The Contractor Fight with Tom Reber

Contractors, stop blowing your sales calls.

In this episode, Tom breaks down his 6 go-to sales phrases that instantly shift the power dynamic and help you close more deals. These aren’t manipulative tricks. They’re battle-tested mindset resets that keep you from sounding desperate when a prospect pushes back.

Plus, he shares bonus “kill shot” lines to disarm objections and gain the upper hand.

Whether you’re new to sales or a seasoned vet, these phrases will change how you sell forever.

It’s time to take control of the sales conversation and stop giving your power away.

⏱ Timestamps:

[0:00] – Intro: Stop blowing your sales calls

[0:50] – Phrase #1: “Sounds like this might not be a fit” — flip the frame, stop being needy

[1:45] – Phrase #2: “What do you think we should do next?” — shift the pressure to the prospect

[3:35] – Phrase #3: “Here’s what saying yes gets you” — future pace the value

[4:42] – Phrase #4: “If this were my home, here’s what I’d do” — position yourself as a trusted consultant

[7:05] – Phrase #5: “What’s most important to you about this project?” — uncover true motives

[8:52] – Phrase #6: “Do you want the cheap version or do you want it done right?” — call out budget head trash

[9:48] – Wrap-up & Tom’s sales book Sell Unafraid

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📕 Get Tom’s new book: Sell Unafraid – Unleash Sales Success Through Personal Discipline

🛒 Available now on Amazon →https://sellunafraid.com/

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💰 You didn’t become a contractor to struggle financially.

Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together!

https://thecontractorfight.com/50/

🎥 Explore over 1,400 free videos on Contractor Fight TV:

https://www.youtube.com/c/TomReber

💬 Join over 18,000 contractors in the free Facebook group:

https://thecontractorfight.com/facebook

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review.

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Consistency isn’t just a nice-to-have in business—it’s the cornerstone of trust and reputation. In this episode, Derek Johnson and Tim Cutroni dig into why holding your service standards high and delivering the same level of quality every single time is essential for long-term success. Using everything from French fry experiences to oil change mishaps, they show how even small deviations can make customers question your reliability.

In this episode Derek and Tim discuss:

• How consistent customer experiences create loyalty and trust in your brand
• Why small changes in service can cause customers to wonder if your business has shifted ownership or lost its edge
• Real-world examples of how attention to detail (or lack thereof) can impact client perceptions
• The importance of setting clear, non-negotiable standards for your team to follow every time
• How generational shifts in communication styles affect customer interactions—and what you can do to adapt
• Why long-term business growth depends on sticking to proven processes, even when they take extra effort
• How company image, from clean vehicles to timely follow-ups, reinforces your standards

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🛡️ Join us in BATTLEGROUND

Everything your contracting business needs in one comprehensive program. Three main focus areas: Leadership, Communication, and Numbers. For more info visit:

https://thecontractorfight.com/battleground

💰 You didn’t become a contractor to struggle financially.

Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together!

https://thecontractorfight.com/50/

🎥 Explore over 1,400 free videos on Contractor Fight TV:

https://www.youtube.com/c/TomReber

💬 Join over 18,000 contractors in the free Facebook group:

https://thecontractorfight.com/facebook

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review.

Apple Podcasts

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Most contractors are crushing it for 90% of the job, then they blow everything in the final 10%. You nail the work, cash the check, and think you're done. WRONG. You just fumbled at the goal line and killed your shot at referrals, reviews, and repeat clients. Tom breaks down the brutal truth: how you finish determines whether you're hunting for your next job or turning clients away because you're booked solid.

⏱️ Timestamps

[00:00] – Why finishing strong matters more than ever

[00:28] – Chaos creates complacency (and costs you money)

[00:47] – How the final 10% of the job shapes your reputation

[01:00] – The death of trust: silence during the job

[01:30] – What to say in daily client updates

[02:10] – Pre-close walkthroughs and scheduling final reviews

[02:41] – The 24–48 hour punch list rule

[03:04] – The 3x walkthrough system: crew, PM, client

[03:26] – The power of thank you cards and review asks

[03:56] – Review script: asking without being awkward

[04:28] – Strong finishes = strong reviews and easier sales

[05:05] – Why your work alone isn’t enough—it’s about how they feel

[05:46] – Want help? Check out the 5 Steps to 5 Stars program

[06:03] – Final reminder: don’t coast—systemize your closeout

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⭐️⭐️⭐️⭐️⭐️ Tired of being the "cheap option" in your market?

Learn the customer experience secrets that let you charge premium prices while competitors scramble for scraps. This is the same system that took one contractor from massive debt to $5.5M—and it works in any market: https://thecontractorfight.com/5-stars/

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💰 You didn’t become a contractor to struggle financially.

Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together!

https://thecontractorfight.com/50/

🎥 Explore over 1,400 free videos on Contractor Fight TV:

https://www.youtube.com/c/TomReber

💬 Join over 18,000 contractors in the free Facebook group:

https://thecontractorfight.com/facebook

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review.

Apple Podcasts

Spotify

In this episode of the Contractor Fight Sales Podcast, hosts Tim and Derek dive deep into the shifting landscape of how customers buy and what contractors must do to adapt. Drawing from real-world conversations within the Battleground group, they explore how to respond when potential clients hesitate on big projects and how crucial it is to anticipate market changes before it's too late.

Tim and Derek emphasize the importance of being proactive, investing in your sales skills, and surrounding yourself with people who push you forward. They challenge contractors to take responsibility, stop blaming external factors, and take decisive steps to build a resilient, profitable business.

In this episode, Tim and Derek discuss:

• How buyer behavior is changing and what contractors need to do to stay ahead
• The power of empathy in sales conversations and helping clients work through hesitation
• Why waiting for jobs to fall into your lap no longer works—and what to do instead
• The importance of building a maintenance department for long-term business sustainability
• How joining a community like Battleground accelerates your growth through shared experiences and accountability
• The truth about selling out of desperation and how to avoid it
• Why investing in coaching is one of the smartest moves you can make for your business
• The reality check: the problem is not the economy or the competition—it’s you

Links from the episode:

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🛡️ Join us in BATTLEGROUND

Everything your contracting business needs in one comprehensive program. Three main focus areas: Leadership, Communication, and Numbers. For more info visit:

https://thecontractorfight.com/battleground

💰 You didn’t become a contractor to struggle financially.

Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together!

https://thecontractorfight.com/50/

🎥 Explore over 1,400 free videos on Contractor Fight TV:

https://www.youtube.com/c/TomReber

💬 Join over 18,000 contractors in the free Facebook group:

https://thecontractorfight.com/facebook

== Rate the Podcast ==

Help your fellow contractors find the podcast! Please leave a rating/review.

Apple Podcasts

Spotify

Contractors submitted their marketing for a no-holds-barred roast, and Tom brought in WAR ROOM Coach Micah Miller to join the fun. Together, they deliver straight-shooting critiques of websites, logos, calls to action, and more. If your marketing sucks, this episode will show you why and how to fix it. Learn what truly converts, the power of storytelling, and how to make your digital presence work harder for your business.

In this episode Tom and Micah discuss:

• [00:25] Introduction of Micah Miller and his social media-driven marketing success
• [01:53] Micah's minimal ad spend strategy and massive content ROI
• [03:00] The $3-a-day Facebook ad that skyrocketed video views
• [03:30] Micah’s $6M sales projection with under 2% marketing spend
• [04:08] Beginning of the marketing roast: First Edition Remodeling website
• [04:49] Issues with wordy websites and poor call-to-action strategies
• [06:17] Importance of a responsive website and Google rankings
• [07:19] Website goals: Build trust and engagement to convert leads
• [09:10] Using dynamic headlines and emotionally engaging copy
• [10:41] The power of project recaps: Before, during, after photos and videos
• [12:11] Micah’s use of storytelling and transparency to weed out poor-fit leads
• [14:20] How project recaps prequalify leads and improve sales efficiency
• [15:29] Critique of blog strategy: One post isn’t enough
• [16:12] How to write helpful, FAQ-driven blog content vs salesy pitches
• [18:26] Feedback on the About page: Be human, tell your story
• [20:54] Use personal and origin stories to build connection and relatability
• [22:15] Making the quote calculator more interactive with video walkthroughs
• [23:07] The debate: Should you gate content behind contact info?
• [24:10] Website roast #2: Deck by Design and logo readability issues
• [25:52] Calls to action should be specific and action-oriented
• [26:19] The value of project recaps over basic galleries
• [27:25] Critiquing blog titles and content relevance to homeowners
• [29:24] Combine 3D modeling with process explanations for better clarity
• [30:37] Explain project decisions in terms of design, budget, and permits
• [31:04] Website roast #3: True Quality Homes and mobile responsiveness issues
• [32:36] Too much text, not enough visuals under services
• [33:24] Flip the copy to focus on the client’s experience, not the contractor
• [35:40] Lack of personal touch and identity on the About page
• [36:13] Missing team photos and social links reduce connection and credibility
• [37:12] Missed opportunities with social media content and before/after transformations
• [38:07] Preview of part two: Truck wraps, yard signs, and ego vs value-driven marketing

Links from the episode:

Micah’s example project recaps: https://www.easton-outdoors.com/ourwork/

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🧰 CONTRACTOR BUSINESS SCHOOL

If you’re serious about building a profitable, structured contracting business without the chaos, this is your shot. Get the tools, insights, and mentorship you need to level up—on YOUR time, at YOUR pace.

https://contractorbusinessschool.com/

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== Rate the Podcast ==

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