Price. Sell. Paint.

Your Competition Matters Less Than You Think

Wed, 02 Sep 2026 08:00:00 -0600

Your competitors are cheaper. So what?

It’s easy to lose a painting job and immediately blame the competition: They were cheaper. They underbid us. The customer only cared about price.

But focusing too much on what other painting contractors are doing could be holding your business back.

In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down how painting contractors should actually think about competition, from pricing and positioning to sales, customer experience, and profitability.

They discuss why you shouldn’t base your painting estimates on what competitors charge, how to price based on the business you’re trying to build, and why creating a better customer experience can be far more powerful than trying to be the cheapest painter in your market.

You’ll learn how to differentiate your painting company, communicate your value during the sales process, and compete in a way that makes your business stronger, more profitable, and easier to grow.

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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$4M in Painting Sales Without Relying on Company Leads // Dave Bryant

Thu, 13 Aug 2026 12:00:00 -0600

What does it take to generate your own opportunities instead of waiting for leads to come in?

In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Dave Bryant, a top-performing painting sales rep who sold around $4 million last year and now generates 100% of his own estimates.

Dave shares how he’s built a strong pipeline through relationships, networking, referrals, and consistent business development. He also breaks down his transition from residential to commercial painting, what he’s learned along the way, and why the right relationships can lead to better opportunities.

If you want to rely less on incoming leads and build a pipeline of your own, this episode is packed with practical takeaways.

Interested in learning directly from Dave? He also offers coaching for painting contractors and sales reps. Reach out to him at Daveb@theurbanpainter.com to learn more.

What's Happening in the Painting Industry? // Nick Slavik

Thu, 30 Jul 2026 10:00:00 -0600

What happens when one of the painting industry's most respected contractors joins the podcast?

In this episode, Jon and Michael sit down with Nick Slavik to discuss the trends they're seeing across the industry, including slower spring sales, shifting consumer behavior, pricing pressure, follow-up strategies, and why some painting companies are still thriving despite market uncertainty.

They also share practical advice on improving close rates, handling callbacks, motivating your sales team, and building a business that can adapt to changing conditions.

How to Close More Painting Jobs: The Final Step of the Estimate Process

Thu, 16 Jul 2026 08:00:00 -0600

You’ve built the quote, walked the customer through the project, and now it’s time for the conversation that matters most: presenting the price and asking for the sale.

In this episode of the Price. Sell. Paint. Podcast, Jon and Michael break down the final stage of their estimating process — how to present value, talk about price confidently, handle objections, and create a clear next step with the customer.

A great estimate doesn’t end with sending a quote. It ends with a conversation.

The Client Experience That Wins More Painting Jobs // Jaclyn Rogers

Thu, 25 Jun 2026 15:00:00 -0600

What makes homeowners choose one contractor over another?

In this episode of Price. Sell. Paint., Jon and Michael sit down with Jaclyn Rogers from AI Painting Plus to talk about the client experience that turns estimates into booked jobs.

From building trust and creating smoother sales conversations to simplifying estimates and making customers feel confident in their decision, this episode breaks down the small things that create big results.

Hiring Sales Reps, Higher Margins & Scaling a Painting Business // Justin Georgopoulos

Thu, 11 Jun 2026 09:00:00 -0600

What if the problem isn’t your close rate… it’s your process?

In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Justin Georgopoulos, Founder of High Five Painting and Trade Launch, to break down how his team built a high-performing sales system, from hiring and training estimators to creating accountability, improving close rates, and pricing confidently.

They get into:
• Why every estimator starts with self-generated leads
• How to hire and train sales reps
• The door-to-door system powering growth
• Pricing at higher gross profit margins
• Structuring commissions and incentives
• Why most contractors undercharge
• How to think about growth, hiring, and scaling differently

If you're looking to build a more profitable painting business, this episode is packed with tactical takeaways.

What to Do During an In-Home Painting Estimate

Wed, 27 May 2026 15:00:00 -0600

In this episode of Price. Sell. Paint., Jon and Michael break down exactly what happens during an in-home painting estimate, from the initial walkthrough to gathering scope, building trust, handling pricing conversations, and creating a consultative sales experience that actually wins jobs.

They cover:

How to ask better questions
What homeowners actually want during estimates
Why consultative selling works
How to avoid overwhelming customers
The right way to discuss pricing
Building estimates faster with systems and templates

If you want to close more profitable painting jobs without sounding salesy, this episode is for you.

How to Sell High-End Painting Projects Without Competing on Price // Juan Vasquez

Wed, 13 May 2026 13:00:00 -0600

In this episode of the Price. Sell. Paint. podcast, Juan Vasquez, owner of Illusions Inc. in Monterey, California, to talks about building a premium painting business, working on luxury homes, and creating long-term customer relationships that drive repeat revenue.

Juan shares how he transitioned from being “a painter with a job” to building a true business focused on high-end finishes, repeat clients, and relationship-driven sales. From selling Venetian plaster projects to using CRM systems and maintenance programs to stay busy year-round, this episode is packed with practical insights for painting contractors looking to level up.

If you’re a painting contractor looking to grow smarter, charge more, and build a business that lasts, this episode is for you.

The Real Reason You’re Not Winning Painting Jobs

Wed, 29 Apr 2026 15:00:00 -0600

Most painting contractors lose jobs before the estimate even begins. In this episode of Price. Sell. Paint., Jon and Michael break down how to start estimate appointments the right way, from the first call to showing up at the door.

If you’re struggling to close painting estimates, this episode will show you how to build trust early, set the right expectations, and win more of the jobs you’re already bidding.

The Sales System That Separates $1M vs $10M Contractors // Dave Scaturro

Thu, 16 Apr 2026 14:00:00 -0600

Most painting contractors think sales is about pricing or skill but the real difference comes down to systems, follow-up, and relationships.

In this episode, Dave Scaturro from Alpine Painting breaks down how they scaled into a multi-division business, what separates top sales reps from average ones, and the exact habits that drive consistent growth.

If you’re trying to close more jobs, build a stronger sales team, or move into commercial work, this episode is packed with real-world takeaways.

What to Do When a Customer Says No (Sales Tips for Painting Contractors)

Thu, 02 Apr 2026 12:00:00 -0600

In this episode of Price. Sell. Paint., Jon and Michael break down how painting contractors and sales reps should handle rejection, price objections, and ghosting during the estimating process.

They walk through real scenarios from the field, including what to say when a homeowner rejects your painting estimate in person, over text, by email, or stops responding altogether.

You’ll learn how to:

Handle painting estimate rejection without losing the job
Respond to price objections from homeowners
Improve your follow-up process and get more sales closure
Understand the real reasons customers choose another painting contractor
Turn “no” into better conversations and future opportunities

If you’re a painting contractor, estimator, or sales rep looking to close more jobs and improve your sales process, this episode will help you approach rejection with confidence and win more work over time.

How to Build a High-Performing Sales Team in a Painting Business // Gavin Hepp

Wed, 18 Mar 2026 09:00:00 -0600

In this episode of the Price. Sell. Paint. podcast, Michael Murray and Jon Bryant sit down with Gavin Hepp of Webfoot Home Improvements and Nolan Consulting Group to talk about what it really takes to build a strong sales team in the painting industry.

They break down how Gavin helped grow Webfoot into a multi-million dollar business, how to know if you’ve hired the right sales rep, what KPIs actually matter, and why ride-alongs, role play, and after action reviews are critical if you want reps to improve.

If you want to stop winging it and start building a real sales system that scales, this episode is packed with practical advice.

How High-End Painting Contractors Sell Value (Not Paint) // Zach Kenney

Wed, 04 Mar 2026 08:00:00 -0700

High-end clients do not pay for paint. They pay for predictability, trust, and outcomes. Zach Kenney breaks down the shift from scarcity pricing to premium positioning, how to present options, and how to run an estimate conversation that actually closes.

Stop Pricing Yourself Out of Business // Chris Moore

Thu, 12 Feb 2026 09:00:00 -0700

Chris Moore (Elite Business Advisors) joins Jon and Michael to break down why most painting businesses don’t fail because of production, they fail because of out-of-business pricing. They talk simple ways to sanity-check your hourly rate, how to raise prices without panicking (or killing your close rate), and why pricing + marketing are inseparable if you want consistent work and real margins.

They also dive into sales process fundamentals, setting expectations before the estimate, presenting on the spot (without being “salesy”), and how DISC personality styles can help you sell more by meeting customers where they are.

What Should Sales Reps Do Outside of Selling?

Wed, 28 Jan 2026 09:00:00 -0700

What should a painting sales rep be doing outside of selling the job? Jon and Michael break down where sales responsibilities should start and stop: Google reviews, managing projects, handling complaints, collecting deposits, invoicing, and follow-ups. They also dig into why some industries use a one-call close model, and why painting companies need clearer handoffs to scale without burning out their sales team.

Ready to Win the Job? What to Bring to Every Paint Estimate

Thu, 08 Jan 2026 09:00:00 -0700

Most painting contractors lose (or win) the job long before the customer ever sees the price. In this episode of Price. Sell. Paint., Jon and Michael break down exactly what you should bring with you to every on-site estimate if you want to stand out and close more work.

They talk through the full sales kit: how you show up (vehicles, uniforms, first impression), why doing quotes on an iPad with software like PaintScout is still a huge differentiator, and the simple tools that instantly boost your credibility, like laser measures and measuring wheels instead of pacing things off or wrestling a tape measure.

If you’ve ever wondered, “Am I bringing enough or way too much to estimates?” this episode gives you a practical checklist and mindset to tighten up your on-site sales game.

The 2026 Kickoff Playbook (Every Painting Contractor Needs This)

Thu, 11 Dec 2025 10:00:00 -0700

Every contractor hits the December wall. But instead of scrambling for last-minute leads, Jon and Michael walk through a smarter strategy: reset, reconnect, and prepare.

This episode covers: what sales reps should (and shouldn’t) do right now, how to build deeper relationships that fuel next year’s pipeline, and how to plan your goals so January starts fast instead of frantic.

If you're serious about growth in 2026, this is the episode to hear.

Why Square-Foot Pricing Fails (and What to Use Instead)

Thu, 27 Nov 2025 14:00:00 -0700

Pricing painting projects shouldn’t feel like guesswork. In this episode of Price. Sell. Paint. Michael Murray and Jon Bryant break down one of the biggest challenges in the industry: pricing jobs accurately and explaining those numbers clearly to crews and subcontractors.

Fresh off the Nolan Grand Summit, they dig into why production rates outperform square-foot guessing, how to communicate time and expectations in a way everyone understands, how to manage the natural tension between sales and production, and how using real data leads to fair pricing, stronger relationships, and more profitable projects.

Email, Text, or Call? How Painting Sales Reps Should Talk to Customers

Wed, 19 Nov 2025 09:00:00 -0700

In this episode of the Price. Sell. Paint., podcast, Michael Murray and Jon Bryant break down one of the most underrated parts of sales in a painting business: how you communicate.

If you’ve ever had a lead ghost you, a customer misunderstand a message, or a team member hide behind email instead of picking up the phone, this episode is for you.

Perfect for painting contractors, sales reps, and owners who want to sell more work without creating unnecessary friction with customers.

Painting Businesses + AI: What Actually Moves the Needle

Wed, 29 Oct 2025 10:00:00 -0600

AI is everywhere, but what’s actually useful for a painting business? Jon and Michael break down the tools that move the needle today: smarter route planning to cut windshield time, instant before-and-after renders that help close on the spot, CompanyCam AI walkthroughs for cleaner handoffs, and custom GPTs that coach reps and streamline hiring. They dig into using AI to standardize pricing and follow-ups, lower overhead so you can pay crews more, and why proposal quality still wins, especially in commercial. Plus, a reality check on the hype and simple actions owners and sales reps can take this week to sell faster and deliver smoother.

Beige Is Back: Sherwin-Williams’ Color Expert on Paint Colors, Trends & Winning Jobs // Sue Wadden

Wed, 15 Oct 2025 10:00:00 -0600

Sherwin-Williams’ Sue Wadden (Director of Color Marketing, 25+ years) joins Jon to break down the real driver of most paint jobs—COLOR—and how pros can use it to win more work. They cover the latest trends, how to guide hesitant homeowners, and the exact tools you can hand clients before you even step on site.

What you’ll learn
- How to confidently lead the color conversation (and stop avoiding it)
- Trends that matter in 2025: warm neutrals, earth tones, greens, khaki + more
- “Phone-a-friend” resources from Sherwin-Williams you can actually use
- The homeowner decision process: chips, peel-&-sticks, wet samples
- Using apps & matches (Color Expert app, ColorSnap/SureMatch) to reduce callbacks
- Selling value with color guidance (and why it wins more jobs)

What the Heck Is a CRM?

Thu, 02 Oct 2025 12:00:00 -0600

CRMs get thrown around as the “Swiss Army knife” of software but what does a CRM actually mean for painting contractors?

In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down:

What a CRM is (and isn’t)
How painting contractors can use a CRM to track leads, follow-ups, and sales
Why generic CRMs fail the painting industry
The story behind the launch of PaintScout CRM, built exclusively for painting contractors

Hiring & Coaching Painting Sales Reps // Colin Nolan

Thu, 18 Sep 2025 09:00:00 -0600

Jon and Michael sit down with Colin Nolan of Nolan Consulting Group to unpack how painting companies can hire, coach, and keep sales reps who actually close. We cover what to look for in candidates (trophies, mindset, DISC profiles), how to find real customer pain without being pushy, the KPIs that reveal performance (win rate, pricing discipline, pipeline hygiene), and why “always be looking” beats rushed hiring. You’ll hear practical word tracks, coaching frameworks, and a simple self-assessment wheel you can use to level up your sales team fast. Whether you’re at $500K or $5M+, this episode gives you a process to build a consistent, high-closing sales function—not just hope the next rep works out.

How Painting Sales Reps Can Sell When the Exterior Season Is Fully Booked

Thu, 04 Sep 2025 09:00:00 -0600

In this episode of Price. Sell. Paint., Michael Murray and Jon Bryant dive into one of the toughest challenges for painting sales reps: what to do when your exterior season is already packed. Learn how to shift your mindset, position scheduling as a strength, and use tactics like pre-booking, strategic pricing, and customer incentives to keep closing deals. Whether you’re up against weather deadlines or trying to sell for next spring, this episode shows you how to turn a “we’re full” calendar into more wins.

Scaling a Painting Business to $10M // Matt Kuyper

Thu, 21 Aug 2025 13:00:00 -0600

In this episode of Price Sell Paint, Matt Kuyper, co-owner and founder of Harpeth Painting, reveals how he scaled the company to more than $10 million in annual revenue in just six years. Matt shares his approach to balancing residential and commercial projects, building strong contractor relationships, and navigating long sales cycles. He also opens up about finding reliable subcontractors and the realities of running a business with his wife.

Whether you want to break into commercial painting or take your company to the next level, this conversation is packed with proven strategies and real-world insights that every painting business owner can use.

The Smarter Way to Sell Painting Jobs

Thu, 07 Aug 2025 08:00:00 -0600

In this episode of Price. Sell. Paint., Jon Bryant from PaintScout breaks down how contractors are transforming their sales process, from quoting faster and smarter to knowing exactly when to follow up. Whether you're running solo or managing a full sales team, learn how to stop leaving money on the table and start using data to close more deals with confidence. If you’ve ever second-guessed when to follow up or wished your quotes looked more professional, you’ll want to hit play.

Managing Unhappy Customers in Your Painting Business

Wed, 23 Jul 2025 09:00:00 -0600

In this episode of Price. Sell. Paint., Jon and Michael break down real-world strategies for dealing with unhappy customers in the painting business. From staying calm under pressure to knowing when a refund can save the relationship, they share stories, mindset tips, and tactical advice for turning tense situations into professional wins. Whether you're a sales rep or a business owner, you'll walk away with tools to handle complaints without losing your edge.

Why Successful Painting Contractors Start Selling Winter Early

Wed, 09 Jul 2025 09:00:00 -0600

In this episode of Price. Sell. Paint., Jon and Michael tackle a challenge every painting contractor in colder climates faces, how to stay busy in the dead of winter. They break down the strategy of selling interior and cabinet jobs during the summer with a smart discounting system that fills January and February’s calendar before Thanksgiving.

Whether you're a sales rep or a business owner, this episode is packed with no-fluff strategies for turning a chaotic summer into a stable winter.

Mastering the Shift from Residential to Commercial // Chris Elliott

Thu, 26 Jun 2025 08:00:00 -0600

In this episode of the Price Sell Paint podcast, Jon and Michael are joined by industry leader and PCA board member Chris Elliott. From Army Ranger to painting company CEO, Chris shares how he built a successful residential repaint division before scaling into commercial work and why running both requires different teams, different strategies, and a whole lot of intentionality. They dig into sales structures, marketing tactics, pipeline math, and how he's creating long-term success on both sides of the business. If you're looking to grow beyond residential, this one’s a must-listen.

Automate the Boring Stuff: How Painting Contractors Can Sell Smarter // Chris Kiefer

Wed, 11 Jun 2025 13:00:00 -0600

Sales not following up? Clients slipping through the cracks? This episode is for you.

Jon chats with Chris Kiefer, founder of Boolean and automation nerd, about how painting contractors can use smart tools (and common sense) to take work off their plate. No fluff, just real tactics that save time and actually help you close more deals.

You’ll hear:

Why your CRM should feel like a second brain
The simple automations that reduce mistakes and boost conversions
How to follow up like a pro without sounding like a robot
What makes or breaks a great first impression (hint: timing)

Plus: Chris breaks down the Siri shortcut that texts your client when you’re running late (seriously)

Why Customers Lie, Cheat, Steal & Hide

Thu, 29 May 2025 13:00:00 -0600

Sales isn’t always sunshine and signed contracts. In this episode, Jon and Michael unpack the real reasons why customers ghost, lowball, and lead you on — and how painting contractors can shift the sales dynamic using proven strategies. If you've ever left an estimate thinking "this one's a sure thing," only to get radio silence, this one's for you. Learn how to build trust, set better expectations, and stop wasting time chasing dead-end leads.

Selling with Colour: How Color Consults Close More Jobs // Amanda Bryant

Wed, 14 May 2025 14:00:00 -0600

In this episode, Jon and Michael sit down with Amanda Bryant, color consultant, interior design pro, and Jon’s sister—to talk about the powerful role color plays in the painting sales process. From how Amanda supports The Urban Painter’s sales team with design consults, to how color choices impact mood, trust, and upselling opportunities, this episode is packed with insights.

You'll learn:

- How to make color part of your sales strategy
- Why The Urban Color Box makes clients feel like VIPs
- What colors evoke certain emotions (and why that matters)
- How to avoid the “I hate this color” disaster
- Tips for sales reps to confidently talk about color—even if they’re not designers

It’s part color theory, part sales psychology, and all-around entertaining.

What Makes a Painting Company Financially Successful // Daniel Honan

Thu, 01 May 2025 13:00:00 -0600

In this episode of Price. Sell. Paint., Jon Bryant sits down with Daniel Honan, founder of Bookkeeping for Painters, to uncover the key financial habits that separate thriving painting companies from the rest. From pricing strategies and gross profit benchmarks to understanding your financial ratios and cash flow management, Daniel shares practical, data-backed advice from years of working exclusively with painters.

Whether you're struggling with pricing, unsure if you can afford to hire, or just want to increase your profitability, this episode is packed with real-world insights to help you make smarter financial decisions and build a more sustainable painting business.

Quick Recap of Key Financial Benchmarks:
- 50% Gross Profit
- 15% Customer Acquisition Cost (Marketing + Sales)
- 15% Overhead (Admin, insurance, etc.)
- 15% Net Profit
Production Rate Estimating:Estimate how many hours a job takes → Multiply by your charge rate → Add marked-up materials = Your price!

PaintScout X: Sales Unleashed

Thu, 17 Apr 2025 12:00:00 -0600

In this episode, Jon Bryant and Michael Murray sit down to give you an inside look at PaintScout X: Sales Unleashed, happening April 23rd, 2025. They share why this virtual conference was created specifically for painting business owners and sales reps, and what you can expect from this full day of powerful sessions, keynote speakers, and real-world strategies you can apply right away.

From mastering your money mindset to building scalable sales systems, unlocking commercial sales, and learning how top performers sell smarter, this event is designed to help you win more jobs and sharpen your skills for the busy season ahead. Jon and Michael also share why investing one day to sharpen your skills could change your entire year.

Register at x.paintscout.com — FREE spots are filling fast!

Are Virtual Estimates the Future?

Wed, 02 Apr 2025 15:00:00 -0600

In this episode of the Price Sell Paint podcast, Jon Bryant and Michael Murray dive into the controversial topic of virtual estimates. Can they really work for your painting business? Jon and Michael share their experiences, from the early days of experimenting with tools like Groundwork to designing a fully virtual process for cabinet painting. They discuss the surprising results, including challenges with lead conversion and the broader implications for the painting industry. Is a seamless, Amazon-like experience possible in the trades? Tune in to find out.

Building a Winning Sales Team // Kevin Nolan

Wed, 19 Mar 2025 17:00:00 -0600

In this episode, we sit down with industry leader Kevin Nolan to dive into the fundamentals of building a strong sales team in the painting business. Kevin shares insights from his decades of experience, including how to attract top sales talent, create a winning sales culture, and implement processes that drive revenue growth. We also discuss key takeaways from his new book, Organizational Talent, and how painters can scale their businesses by developing a high-performing team. Whether you’re an owner looking to strengthen your sales process or a sales rep wanting to sharpen your skills, this episode is packed with actionable insights.

Should You Include Materials in Your Hourly Rate?

Wed, 12 Feb 2025 04:00:00 -0700

Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability.

The conversation covers how fluctuating paint prices affect job costing, the pros and cons of bundling material costs into labor rates, and how clear guidelines for sales reps can improve pricing consistency. They also explore the importance of managing sundries and how marking up paint costs can contribute to long-term business success.

Understanding the nuances of material pricing can lead to better customer communication and improved business outcomes. If you're a painting contractor, business owner, or sales professional looking to refine your estimating process, this episode provides valuable insights to help you maximize profitability and maintain fair pricing.

Math Equation Referenced: https://shorturl.at/UHsIy

Real-Life Sales Techniques that Actually Work // Eric Barstow

Wed, 29 Jan 2025 04:00:00 -0700

In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performance.

The discussion explores key benchmarks for success and traces the evolution of Eric’s business model over the years. The conversation dives into the intricacies of sales training, emphasizing the importance of consistency and addressing the challenges of preparing effective salespeople.

A highlight of the episode is the concept of price anchoring—how establishing clear pricing expectations can transform sales outcomes. Eric also provides practical strategies for overcoming price objections, reinforcing the necessity of trust and rapport to close deals successfully.

Free Resource mentioned in the episode: https://shorturl.at/LMLWA

How to 10x Your Painting Business in 2025!

Wed, 15 Jan 2025 04:00:00 -0700

This episode dives into the strategies you need to scale your painting business, increase sales, and succeed in the painting industry this year!

Jon Bryant & Michael Murray focus on the reality of achieving 10X growth and why it may not be feasible for every painting business. You’ll learn how to set realistic sales goals that drive measurable results, as well as proven marketing strategies to maximize leads, conversions, and brand awareness. Sales capacity and team dynamics are key topics, with tips on how to build a team that can adapt to seasonal demand and support your growth ambitions.

From lead conversion metrics to aligning your marketing budget with demand cycles, we share tips to help you grow smarter in today’s competitive landscape. Don’t miss expert advice on training your team, optimizing efficiency, and leveraging marketing budgets effectively. Start 2025 with the insights you need to grow your painting business and thrive!

Strategies You'll Want to Steal from a $2M Family Business // Luis Rodriguez

Wed, 01 Jan 2025 05:00:00 -0700

In this episode, Luis Rodriguez, from Lifetime Custom Painting, shares his journey from college student to business partner with his father, detailing the growth of their painting business through effective sales strategies, job management, and digital marketing. The conversation delves into the importance of understanding net profit, implementing job costing, and utilizing a profit-first mindset to ensure financial health. Luis also discusses his successful marketing strategies, particularly through Facebook ads, and also outlines his sales process for engaging customers through client-first education — a tip we encourage you to copy & paste!

Stop Being a Wimp! Handling Objections in Painting Sales

Wed, 18 Dec 2024 04:00:00 -0700

They say "sales doesn't start until you hear an objection." This episode focuses on just that: handling objections in sales, a critical skill for success in the painting industry. Jon Bryant & Michael Murray cover the mindset needed to address objections, strategies for separating personal identity from sales performance, and actionable techniques to navigate pricing concerns, indecision, and competition.
Michael & Jon emphasize proactive communication, sharing insights on engaging decision-makers, improving customer conversations, and addressing common challenges in residential and commercial sales. This episode offers tools to improve sales outcomes, build trust, and grow your painting business.
If you’re a painting contractor, sales rep, or business owner looking to master objection-handling and elevate your sales game in 2025, don’t miss this practical, insight-packed discussion!

Pricing Based on Your Area, Ways to Improve Setup Calls, How to Keep Your Sales Team Motivated & More (Listener Questions)

Wed, 04 Dec 2024 05:00:00 -0700

In this episode, hosts Jon Bryant & Michael Murray engage in a listener Q&A session, addressing common challenges faced by painters and business owners in the painting industry. They discuss hiring your first painter, the importance of setup calls, pricing strategies, and navigating customer requests for extra work. The also chat about whether or not geography effects pricing, creating a fun and engaging sales culture to boost morale, and effective sales management practices to foster a successful painting business.

1. How to Afford to Hire that First Painter
2. Setup Calls & Estimating Process
3. How to Deal with Lower Bids
4. How to Charge for Multiple Paint Colors
5. How Much to Charge Based on Where You're Located
6. Best Sales Management Practices & How to Keep Sales Teams Engaged, Collaborative, and Motivated
7. How *Not* to Do Extra Work Without Charging For It

Talking to the G.O.A.T. // Jim Falk

Wed, 20 Nov 2024 04:00:00 -0700

Today Jim Falk, the VP of Sales at Nolan Painting, shares how he went from hating sales to excelling at it — now training hundreds of salespeople! He shares his experience transitioning from a sales rep to VP of Sales and the challenges and rewards of managing a large sales team. Jim discusses his mindset shift from viewing painting as a commodity to focusing on the value and emotional connection with prospects. He emphasizes the importance of asking the right questions and understanding the customer's pains and concerns. This conversation concludes with a discussion on the hiring process and the qualities Jim looks for in successful salespeople.

Good-Better-Best

Wed, 13 Nov 2024 04:00:00 -0700

In this conversation, Jon Bryant & Michael Murray explore the concept of the 'Good-Better-Best' tiered pricing strategy within the painting industry. Is it something your company should offer or is it just not worth the hassle? They discuss the pros & cons of providing customers with options, the psychological effects of pricing strategies, and the challenges of implementing such systems effectively. The conversation emphasizes the need for trust and quality in service offerings, as well as the significance of consultative selling to meet customer needs. They also touch on the importance of understanding customer expectations and the potential for innovative approaches to enhance customer engagement.

Look out, Painting Industry: He’s Back! // Tom Reber

Wed, 06 Nov 2024 05:00:00 -0700

Today Tom Reber, founder of the Contractor Fight, shares his experience of starting a new painting company… again. Tom discusses the lessons he learned from his previous painting company and how he is applying them this time around. He emphasizes the importance of having the right mindset and putting the sales methods like the ‘Shin Fu’ technique into practice. He also shares how a concept called “bracketing” can help sell jobs more effectively and at higher rates. In this conversation, Tom encourages painting contractors to practice and role-play to become more confident and effective in their sales approach. Tune in now to learn about the significance of playing loose, having fun, and being fanatical about sales!

Raise Your Damn Prices! (Part 2)

Wed, 23 Oct 2024 06:00:00 -0600

In Part 2 of this discussion on pricing strategies in the painting industry, Jon Bryant & Michael Murray focus on the Pros & Cons of Discounting. They explore how to balance capacity with pricing, the psychology behind pricing, and the necessity of maintaining profitability during slow seasons. This episode emphasizes the need for an abundance mindset to thrive in a competitive market.

Remember, if you didn't catch Part 1, be sure give it a listen!

Raise Your Damn Prices! (Part 1)

Wed, 16 Oct 2024 06:00:00 -0600

How much are you charging per hour? The answer is: probably not enough! Many contractors confuse being busy with being successful, leading to underpricing their services.

Today, Jon Bryant & Michael Murray break down various aspects of pricing in the painting industry, including understanding market prices, the role of sales skills, the emotional impact of the environment on customer decisions, and the importance of job costing. They explain, step-by-step, how to calculate your price by including labor costs, paint & materials, and fixed costs & overhead to make a profit. Ultimately, they encourage listeners to recognize the value they provide to customers when pricing painting projects.

Secrets to Selling Paint Jobs that No One is Talking About // Seth Peek

Wed, 02 Oct 2024 06:00:00 -0600

In this episode, Jon Bryant & Michael Murray interview Seth Peek to explore his journey in the painting industry and other endeavours that all point to business growth. Seth emphasizes the importance of quick customer responses, innovative sales strategies, and the need for professionalization in the painting industry. He also shares insights on work-life balance and simplifying production rates for efficiency, ultimately advocating for a customer-centric approach in business. They discuss how the painting industry is ever-evolving, and how companies must adapt to stay competitive and be successful. This conversation is full of hot takes and quippy banter that you don’t want to miss!

The Painting Industry is Broken! // Nick Slavik

Wed, 18 Sep 2024 05:00:00 -0600

Today, Jon Bryant & Michael Murray are thrilled to chat with Nick Slavik, a 32-year master craftsman and Board Chair of the Painting Contractors Association (PCA). They talk about setting proper expectations for sales reps, the importance of volume in estimating, and the current challenges in finding leads. Nick emphasizes the need for consistency and effort in sales and marketing, and focusing on personal connections and reactivating past clients. He also shares on the importance of building local relationships and the effectiveness of personal connections in marketing and recruiting. The discussion ends on the role of in-person events and the value of PCA events in fostering meaningful connections within the industry.

The Power of Prospecting // Mike Green

Wed, 04 Sep 2024 06:00:00 -0600

In this conversation, Mike Green, a top-performing sales rep at Fitzpatrick Painting, shares his expertise in sales and prospecting with podcast hosts, Jon Bryant & Michael Murray. Mike discusses the importance of generating leads and the benefits of a hybrid role that combines office leads with self-generated business. He emphasizes the need for a targeted list, effective messaging, and a well-defined cadence in prospecting activities. The three then discuss the significance of closing out estimates and getting a clear "yes" or "no" from customers. Mike's impressive sales numbers and average job size demonstrate the impact of effective business development strategies in the painting industry.

From Side Hustle to a $2M Painting Business // Ty Brown

Wed, 21 Aug 2024 06:00:00 -0600

Today's guest, Ty Brown, shares his journey in the painting industry, from starting as a side hustle to growing his business to over $2 million in revenue! He emphasizes the importance of running the business by the numbers and maintaining a minimum gross profit of 50% on all jobs. Jon & Michael also talk with Ty about his process for hiring a sales rep and the training involved, as well as the significance of professionalism and processes in the industry. Ty highlights the potential impact of private equity in the painting industry and the importance of controlling overhead and maximizing net profit.

From Residential to Commercial Painting // Brian Struble

Wed, 07 Aug 2024 06:00:00 -0600

On today’s episode, Brian Struble, owner of Shaver Painting & Decorating, shares his experience transitioning from residential to commercial painting over the last few years. Jon & Michael discuss the use of time-based rates with Brian, and they explore the benefits of using technology to streamline the bidding process and improve accuracy. This conversation provides valuable insights into the commercial painting industry and general strategies for running a successful painting business.

Women in the Painting Industry // Maggie Kuyper

Wed, 24 Jul 2024 06:00:00 -0600

This episode brings on Maggie Kuyper, Owner & CEO of Harpeth Painting, to discuss the role of women in the painting industry and the benefits the female perspective brings. Maggie shares her experience as a female salesperson and business owner. She highlights the importance of diversity and new perspectives in a male-dominated industry, and the unique needs and concerns women might face. Maggie & Jon also discuss the impact of culture and company values in attracting and retaining female employees. The conversation emphasizes the need for education and support to empower women in the painting industry and create a more balanced workforce.

From Six Flags to Sales Excellence // Colten Bethel

Wed, 10 Jul 2024 06:00:00 -0600

In this episode, Jon Bryant & Michael Murray chat with Colten Bethel as he shares about his journey to becoming a top painting sales rep. Colten discusses his approach to sales, managing leads, and the importance of following a system. He also shares insights into his sales process, his win-rate and close-rate, and the key factors contributing to his success. The three then discuss when the best time to schedule an estimate is and how to juggle multiple appointments in a week. Finally, this conversation delves into whether or not painting experience is necessary for a painting sales role, and the challenges and benefits associated with having it.

Establishing Rapport & Being Authentic in Sales // Connor Forbeck

Wed, 26 Jun 2024 06:00:00 -0600

Today, Jon Bryant & Michael Murray interview Connor Forbeck from Sound Painting Solutions — a top painting sales rep in the PaintScout database. Connor shares his insights and experiences as a sales representative in the painting industry, and emphasizes the need for a client-first approach and building trust with potential customers. He shares his strategies for handling price objections and maintaining an abundance mindset, and also discusses the factors that influence clients' decision-making process, such as trauma-based pain points, timing, budget, and communication. Prioritizing an authentic approach, Connor highlights the importance of seeking to understand your client's needs and always offering a value proposition that addresses those needs.

Setting the Table & Addressing Pain-Points to Close Onsite // Russel Godoy

Wed, 12 Jun 2024 06:00:00 -0600

In this episode, Jon Bryant & Michael Murray interview Russel Godoy, one of the top painting sales reps in the PaintScout database. Russel shares his journey and success in the painting industry, emphasizing the importance of having a growth track and his goal-setting strategies, including setting monthly and yearly goals and breaking them down into smaller, manageable targets. Russel also shares his approach to achieving a high closure rate, which includes setting Next Step agreements with clients and following up consistently. Russel’s focus on setting the table and understanding the client's pain-points has contributed to how he builds trust and rapport with the client, and his overall success as a sales rep.

Follow-up Strategies for Painting Companies

Wed, 29 May 2024 09:00:00 -0600

This conversation discusses the importance of follow-ups in the sales process and provides strategies for effective follow-up communication in the painting industry. Jon Bryant & Michael Murray cover topics such as how to start the follow-up process, taking ownership of follow-ups, setting specific dates and times, challenges in getting back in touch with customers, best follow-up methods (automated vs. manual), effective communication in follow-ups, and avoiding desperation — i.e., what do when you’ve been ghosted. Finally, this episode emphasizes the importance of maintaining a professional approach, and understanding the customer's perspective and values.

How to Handle the Busy Season & Avoid Burnout

Wed, 15 May 2024 11:00:00 -0600

In this episode, Jon Bryant & Michael Murray discuss how to handle the busy season in the painting industry and avoid burnout. They emphasize the importance of being intentional with time management and setting parameters for scheduling estimates. They also discuss the ideal number of estimates to do in a week and the impact on close rates. They share their strategies for lead vetting, including using videos and pictures to assess the project and determine if it's a good fit. Finally, they discuss the importance of building relationships and preparing for the winter season in advance.

"Your Price is Too High"

Wed, 01 May 2024 08:00:00 -0600

Today, Jon Bryant & Michael Murray discuss the five words no painting company ever wants to hear: “Your price is too high.” They explore 3 reasons that price objections can occur, how sales reps can handle these situations, and how to avoid getting this response in the first place.
This episode emphasizes the importance of price conditioning and having budget conversations early on in the sales process. The hosts discuss the customer's perspective and emotional response to price (i.e., sticker shock). And finally, they highlight the need to focus on value-based selling throughout the entire sales process and why it's so important.

The One Where a Non-PaintScout User Asks Us Anything // Mark Glinskiy

Wed, 17 Apr 2024 08:00:00 -0600

In this conversation, Jon Bryant & Michael Murray have Mark Glinskiy on the podcast to ask the tough questions about sales software — and they leave nothing on the table! Mark is on the search for software to implement in his painting business, and so their conversation covers a variety of topics, including the limitations of the sales process, the benefits of using more than one system, and some unique PaintScout features that will level-up your business.

Twelve Reasons You Should Attend 'PaintScout X'

Wed, 03 Apr 2024 08:00:00 -0600

PaintScout X (as in "experience") is a virtual conference taking place on April 10-11, 2024. It aims to provide valuable insights and knowledge to help painting business owners and sales reps improve their skills and grow their businesses. The conference features a lineup of experts who will share valuable insights and strategies for success in the painting industry. In this episode, Jon & Michael go over the sessions and speakers, and tease out what you can expect overall. To register to attend, please visit paintscout.com/x.

Winning at Sales: Untold Secrets from the $2M+ Sales Rep Club

Wed, 27 Mar 2024 12:00:00 -0600

In this episode, Jon Bryant & Michael Murray discuss strategies of top sales reps in the painting industry by revisiting a presentation they recently shared at the PCA EXPO 2024. They include data-driven analysis of the characteristics of successful sales reps, and reflect on their own experiences both in sales and in running successful businesses. This episode provides valuable insights and actionable tips for improving sales performance in the painting industry.

Listeners may find you get more out of the presentation by watching it on YouTube at https://www.youtube.com/@paintscout.

The Secret to Building Your Referral Network // Dave Bryant

Wed, 13 Mar 2024 12:00:00 -0600

In this episode, Jon Bryant & Michael Murray interview Dave Bryant, a successful Sales Rep and Project Consultant in the painting industry, about his strategies for generating referrals. Dave shares his experience of building a strong referral network and explains the importance of nurturing relationships with clients and industry professionals. Dave also emphasizes implementing visual aspects for referral networks, and describes the diagram/tool he uses called a "Referral Tree." The episode concludes with advice for painting companies and sales reps looking to start building their own referral networks.

Referral Tree Example: https://www.paintscout.com/blog/#education

Sales Compensation Structures in the Painting Industry

Wed, 28 Feb 2024 12:00:00 -0700

In this episode, Jon Bryant & Michael Murray discuss different methods of compensating Sales Reps, including the importance of aligning the compensation structure with the company's core values and the sales professional's values. This episode encourages painting companies to carefully consider the pros and cons of different sales compensation models.

Six Things You Should Never Do at a Home Show

Wed, 14 Feb 2024 18:00:00 -0700

Home shows. Whether you love ‘em or hate ‘em, Jon Bryant & Michael Murray discuss what NOT to do in order to have the most success at your next home show.

What to Do When Sales are Off Track (Underperforming Sales Reps)

Wed, 31 Jan 2024 14:00:00 -0700

Setting annual sales goals is one thing, what do we do with our goals throughout the year? In this episode, Jon Bryant & Michael Murray discuss the 2 Big Pillars you need to look at when your sales teams (or yourself!) are not hitting their goals: Process & People. They dive into how to identify and evaluate sales performance and the importance of having a well-defined sales process for your painting business.

Annual Goal Setting for Painting Contractors in 2024

Wed, 17 Jan 2024 11:00:00 -0700

Annual goal setting is a vital part of running a successful painting business. In this episode, Jon Bryant & Michael Murray discuss a methodical approach to setting and achieving sales goals — for you individually or for your entire sales team. Download the mentioned spreadsheets below and take action toward achieving your 2024 goals today!

Annual Goal Setting Spreadsheet: https://www.bit.ly/3vCxFZ8

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00:00 – Setting the Tone for 2024 with your Sales Team
02:17 – The Importance of Goal Setting
04:17 – Step 1
09:26 – Step 2
14:21 – Step 3
19:41 – Step 4
37:59 – Step 5
41:17 – Calculating Monthly Sales Targets
43:49 – Daily/Weekly Activities for Painting Sales Reps
45:01 – Reflecting On and Adjusting Goals & Metrics
48:30 – Bonus Tip
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Things We Wish We Knew When Starting Out

Wed, 03 Jan 2024 14:00:00 -0700

In this conversation, Jon Bryant & Michael Murray discuss their experiences and lessons learned in the painting industry. They cover topics such as their journeys of building successful painting businesses, the difference between good vs. great painting companies, the need for proper lead generation, and finding the right customers. The conversation covers strategies for getting more applicants and leads, the concept of small market domination, understanding why customers buy, and the importance of dreaming big in the industry.

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06:02 – What We Wish We Knew When Starting Out
15:50 – Understanding the Difference Between Good vs. Great Companies
28:38 – The Need for Proper Pricing and Sales Processes
37:28 – The Importance of Lead Generation and Finding the Right Customers
40:23 – Using Marketing to Get More Applicants and Leads
42:18 – Small Market Domination
46:19 – Understanding Why Customers Buy
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Production Rate Estimating 101

Wed, 20 Dec 2023 05:00:00 -0700

There's a lot of confusion around painting estimation methods, so today Jon Bryant & Michael Murray clearly define what Production Rate Estimating is (and what it isn't), why they use it, and how it can benefit any painting company.

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2:04 – What is production rate estimating?
9:30 – Defining what production rate estimating is NOT
17:22 – Benefits of production rate estimating
53:03 – Are there any drawbacks to production rate estimating?
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Hiring a Sales Rep – For Painting Contractors

Tue, 12 Dec 2023 12:00:00 -0700

Whether you're hiring your first sales rep or just looking to expand your sales team, finding the right fit for your growing painting business isn't always easy. Jon Bryant & Michael Murray share insight on how to hire a sales rep, based on their 30+ years of combined experience in the painting industry.

This episode tackles questions like:

How do you know when you need to hire your first sales rep?
When is the right time of year to hire a sales rep?
What should you look for in a sales rep?
What expectations should you have for new vs. experienced sales reps?
...and more!

How to Generate Leads in the Slow Season

Wed, 22 Nov 2023 10:00:00 -0700

Nine ways painting contractors can generate leads in the winter months (i.e. the dreaded slow season). Jon Bryant & Michael Murray have been in the painting industry for more than 30+ years combined. Their knowledge and experience will help you reduce your stress and be confident that you’re doing all that you can to help your painting business thrive — even when things are slow.

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2:40 – #1: Follow-up on past bids
9:32– #2: Reach out to past customers with an offer
14:55 – #3: Reach out to referral partners
21:16 – #4: Immediate return / direct response marketing
31:53 – #5: Conduct door-to-door marketing
39:54 – #6: Use the free stuff to your advantage
43:27 – #7: Ask your paint suppliers & service providers for referrals
49:02 – #8: Reach out to people who need work done immediately
52:55 – #9: Spend more money on marketing when it's slow
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