TCF1113: High Profits, or Busy Work?

⏱️ 17:59 🎤 Tom Reber, Tim

AUDIO EPISODE

0:00

Chapters

Click to jump to section

0:00

Introduction & Warm-up

Tom and Tim kick off the episode with some lighthearted banter about the weather and flip-flops, leading into the main topic.
0:54

Overcoming Fear of Scarcity

Tim discusses his past habit of trying to grab every job to fill the schedule, driven by a fear of not having enough work.
5:20

Selling Unafraid

Tim shares his current mindset of not being in a hurry to fill the schedule, selling 'unafraid' with a calm and confident demeanor.
7:18

Story Time: The Pond Project

Tim recounts a story about an elderly client with a complex pond project, highlighting the importance of design fees and understanding client expectations.
17:31

Dealing with Price Objections

The client found the $80,000 project price too high, expecting half, which led to a discussion about not dropping prices due to fear and understanding client psychology.
31:58

Prioritizing Profitable Work

Tom emphasizes that contractors should book jobs based on revenue and net profit, not just convenience, especially during busy spring seasons.
33:45

The 'Crazy' Spring Clients

Tom observes that the first clients to call in spring can often be 'crazy' or whimsical, and advises waiting for more thoughtful, higher-profit opportunities.

Speakers

Tom Reber

Host

Tim

Host

Key Takeaways

✦

Prioritize profitable jobs over simply filling the schedule; don't let fear of scarcity dictate your booking strategy.

✦

Implement design or consultation fees to filter out less serious clients and ensure accurate project scoping.

✦

Understand client personality types (like 'CS' for detail-oriented individuals) to tailor your sales approach and allow them time for decisions.

✦

Don't discount your services or compromise profit margins out of fear of losing a job; value your work and expertise.

✦

Strategic scheduling means consciously selecting jobs that align with your business goals for revenue and net profit, rather than taking the first ones that come in.

✦

Recognize that early-season clients may be more impulsive; often, more serious and profitable clients emerge later once they've considered their projects more deeply.

Want the full experience?

Join the Inner Circle for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Inner Circle →

← S3 EP24 The $1.2M Lesson Most Electricians Ignore | Robert Gailie

Ep 694. Tandem Marriage: Navigating the Cost of Success and Business Stress →