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Listening Time 30 Minutes

#1 Secret to Selling More Jobs at Higher Margins

With Tom Reber

Episode Overview

Discover the ultimate strategy to boost your sales and profit margins in this game-changing episode. Learn how a crucial mindset shift and setting prices based on your true costs can transform your business. With practical guidance on marketing, customer engagement, and transparent communication, you’ll be empowered to sell more jobs at higher rates and ensure fair compensation. Join host Adam Sylvester and Tom Reber, host of the Contractor Fight Podcast.

Show Notes

  • Introduction to the episode and guests (0:17)
  • Selling more jobs at a higher margin requires a mindset shift (1:18)
  • Set prices based on your costs, not the ‘going rate’ (2:26)
  • What it means to aim for a 50% gross profit margin, and its impact on business growth (3:40)
  • Positioning your brand to sell at higher rates (6:24)
  • Making the decision to stop stealing from your family (7:26)
  • How to ensure fair self-compensation (8:28)
  • Using Jobber to automate your business and free up your time (11:21)
  • Benefits of consistent marketing and planning marketing activities in advance (11:55)
  • Maintaining and engaging with your customer database to enhance loyalty and secure repeat business (14:58)
  • Sell like you don’t need the money (18:34)
  • Job costing to develop sales confidence and increase profitability (20:00)
  • Be proactive in customer follow-ups and marketing efforts (21:30)
  • The power of transparency and providing clear, helpful educational content online (24:27)
  • Adam’s takeaway tips: contact past clients, aim for 50% gross profit, educate your clients (28:31)

About the speakers


Adam Sylvester



Adam started Charlottesville Lawn Care in 2013 and Charlottesville Gutter Pros in the fall of 2020, in Charlottesville, VA. He likes to say, “I do gutters and grass! When it rains the grass grows and the gutters leak!” He got into owning his own business because he saw it as a huge opportunity to generate great income while living a life that suited him. He believes that small companies can make a serious impact on their communities and on every individual they touch, and he wanted to build a company that could make a big difference. His sweet spot talent is sales and marketing with a strong passion for building a place his team wants to work. Adam values his employees and loves leading people. While operations and efficiency is not something that comes naturally to him, he is constantly working to improve himself and his business in these areas. 


Tom Reber

The Contractor Fight

YouTube: @TomReber
Instagram: @realtomreber

Tom Reber is the Founder of The Contractor Fight. His training has helped hundreds of thousands of home improvement contractors demolish mediocrity in themselves, at home, and in their businesses.  The Contractor Fight is the ultimate contractor business school. The Contractor Fight Community has given contractors a place to turn for education, encouragement, and camaraderie as they work toward their next levels of success. Tom has had a diverse career as a Campus Minister, HGTV Host, Contractor, and United States Marine. Through his podcast and YouTube channel, he equips and inspires home improvement contractors to step up their game.

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