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You are sure the job is yours…

You are at the end of your estimate conversation and it went very well. 

You ask for the job, and then you hear those dreaded words…

“I’m sorry, we have another company coming over to give us a quote.”

UH! That’s the last thing we want to hear after we know we killed it with our presentation.

So, I kept asking, “How?”

How can I close them on the spot, even when another company is coming to provide a proposal?

Then, it hit me and I’ll walk you though it, but first…

One time at an estimate, everything went great!

I had pre-qualified them really well, so I knew they were a great fit for us.

I parked on the road in direct sight of their front door.

Knocked at the exact time.

Had my smily-face name tag on 😀

I listened to all of their needs.

I asked them what a great painting experience was for them.

I presented my proposal, going over it line by line with them, making sure I heard them correctly.

Everything went very well. There was just one thing. They had another painter coming directly after me.

I said “OK. I heard you say that you would like this done within the next few weeks.

Then, I showed them my Basecamp2 calendar on my iPad and said,

“Here is my calendar and we book on a first come, first serve basis.”

“I have 2 more homes to look at today and more the the rest of this week.”

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Talk is cheap, but the visual that the Basecamp2 calendar provides is powerful.

Then I asked,

“If I could prove our team provides the best experience, would you be interested?”

 

One thing that is very important here is to make sure you give your team all the credit. They are the ones directly responsible for the experience your customer receives.

They replied,

“Well, sure,”  wondering how I could do that.

I asked,

“Would you agree that most people are not comfortable speaking on camera?”

They nodded in agreement.

I selected the testimonial tab on my website on my iPad browser and started scrolling down the page and said,

“Given that, we still have these video testimonials, thanks to the remarkable experience our team provides.”

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She gave her husband the nod and he asked,

“How much is the deposit to get on the schedule?”

Deposit received and we scheduled the job!

I go to leave and who is literally waiting in his truck as I head out?

Yes, the other guy.

Being I have the deposit in my wallet, I know the job is mine. I feel bad for the guy and try to get out of there as fast as possible, but

he didn’t even make it up to the front door as they let him know they awarded us the job.

As I was trying to pull away, I had to watch that poor guy walk back to his truck.

Don’t be the other guy. Implement these steps into your sales process and start closing more jobs on the spot, even when they have another estimate scheduled after you.

Download my Video Testimonial Checklist for free here: https://dybcoach.com/video-testimonial-checklist

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marketing, painting contractor

About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.

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