Ever wonder why your business starts strong but slows down mid-year? In this video, Jim Johnson reveals the 'Fourth Quarter Rush' strategy that helped his team outperform expectations. By turning the end of the year into a competitive game with incentives, Jim's team stayed motivated, crushed their targets, and had fun doing it.

In this video, learn how to:

• Keep your team engaged during slow periods
• Use competition to boost performance
• Finish the year stronger than you started

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As business owners and leaders, it’s easy to get caught up in numbers—what we achieve and how we do it—while overlooking the most important question: why? 

Jim Johnson’s story explores how focusing on personal success over serving others can lead to missed opportunities. Through personal experiences, including moments of betrayal, Jim shares how a shift in mindset—from self-centered to team-centered—transformed not only his business but also his leadership. 

When leaders prioritize their team’s success, the results are undeniable: stronger connections, growth, and fulfillment.

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Looking to unite your team around a shared vision? This video will show you the easy way to do it. 6 minutes of business coaching for contractors by a former contractor.

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Looking to unite your team around a shared vision? This video will show you the easy way to do it. 6 minutes of business coaching for contractors by a former contractor.

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In this video, I'm going to reveal how I transformed my sales approach and dramatically increased my closing rate in home services.

Here's a quick overview of what you're about to learn:

First, I'll show you how I discovered the "Full-Story Selling" technique and why it's crucial for your success. These insights helped my business grow rapidly in the early stages.

Next, you'll learn how to increase your closing rate... without changing your core services or pricing.

Then I'll teach you about an advanced sales concept called "Clarity Converts". It's no secret that clear communication is key to winning clients. And this approach significantly improves the chances of turning prospects into customers.

Speaking of communication, you'll also learn about the most effective way to structure your sales presentation (based on real-world experience).

Finally, I'll show you how addressing common objections proactively can help you get more business from the leads you're already generating.

By the end, you'll have a set of actionable strategies to immediately improve your sales process and grow your contracting business.

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As contractors, teachers, coaches, and sales leaders, we often make the mistake of focusing solely on achievements—what we do and how we do it—while neglecting the crucial question: why? This video dives into our experiences with door knocking and canvassing. We’ll explore how a fixation on commissions can create barriers between us and potential clients.

Through personal anecdotes, including encounters that challenged our approach, we'll reflect on the deeper motivations behind our actions. Understanding this "why" not only enhances our effectiveness but also transforms interactions into meaningful connections.

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Understanding where we stand in our contracting business can be challenging, especially when revenue figures don't tell the full story. For instance, a painting contractor with an average ticket of $5,000 is navigating a different landscape than a roofing contractor averaging $115,000. It's crucial to assess what roles we're fulfilling as owners—whether it's selling, producing, or marketing—and how these responsibilities might be stunting our growth.

Many of us may find ourselves in the startup phase, transitioning from technician to business owner. This video explores essential strategies for scaling up and breaking through that $500K to $1 million revenue mark. Discover tools like our free Contractor's Blueprint to Scaling Mastery that guide you on this journey!

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Navigating the overwhelming landscape of tools and services as contractors can be daunting. With so much information available, it’s crucial to discern what truly serves our best interests versus what merely drives sales for others. Understanding when to say no is vital in scaling our businesses effectively.

Focusing on generating revenue while leveraging strengths allows us to delegate tasks that don’t align with our core competencies. Establishing a solid sales process is essential; after all, more leads mean little without an effective strategy to convert them. Join us as we explore these foundational elements critical for hitting $1M per year.

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Navigating the balance of incentives in the contracting industry can be challenging. Understanding the difference between expected and unexpected rewards is crucial for fostering a productive work environment. Expected incentives, like commissions and bonuses, are clearly outlined in job descriptions, while unexpected ones—such as annual trips based on performance—can significantly enhance team morale.

These long-term incentives require consistent reminders from leaders to keep them top of mind. By emphasizing both types of rewards, we can motivate teams effectively and ensure everyone understands their role in achieving collective goals. 

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Scaling a business is often misunderstood. Many believe that simply hiring more people equates to growth, but true scaling involves establishing foundational structures, processes, and systems. This video dives into the critical differences between scaling and growth, emphasizing how having documented procedures can streamline operations.

We explore why relying on untrained hires without a solid system leads to chaos rather than efficiency. By implementing effective training and operational frameworks, we can ensure that every new team member contributes positively to our goals. Join us as we clarify these concepts for sustainable success!

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Discover the essential advice for anyone aspiring to be a great leader. Many individuals make common mistakes by overcomplicating leadership, focusing on numerous traits instead of understanding why people choose to follow others. At its core, effective leadership revolves around sharing a compelling vision that resonates with followers and aligns with their aspirations—whether financial or altruistic.

We’ll explore how true leaders engage others through authentic visions and maintain credibility by educating themselves and their teams. By simplifying leadership into seven key principles, we can unlock our potential as influential leaders who inspire genuine commitment.

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In this episode, we dive deep into the importance of character and ethics in contracting. It’s frustrating to see those who claim to be elite contractors but fail to align their actions with their words. We’ll explore pointed questions that challenge our integrity: Have we ever avoided paying someone when we should have? Did we keep our promises regarding pricing?

Understanding how our reputation shapes our brand is crucial. As Rory Vaden emphasizes, it’s not just about logos or colors; it's about what others believe us to be. Join us as we uncover these vital truths.

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Making a bad hire can be costly, with each poor decision potentially costing your $200,000 if they remain for over six months. Establishing clear expectations and non-negotiables is crucial in fostering accountability within your teams. By defining roles and communicating these standards effectively, you empower individuals to assess their fit within the organization.

When clarity is provided from the start, those who don’t align will recognize it early on. This proactive approach not only enhances performance but also encourages open dialogue about training needs and responsibilities. Let’s explore how HR plays a pivotal role in this process!

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Are you a contractor struggling to understand your finances and grow your business? This video is a must-watch for anyone looking to take control of their numbers and scale their contracting company.

Jim Johnson and Nathan Tebedo, seasoned experts in the contracting industry, break down the crucial financial concepts every contractor needs to know. They dive deep into the importance of understanding your profit margins, setting realistic budgets, and tracking key performance indicators.

Key takeaways from this discussion:

• Learn why knowing your numbers is critical for making informed business decisions
• Discover the essential financial metrics every contractor should be tracking
• Understand how to set effective budgets for different departments in your business
• Gain insights on how to increase profitability through strategic pricing and cost management
• Learn the importance of clean, organized books for attracting investors or selling your business

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Struggling to build a high-performing sales team? Discover timeless strategies to effective training that can take your contracting business to the next level. Jim Johnson and the ContractorCoachPRO team unveil proven strategies for creating a powerful training program that drives results.

Key Lessons In This Episode:
• Why a structured training approach is critical for success
• How to design a training schedule that sets new hires up for immediate wins
• The importance of reinforcing key concepts and testing knowledge retention
• Practical tips for onboarding salespeople and other team members efficiently
• Real-world examples of training techniques that have generated millions in revenue

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Struggling to build your dream team? Learn the strategies of effective recruiting, hiring, and onboarding for home service contractors in this episode. Jim Johnson and Nathan Tebedo, industry veterans with decades of experience, break down the crucial steps to finding and retaining top talent.

Learn how to:

• Create a powerful employer brand that attracts the right candidates
• Develop a strategic hiring process that goes beyond gut feelings
• Design an onboarding experience that inspires long-term loyalty

Jim and Nathan dive deep into common pitfalls and share battle-tested strategies for building a high-performing team. They explain why emotion-driven hiring decisions often backfire and how to implement a systematic approach that consistently yields better results.

Key takeaways:

• The importance of defining your company culture before recruiting
• How to craft job postings that attract ideal candidates
• Interview techniques that reveal a candidate's true potential
• Creating memorable first-day experiences that set the tone for success

Subscribe for more expert contractor advice, and leave a comment with your biggest hiring challenge!

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  CHAPTERS
  00:00 Introduction to Recruiting, Hiring, and Onboarding
  
  01:52 The Importance of Company Culture in Recruiting
  
  04:40 Strategies for Effective Recruiting
  
  07:28 Challenges in the Hiring Process
  
  11:18 Building a Successful Sales Team
  
  16:18 Eliminating Emotion from Hiring Decisions
  
  22:21 Creating a Barrier to Entry for Quality Hires
  
  26:47 The Interview Process and Protecting Company Culture
  
  31:36 Scoring Candidates Objectively
  
  32:58 Creating a Comfortable Interview Environment
  
  35:21 Effective Interview Questions
  
  42:55 Avoiding Emotional Hiring Decisions
  
  48:48 The Importance of Onboarding
  
  55:18 Summary and Final Thoughts

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In this week's episode Jim speaks with his good friend Tyler Dickerhoof about The Impact Driven Leadership Summit he is hosting July 29th-30th. This episode features some great topics and conversations surrounding the elements that determine the   success, and happiness of a leader.

- The challenges of network marketing and how to succeed in a room full of strangers.
 
- How to embrace empathy and authenticity to develop fruitful relationships with fellow business owners and employees.

- Are you an incinerator or an incubator for your employees?

If your interested in the event, here is a link to attend:
Impact Driven Leadership Summit

More about our Guest: 
 With over two decades of experience as a top performing serial entrepreneur, Tyler Dickerhoof has deep understanding of how to make businesses and their people thrive. 

As host of The Impact Driven Leader Summit,  he has created a premier leadership event designed to inspire rapid change. With highly effective, impact-focused techniques, the end goal is always to inspire and evolve leaders to their most compassionate and successful selves.

- 

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In this weeks episode, Jim, Nathan and Tommy discuss what the Ideal Process is and the importance understanding processes is to your home service business. some key takeaways from this weeks episode include: 

-Why A Process is Essential for Scaling and Automating your contracting business.  

-How to use competitive curiosity as Part of the Process

-The downstream benefits of having a rock solid process in place

-Process is key to Scaling Your Home Service Business 

-Connecting Team Fulfillment and Compensation to Process 

-How Process can help determine team compensation. 

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In this week's episode Jim hosts Chris Scoville, Mike Goldstein, and Nathan Tebedo for  a  great conversation on what it is to do "work".

The idea for this episode  came to Jim after he seen a social media post Chris Scoville made about his thoughts on what work means to him. This spurs a conversations on a lot of work related issues and topics.

-A biblical study on the definition of work
- Is "The grind" a good or bad thing? 
-How rest and relaxation tie into the concept of work
-There is no one right way to work and everyone has a specific and independent relationship with work.
-Work is both a Noun and a Verb 

This episode was truly special, and each on of our guests wants you to know that if you want continue the discussion on work, faith, or just need someone to talk to, you can always reach out and any of them and and they will be more than happy to lend an ear. You can reach them at:
 
Christopher Scoville:chris@improvifi.com
Mike Goldenstein: Mike@roofle.com
Nathan Tebedo: coach@contractorcoachpro.com

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Your business will have a culture, that is an absolute. Every business has a culture. WHether it's good, bad, or indifferent, they have one/ The question is, will it be defined by  you, or will it be defined for you? 

 In this week's episode coach Jim Johnson and Nathan Tebedo lay out the five components that will ensure your home service business has a culture that will attract and retain top talent and foster the environment that will give the growth you have been looking for.  

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In this weeks episode we are going in studio with Contractor Coach Pro’s coaches Jim Johnson, Nathan Tebedo and Tommy Richardson for a conversation focused on leadership. This episode opens with a conversation on what exactly leadership is and how leadership is often misdefined. The coaches address the topic of nature vs. nurture when it comes to building leaders, and Jim and Nathan outline the 7 leadership habits that you must develop to get buy-in, activity, discipline, results, and belief within your team.

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On today's episode Jim sits down with  Clif Savage of SLS solutions to talk about the importance of recruiting for home service business owners and how it can make or break your business. Some key takeaways from this episode include: 

-How to find a third party recruiting firm that fits with your culture

-Clifs mantra, "Recruit, Train and Retain"

-The worst and best questions to ask when you are interviewing a prospect. 

-The hiring and recruiting environment in 2024 for Admin, production, and sales. 

-Jim and Clif discuss the negative stigma most contractors have to overcome in order to be successful at hiring and retaining great employees. 

-The best practices for writing and building your job postings 

- How to break out of hiring in the friends and family zone. 

-Top items to think about when beginning to recruit, hire, and onboard. 

-Why contractors are missing the mark on hiring and onboarding.

If you would like to chat with Clif you can reach him at  clifton@sls.tools

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This week on Contractor Radio  we are airing a talk Jim gave a talk at CTRCA event in Austin. The name of his course is called Starting and Maintaining Motivation and Momentum for High Preforming Sales Pros. In this course Jim focuses in on how to understand the science of motivation, how to identify what exactly motivates people, and how to motivate your sales teams to achieve at a higher level.  

Some of the key points that Jim goes over in this talk:

The science of Motivation
-Factors that affect Motivation 
-4 extrinsic motivators 
-5 intrinsic motivators 
-5 fundamentals of Motivation
-Practical Applications for increasing Motivation 

If you liked this episode and want more courses and a wealth of other resources you can  download Contractor Collective wherever you get your apps to access more of Jim, and the team at Contractor Coach PRO’s content focused on helping you grow your homes services business.  

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On this week’s episode of Contractor Radio, we pull a golden gem out of the Contractor Radio Archives . In this episode originally aired in season 3 of Contractor Radio, Jim lays out things he wished he knew when he was running his own contracting business. Instead he had to pay in the “education tax” in order to learn these lessons and doesnt want home service contractors to have to face many of the issues he did. He breaks down the top 5 areas where he (and other contractors make mistakes.

Production:
-Create a Safe Workplace or pay the price. 
-The Importance of managing warranties.
-Workmans compensation and injuries on the job.

Legal and Contracts: 
-Make sure you have policies regarding employment and subcontractors in writing from subcontractors to salespeople including terms of employment, payment structure, and  insurance. 

Insurance Coverage: 
Make sure you know what insurance policies you have and take in to account any exclusions and other terms of the policy. 

Finance:
-How to get and manage a line of Credit through banks, credit unions or suppliers.
-Make sure you pay yourself and know your margins.
-Keep up with your taxes, find a construction specific CPA and put checks and balances    into place. 

Business Organization:
-What type of company structure are you going to set up. 
-New construction business vs. Retail business and what might be right for you. 
-How to narrow your focus from broad array of services to just a few key services you -    and your team is are great at. 
-Be cautious of nepotism and hiring family
-Consider looking into setting up a holding company. 

If you are new to business, or a seasoned pro, this episode is sure to have some advice for you to help you take your home service business to the next level and avoid issues that may arise from lack of knowledge. 

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In this week's episode Jim has a great conversation with CRO of AVCO Roofing Ronnie Lollar. AVCO has been a long time client of Contractor Coach PRO and in today's episode Ronnie and Jim try to dissect what it takes to be a resilient leader in the roofing industry and the importance of staying the course, both on a company level and on an individual basis. In this episode you will hear from Ronnie on a variety of topics including:  

--Transitioning from a sales leadership role to a C level position.
--Trusting yourself and your people enough to fail. 
-- Setting yourself up for success by having a healthy routine.
--The importance of scheduling family time and time with others in your company.  
--Hiring based on your company's culture and the consequences when you stray from that.

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