Take the Sales Leak Scorecard HereEpisode Description"What's the going rate for a project like this?" Wrong question. In this episode, Tom breaks down why pricing off the going rate is the fastest way to price yourself into the gutter and what to ask instead. It's not about what everyone else charges. It's about your production rate, your real costs, and your number. If you're still shaving your price to "stay competitive," this one's for you.What You'll LearnWhy "going rate" pricing means you're averaging other contractors' blind spots into your own bidThe one question to ask instead of "what's the going rate"The three numbers you need to know cold before you price any jobThe blind-spot costs that never show up in a "going rate" conversationWhy revenue hides stupidity — and how a broken pricing model gets worse the more you scale itEpisode BreakdownOpen — The question that started this episode, and why it's the wrong one to askThe Going Rate Problem — Why market-average pricing means pricing off other people's guessworkThe Better Question — Production rate vs. going rate, and why one is math and the other is a rumorThe Cost of Guessing — How "going rate" pricing quietly scales a broken businessHow to Build Your Number — The three things to track: actual time, real costs, target marginThe Blind Spots — Access issues, waste, permits, travel — the stuff the going rate never accounts forThe Standard — What strong contractors do differentlyThe Fight This Week — Pull your last five jobs and build your real numberKey Quote"The going rate is the kiss of death for a contractor. It keeps you tied to the average. And average is not where you want to live."This Week's FightPull your last five jobs like the one you're about to bid. Look at actual hours, actual costs, actual outcome. Build your production rate... not the going rate.oduction rate — not your going rate.Links & ResourcesSales Leak ScorecardThe Contractor Fight Website: https://thecontractorfight.com

Get Your Sales Leak Score: https://thecontractorfight.com/leakYou just found out that "small" discount is costing you way more than 10%. In this episode, Tom breaks down the actual math behind discounting a job, and why giving away 10% off your price can wipe out 20% (or more) of your profit. If you've ever caved on price because a customer pushed back, this one's for you.What you'll learn:Why your costs don't move when your price doesThe real math behind a "harmless" 10% discountHow much additional work you have to sell just to break even on a discountWhy the math gets uglier the thinner your margins already areThe difference between a strategic discount and a fear-based oneTimestamps00:00 – The problem: contractors negotiating against themselves the moment a customer pushes back00:40 – The example: a $10K job at 50% gross margin01:00 – What actually happens when you cave and knock off 10%01:40 – Your costs don't drop just because your price did02:00 – The real hit: a 10% price discount = a 20% gross profit hit02:20 – Mid-show break: the Sales Leak Scorecard — find out where your sales process is actually breaking down03:20 – Back to the numbers: what it costs to earn that profit back03:40 – How much additional revenue you have to go sell just to replace what you gave away04:20 – The math gets worse at lower margins (30% example)05:20 – When discounting is okay — legit strategic reasons vs. reacting out of fear06:00 – The close: know your numbers, hold your price, protect your profitGet Your Sales Leak Score: https://thecontractorfight.com/leakFollow Tom on IGThe Contractor Fight Website

Book a call with the team: https://thecontractorfight.com/battleground Grab Tom's book FREE: https://thecontractorfight.com/book/ Your business is making more money than ever, but you still hate the damn thing. You’ve got the trucks, the branded wraps, the team, and a schedule that's packed tight. From the outside, it looks like you’re flying high. But you can’t take a single day off without something going sideways. You’re answering every question, putting out every fire, and your margins have anorexia. That business wasn't supposed to be a high-paying prison...it was supposed to give you freedom. In this video, Tom Reber breaks down why top-line revenue is a bullshit metric, why scaling a broken business just helps you lose money faster, and how to stop being the ultimate bottleneck in your own company. You’ll learn: • Why revenue is loud, but profit is what gives you options • Why growth doesn't fix a weak business...it just exposes it • Why you are the biggest bottleneck holding your team back • The 5-part order: Strong You, Strong Home, Strong Business • What a real Business Operating System (Fight OS) actually looks like • How to rate your business from 1 to 10 across the 6 key operational pillars Revenue matters, but if your business owns your ass and runs entirely on your personal energy, you don't own a business...you own a personality cult with trucks and logos. It’s time to stop scaling a turd and start building a business worth having. Chapters 0:00 - The High-Paying Prison 1:40 - Revenue Isn't The Goal 3:04 - Growth Doesn't Fix A Weak Business 4:26 - You Are Your Biggest Problem 6:04 - Real Businesses Need Real Systems 8:01 - A Business Worth Having Doesn't Mean Easy 9:29 - I Challenge You... 11:20 - Installing The Fight Operating System Tom Reber is the founder of The Contractor Fight, host of Contractor Fight TV, entrepreneur, speaker, podcaster, and former HGTV host. For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having by becoming the kind of people capable of building them. On this channel you'll find straight-talk training on sales, pricing, profit, leadership, marketing, mindset, and what it really takes to build a Strong You, Strong Home, and Strong Business. The first fight is always with yourself. Join The Fight. 👊

Check out The Fight: www.thecontractorfight.comIs Your Contracting Business Actually Worth Having?Most contractors are chasing more revenue, more trucks, more employees, and more jobs.Wrong scoreboard.You can build a $3M company and still be broke, stressed, overweight, disconnected from your family, and chained to the business you created.In this video, Tom Reber breaks down the real test:Is your business actually worth having?A business worth having should:Make real profitGive you more choicesFunction without you being the heroMake your life better—not consume itRevenue matters. Growth matters. But if the business owns your ass, you’re not winning.Strong You. Strong Home. Strong Business.The first fight is always with yourself.Chapters0:00 Is Your Business Worth Having?0:29 When “Successful” Contractors Are Miserable1:16 Bigger Doesn’t Fix Broken2:27 Test #1: Does It Make Real Money?3:41 Test #2: Does It Give You Choices?4:39 Test #3: Can It Run Without You?5:35 The Biggest Test: Who Are You Becoming?6:20 Strong You. Strong Home. Strong Business.6:36 Ask Better Questions About Your Business7:27 The Five-Year Gut Check7:42 Start Fixing the Next Thing8:05 Build a Business Worth HavingTom Reber is the founder of The Contractor Fight, host of Contractor Fight TV, entrepreneur, speaker, podcaster, and former HGTV host.For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having by becoming the kind of people capable of building them.On this channel you'll find straight-talk training on sales, pricing, profit, leadership, marketing, mindset, and what it really takes to build a Strong You, Strong Home, and Strong Business.The first fight is always with yourself.Join The Fight. 👊

Business training for Contractors: https://thecontractorfight.com/battlegroundContractors hear it every day: “Your price is too high.” But most of the time, price isn’t actually the problem. The problem is that you haven’t given the customer enough evidence to believe you’re worth more.In this episode of Contractor Fight TV, Tom breaks down the 3 things that justify a higher price without defending it, apologizing for it, or trashing the cheaper contractor.You’ll learn how to use:• Communication to build trust before the sale• Content to establish authority before you ever meet• Customer experience to prove you’re worth the premiumYou don’t get to SAY you’re worth more. You have to prove it. And if you’re constantly hearing that your prices are too high, it might be time to stop blaming cheap customers and start looking at the experience your company is creating.CHAPTERS00:00 — “Your Price Is Too High”00:23 — Stop Defending Your Price01:04 — What “Justifying Your Price” Actually Means01:29 — #1: Your Communication Justifies Your Price02:24 — Your Website Is Part of the Sale03:02 — Bad Follow-Up Kills Trust04:18 — Confidence vs. Arrogance04:43 — Speed Is King05:32 — Price Isn’t the Only Thing Customers Care About06:12 — #2: Your Content Justifies Your Price06:30 — Become the Best Educator in Your Market07:19 — Stop Making Excuses and Create Content08:17 — “It Takes What It Takes”08:39 — What Contractors Should Create Content About09:38 — #3: The Customer Experience Justifies Your Price10:22 — Your Team Is Part of the Experience11:18 — Make Your Company Easy to Work With11:34 — How Pre-Planning Builds Trust12:39 — Stop Leaving Customers Loose Ends13:14 — Warranty Problems Are Opportunities13:45 — Trust Is What Makes the Higher Price Make Sense14:25 — “People Are Just Cheap” Is an Excuse14:54 — The Real Reason You’re Getting Price Pushback15:30 — Why Tom Gets So Fired Up About This16:08 — Take the Next Step Ready to build a stronger, more profitable contracting business?👉 https://thecontractorfight.com/battleground

Sales training for Contractors: https://thecontractorfight.com/command Grab Tom's book FREE: https://thecontractorfight.com/book/ Running a business with your spouse, kids, parents, or other family members can be incredible.It can also get messy fast.When nobody knows exactly what they're responsible for, business problems become family problems. Roles overlap. People start micromanaging each other. Work follows you home. And suddenly you're talking about customers and employees while lying in bed at night.In this episode, Tim and Derek get into what they've learned from building businesses with family—and the mistakes they wish they'd avoided.They break down why clear roles matter, how to keep business out of your personal life, why every family member needs ownership and autonomy, and how a shared vision can get everyone rowing in the same direction.Chapters00:00 The Reality of Family Businesses00:34 Why We Started Our Own Businesses03:29 What Employees Don't See About Ownership05:24 The Hidden Cost of Running a Business07:35 What Your Employees Actually Need09:32 Why Business Owners Need an Outlet10:44 How Family Gets Pulled Into the Business11:40 Family and Business Relationships Are Different12:02 The Biggest Family Business Mistake12:23 Define Everyone's Role13:52 Communication Changes Everything15:28 Keep the Business Out of the Bedroom16:33 You Need a Life Outside the Business17:59 Respect Each Other's Time18:44 Get Clear on Responsibilities18:50 Build a Shared Family Business Vision19:40 Look in the Mirror First20:01 Treat Family Members With Respect21:16 Stop Assuming You Have All the Answers23:12 Let Other People Solve the Problem24:54 The Simple Advice for Family BusinessesWorking with family doesn't have to destroy your relationships.Get clear about who's responsible for what. Give people ownership. Communicate like professionals. Build a shared vision. And create boundaries so the business doesn't consume the family you built it for in the first place.Subscribe to The Contractor Fight for straight-talk conversations about sales, leadership, profit, people, and building a contracting business worth owning.Tom Reber is the founder of The Contractor Fight, host of Contractor Fight TV, entrepreneur, speaker, podcaster, and former HGTV host. For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having by becoming the kind of people capable of building them. On this channel you'll find straight-talk training on sales, pricing, profit, leadership, marketing, mindset, and what it really takes to build a Strong You, Strong Home, and Strong Business. The first fight is always with yourself. Join The Fight. 👊

Sales training for Contractors: https://thecontractorfight.com/command Grab Tom's book FREE: https://thecontractorfight.com/book/ Before the customer ever asks for a discount, most contractors have already given them one. You lower the labor hours. You shave the material costs. You cut your markup. You manipulate the number until you finally land on a price you feel comfortable saying out loud. Meanwhile, the customer hasn't rejected your price. They haven't questioned it. Hell, they haven't even heard it yet. You're negotiating against yourself. In this video, Tom Reber exposes four of the biggest lies contractors believe about pricing and why undercharging usually has less to do with math and more to do with fear. You'll learn why chasing the "going rate" is dangerous, why more volume won't fix bad margins, why cheap pricing doesn't actually serve your customers, and how to finally build the confidence to say your price and stand behind it. Because your pricing problem probably isn't a math problem anymore. It's whether you're willing to trust the number. Chapters00:00 You're Discounting Before They Even Ask 00:32 This Isn't an Estimating Problem—It's Fear 01:12 Lie #1: "I Need to Be Competitive" 02:05 Lie #2: "I Have to Charge the Going Rate" 03:26 Lie #3: "I'll Make It Up in Volume" 04:19 Lie #4: "Charging More Isn't Fair" 05:18 Your Family Is Subsidizing Your Low Prices 05:58 You're Protecting Yourself From Rejection 06:06 The Math Is Easy. The Courage Isn't. 06:59 How to Build Price Confidence 07:23 Look at the Money You Gave Away 07:33 Set a New Pricing Floor 07:49 The First Fight Is Always With Yourself Stop trying to outwork bad math. Know your numbers. Charge what your business needs. Say the price clearly. Then shut up and let the customer make their decision. The first fight is always with yourself. Subscribe to The Contractor Fight for straight-talk training on contractor sales, pricing, leadership, profit, and building a business worth owning. Tom Reber is the founder of The Contractor Fight, host of Contractor Fight TV, entrepreneur, speaker, podcaster, and former HGTV host. For over 20 years, Tom has helped hundreds of thousands of contractors build businesses worth having by becoming the kind of people capable of building them. On this channel you'll find straight-talk training on sales, pricing, profit, leadership, marketing, mindset, and what it really takes to build a Strong You, Strong Home, and Strong Business. The first fight is always with yourself. Join The Fight. 👊

The First Fight is Always with YourselfReady to grow your life & business? http://bit.ly/4fbjCgoMost contractors think the fight is with the economy.Cheap competitors. Bad employees. Price shoppers. They're wrong.The first fight is always with yourself.In this video, Tom Reber shares the philosophy behind The Contractor Fight and the journey every contractor must take to become the leader, business owner, spouse, parent, and person they were created to be.This isn't about tactics. It's about identity. You'll learn why every transformation begins with the mirror, why your future is won in everyday moments, and how pursuing truth leads to the confidence and freedom you've been chasing. If you've been feeling stuck in your business or your life, this may be the most important video you've watched all year.Chapters00:00 The First Fight Is With Yourself00:22 What The Contractor Fight Really Means01:01 The Mirror Never Lies02:14 The Story That Changed My Life04:38 Knowledge Isn't Enough—You Must Choose07:10 The Three Choices We All Make08:01 Your Life Is Won in the Moments10:38 How Fighters Are Forged11:29 Running Into the Punch14:17 Lethal Confidence Is Earned15:19 What It Really Means to Be a Fighter17:54 When the Fight Stops Being About You18:47 The Legacy Worth Fighting ForIf you're ready to stop settling and become the contractor, leader, spouse, parent, and person you were meant to become, subscribe to The Contractor Fight.New videos every week on business, sales, leadership, mindset, and building a profitable contracting business that gives you freedom.Tom Reber is an entrepreneur, business coach, podcaster, leader of The Contractor Fight, creator of Contractor Fight TV and HGTV host. Tom's content has helped hundreds of thousands of home improvement contractors improve their lives and businesses. The Contractor Fight is the ultimate sales training resource for contractors!Pick a fight with mediocrity. Live Unafraid.

Your business was supposed to give you freedom. So why does it feel like you're working more than ever? Too many contractors build themselves into the center of everything. Every estimate. Every phone call. Every problem. Every decision.In this episode, Tim and Derek break down why that happens and what it actually takes to build a business that runs without depending on you.We cover: • Why most contractors accidentally build themselves another job• The biggest mistake owners make when building a team• Why every business needs clear roles and accountability• How to stop being the bottleneck• The $100,000 minimum every business owner should expect to earn• Why systems create freedom, not restrictions• How to build a company that gives you choices instead of stressIf you're tired of your business controlling your life, this conversation is for you. 👊Learn more about Battleground and build a business that works without owning you. #contractorfight #contractorbusiness #smallbusiness #construction #contractor #leadership #businessgrowth #entrepreneur #freedom #businessownerChapters 00:00 Your business should create freedom01:10 Why contractors become the bottleneck02:40 Building a business that doesn't depend on you04:30 Finding the right people for the right seats06:00 Discover what your employees really want07:40 The $100,000 contractor rule10:00 Build the business you actually want11:30 Why money creates choices13:00 Stop controlling every part of your company16:00 Most contractors never build a real plan18:00 Build the foundation before you scale20:00 Why most owners stay stuck22:20 Your future depends on today's decisions24:10 The guy in the mirror is the problemTom Reber is an entrepreneur, business coach, podcaster, leader of The Contractor Fight, creator of Contractor Fight TV and HGTV host. Tom's content has helped hundreds of thousands of home improvement contractors improve their lives and businesses. The Contractor Fight is the ultimate sales training resource for contractors! Pick a fight with mediocrity. Live Unafraid.

The Command: https://thecontractorfight.com/command"I need to think about it."If you're hearing that over and over on your sales calls, here's the truth: it's probably not the objection you think it is. In this video, Tom Reber explains why "I need to think about it" is usually an out...not an objection and how contractors accidentally create it themselves.You'll learn the exact question to ask when a homeowner says they need more time, plus how to fix the sales process that's causing this objection in the first place.If you're tired of chasing prospects, lowering your price, and following up on deals that go nowhere, this episode will change the way you sell.Chapters 00:00 Why You're Hearing "I Need to Think About It"00:25 It's Not an Objection—It's an Out01:21 How Contractors Create This Problem02:02 Stop Earning This Objection02:32 What's Really Going Through the Homeowner's Mind03:22 The Exact Response to Use04:37 Fix the Sales Process, Not the Comeback05:34 Stop Selling Like a Quote Machine06:06 The Sales Process That Prevents It07:00 The Script to Use Every TimeIf you want to close more jobs at full price, build more trust with homeowners, and stop hearing the same objections over and over, subscribe to The Contractor Fight for weekly videos on sales, pricing, leadership, and building a profitable contracting business.Follow Tom on Instagram