Podcast 22: How To Sell Your Roofing Services with Tom Reber

Let’s face it. Contractors suck at sales! But it doesn’t have to be that way. You can learn from today’s interview with Tom Reber of The Contractor Sales Academy. Tom outlines the steps he teaches in The Academy to sell more of your services.

What you’ll hear in this episode:

How Tom focuses on building a winning team
“It all starts with the sale.”
Tom’s Marine Corps background and its impact on him today
Three essentials for building a winning team: accountability, recognition, and fun
Tom’s construction background: learning from mistakes

Why Tom rebranded his MotorHard business
“All progress starts with truth.”
Clarity and consistency: Why they are necessary in business
“What I was missing was my target.”
Owning your crap
Tom’s group coaching and annual live events at CSA
The importance of mindset
How to get rid of your “head trash”
Success stories: selling more and becoming a better person
How practice and role play bring success
Tom’s ebook: getting to the heart of what’s important
How to NOT be defensive: it comes down to practice, training, and coaching
Why it’s good to be “uncomfortable”
27 questions to ask the homeowner
Why people buy—either pain or pleasure
One of Tom’s favorite questions to ask: When the job is done, how will you know you hired the right person?
From unconsciousness incompetence to unconsciousness competence
Takeaways for contractors:
1. Remind yourself of the value you bring
2. Make no assumptions
3. Get clarity about what you want and don’t want