TCF325: 5AM Fight – Conquer Your Sales: Find the Motive
Understanding the motive behind a prospect’s desire to hire a contractor is vital to your success as a salesperson. This is the area that most contractors struggle with and waste the most time. Tom believes this is your secret weapon as a contractor, so come prepared for battle and ready to find the motive! In this episode, we talk about… Contractors waste a ton of time in their sales process Finding the motive will turn
TCF324: 5AM Fight – Conquer Your Sales: Consistency Wins
Have you ever wondered what highly successful people do to stay on top of their game? Well, it’s not really a secret. They just do what they need to do on a consistent basis. Don’t burn yourself out; just stay consistent! In this episode, we talk about… Guys go on intense blitzes that burn them out The power of consistency outweighs the big accomplishments Consistency brings long-term results and gratification The returns will compound over
TCF323: 5AM Fight – Conquer Your Sales: Income Reveals Mindset
Working on those six inches between your ears will reflect on the amount of income that your business brings in. Don’t blame the world because your income isn’t where you want it. Income reveals mindset! In this episode, we talk about… Income acts as an indicator of your mindset Cut people some slack for their business shortcomings Make the right investments that will make you better Reflect on what you have done to grow in
TCF322: 5AM Fight – Conquer Your Sales: Making Money is Easy
It doesn’t matter where you are in your financial situation, you need to start to tell yourself that making money is easy. Don’t make the sales game more complicated than it needs to be. Tom is here to tell you how to work on that foundational mindset! In this episode, we talk about… The more you tell yourself something, the more it shows up You have to believe that money is sitting and waiting for
TCF321: 5AM Fight – Conquer Your Sales: Reframe Your Expectations
No matter what your business consists of, you have to sell. This is the first episode of an at least 10-part series on selling more. Today, Tom is telling you to reframe your expectations. Basically, block out what others tell you to expect and make your own! In this episode, we talk about… If you don’t learn to sell then your business is dead Old adages that just don’t hold true these days Put people
TCF320: 5AM Fight – Why Word of Mouth Marketing is Not Enough
Word of mouth marketing is high quality and low cost and contractors love it, but if that’s all you’re doing then you need to wake up. Tom’s getting in your faces about why word-of-mouth marketing is not enough! In this episode, we talk about… You need to determine the goals for your company Life is always better when you have more leads Align your marketing techniques with your goals Don’t leave your marketing solely in
TCF319: 5AM Fight – I’m Your Sheepdog
A sheepdog exists to protect its sheep from the wolf. Similarly, The Fight and Contractor Sales Academy are here to protect you from the danger that is coming down the pipe. Learn to recognize the wolf! In this episode, we talk about… You know what your wolves are Speed up the learning curve by hanging out with someone who has already done it Get your name on the waitlist to change your business and life
TCF318: 5AM Fight – What’s Your ONE Thing?
So many business owners divide their efforts and talents among so many things when in fact they just need to do one thing. Tom’s here to tell you how to identify that one thing. Learn to focus on the right stuff! In this episode, we talk about… Identify one thing that you already practice that will get you to where you want to be So many contractors overcomplicate success Spend 80% of your time a
TCF317: 5AM Fight – The 4 Ways to Increase Revenue
Sales is the oxygen to your company, so, are you spending your time making sure you can breathe? So many contractors focus on everything except increasing their revenue. Tom is here with 4 methods to increase your revenue! In this episode, we talk about… Imagine how much better your home life would be if you increased your revenue Raise your prices by learning to sell Build your brand by increasing the number of customers Increase
TCF316: 5AM Fight – Pain is Gain with Million Dollar Landscaper
Focusing on the wrong things will kill your drive and ultimately your business. Tom’s guests today are Scott and Katie Molchan, owners of a landscaping business in Indiana. Scott and Katie have spent years getting kicked in the teeth as company owners, and through that pain, they have been able to learn what to do and what not to do when growing a landscaping business. That’s why they started Million Dollar Landscaper, a program that
TCF315: 5AM Fight – Low-Hanging Fruit
Is there anything better than making more money without adding more friction? Tom’s here to tell you about the 4 ways to increase your revenue, and how to use those to grab that low-hanging fruit. Utilize the great customers that you have already had in the past. When you are out of sight, you are out of mind, so stay in touch! In this episode, we talk about… The 4 ways that you can increase
TCF314: What I’d Do in the 1st 5 Years of Business
Everything is 20/20 in hindsight, but that doesn’t mean you can’t learn from those that have already made those mistakes. Just focus on controlling the things that you can control in your life. The first five years of business are a grind, so take a listen to how Tom would do it. This is one of the best times in history to own a business as a contractor, so start kicking ass! In this episode,
TCF313: 5AM Fight – Make No Assumptions
Is there any better feeling than selling a job at the price that you determined based on your costs and profit desire? Everyone wants that feeling. Here’s one thing that you absolutely cannot do if you want that feeling. Make no assumptions! In this episode, we talk about… A mistake that we all make at one time or another Don’t project your what’s important to you onto the prospect Take the time to shut your
TCF312: 5AM Fight – What You Believe Matters
Seek and you shall find. We all need a reminder that we get what we look for. What we continuously tell ourselves is what we will continuously see in our lives, so make sure your brain is focused on the right things! In this episode, we talk about… You see more of what you continue to tell yourself Thoughts lead to beliefs, beliefs lead to actions, actions lead to results Eventually, your beliefs will be
TCF311: 5AM Fight – Have Patience with Daniel
2020 has been rough for some, a win for others, and an opportunity to get better for business owners. Tom’s guest today is Daniel, a builder that builds stuff and does a hell of a job of it. Daniel has been in business for 12 years and currently has 8 employees and does $2.6M in revenue. In this episode, we talk about… Financial challenges are always on the frontline for business owners Life is too
TCF310: 5AM Fight – Tom’s DISC Profile
We are all wired a certain way. That’s just how it is. Knowing what you are good at and what you don’t do so well can help move some major obstacles out of the way. The DISC assessment can help you figure out those strengths and weaknesses so you can bring in the right people to grow your business. Tom just took his and the results are pretty interesting! In this episode, we talk about…
TCF309: 5AM Fight – Are You Ghosting Your Clients?
You go out to consult; they like you; everything is going great, and then what happens? They go into the witness protection program and you can’t get ahold of them. Getting ghosted has happened to every contractor during the sales process, but are you ghosting your clients? In this episode, we talk about… The impression that consumers have with contractors If you’re going to have a company FB page, you have to respond to people
TCF308: 5AM Fight – Who Do You Say You Are?
Take a minute and think about the way that you view yourself. Our words have a massive amount of power towards other people and ourselves. Words can recreate the outcomes in your life like you wouldn’t believe! In this episode, we talk about… Positive affirmations can totally change the game for you Neuroplasticity is the ability of our words to rewire our brains Combat your negative self-thoughts with positive “I am” statements Resources: Learn how
TCF307: 5AM Fight – Schedule Days Off
This is going to seem counterintuitive, but you need to schedule days off for yourself every month. You may think that this is going to slow you down, but sometimes you have to slow down to speed up. This doesn’t mean your team isn’t working, it just means you aren’t! In this episode, we talk about… Look at your calendar and plan stuff that you want to do You will always use the time that
TCF306: 5AM Fight – Know Your Worth with Jason
One of the hardest things for contractors to do is to show their worth, but that doesn’t decrease their value. Tom’s guest today is Jason, a handyman that has been in business for 3 years. As a one-man show, he pulls in $125K in revenue a year and pays himself 35% more year-over-year because of what he has learned in The Fight! In this episode, we talk about… Over-the-phone pre qualifications are now a
TCF305: 5AM Fight – I Self-Corrected My Head Trash
We make mistakes, drop the ball, and don’t prepare the way we should. It happens to the best of us. After those mistakes, we have a tendency to tear ourselves down, but it was just a mistake. Don’t let that moment of frustration ruin your day! In this episode, we talk about… We bash ourselves for human mistakes You will have to self-correct multiple times a day Build the habit of intentionally putting good stuff
TCF304: 5AM Fight – You Must Practice Sales
Nothing in the contracting world can happen without a sale. You must take your role as a salesperson seriously. Get it through your head that to be a professional in anything, you have to put in the time to get better at the craft! In this episode, we talk about… Most contractors don’t take themselves seriously as salespeople You have to put in the rehearsal time If you are not roleplaying, you will always underperform
TCF303: 5AM Fight – My Rates Have Gone Up
It’s one of the hardest things to do as a business owner, but if you don’t grow the balls to do it then you’ll never get unstuck. What’s the best way to explain to existing customers that your rates have gone up? You’ve already done great work for these customers at a cheaper price and you’re afraid that they will leave. Well, if you don’t tell them then you will have no money anyway, so
TCF302: 5AM Fight – Expect More From Yourself
Our expectations for ourselves affect our future performance. Why do we sabotage the results that we want to get in our business by expecting bad stuff to happen? All we see is evidence everywhere of what we expect. Perspective leads to behavior. Behavior leads to action. Action leads to perspective. Get the cycle right! In this episode, we talk about… The more you expect something, the more likely it is to happen Our performance is
TCF301: 5AM Fight – Processes and Systems with Joe
Your business may be running just fine, but you can’t expect to grow it without implementing the proper processes and systems. Tom’s guest today is Joe, a kickass fencing contractor who has owned his business since 2016, though it’s been in business for over 60 years. He knew that he had to change something about his family business in order to grow it, so that’s exactly what he did. Joe currently has 10 employees, utilizes