The Contractor Fight with Tom Reber

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:

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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

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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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In this powerful solo episode, Tom digs deep into one of the most critical yet overlooked aspects of contractor success—money mindset. He unpacks how your personal beliefs about money shape your pricing, client interactions, and ultimately, your profitability. If you're tired of scraping by and want to finally earn what you're worth, this episode is your wake-up call.

In this episode Tom discusses:

• [00:22] How your buying mindset influences your ability to sell confidently
• [01:00] The critical mindset shift that helped Tom grow his business
• [02:00] Tom’s early struggles with being a deal-seeker and how it held him back
• [02:37] Steve Shinholser's story about losing a $10K upsell over a $700 assumption
• [03:29] Why broke mentality contractors self-sabotage their success
• [04:15] Business success is mostly mental—mindset trumps math
• [04:33] The value-focused decision-making of high-end clients
• [05:01] A client story: charging double yet still closing the sale due to reputation
• [05:30] Another client story: explaining higher pricing without getting defensive
• [06:21] Differentiating through hiring, warranties, and job pre-planning
• [06:47] Reframe questions from prospects—most are just curious
• [07:10] Fix your cheeseburger—how to reassess and elevate your product and experience
• [07:47] Communicating value through content and social media
• [08:23] The myth that discounting helps close more deals
• [09:01] The T-BAR principle: thoughts → beliefs → actions → results
• [09:39] A $17K mistake from underestimating the client’s budget
• [10:09] Why self-talk matters and how to reframe it positively
• [10:23] Get rid of clearance-rack thinking—clients will pay for value
• [10:40] How Contractor Business School helps rewire your money mindset

Links from the episode:

https://contractorbusinessschool.com

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

🛡️ 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 of The Contractor Fight Podcast, Tim and Derek dive into the concept of proactive communication and responsibility within your team. A simple mistake—failing to inform a team member about a critical component’s location—led to major inefficiencies and delays. This conversation unpacks how these small missteps can cost contractors thousands and how to prevent them.

In this episode Tim and Derek discuss:

• Why failing to “meter” your team's communication can cost more than you think
• A real-world example of how poor communication derailed a job and delayed payment
• The importance of establishing clear next steps to keep teams aligned and productive
• The power of the question “What’s next?” and how it builds a culture of ownership and clarity
• Daily and weekly meeting rhythms that ensure accountability and keep projects moving forward
• Why team training on communication processes is essential for scaling your business

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🛡️ Join the Platoon

Advanced Sales Techniques for Contractors who want to SMASH their sales goals in 8 weeks

https://thecontractorfight.com/platoon

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

💰 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 Reber gets real about his early experiences in sales and the emotional journey that followed. He opens up about a time when he embodied every negative stereotype of a salesperson, pushing unethical deals that left both him and his customers worse off. Tom shares a turning point that led him to completely change his approach and build an ethical, value-driven sales process. This episode is a must-listen for contractors struggling with head trash around sales and seeking a way to sell with integrity.

In this episode, Tom discusses:

• [00:00] How Tom fell into unethical sales shortly after leaving the Marine Corps
• [00:21] The deceptive sales script and high-pressure tactics used by the window company
• [01:11] Becoming the top salesperson despite feeling conflicted and dirty inside
• [01:29] A pivotal sales call with a young family that triggered his turning point
• [02:23] Forcing high-interest financing on customers and consolidating their debt
• [02:53] The decision to quit despite high earnings due to moral conflict
• [03:34] How this experience created deep head trash around sales
• [04:07] Learning that it's possible to sell with integrity and still reach financial goals
• [04:18] The Shinfu sales process and its emphasis on truly understanding client motives
• [04:45] The cultural contrast between ethical selling and high-pressure tactics
• [05:15] Why zero-pressure selling builds long-term trust and better business outcomes
• [05:33] Addressing the belief that “your work should speak for itself”
• [06:01] Introducing The Contractor Fight's Platoon coaching group for ethical sales training
• [06:52] Invitation to apply for Platoon and start selling in a way that feels right

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

🛡️ Join the Platoon

Advanced Sales Techniques for Contractors who want to SMASH their sales goals in 8 weeks

https://thecontractorfight.com/platoon

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

💰 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, Tim and Derek take you behind the scenes of the unforgettable NashVegas event. From powerful moments of personal growth to community-building and practical takeaways, this conversation unpacks what made the gathering so impactful. They reflect on the importance of authenticity, connection, and taking what you learn and applying it in real life and business. Whether you were there or missed out, this recap will have you inspired to show up and go all in next time.

In this episode, they discuss:

• The energy and respect shared among 140 contractors under one roof
• The "No BS" sign and what it symbolizes for honesty and transformation
• Reconnection and deeper bonds formed through real-life interaction
• The origin and significance of the truth hike and the raw, meaningful conversations it sparks
• Why the event continues to resonate through action, motivation, and accountability after it ends
• The importance of setting clear goals and following through with intentionality
• The impact of positive reinforcement in leadership and creating a culture where employees feel valued
• Small gestures that build team morale and influence customers positively
• The joy of showcasing a home built with pride and teamwork, and acknowledging those who made it happen
• The mindset shift required to appreciate that while some things are simple, they’re not always easy—and that’s what makes them powerful

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