The Contractor Fight with Tom Reber

In this episode of the Contractor Fight Sales Podcast, Tim and Derek dive into the nuances of shifting sales behaviors, buyer habits, and the importance of qualifying leads in today’s market. They share personal stories and tactical approaches to avoid wasting time on unqualified prospects, and emphasize the importance of staying proactive through seasonal slowdowns. This episode is a candid look at the sales hustle, complete with humor, tough lessons, and actionable insights for contractors looking to close more deals without falling into the "Hope Island" trap.

In this episode Tim and Derek discuss:

• The shift from order-taking to hunting mode in sales post-COVID
• Why pre-qualification is essential before writing proposal
• The danger of counting “maybes” as sales and how it leads to Hope Island
• How to avoid wasting time with uncommitted prospects
• Tactical follow-up methods to stay top of mind with potential clients
• Using empathy to understand a buyer’s timeline and financial behavior
• The value of staying visible and nurturing leads through seasonal lulls
• Insights into how saving habits affect buying readiness
• Leveraging social media and video content to educate and attract the right clients
• Dealing with online haters and staying committed to your sales process

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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.

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Tired of burning money on ads with little return? In this episode, Tom shares the most powerful, cost-effective marketing strategy he's used to generate millions in revenue — without cold leads or ad spend. Discover the Influencer Profit Strategy, a relationship-based approach to building a referral network that consistently delivers high-quality leads and drives serious growth.

In this episode, Tom discusses:

• [00:24] Why most contractors waste money chasing cold leads through ads and clicks
• [01:10] The strategy that has generated millions: building trust-based referrals
• [02:17] How better relationships, not more leads, are the key to scaling
• [02:36] Step 1: Identify 10 categories of professionals who serve your ideal client
• [03:15] Examples of referral partners by trade: designers, realtors, inspectors, and more
• [03:40] Step 2: Go deep with three quality contacts per category
• [04:22] Why reciprocal relationships drive success and referrals
• [05:06] The math: 30 partners × 1 referral per quarter = 120 leads/year
• [05:50] Why this strategy outperforms ad spend with an 80% close rate
• [06:03] The importance of being highly referable — make your partners look like heroes
• [07:16] How to implement the strategy: start listing categories and reaching out today
• [08:21] Stay visible and valuable even when there's no active project
• [08:42] Track referral sources with a CRM or spreadsheet
• [09:58] Real-world example: one interior designer partner generated $75K+ in revenue
• [10:16] Final advice: play the long game, earn referrals, and stop chasing strangers

=================================

🛡️ 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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TCF1034: Are You a Lighthouse?

In this episode, Tim and Derek dive into what it truly means to be a leader that people want to follow. Using the metaphor of being a lighthouse instead of a tugboat, they explore how consistent, dependable leadership can transform your team, your culture, and ultimately, your success in business.

In this episode Tim and Derek discuss:

• The importance of being a positive influence and reliable presence in your business
• A powerful story of transformation from a toxic teammate to a World Series-winning player through intentional change
• The lighthouse vs. tugboat analogy and how it applies to leadership in your contracting business
• Why creating a culture of safety and trust is essential for your team's growth and retention
• How showing up with encouragement and positive reinforcement drives better performance
• Practical tips like the “Rule of 5” to build rapport and boost team morale
• Why great leadership is foundational to sales and customer trust
• The role of consistent values, SOPs, and behavior modeling in building a resilient company culture

Resources: 

=================================

🛡️ 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

In this episode, Tom shares the simple yet powerful daily habits that have helped him win more in life and business. Forget the trendy 3 a.m. routines, Tom keeps it real with a straightforward framework that every contractor can apply immediately. From physical movement to staying focused on your goals, Tom introduces the “F.W. Day” formula that aligns your personal discipline with business success.

In this episode, Tom discusses:

• [00:00] Why success doesn’t require complicated routines or trendy hacks
• [00:27] The power of good sleep and doing brain-intensive tasks early
• [01:03] How physical movement improves clarity and results
• [01:18] The importance of reviewing your goals daily to maintain focus
• [01:43] Introducing the “F.W. Day”—a daily structure for winning
• [02:04] How 75 Hard and the Live Hard program build discipline
• [02:15] F.W. Day Step 1: Personal Activities – Review goals and work out
• [02:41] Why clean eating and energy management are key to success
• [02:53] F.W. Day Step 2: Pipeline Activities – Generate leads with daily outreach
• [03:19] The ROI of 3 UITs (Unexpected Intentional Touches) per day
• [03:33] More pipeline examples: prospecting, calling remodelers, creating content
• [04:03] F.W. Day Step 3: Profit Activities – Protect your bottom line daily
• [04:17] Examples: job costing, pre-job meetings, team training
• [05:03] How sales role play in Battleground helps safeguard profit
• [05:16] Learning and implementing from training content
• [05:29] Recap of the F.W. Day and how it leads to consistent success
• [05:44] Invitation to Contractor Business School for contractors under $500k/year

Resources: 

=================================

🛡️ 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

== Rate the Podcast ==

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

Apple Podcasts

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Derek and Tim dive into the importance of valuing yourself and your time as a contractor. They explore why prequalifying leads using the Shin-Fu process is essential to avoiding wasted efforts and ensuring clients recognize your worth. They emphasize the transformative impact this practice can have on your business and life.

In this episode Derek and Tim discuss:

• The fundamental reasons behind using the Shin-Fu pre-qualification process.
• How contractors often undervalue themselves by providing free, in-person consultations.
• How shifting to a phone-based consultation approach can significantly increase productivity and profitability.
• The importance of contractors recognizing their value and being assertive in communicating it.
• Practical examples of how Derek has effectively helped clients through quick, value-driven phone calls.
• Strategies for respectfully retraining customers to respect contractors' professional processes.
• Personal experiences illustrating the massive time savings and improved lifestyle gained through prequalification.
• The psychological shift in both contractors and customers when clear expectations and structured processes are implemented.
• The benefits of developing long-term relationships with clients based on mutual respect and professionalism.
• The overarching theme of safety and security gained from valuing your skills, experience, and time.

Resources:

=================================

🛡️ 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