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The Contractor Fight with Tom Reber: Daily Summaries Delivered
by Tom Reber
Stop stressing out about your contracting business and take back control. The Contractor Fight is bringing respect and dignity back to the trades one contractor at a time. Discover how to market, sell, and consistently produce your projects at a profit with industry expert and powerful motivator Tom Reber. Stop stealing from your family. Earn what you're worth. Build a business that serves you.
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- Yesterday8 min
The Real Reason You're Burnt Out (It's Not the Work)
https://bit.ly/BuildABusinessWorthHaving_rboWhy More Revenue Won't Fix Your BurnoutYou’re doing $1 million, maybe $2 million a year.You’ve got a crew. Your trucks are wrapped. People in town know your name.And somehow, you’re more exhausted than when you were running the business solo.In this episode, Tom breaks down why contractor burnout isn’t always the result of working too hard.It’s what happens when you keep working hard without making real progress.More revenue. More employees. More leads. More responsibility.But you’re still selling the jobs, solving customer problems, making every important decision and putting out fires every week.On paper, the business has grown.In reality, it still depends on you.Taking a vacation doesn’t fix that. Hustling harder doesn’t fix it either.The solution is building a business that can operate without everything running through you.In this episode:• Why hard work alone isn’t what burns contractors out• How more revenue can still leave you running in place• Why your business should depend less on you as it grows• How constantly saving the day keeps the business from progressing• Why taking time off doesn’t fix the underlying problem• The importance of building a sales process that doesn’t live in your head• Why your crew needs standards they can execute without you• How training people to make decisions gives you back your time• Why better visibility into your numbers matters• Why a growing business should eventually become easier to runYour challenge:Look at your business and identify where it still depends on you like it did in year one.Sales.Production.Customer problems.Money.Day-to-day decisions.If everything still has to go through you, more revenue isn’t going to solve the problem.You have to build a business that needs less of you in the right places.Take the free Build a Business Worth Having Scorecard to see what needs your attention and identify the bottlenecks keeping you from getting ahead:https://bit.ly/BuildABusinessWorthHaving_rboYou’ve already proven you can hustle.The next level isn’t more of you.It’s building a business that can grow without everything depending on you.
- 5 days ago53 min
His $2.7M Contracting Business Runs Without Him
See if you've built a business worth having: https://bit.ly/BuildABusinessWorthHaving_itf1Most contractors build a business that depends on them being there every day.Taylor built one that allowed him to move to another state.After years of working nonstop, struggling to trust his team, and feeling like he always had to be the one to come to the rescue, Taylor made a massive change. He moved from Arizona to Idaho while his contracting business stayed in Arizona — and continued to grow.In this episode of Inside The Fight, Tim and Derek sit down with Taylor Payne, owner of Total Precision Builders in Casa Grande, AZ, to talk about how he went from being a workaholic who couldn't step away from the business to running a $2.7 million contracting company from another state.They break down:• How Taylor built a contracting business he could run from another state• Why learning to trust his team was one of the biggest hurdles to gaining freedom• How knowing his numbers, job costing, and understanding his margins changed the way he runs his business• Why charging more and targeting a 50% gross profit forced him to rethink his pricing• How pride kept him from admitting what wasn't working and implementing what he already knew• Why Taylor put his first Mile High Profit Summit trip on a credit card when he felt like he couldn't afford to go• How failing to implement kept him stuck even when he had the tools to move forward• Why building the right team means no longer tolerating people who aren't aligned with your standards• How Taylor went from making money the priority to valuing his freedom, family, and timeChapters00:00 How Taylor Runs a $2.7M Business From Another State03:20 Moving to Idaho While the Business Stayed in Arizona06:53 The Real Reason Taylor Needed More Freedom10:35 What The Fight Changed in His Business14:18 Discovering the 50% Gross Profit Mindset18:45 Why His Old Business Couldn't Continue22:06 Learning to Track the Numbers27:32 The Coaching Moment That Changed His Sales31:26 Pride, Failure & Starting Over36:53 Taylor's Biggest Implementation Mistake46:08 Why He Refuses to Go Back50:15 What Contractors Need to Stop ToleratingA successful contracting business shouldn't require you to be physically present every day just to keep it running.When you know your numbers, build the right team, implement proven systems, and stop making yourself the answer to every problem, you create something bigger than revenue.You create freedom.Tom Reber is the founder of The Contractor Fight. He is the host of Contractor Fight TV, an entrepreneur, a speaker, a podcaster, and a former HGTV host.For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having.He does this by helping them become the kind of people capable of building them.On this channel you will find straight-talk training for your business.We cover sales, pricing, profit, leadership, and mindset.Our goal is to build a Strong You, a Strong Home, and a Strong Business.The first fight is always with yourself.Join The Fight. 👊
- 1 weeks ago8 min
Why The Best Salespeople Disqualify More Than They Sell
https://thecontractorfight.com/leakWhy The Best Salespeople Disqualify More Than They SellThe best salespeople don’t try to close everyone.They identify the wrong prospects early so they can spend their time on the right ones.In this episode, Tom explains why chasing every lead isn’t commitment, hustle or good salesmanship. It’s a qualification problem.Wrong budget. Wrong timeline. Multiple decision-makers who aren’t involved. Homeowners collecting estimates with no intention of buying.No closing technique can fix a bad fit.When you push every lead toward a meeting and proposal, you waste hours on opportunities that were dead from the beginning. That wasted effort eventually damages your confidence, creates desperation and pressures you to offer discounts you never needed to give.The solution is to command the gate.Ask the real questions before you get in the truck and require every lead to earn the meeting.In this episode:• Why great salespeople disqualify more prospects• How chasing every lead damages your confidence and pricing• Why closing techniques can’t overcome a bad fit• How five bad leads per month can waste more than 90 hours a year• The purpose of the Shin-Fu prequalification process• How to uncover the prospect’s true motive• Why vague answers are valuable information• How to discuss money before scheduling the appointment• Why every decision-maker needs to be identified• What Command the Gate is designed to protectYour challenge:Before scheduling meetings with your next 10 leads, dig into three things on the phone:• Their motive• Their budget• Every person involved in the decisionIf their answers are vague, evasive or reveal that the project isn’t a fit, believe the information.Disqualifying a prospect isn’t losing a sale. It’s protecting the time you need for the sales you can actually win.Find the biggest leak in your sales process with the free Sales Leak Scorecard:https://thecontractorfight.com/leakYou don’t win by closing everyone.You win by knowing who is worth trying to close.
- 2 weeks ago9 min
Stop Trying to Build Rapport
www.thecontractorfight.com/leakStop Trying to Build RapportYour prospects don’t need another contractor pretending to care about their dog, boat or favorite football team.They need to trust that you can solve their problem.In this episode, Tom challenges one of the oldest beliefs in sales: people buy from people they like.Likability matters, but it doesn’t close the job by itself. Contractors lose sales every day after having friendly conversations with homeowners who genuinely liked them.The missing ingredient is competence.Manufactured small talk can actually work against you. It wastes time, signals that you’re running a sales technique and delays the conversation the homeowner actually wants to have.Instead of trying to become their buddy, take command of the meeting. Explain the process, ask better questions, understand what they want and show them exactly how you’ll deliver it.Competence is the rapport.In this episode:• Why being liked isn’t enough to close the job• The difference between being friendly and manufacturing rapport• How forced small talk can damage trust• What homeowners are really thinking while you talk about their boat• Why your sales process should begin before you arrive• How explaining the meeting builds immediate credibility• Why diagnosing the problem positions you as the expert• The two things that actually build trust during the meeting• Tom’s three-meeting challenge for eliminating fake rapportYour challenge:For your next three sales meetings, eliminate the manufactured small talk.Explain your process within the first 60 seconds. Get directly into what the homeowner wants, why it matters and what has changed since the qualification call.You don’t need to be liked.You need to be trusted.Find out where your sales process is leaking with the free Sales Leak Scorecard:https://thecontractorfight.com/leakStop guessing. Find the leak. Fix the leak. Command your sales.
- 2 weeks ago35 min
How I Stopped Working 80-Hour Weeks and Made MORE Money
Have you built a business worth having: https://bit.ly/BuildABusinessWorthHaving_itf1Most contractors believe the only way to build a successful business is to work 80 hours a week and sacrifice everything at home.Roberto Diaz thought the exact same thing. He was working non-stop, hiding empty bank accounts from his family, and putting thousands of dollars on credit cards just to survive.Then he hit a breaking point: "Strong Home, Strong Business."In this episode of Into The Fight, Tim and Derek sit down with general contractor Roberto Diaz (owner of Building by Giving in Denver, CO) to talk about how he stopped overworking, started tracking his numbers with job costing, and built a business that lets him be home by 5 PM with his wife and kids.They break down:• Why overworking and sacrificing family time won't save your contracting business• How to transition from doing everything yourself to implementing real business systems• The exact breaking point that forces contractors to stop hiding from their numbers• Why tracking job costing reveals the painful truth about your margins• How to build standards around subs, culture, and hospitality in construction• The power of reaching out to realtors, designers, and local partners to stay busy• Why asking hard questions and practicing active listening saves marriages and businessesChapters00:00 Welcome to Into The Fight: Roberto Diaz00:58 Donating 3% to 5% of Every Project03:36 The Breaking Point: Strong Home, Strong Business04:55 Empty Bank Accounts & Taking the Risk07:27 Deciding to Be a Present Father12:33 Facing the Truth with Job Costing15:15 Working with Family and Uncomfortable Conversations18:34 Scaling with a Subcontractor Model & High Standards26:28 Becoming a Better Husband & Communicator32:45 The Question Every Contractor Needs to AskRunning a contracting business should never force you to sacrifice your home life.When you implement job costing and track your actual numbers, you build a company that runs smoothly. That clarity gives you the freedom to be fully present as a husband and father.Tom Reber is the founder of The Contractor Fight. He is the host of Contractor Fight TV, an entrepreneur, a speaker, a podcaster, and a former HGTV host.For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having.He does this by helping them become the kind of people capable of building them.On this channel you will find straight-talk training for your business.We cover sales, pricing, profit, leadership, and mindset.Our goal is to build a Strong You, a Strong Home, and a Strong Business.The first fight is always with yourself.Join The Fight. 👊
- 3 weeks ago15 min
How Contractors Leak $183,000 in Profit Every Year
How Contractors Leak $183,000 in Profit Every YearMost contractors think they need more leads.They don’t.They need to stop wasting the opportunities already coming into the business.In this episode, Tom breaks down how an $800,000 contractor could be leaking more than $183,000 in gross profit every year without seeing a single expense on the P&L.The money disappears through four common sales leaks:• The Gate: Failing to qualify leads before wasting time on an estimate• The Meeting: Showing up, measuring and quoting without running a proven sales process• The Money: Discounting because the price conversation gets uncomfortable• The Follow-Up: Sending a proposal and hoping the customer eventually respondsUsing a $12,000 average job, a 30% close rate and a 40% gross profit margin, Tom shows how small improvements could produce:• 84 hours of owner or estimator time recovered through better qualification• $52,800 in additional gross profit from improving the close rate by five points• $20,400 kept by eliminating unnecessary discounts• Approximately $110,000 in additional gross profit from a structured follow-up processYou don’t need more water poured into a leaking bucket.Fix the bucket first.In this episode:• The five steps of the Shin-Fu qualification process• Why 80% of the sale happens during the motive conversation• The seven-part structure of a strong sales meeting• How discounting comes directly off your bottom line• The five-touch follow-up sequence every contractor should use• Why profit is the scoreboard• How to find the biggest leak in your sales processFind your biggest sales leak with the free Sales Leak Scorecard:https://thecontractorfight.com/leakStop guessing. Find the leak. Fix the leak. Command your sales.
- 4 weeks ago10 min
The Going Rate Is Killing Your Business
Take the Sales Leak Scorecard HereEpisode Description"What's the going rate for a project like this?" Wrong question. In this episode, Tom breaks down why pricing off the going rate is the fastest way to price yourself into the gutter and what to ask instead. It's not about what everyone else charges. It's about your production rate, your real costs, and your number. If you're still shaving your price to "stay competitive," this one's for you.What You'll LearnWhy "going rate" pricing means you're averaging other contractors' blind spots into your own bidThe one question to ask instead of "what's the going rate"The three numbers you need to know cold before you price any jobThe blind-spot costs that never show up in a "going rate" conversationWhy revenue hides stupidity — and how a broken pricing model gets worse the more you scale itEpisode BreakdownOpen — The question that started this episode, and why it's the wrong one to askThe Going Rate Problem — Why market-average pricing means pricing off other people's guessworkThe Better Question — Production rate vs. going rate, and why one is math and the other is a rumorThe Cost of Guessing — How "going rate" pricing quietly scales a broken businessHow to Build Your Number — The three things to track: actual time, real costs, target marginThe Blind Spots — Access issues, waste, permits, travel — the stuff the going rate never accounts forThe Standard — What strong contractors do differentlyThe Fight This Week — Pull your last five jobs and build your real numberKey Quote"The going rate is the kiss of death for a contractor. It keeps you tied to the average. And average is not where you want to live."This Week's FightPull your last five jobs like the one you're about to bid. Look at actual hours, actual costs, actual outcome. Build your production rate... not the going rate.oduction rate — not your going rate.Links & ResourcesSales Leak ScorecardThe Contractor Fight Website: https://thecontractorfight.com
- Aug 17, 20266 min
Why a 10% Discount is Negotiating Against Yourself
Get Your Sales Leak Score: https://thecontractorfight.com/leakYou just found out that "small" discount is costing you way more than 10%. In this episode, Tom breaks down the actual math behind discounting a job, and why giving away 10% off your price can wipe out 20% (or more) of your profit. If you've ever caved on price because a customer pushed back, this one's for you.What you'll learn:Why your costs don't move when your price doesThe real math behind a "harmless" 10% discountHow much additional work you have to sell just to break even on a discountWhy the math gets uglier the thinner your margins already areThe difference between a strategic discount and a fear-based oneTimestamps00:00 – The problem: contractors negotiating against themselves the moment a customer pushes back00:40 – The example: a $10K job at 50% gross margin01:00 – What actually happens when you cave and knock off 10%01:40 – Your costs don't drop just because your price did02:00 – The real hit: a 10% price discount = a 20% gross profit hit02:20 – Mid-show break: the Sales Leak Scorecard — find out where your sales process is actually breaking down03:20 – Back to the numbers: what it costs to earn that profit back03:40 – How much additional revenue you have to go sell just to replace what you gave away04:20 – The math gets worse at lower margins (30% example)05:20 – When discounting is okay — legit strategic reasons vs. reacting out of fear06:00 – The close: know your numbers, hold your price, protect your profitGet Your Sales Leak Score: https://thecontractorfight.com/leakFollow Tom on IGThe Contractor Fight Website
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About The Contractor Fight with Tom Reber
Stop stressing out about your contracting business and take back control. The Contractor Fight is bringing respect and dignity back to the trades one contractor at a time. Discover how to market, sell, and consistently produce your projects at a profit with industry expert and powerful motivator Tom Reber. Stop stealing from your family. Earn what you're worth. Build a business that serves you.
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