life if you’re not making yourself better Why mental awareness is key to being a business owner The impact of leadership roles and being a cheerleader for your team Advice to potential roofing business owners: Get your head straight to be great  Links to Resources: Peter J Harding on Tik Tok - https://www.tiktok.com/@peterjharding LinkedIn - https://www.linkedin.com/in/peteharding/ Facebook - https://www.facebook.com/peter.harding1 Instagram - https://www.instagram.com/pete_harding/ Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Peter J. Harding sheds light on his passion for mindset and why you must invest in your self-improvement if you want a successful business. In this episode, we talk about… <ul><li>The value of honesty, being uncomfortable and why Pete chose roofing</li> <li>Reprogramming your mindset and battling your self-esteem</li> <li>The power of manifestation, visualization, and self-study</li> <li>Don’t expect a better life if you’re not making yourself better</li> <li>Why mental awareness is key to being a business owner</li> <li>The impact of leadership roles and being a cheerleader for your team</li> <li>Advice to potential roofing business owners: Get your head straight to be great</li> </ul> Links to Resources: Peter J Harding on Tik Tok - <a href="https://www.tiktok.com/@peterjharding?lang=en" rel="nofollow" target="_blank">https://www.tiktok.com/@peterjharding</a> LinkedIn - <a href="https://www.linkedin.com/in/peteharding/" rel="nofollow" target="_blank">https://www.linkedin.com/in/peteharding/</a> Facebook - <a href="https://www.facebook.com/peter.harding1" rel="nofollow" target="_blank">https://www.facebook.com/peter.harding1</a> Instagram - <a href="https://www.instagram.com/pete_harding/" rel="nofollow" target="_blank">https://www.instagram.com/pete_harding/</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP59: Interview With Peter J Harding

Self-evaluation is so underrated. It is a crucial aspect of business and personal development that most people tend to overlook — to grow and thrive, it is imperative to evaluate your business. Listen in to learn why self-evaluation is such a critical component of success in business and life. In this episode, we talk about… The analogy of flying an airplane and how it is similar to running a business The importance of journaling and how that helps you with your self-evaluation Using KPIs (key performance indicators) to evaluate your business Journaling as an effective tool to remove stress The need to have a realistic goal that is a little bit beyond what you are comfortable with Things to consider when you’re evaluating your goals BHAGs (Big Hairy Audacious Goals) and the importance of setting them Things to keep in mind when preparing an after-action report How to be most productive while doing after-action reports Role of a great leader and better ways to provide feedback/evaluate your employee Tips to help you with your job costing meetings  Links to Resources: Flash Foresight by Daniel Burrus https://www.hammerandgrind.com/tools-of-the-trade Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Self-evaluation is so underrated. It is a crucial aspect of business and personal development that most people tend to overlook — to grow and thrive, it is imperative to evaluate your business. Listen in to learn why self-evaluation is such a critical component of success in business and life. In this episode, we talk about… <ul><li>The analogy of flying an airplane and how it is similar to running a business</li> <li>The importance of journaling and how that helps you with your self-evaluation</li> <li>Using KPIs (key performance indicators) to evaluate your business</li> <li>Journaling as an effective tool to remove stress</li> <li>The need to have a realistic goal that is a little bit beyond what you are comfortable with</li> <li>Things to consider when you’re evaluating your goals</li> <li>BHAGs (Big Hairy Audacious Goals) and the importance of setting them</li> <li>Things to keep in mind when preparing an after-action report</li> <li>How to be most productive while doing after-action reports</li> <li>Role of a great leader and better ways to provide feedback/evaluate your employee</li> <li>Tips to help you with your job costing meetings</li> </ul> Links to Resources: Flash Foresight by Daniel Burrus <a href="https://www.hammerandgrind.com/tools-of-the-trade" rel="nofollow" target="_blank">https://www.hammerandgrind.com/tools-of-the-trade</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP58: Why Evaluation Is Critical To Your Success!

You can’t scale a business simply by adding more services or by relying on referrals. Listen in to understand whether or not you’re really ready to scale and how to grow your business successfully! In this episode, we talk about… You have to perfect what you have before you can scale What happens to your time when you add services The benefit of narrowing your niche when you first start your business Advice for documenting your process to systematize it so it’s easy to replicate Simplify to multiply-simplify your product offerings The importance of having an organizational chart for your business Always know the numbers for your business Have a Mastery Ladder to help employees know how they can advance You must know where your leads come from and track your marketing and sales Charging more money allows you to make more money doing less work Understand why you want to scale your business  Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

You can’t scale a business simply by adding more services or by relying on referrals. Listen in to understand whether or not you’re really ready to scale and how to grow your business successfully! In this episode, we talk about… <ul><li>You have to perfect what you have before you can scale</li> <li>What happens to your time when you add services</li> <li>The benefit of narrowing your niche when you first start your business</li> <li>Advice for documenting your process to systematize it so it’s easy to replicate</li> <li>Simplify to multiply-simplify your product offerings</li> <li>The importance of having an organizational chart for your business</li> <li>Always know the numbers for your business</li> <li>Have a Mastery Ladder to help employees know how they can advance</li> <li>You must know where your leads come from and track your marketing and sales</li> <li>Charging more money allows you to make more money doing less work</li> <li>Understand why you want to scale your business</li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP57: You're Not Ready To Scale Yet

Having employees that want to work for you is critical to the success of your business. Listen to learn how to make sure you have the right mindset when it comes to hiring and attracting winners to your team! In this episode, we talk about… Check your self-talk and quit saying nobody wants to work 2 Steps to Reframe Your Mind:  Step 1: Start thinking in terms of positivity to attract what you want Step 2: Change your offer and focus on what an employee wants Check your social proof and what message your business projects to the public Advice for creating attractive job postings:1: Get the offer in front of the right people and show them why they should want to join your team 2: Make an offer they like and include specific details about company culture 3: Build trust by including quotes from other employees about why they enjoy working on your team  Understanding many employees will be poached from other companies so always take care of your own Thinking outside the box when it comes to attracting and retaining loyal employees Leveraging videos and social media can build trust and share your company’s culture If people are willing to quit working with you, be willing to look inward and ask why Create an organizational chart that shows opportunities and use mastery ladders  Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Having employees that want to work for you is critical to the success of your business. Listen to learn how to make sure you have the right mindset when it comes to hiring and attracting winners to your team! In this episode, we talk about… <ul><li>Check your self-talk and quit saying nobody wants to work</li> <li>2 Steps to Reframe Your Mind:</li> </ul> Step 1: Start thinking in terms of positivity to attract what you want Step 2: Change your offer and focus on what an employee wants <ul><li>Check your social proof and what message your business projects to the public</li> <li>Advice for creating attractive job postings:<ul><li>1: Get the offer in front of the right people and show them why they should want to join your team</li> <li>2: Make an offer they like and include specific details about company culture</li> <li>3: Build trust by including quotes from other employees about why they enjoy working on your team</li> </ul></li> <li>Understanding many employees will be poached from other companies so always take care of your own</li> <li>Thinking outside the box when it comes to attracting and retaining loyal employees</li> <li>Leveraging videos and social media can build trust and share your company’s culture</li> <li>If people are willing to quit working with you, be willing to look inward and ask why</li> <li>Create an organizational chart that shows opportunities and use mastery ladders</li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP56: How To Hire Winners

If you want your business to stay profitable and healthy, you must stay ahead of the curve and prepare for whatever comes next. Check out how to know if your business is ready for an economic downturn and how you can start preparing today so you’re not hurting in the future! In this episode, we talk about… Different ways to prepare for an economic downturn in the construction industry:Have ideally 6 months, at minimum 3 months, of expenses covered in the bank Have money set aside to cover 1-2 months of payroll Have appointments booked out for several months Know your numbers and how many leads are needed to sustain production Know your where all your marketing comes from  Recognizing many contractors are on thin ice, barely breaking even each month The importance of realistic expectations and what it takes to have a healthy business Understanding consequences and that there’s no downside to saving money Why you should start stacking cash and start looking for labor-only revenue streams for your business  Links to Resources: Flash Foresight by Daniel Burrus https://www.hammerandgrind.com/tools-of-the-trade Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

If you want your business to stay profitable and healthy, you must stay ahead of the curve and prepare for whatever comes next. Check out how to know if your business is ready for an economic downturn and how you can start preparing today so you’re not hurting in the future! In this episode, we talk about… <ul><li>Different ways to prepare for an economic downturn in the construction industry:<ul><li>Have ideally 6 months, at minimum 3 months, of expenses covered in the bank</li> <li>Have money set aside to cover 1-2 months of payroll</li> <li>Have appointments booked out for several months</li> <li>Know your numbers and how many leads are needed to sustain production</li> <li>Know your where all your marketing comes from</li> </ul></li> <li>Recognizing many contractors are on thin ice, barely breaking even each month</li> <li>The importance of realistic expectations and what it takes to have a healthy business</li> <li>Understanding consequences and that there’s no downside to saving money</li> <li>Why you should start stacking cash and start looking for labor-only revenue streams for your business</li> </ul> Links to Resources: Flash Foresight by Daniel Burrus <a href="https://www.hammerandgrind.com/tools-of-the-trade" rel="nofollow" target="_blank">https://www.hammerandgrind.com/tools-of-the-trade</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP55: Are You Ready For The Downturn?

If you’re unable to pay yourself first, you don't have a financially healthy or sustainable business. Alicia Osthus dives into the basics of the Profit First method and explains why it’s time to get your finances in order so you can have a profitable business! In this episode, we talk about… Alicia’s accounting background and what led her to the Profit First method Common financial mistake contractors make and why it pays off to hire a professional Suggestions for using Profit First Nation to understand accounting basics Benefits of Profit First method vs. traditional accounting  1. Separate accounts for personal vs. customer deposits 2. Ability to have bonus pay and profit distribution 3. Guidelines for allocating money and consistent paychecks The mindset shift required to pay yourself first and understanding your real revenue Deduction possibilities and the difference between a 1099 contractor vs. employee We sell like we buy—don’t be a cheapskate in your own business How Profit First gives you both clarity around your finances and permission to spend  Links to Resources: Alicia Osthus - https://aliciaosthus.com/ Profit First By Mike Michalozicz - https://mikemichalowicz.com/profit-first/ Profit First For Contractors By Shawn Van Dyke -https://www.profitfirstcontractor.com/ Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

If you’re unable to pay yourself first, you don't have a financially healthy or sustainable business. Alicia Osthus dives into the basics of the Profit First method and explains why it’s time to get your finances in order so you can have a profitable business! In this episode, we talk about… <ul><li>Alicia’s accounting background and what led her to the Profit First method</li> <li>Common financial mistake contractors make and why it pays off to hire a professional</li> <li>Suggestions for using Profit First Nation to understand accounting basics</li> <li>Benefits of Profit First method vs. traditional accounting</li> </ul> 1. Separate accounts for personal vs. customer deposits 2. Ability to have bonus pay and profit distribution 3. Guidelines for allocating money and consistent paychecks <ul><li>The mindset shift required to pay yourself first and understanding your real revenue</li> <li>Deduction possibilities and the difference between a 1099 contractor vs. employee</li> <li>We sell like we buy—don’t be a cheapskate in your own business</li> <li>How Profit First gives you both clarity around your finances and permission to spend</li> </ul> Links to Resources: Alicia Osthus - <a href="https://aliciaosthus.com/" rel="nofollow" target="_blank">https://aliciaosthus.com/</a> Profit First By Mike Michalozicz - <a href="https://mikemichalowicz.com/profit-first/" rel="nofollow" target="_blank">https://mikemichalowicz.com/profit-first/</a> Profit First For Contractors By Shawn Van Dyke -<a href="https://www.profitfirstcontractor.com/" rel="nofollow" target="_blank">https://www.profitfirstcontractor.com/</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP54: Profit First Accounting With Alicia Osthus

Just like you can’t catch bass without the right bait, you can’t attract your target audience without the right marketing. Listen in to learn how to scale your marketing, leverage data, and start reeling in your ideal clients! In this episode, we talk about… Why your marketing must focus on specific clients, not just what you can get The importance of knowing where your audience hangs out Changing your marketing and the position of your business to catch your ideal client Advice to review your top 10 clients to narrow down patterns of your target market Suggestions to test and record which marketing strategies attract your ideal client You can’t scale referrals but you can scale your marketing effort Understanding the value of ads and the quality of leads Business is all about making decisions based on data, not emotions Tips for finding your customers and improving your ad copy to reach them Remember: Test, Record, Adjust   Links to Resources: Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Just like you can’t catch bass without the right bait, you can’t attract your target audience without the right marketing. Listen in to learn how to scale your marketing, leverage data, and start reeling in your ideal clients! In this episode, we talk about… <ul><li>Why your marketing must focus on specific clients, not just what you can get</li> <li>The importance of knowing where your audience hangs out</li> <li>Changing your marketing and the position of your business to catch your ideal client</li> <li>Advice to review your top 10 clients to narrow down patterns of your target market</li> <li>Suggestions to test and record which marketing strategies attract your ideal client</li> <li>You can’t scale referrals but you can scale your marketing effort</li> <li>Understanding the value of ads and the quality of leads</li> <li>Business is all about making decisions based on data, not emotions</li> <li>Tips for finding your customers and improving your ad copy to reach them</li> <li>Remember: Test, Record, Adjust </li> </ul> Links to Resources: Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP53: Fishing For Clients

Women working in the trades is growing more common. Elyse Parks shares her experience of finding her place in the trades, how and why contractors should add more women to their crew, and advice for women interested in a career in the trades industry. In this episode, we talk about… Elyse’s transition from the corporate world to the trades industry How Elyse and her fiance handle disagreements and division of labor on the job How writing newsletters led to an award from the Professional Women in Building Council What it’s like working as a woman in trades and the biggest hurdle females face getting into the industry Advice for women to contact their local homeowners association about working in the trades Recommendations for contractors trying to hire female trade workers Suggestions for women curious about working in the trades to try exposure programs like Habitat for Humanity  Links to Resources: Bold City Builders - www.boldcitybuilders.com Elyse on TikTok - https://www.tiktok.com/@thatswhatshesawed Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Women working in the trades is growing more common. Elyse Parks shares her experience of finding her place in the trades, how and why contractors should add more women to their crew, and advice for women interested in a career in the trades industry. In this episode, we talk about… <ul><li>Elyse’s transition from the corporate world to the trades industry</li> <li>How Elyse and her fiance handle disagreements and division of labor on the job</li> <li>How writing newsletters led to an award from the Professional Women in Building Council</li> <li>What it’s like working as a woman in trades and the biggest hurdle females face getting into the industry</li> <li>Advice for women to contact their local homeowners association about working in the trades</li> <li>Recommendations for contractors trying to hire female trade workers</li> <li>Suggestions for women curious about working in the trades to try exposure programs like Habitat for Humanity</li> </ul> Links to Resources: Bold City Builders - <a href="http://www.boldcitybuilders.com/" rel="nofollow" target="_blank">www.boldcitybuilders.com</a> Elyse on TikTok - <a href="https://www.tiktok.com/@thatswhatshesawed" rel="nofollow" target="_blank">https://www.tiktok.com/@thatswhatshesawed</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP52: Making Waves In Construction With Elyse Parks

Referrals are great but having a marketing strategy is key for contractors. Matt Thibeau breaks down his 7 Step Marketing Method to help contractors build their reputation and business! In this episode, we talk about… Matt’s experience as a one man show marketing department The biggest mistakes contractors make when it comes to marketing Reactive marketing vs. marketing with intention Seven Step Marketing Method for Contractors:   1. Define the niche you’re good at and that you’ll make the most money from doing. 2. Build a systematic approach to getting reviews so you can build your reputation. 3. Create a simple landing page dedicated for advertising purposes. 4. Generate traffic to your landing page/website using Google ads 5. Build up the reviews in your business listing and optimize your Google listing for the keywords that you want to target. 6. Set up an email confirmation and follow up system to respond to quote requests. 7. Use social media to build certainty and demonstrate proof of knowledge and proof of happy customers. Details about the Contractor Marketing Book   Links to Resources: Contractor Marketing Book - www.contractormarketingbook.com Matt Thibeau - https://www.facebook.com/matt.thibeau Savant Marketing Agency - https://savantmarketingagency.com/ Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup Facebook – https://www.facebook.com/hammerandgrindpodcast Instagram - https://www.instagram.com/hammerandgrindpodcast/ Website – www.hammerandgrind.com Help us get the word out to other contractors by leaving us a review or sharing our podcast!

Referrals are great but having a marketing strategy is key for contractors. Matt Thibeau breaks down his 7 Step Marketing Method to help contractors build their reputation and business! In this episode, we talk about… <ul><li>Matt’s experience as a one man show marketing department</li> <li>The biggest mistakes contractors make when it comes to marketing</li> <li>Reactive marketing vs. marketing with intention</li> <li>Seven Step Marketing Method for Contractors: </li> </ul> 1. Define the niche you’re good at and that you’ll make the most money from doing. 2. Build a systematic approach to getting reviews so you can build your reputation. 3. Create a simple landing page dedicated for advertising purposes. 4. Generate traffic to your landing page/website using Google ads 5. Build up the reviews in your business listing and optimize your Google listing for the keywords that you want to target. 6. Set up an email confirmation and follow up system to respond to quote requests. 7. Use social media to build certainty and demonstrate proof of knowledge and proof of happy customers. <ul><li>Details about the Contractor Marketing Book </li> </ul> Links to Resources: Contractor Marketing Book - <a href="http://www.contractormarketingbook.com/" rel="nofollow" target="_blank">www.contractormarketingbook.com</a> Matt Thibeau - <a href="https://www.facebook.com/matt.thibeau" rel="nofollow" target="_blank">https://www.facebook.com/matt.thibeau</a> Savant Marketing Agency - <a href="https://savantmarketingagency.com/" rel="nofollow" target="_blank">https://savantmarketingagency.com/</a> Learn how to better manage pressure in the Profit Club – <a href="http://www.hammerandgrind.com/theprofitclub" rel="nofollow" target="_blank">www.hammerandgrind.com/theprofitclub</a> Facebook group - <a href="https://www.facebook.com/groups/thecontractorprofitgroup" rel="nofollow" target="_blank">https://www.facebook.com/groups/thecontractorprofitgroup</a> Facebook – <a href="https://www.facebook.com/hammerandgrindpodcast" rel="nofollow" target="_blank">https://www.facebook.com/hammerandgrindpodcast</a> Instagram - <a href="https://www.instagram.com/hammerandgrindpodcast/" rel="nofollow" target="_blank">https://www.instagram.com/hammerandgrindpodcast/</a> Website – <a href="http://www.hammerandgrind.com/" rel="nofollow" target="_blank">www.hammerandgrind.com</a> Help us get the word out to other contractors by leaving us a review or sharing our podcast!

EP:51 The 7-Step Marketing Method With Matt Thibeau

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