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
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