Explorez tous les épisodes du podcast Price. Sell. Paint.
| Titre | Date | Durée | |
|---|---|---|---|
| Your Competition Matters Less Than You Think | 02 Sep 2026 | 00:46:49 | |
Your competitors are cheaper. So what? This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| $4M in Painting Sales Without Relying on Company Leads // Dave Bryant | 13 Aug 2026 | 00:43:22 | |
What does it take to generate your own opportunities instead of waiting for leads to come in? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Dave Bryant, a top-performing painting sales rep who sold around $4 million last year and now generates 100% of his own estimates. Dave shares how he’s built a strong pipeline through relationships, networking, referrals, and consistent business development. He also breaks down his transition from residential to commercial painting, what he’s learned along the way, and why the right relationships can lead to better opportunities. If you want to rely less on incoming leads and build a pipeline of your own, this episode is packed with practical takeaways. Interested in learning directly from Dave? He also offers coaching for painting contractors and sales reps. Reach out to him at Daveb@theurbanpainter.com to learn more. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What's Happening in the Painting Industry? // Nick Slavik | 30 Jul 2026 | 00:57:12 | |
What happens when one of the painting industry's most respected contractors joins the podcast? In this episode, Jon and Michael sit down with Nick Slavik to discuss the trends they're seeing across the industry, including slower spring sales, shifting consumer behavior, pricing pressure, follow-up strategies, and why some painting companies are still thriving despite market uncertainty. They also share practical advice on improving close rates, handling callbacks, motivating your sales team, and building a business that can adapt to changing conditions. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How to Close More Painting Jobs: The Final Step of the Estimate Process | 16 Jul 2026 | 00:47:05 | |
You’ve built the quote, walked the customer through the project, and now it’s time for the conversation that matters most: presenting the price and asking for the sale. In this episode of the Price. Sell. Paint. Podcast, Jon and Michael break down the final stage of their estimating process — how to present value, talk about price confidently, handle objections, and create a clear next step with the customer. A great estimate doesn’t end with sending a quote. It ends with a conversation. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Client Experience That Wins More Painting Jobs // Jaclyn Rogers | 25 Jun 2026 | 00:51:42 | |
What makes homeowners choose one contractor over another? In this episode of Price. Sell. Paint., Jon and Michael sit down with Jaclyn Rogers from AI Painting Plus to talk about the client experience that turns estimates into booked jobs. From building trust and creating smoother sales conversations to simplifying estimates and making customers feel confident in their decision, this episode breaks down the small things that create big results. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Hiring Sales Reps, Higher Margins & Scaling a Painting Business // Justin Georgopoulos | 11 Jun 2026 | 00:50:44 | |
What if the problem isn’t your close rate… it’s your process? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Justin Georgopoulos, Founder of High Five Painting and Trade Launch, to break down how his team built a high-performing sales system, from hiring and training estimators to creating accountability, improving close rates, and pricing confidently. They get into: If you're looking to build a more profitable painting business, this episode is packed with tactical takeaways. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What to Do During an In-Home Painting Estimate | 27 May 2026 | 01:00:24 | |
In this episode of Price. Sell. Paint., Jon and Michael break down exactly what happens during an in-home painting estimate, from the initial walkthrough to gathering scope, building trust, handling pricing conversations, and creating a consultative sales experience that actually wins jobs. They cover:
If you want to close more profitable painting jobs without sounding salesy, this episode is for you. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How to Sell High-End Painting Projects Without Competing on Price // Juan Vasquez | 13 May 2026 | 00:57:58 | |
In this episode of the Price. Sell. Paint. podcast, Juan Vasquez, owner of Illusions Inc. in Monterey, California, to talks about building a premium painting business, working on luxury homes, and creating long-term customer relationships that drive repeat revenue. Juan shares how he transitioned from being “a painter with a job” to building a true business focused on high-end finishes, repeat clients, and relationship-driven sales. From selling Venetian plaster projects to using CRM systems and maintenance programs to stay busy year-round, this episode is packed with practical insights for painting contractors looking to level up. If you’re a painting contractor looking to grow smarter, charge more, and build a business that lasts, this episode is for you. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Real Reason You’re Not Winning Painting Jobs | 29 Apr 2026 | 00:45:45 | |
Most painting contractors lose jobs before the estimate even begins. In this episode of Price. Sell. Paint., Jon and Michael break down how to start estimate appointments the right way, from the first call to showing up at the door. If you’re struggling to close painting estimates, this episode will show you how to build trust early, set the right expectations, and win more of the jobs you’re already bidding. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Sales System That Separates $1M vs $10M Contractors // Dave Scaturro | 16 Apr 2026 | 00:57:11 | |
Most painting contractors think sales is about pricing or skill but the real difference comes down to systems, follow-up, and relationships. In this episode, Dave Scaturro from Alpine Painting breaks down how they scaled into a multi-division business, what separates top sales reps from average ones, and the exact habits that drive consistent growth. If you’re trying to close more jobs, build a stronger sales team, or move into commercial work, this episode is packed with real-world takeaways. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What to Do When a Customer Says No (Sales Tips for Painting Contractors) | 02 Apr 2026 | 00:49:00 | |
In this episode of Price. Sell. Paint., Jon and Michael break down how painting contractors and sales reps should handle rejection, price objections, and ghosting during the estimating process. They walk through real scenarios from the field, including what to say when a homeowner rejects your painting estimate in person, over text, by email, or stops responding altogether. You’ll learn how to:
If you’re a painting contractor, estimator, or sales rep looking to close more jobs and improve your sales process, this episode will help you approach rejection with confidence and win more work over time. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How to Build a High-Performing Sales Team in a Painting Business // Gavin Hepp | 18 Mar 2026 | 00:48:53 | |
In this episode of the Price. Sell. Paint. podcast, Michael Murray and Jon Bryant sit down with Gavin Hepp of Webfoot Home Improvements and Nolan Consulting Group to talk about what it really takes to build a strong sales team in the painting industry. They break down how Gavin helped grow Webfoot into a multi-million dollar business, how to know if you’ve hired the right sales rep, what KPIs actually matter, and why ride-alongs, role play, and after action reviews are critical if you want reps to improve. If you want to stop winging it and start building a real sales system that scales, this episode is packed with practical advice. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How High-End Painting Contractors Sell Value (Not Paint) // Zach Kenney | 04 Mar 2026 | 00:56:11 | |
High-end clients do not pay for paint. They pay for predictability, trust, and outcomes. Zach Kenney breaks down the shift from scarcity pricing to premium positioning, how to present options, and how to run an estimate conversation that actually closes. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Stop Pricing Yourself Out of Business // Chris Moore | 12 Feb 2026 | 00:50:38 | |
Chris Moore (Elite Business Advisors) joins Jon and Michael to break down why most painting businesses don’t fail because of production, they fail because of out-of-business pricing. They talk simple ways to sanity-check your hourly rate, how to raise prices without panicking (or killing your close rate), and why pricing + marketing are inseparable if you want consistent work and real margins. They also dive into sales process fundamentals, setting expectations before the estimate, presenting on the spot (without being “salesy”), and how DISC personality styles can help you sell more by meeting customers where they are. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What Should Sales Reps Do Outside of Selling? | 28 Jan 2026 | 00:44:29 | |
What should a painting sales rep be doing outside of selling the job? Jon and Michael break down where sales responsibilities should start and stop: Google reviews, managing projects, handling complaints, collecting deposits, invoicing, and follow-ups. They also dig into why some industries use a one-call close model, and why painting companies need clearer handoffs to scale without burning out their sales team. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Ready to Win the Job? What to Bring to Every Paint Estimate | 08 Jan 2026 | 00:51:43 | |
Most painting contractors lose (or win) the job long before the customer ever sees the price. In this episode of Price. Sell. Paint., Jon and Michael break down exactly what you should bring with you to every on-site estimate if you want to stand out and close more work. They talk through the full sales kit: how you show up (vehicles, uniforms, first impression), why doing quotes on an iPad with software like PaintScout is still a huge differentiator, and the simple tools that instantly boost your credibility, like laser measures and measuring wheels instead of pacing things off or wrestling a tape measure. If you’ve ever wondered, “Am I bringing enough or way too much to estimates?” this episode gives you a practical checklist and mindset to tighten up your on-site sales game. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The 2026 Kickoff Playbook (Every Painting Contractor Needs This) | 11 Dec 2025 | 00:27:48 | |
Every contractor hits the December wall. But instead of scrambling for last-minute leads, Jon and Michael walk through a smarter strategy: reset, reconnect, and prepare. This episode covers: what sales reps should (and shouldn’t) do right now, how to build deeper relationships that fuel next year’s pipeline, and how to plan your goals so January starts fast instead of frantic. If you're serious about growth in 2026, this is the episode to hear. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Why Square-Foot Pricing Fails (and What to Use Instead) | 27 Nov 2025 | 00:48:01 | |
Pricing painting projects shouldn’t feel like guesswork. In this episode of Price. Sell. Paint. Michael Murray and Jon Bryant break down one of the biggest challenges in the industry: pricing jobs accurately and explaining those numbers clearly to crews and subcontractors. Fresh off the Nolan Grand Summit, they dig into why production rates outperform square-foot guessing, how to communicate time and expectations in a way everyone understands, how to manage the natural tension between sales and production, and how using real data leads to fair pricing, stronger relationships, and more profitable projects. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Email, Text, or Call? How Painting Sales Reps Should Talk to Customers | 19 Nov 2025 | 01:00:54 | |
In this episode of the Price. Sell. Paint., podcast, Michael Murray and Jon Bryant break down one of the most underrated parts of sales in a painting business: how you communicate. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Painting Businesses + AI: What Actually Moves the Needle | 29 Oct 2025 | 00:48:52 | |
AI is everywhere, but what’s actually useful for a painting business? Jon and Michael break down the tools that move the needle today: smarter route planning to cut windshield time, instant before-and-after renders that help close on the spot, CompanyCam AI walkthroughs for cleaner handoffs, and custom GPTs that coach reps and streamline hiring. They dig into using AI to standardize pricing and follow-ups, lower overhead so you can pay crews more, and why proposal quality still wins, especially in commercial. Plus, a reality check on the hype and simple actions owners and sales reps can take this week to sell faster and deliver smoother. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Beige Is Back: Sherwin-Williams’ Color Expert on Paint Colors, Trends & Winning Jobs // Sue Wadden | 15 Oct 2025 | 00:41:47 | |
Sherwin-Williams’ Sue Wadden (Director of Color Marketing, 25+ years) joins Jon to break down the real driver of most paint jobs—COLOR—and how pros can use it to win more work. They cover the latest trends, how to guide hesitant homeowners, and the exact tools you can hand clients before you even step on site. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What the Heck Is a CRM? | 02 Oct 2025 | 00:37:47 | |
CRMs get thrown around as the “Swiss Army knife” of software but what does a CRM actually mean for painting contractors? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down:
This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Hiring & Coaching Painting Sales Reps // Colin Nolan | 18 Sep 2025 | 01:02:33 | |
Jon and Michael sit down with Colin Nolan of Nolan Consulting Group to unpack how painting companies can hire, coach, and keep sales reps who actually close. We cover what to look for in candidates (trophies, mindset, DISC profiles), how to find real customer pain without being pushy, the KPIs that reveal performance (win rate, pricing discipline, pipeline hygiene), and why “always be looking” beats rushed hiring. You’ll hear practical word tracks, coaching frameworks, and a simple self-assessment wheel you can use to level up your sales team fast. Whether you’re at $500K or $5M+, this episode gives you a process to build a consistent, high-closing sales function—not just hope the next rep works out. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How Painting Sales Reps Can Sell When the Exterior Season Is Fully Booked | 04 Sep 2025 | 00:25:25 | |
In this episode of Price. Sell. Paint., Michael Murray and Jon Bryant dive into one of the toughest challenges for painting sales reps: what to do when your exterior season is already packed. Learn how to shift your mindset, position scheduling as a strength, and use tactics like pre-booking, strategic pricing, and customer incentives to keep closing deals. Whether you’re up against weather deadlines or trying to sell for next spring, this episode shows you how to turn a “we’re full” calendar into more wins. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Scaling a Painting Business to $10M // Matt Kuyper | 21 Aug 2025 | 00:45:25 | |
In this episode of Price Sell Paint, Matt Kuyper, co-owner and founder of Harpeth Painting, reveals how he scaled the company to more than $10 million in annual revenue in just six years. Matt shares his approach to balancing residential and commercial projects, building strong contractor relationships, and navigating long sales cycles. He also opens up about finding reliable subcontractors and the realities of running a business with his wife. Whether you want to break into commercial painting or take your company to the next level, this conversation is packed with proven strategies and real-world insights that every painting business owner can use. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Smarter Way to Sell Painting Jobs | 07 Aug 2025 | 00:44:06 | |
In this episode of Price. Sell. Paint., Jon Bryant from PaintScout breaks down how contractors are transforming their sales process, from quoting faster and smarter to knowing exactly when to follow up. Whether you're running solo or managing a full sales team, learn how to stop leaving money on the table and start using data to close more deals with confidence. If you’ve ever second-guessed when to follow up or wished your quotes looked more professional, you’ll want to hit play. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Managing Unhappy Customers in Your Painting Business | 23 Jul 2025 | 00:47:29 | |
In this episode of Price. Sell. Paint., Jon and Michael break down real-world strategies for dealing with unhappy customers in the painting business. From staying calm under pressure to knowing when a refund can save the relationship, they share stories, mindset tips, and tactical advice for turning tense situations into professional wins. Whether you're a sales rep or a business owner, you'll walk away with tools to handle complaints without losing your edge. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Why Successful Painting Contractors Start Selling Winter Early | 09 Jul 2025 | 00:45:12 | |
In this episode of Price. Sell. Paint., Jon and Michael tackle a challenge every painting contractor in colder climates faces, how to stay busy in the dead of winter. They break down the strategy of selling interior and cabinet jobs during the summer with a smart discounting system that fills January and February’s calendar before Thanksgiving. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Mastering the Shift from Residential to Commercial // Chris Elliott | 26 Jun 2025 | 00:30:37 | |
In this episode of the Price Sell Paint podcast, Jon and Michael are joined by industry leader and PCA board member Chris Elliott. From Army Ranger to painting company CEO, Chris shares how he built a successful residential repaint division before scaling into commercial work and why running both requires different teams, different strategies, and a whole lot of intentionality. They dig into sales structures, marketing tactics, pipeline math, and how he's creating long-term success on both sides of the business. If you're looking to grow beyond residential, this one’s a must-listen. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Automate the Boring Stuff: How Painting Contractors Can Sell Smarter // Chris Kiefer | 11 Jun 2025 | 00:42:58 | |
Sales not following up? Clients slipping through the cracks? This episode is for you. Jon chats with Chris Kiefer, founder of Boolean and automation nerd, about how painting contractors can use smart tools (and common sense) to take work off their plate. No fluff, just real tactics that save time and actually help you close more deals. You’ll hear:
Plus: Chris breaks down the Siri shortcut that texts your client when you’re running late (seriously) This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Why Customers Lie, Cheat, Steal & Hide | 29 May 2025 | 00:53:27 | |
Sales isn’t always sunshine and signed contracts. In this episode, Jon and Michael unpack the real reasons why customers ghost, lowball, and lead you on — and how painting contractors can shift the sales dynamic using proven strategies. If you've ever left an estimate thinking "this one's a sure thing," only to get radio silence, this one's for you. Learn how to build trust, set better expectations, and stop wasting time chasing dead-end leads. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Selling with Colour: How Color Consults Close More Jobs // Amanda Bryant | 14 May 2025 | 00:35:50 | |
In this episode, Jon and Michael sit down with Amanda Bryant, color consultant, interior design pro, and Jon’s sister—to talk about the powerful role color plays in the painting sales process. From how Amanda supports The Urban Painter’s sales team with design consults, to how color choices impact mood, trust, and upselling opportunities, this episode is packed with insights. You'll learn: - How to make color part of your sales strategy It’s part color theory, part sales psychology, and all-around entertaining. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| What Makes a Painting Company Financially Successful // Daniel Honan | 01 May 2025 | 00:43:56 | |
In this episode of Price. Sell. Paint., Jon Bryant sits down with Daniel Honan, founder of Bookkeeping for Painters, to uncover the key financial habits that separate thriving painting companies from the rest. From pricing strategies and gross profit benchmarks to understanding your financial ratios and cash flow management, Daniel shares practical, data-backed advice from years of working exclusively with painters. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| PaintScout X: Sales Unleashed | 17 Apr 2025 | 00:31:26 | |
In this episode, Jon Bryant and Michael Murray sit down to give you an inside look at PaintScout X: Sales Unleashed, happening April 23rd, 2025. They share why this virtual conference was created specifically for painting business owners and sales reps, and what you can expect from this full day of powerful sessions, keynote speakers, and real-world strategies you can apply right away. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Are Virtual Estimates the Future? | 02 Apr 2025 | 00:39:28 | |
In this episode of the Price Sell Paint podcast, Jon Bryant and Michael Murray dive into the controversial topic of virtual estimates. Can they really work for your painting business? Jon and Michael share their experiences, from the early days of experimenting with tools like Groundwork to designing a fully virtual process for cabinet painting. They discuss the surprising results, including challenges with lead conversion and the broader implications for the painting industry. Is a seamless, Amazon-like experience possible in the trades? Tune in to find out. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Building a Winning Sales Team // Kevin Nolan | 19 Mar 2025 | 01:01:41 | |
In this episode, we sit down with industry leader Kevin Nolan to dive into the fundamentals of building a strong sales team in the painting business. Kevin shares insights from his decades of experience, including how to attract top sales talent, create a winning sales culture, and implement processes that drive revenue growth. We also discuss key takeaways from his new book, Organizational Talent, and how painters can scale their businesses by developing a high-performing team. Whether you’re an owner looking to strengthen your sales process or a sales rep wanting to sharpen your skills, this episode is packed with actionable insights. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Should You Include Materials in Your Hourly Rate? | 12 Feb 2025 | 00:31:15 | |
Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability. The conversation covers how fluctuating paint prices affect job costing, the pros and cons of bundling material costs into labor rates, and how clear guidelines for sales reps can improve pricing consistency. They also explore the importance of managing sundries and how marking up paint costs can contribute to long-term business success. Understanding the nuances of material pricing can lead to better customer communication and improved business outcomes. If you're a painting contractor, business owner, or sales professional looking to refine your estimating process, this episode provides valuable insights to help you maximize profitability and maintain fair pricing. Math Equation Referenced: https://shorturl.at/UHsIy This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Real-Life Sales Techniques that Actually Work // Eric Barstow | 29 Jan 2025 | 00:51:41 | |
In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performance. The discussion explores key benchmarks for success and traces the evolution of Eric’s business model over the years. The conversation dives into the intricacies of sales training, emphasizing the importance of consistency and addressing the challenges of preparing effective salespeople. A highlight of the episode is the concept of price anchoring—how establishing clear pricing expectations can transform sales outcomes. Eric also provides practical strategies for overcoming price objections, reinforcing the necessity of trust and rapport to close deals successfully. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| How to 10x Your Painting Business in 2025! | 15 Jan 2025 | 00:42:35 | |
This episode dives into the strategies you need to scale your painting business, increase sales, and succeed in the painting industry this year! This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Strategies You'll Want to Steal from a $2M Family Business // Luis Rodriguez | 01 Jan 2025 | 00:45:04 | |
In this episode, Luis Rodriguez, from Lifetime Custom Painting, shares his journey from college student to business partner with his father, detailing the growth of their painting business through effective sales strategies, job management, and digital marketing. The conversation delves into the importance of understanding net profit, implementing job costing, and utilizing a profit-first mindset to ensure financial health. Luis also discusses his successful marketing strategies, particularly through Facebook ads, and also outlines his sales process for engaging customers through client-first education — a tip we encourage you to copy & paste! This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Stop Being a Wimp! Handling Objections in Painting Sales | 18 Dec 2024 | 00:38:11 | |
They say "sales doesn't start until you hear an objection." This episode focuses on just that: handling objections in sales, a critical skill for success in the painting industry. Jon Bryant & Michael Murray cover the mindset needed to address objections, strategies for separating personal identity from sales performance, and actionable techniques to navigate pricing concerns, indecision, and competition. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Pricing Based on Your Area, Ways to Improve Setup Calls, How to Keep Your Sales Team Motivated & More (Listener Questions) | 04 Dec 2024 | 00:43:20 | |
In this episode, hosts Jon Bryant & Michael Murray engage in a listener Q&A session, addressing common challenges faced by painters and business owners in the painting industry. They discuss hiring your first painter, the importance of setup calls, pricing strategies, and navigating customer requests for extra work. The also chat about whether or not geography effects pricing, creating a fun and engaging sales culture to boost morale, and effective sales management practices to foster a successful painting business. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Talking to the G.O.A.T. // Jim Falk | 20 Nov 2024 | 00:50:49 | |
Today Jim Falk, the VP of Sales at Nolan Painting, shares how he went from hating sales to excelling at it — now training hundreds of salespeople! He shares his experience transitioning from a sales rep to VP of Sales and the challenges and rewards of managing a large sales team. Jim discusses his mindset shift from viewing painting as a commodity to focusing on the value and emotional connection with prospects. He emphasizes the importance of asking the right questions and understanding the customer's pains and concerns. This conversation concludes with a discussion on the hiring process and the qualities Jim looks for in successful salespeople. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Good-Better-Best | 13 Nov 2024 | 00:50:55 | |
In this conversation, Jon Bryant & Michael Murray explore the concept of the 'Good-Better-Best' tiered pricing strategy within the painting industry. Is it something your company should offer or is it just not worth the hassle? They discuss the pros & cons of providing customers with options, the psychological effects of pricing strategies, and the challenges of implementing such systems effectively. The conversation emphasizes the need for trust and quality in service offerings, as well as the significance of consultative selling to meet customer needs. They also touch on the importance of understanding customer expectations and the potential for innovative approaches to enhance customer engagement. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Look out, Painting Industry: He’s Back! // Tom Reber | 06 Nov 2024 | 00:47:39 | |
Today Tom Reber, founder of the Contractor Fight, shares his experience of starting a new painting company… again. Tom discusses the lessons he learned from his previous painting company and how he is applying them this time around. He emphasizes the importance of having the right mindset and putting the sales methods like the ‘Shin Fu’ technique into practice. He also shares how a concept called “bracketing” can help sell jobs more effectively and at higher rates. In this conversation, Tom encourages painting contractors to practice and role-play to become more confident and effective in their sales approach. Tune in now to learn about the significance of playing loose, having fun, and being fanatical about sales! This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Raise Your Damn Prices! (Part 2) | 23 Oct 2024 | 00:16:28 | |
In Part 2 of this discussion on pricing strategies in the painting industry, Jon Bryant & Michael Murray focus on the Pros & Cons of Discounting. They explore how to balance capacity with pricing, the psychology behind pricing, and the necessity of maintaining profitability during slow seasons. This episode emphasizes the need for an abundance mindset to thrive in a competitive market. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Raise Your Damn Prices! (Part 1) | 16 Oct 2024 | 01:01:42 | |
How much are you charging per hour? The answer is: probably not enough! Many contractors confuse being busy with being successful, leading to underpricing their services. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| Secrets to Selling Paint Jobs that No One is Talking About // Seth Peek | 02 Oct 2024 | 00:52:21 | |
In this episode, Jon Bryant & Michael Murray interview Seth Peek to explore his journey in the painting industry and other endeavours that all point to business growth. Seth emphasizes the importance of quick customer responses, innovative sales strategies, and the need for professionalization in the painting industry. He also shares insights on work-life balance and simplifying production rates for efficiency, ultimately advocating for a customer-centric approach in business. They discuss how the painting industry is ever-evolving, and how companies must adapt to stay competitive and be successful. This conversation is full of hot takes and quippy banter that you don’t want to miss! This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Painting Industry is Broken! // Nick Slavik | 18 Sep 2024 | 00:58:10 | |
Today, Jon Bryant & Michael Murray are thrilled to chat with Nick Slavik, a 32-year master craftsman and Board Chair of the Painting Contractors Association (PCA). They talk about setting proper expectations for sales reps, the importance of volume in estimating, and the current challenges in finding leads. Nick emphasizes the need for consistency and effort in sales and marketing, and focusing on personal connections and reactivating past clients. He also shares on the importance of building local relationships and the effectiveness of personal connections in marketing and recruiting. The discussion ends on the role of in-person events and the value of PCA events in fostering meaningful connections within the industry. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||
| The Power of Prospecting // Mike Green | 04 Sep 2024 | 00:35:42 | |
In this conversation, Mike Green, a top-performing sales rep at Fitzpatrick Painting, shares his expertise in sales and prospecting with podcast hosts, Jon Bryant & Michael Murray. Mike discusses the importance of generating leads and the benefits of a hybrid role that combines office leads with self-generated business. He emphasizes the need for a targeted list, effective messaging, and a well-defined cadence in prospecting activities. The three then discuss the significance of closing out estimates and getting a clear "yes" or "no" from customers. Mike's impressive sales numbers and average job size demonstrate the impact of effective business development strategies in the painting industry. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ | |||