Episode Overview

Discover how to maximize profits in your home service business with practical pricing strategies, proven upselling techniques, and mindset shifts that elevate your approach to sales. A step-by-step approach to setting profitable rates, training your team, and building a brand that attracts the right clients. This episode is packed with actionable insights to help you take control of your bottom line and avoid common pricing mistakes. Join host Adam Sylvester and Tom Reber of The Contractor Fight.

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Show Notes

• [00:00] Introduction to the podcast and guest
• [00:50] Aiming for at least 50% gross profit
• [01:44] Knowing direct job costs vs. overhead
• [02:55] Avoiding pricing mistakes by ignoring competitors’ rates
• [04:25] Shifting money mindsets and valuing work appropriately
• [05:39] Building brand and relationships to confidently raise prices
• [06:39] Sales techniques: Roleplay, personal discipline, and lead generation
• [07:46] Using software to manage and grow business efficiency
• [08:58] Selling and upselling: Providing better buying experiences for clients 
• [13:51] Conducting crew leader meetings and tracking weekly progress
• [15:05] Creating a sales culture: Ringing the cash register daily
• [16:30] The importance of continuous role-playing in fostering a sales culture
• [17:28] Higher-level upselling strategies and descope techniques
• [22:03] Avoiding the distraction of new services before mastering the core
• [23:25] Adam’s Key Takeaways: Mind your own pricing, train and role-play your salespeople, educate where money goes