business coach contractor

 

Who started the whole, “Getting 3 estimates” thing anyway?

I used to get so discouraged when I thought I did such a great job establishing rapport, writing up a beautiful proposal, listening to all of their questions, and understanding their needs.

And just when I thought I was about to be awarded the job on the spot, I would hear those most dreaded words,

“Everything looks good Steve, but we have another guy coming to give us another estimate.”

Download Your FREE Checklist...

7 Prequalifying Sales Questions, E-mailed to you NOW!

business coach painting contractor

…of course you do 🙂

Because that’s what you do. You get 3 estimates.

Determined to figure out a way to close on the spot, I presented this to my business coach at the time.

Business coaches have always been a big part of my growth. It is much cheaper hiring a business coach, than trying to figuring everything out on my own.

But he didn’t have an answer for me.

Still I was determined to crack this code.

And then I did!

If you want my 7 Prequalify Questions to close more qualified sales

Click here to get the free download now.

Here is how the conversation pretty much went down every time, but first,

The DYB Sales Process must have been executed to a “T”.

Have I:

  • Prequalified them to make sure they were our target market before scheduling the estimate.
  • Invited them to look over our website so they can get a good idea of the experience they will receive. ( The DYB Website Conversion Funnel is specifically designed to build in value, setting your company apart, so you are not competing so much on price. In fact, it will in many cases, pre-close jobs for you, before you even arrive to the estimate. )
  • Parked my clean, professionally branded company vehicle on the street, within eyesight when opening the front door.
  • Wore a branded button down or polo shirt with nice pants.
  • Knocked at the exact time of the estimate. ( not 2 minutes before or after )
  • Worn my name tag with the smily face
  • Listened and asked lots of questions. ( did not go on and on about our company or process until they asked )
  • Asked them when they were looking to have the painting done. ( their time frame )
  • Asked the Great Experience Question.
  • Presented the proposal on the spot.

 

contractors business coach, double your business, painting contractor business coach, business coach, strategic business coaching, business coaching for growth, business development, mastermind host, internet marketing mastermind alliance, mastermind online, mastermind, internet marketing mastermind, mastermind rules, mastermind network, online mastermind, mastermind coaching, ultimate mastermind, think and grow rich mastermind, masterminds book, host of mastermind, internet mastermind, mastermind meeting, mastermind program, rules for mastermind, mastermind website, a mastermind, mastermind meeting agenda, mastermind think and grow rich, mastermind company, marketing mastermind, entrepreneur mastermind, mastermind entrepreneur, internet masterminds, mastermind topics, mastermind team mastermind friends questions, mastermind agenda, mastermind conference, mastermind people, power of the mastermind, mastermind guide, mastermind ideas, global mastermind, mastermind management, apply for mastermind, mastermind program, mastermind groups online, mastermind group rules, find mastermind groups, find a mastermind group, join a mastermind group, online mastermind group, the mastermind group, creating a mastermind group, think and grow rich mastermind group, mastermind groups for entrepreneurs, entrepreneur mastermind group, join mastermind group, mastermind group think and grow rich, real estate mastermind group, mastermind networking group, mastermind group agenda, mastermind alliance group, starting a mastermind group, mastermind group resources, mastermind study group, mastermind group guidelines, virtual mastermind group, elite mastermind group, professional coaching, professional business coach, professional life coach, professional executive coaching, coach professional, professional coaching organizations, small business coaching, coaching for small business owners, coaching small business, small business coaching tools, small business coaching services, coaching companies, coach companies, executive coaching companies, life coaching companies, business coaching companies, executive coaching company, business coaching company, business plan, business consultant, marketing seminar, marketing a painting company

 

Then, if I heard what used to be the dreaded words,

“Everything looks great, but we have another guy coming to give us an estimate.”

I would say,

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

Key word here is experience and this is big.

They already assume that we are going to properly prepare and paint the surfaces; what they are gambling on now is, what will their experience be during the process.

 

They always replied,

“Well sure,”

or

“Yeah.”

Then I would ask,

“Ok, would you agree that most people are not comfortable being video recorded?

They all agree!

Then I show them my iPad and say,

“Given that, we have well over 100 video testimonials because of the experience that our team provides consistently. Please look through them and watch as many as you would like. You may very well see somebody you know.”

painting contractor business coach, business coach, strategic business coaching, business coaching for growth, business development, mastermind host, internet marketing mastermind alliance, mastermind online, mastermind, internet marketing mastermind, mastermind rules, mastermind network, online mastermind, mastermind coaching, ultimate mastermind, think and grow rich mastermind, masterminds book, host of mastermind, internet mastermind, mastermind meeting, mastermind program, rules for mastermind, mastermind website, a mastermind, mastermind meeting agenda, mastermind think and grow rich, mastermind company, marketing mastermind, entrepreneur mastermind, mastermind entrepreneur, internet masterminds, mastermind topics, mastermind team mastermind friends questions, mastermind agenda, mastermind conference, mastermind people, power of the mastermind, mastermind guide, mastermind ideas, global mastermind, mastermind management, apply for mastermind, mastermind program, mastermind groups online, mastermind group rules, find mastermind groups, find a mastermind group, join a mastermind group, online mastermind group, the mastermind group, creating a mastermind group, think and grow rich mastermind group, mastermind groups for entrepreneurs, entrepreneur mastermind group, join mastermind group, mastermind group think and grow rich, real estate mastermind group, mastermind networking group, mastermind group agenda, mastermind alliance group, starting a mastermind group, mastermind group resources, mastermind study group, mastermind group guidelines, virtual mastermind group, elite mastermind group, professional coaching, professional business coach, professional life coach, professional executive coaching, coach professional, professional coaching organizations, small business coaching, coaching for small business owners, coaching small business, small business coaching tools, small business coaching services, coaching companies, coach companies, executive coaching companies, life coaching companies, business coaching companies, executive coaching company, business coaching company, business plan, business consultant, marketing seminar, marketing a painting company

“If we say it, it’s bragging. If others say it it’s proof.” Jeffery Gitomer

If you want our 5 Step Checklist for capturing more Video Testimonials

Click here to get the free download now.

And then I would show them my basecamp calendar, because –like the video testimonials– seeing is believing.

optimized-basecamp_2_calendar

And then I would say,

“I heard you say, you would like to have the painting done in the next couple of week. As you can see we currently only have 1 opening, 3 weeks from today, as of right now. Also, I have a couple more estimates yet today and more this week.”

Couple of big points here:

Always be honest. Never lie. I only shared this if it happened to be true, but I worked hard so that this was true.

Meaning, when we were awarded jobs and if they weren’t in a rush, I would ask them if 6-8 weeks out was agreeable with them, then schedule them out. This helped me to leave keep a couple of openings for the really nice jobs I wanted to close on the spot.

Then I would politely ask

“May we have the job, please?”

The Mrs. would look to her husband; he would give the approving nod, and she would say,

“Ok, let’s get on the schedule, how much is the deposit?”

YES!

Hallelujah!

Awarded on the spot!

Over and over again…

Follow these steps and you, too, can experience:

  • far less “Looks good, but we have another company coming to give us another estimate.”
  • and many, many jobs awarded on the spot!

Key Takeaways: 

  1. Follow the DYB Sales Process to a “T”
  2. Show your video testimonials ( Social Proof )
  3. Then close it on the spot by showing your Basecamp 2 calendar with few openings ( Scarcity )

Here’s to “Doubling Your Business!”

Download Your FREE Checklist...
7 Prequalifying Sales Questions,

E-mailed To You NOW!

business coach 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.

←Previous post Next post→