4 Signs of a Weak Estimating & Sales System

4 Signs of a Weak Estimating & Sales System

 

This morning, I got to speak to an awesome group of Fresh Coat owners in San Antonio, TX about closing rates and profit margins. Right now, I’m sitting in the airport… about to fly to San Diego and speak at the PDCA EXPO…

But I wanted to talk with you about closing rates and profit margins real quick.

Here’s the cold, hard truth… Your closing rates and what you can charge – your profit margins – has almost nothing to do with your local market or your low-priced competitors.

In every local market, you have people cutting hair for $12.00 and people cutting hair for $300.00. You have Kia dealerships and Mercedes dealerships on the exact same “automotive row.”

How can this be?

It’s simple: There is a large group of consumers in every market that value quality over price.

Here’s the problem: If you have high-quality painting services, but low-quality sales processes, you’ll end up selling “diamonds for dimes!” Why?

It’s because most painters spend all of their time “pricing” and very little time persuading.

They spend all of their time “scoping” and hardly any time “selling.”

4 Indicators of a WEAK Sales System That Robs the Owner of Money

• Pre-Positioning Is absent – This means there is ZERO communication between when the time estimate is set and when the estimator arrives.

• No Overview or Diagnostic Survey Upon Arrival – Essentially, the owner walks in, builds a little rapport, and says “Show me what we’re looking at…”

Estimates Are Emailed – This using the weakest medium in existence to sell a service priced at $3,000 on average – it leads to spectacularly low closing rates (or money left on the table). But they can be useful.

• Flimsy Follow-Up – Once the estimate is written, a call or two may be made, but then the customer is written off (even though most customers can take a month or more to make a high-dollar decision.)

Do you have any of these warning signs in your sales system?

If so, email me. I’ll help you fix them.

Now, it’s time to fly the friendly skies. Talk to you soon!

P.S. Check out this sales success story here

10 Responses

  1. James Boone says:

    Yes, I have one of those problems, would love to to hear more about this.

  2. James Boone says:

    Would love to talk to you about this

  3. dale cummings says:

    Brandon,

    I am already implementing some of the things that you have said, to me, on our one hour “free call”. I have noticed an increase in my closing sales; in the quality of my presentation- over the phone and in person.

    I have already earned enough money to pay for your course without joining in on your services. It is like playing the commodity mkt. and making money, on the trade, before the check clears the bank.

    I am anticipating that your sales/marketing/time mgt. procedures will be helping me in other business ventures not necessarily associated with painting & construction.

    After paying close to $6,000 in upcoming seminar fees , in real estate, I expect to become a member in your organization in July, 2017.

    BTW: When we talked, over the free phone call, I could not help but receive the heart-felt feelings that you actually cared about me and my business. I believe that that is what sold me on your organizational skills and desiring to join in your program.

    Much appreciation,

    Dale D. Cummings
    Cummings Painting & Construction, Inc.

  4. Omar, says:

    Brandon,

    Good point what your saying in this email but there is other problem
    On that too. is the competition when is come to residential estimate
    most consumer look for 5 to 7 estimate around and most all the they are
    Looking for reasonable price or even low price. Now we know marketing has been change dramatically and I would say that another things that has been impact for painting Bussines,

    Regrads,

    Omar JR II

  5. Brandon Lewis says:

    Our members have competition too, but they still command high rates at high margins. You can too Omar.

  6. Brandon Lewis says:

    You are very kind Dale. You have tons of opportunity in your market and I know you can turn things in a positive direction. Keep up the great work buddy!

  7. Brandon Lewis says:

    James, I’ll have Jennifer reach out to you. Thanks!

  8. Rich N. says:

    I have issues affording GL & Workman’s Comp insurance. What is other companies paying and what companies are the least expensive to work with. It seems startups have to pay a premium 19%? since they have no safety record. This makes it impossible to afford, that’s my entire margin and more. How can I compete with established contractors paying low insurance rates?

  9. Brandon Lewis says:

    You can do it Rich! Do not lose heart. Here’s the deal: If you use an EFFECTIVE sales process, you can command more than enough profit margin to cover your insurance costs – even if you are new.

    Second, when you first start out, you have MUCH less overhead – which essentially makes you dead even, if not even in a better pricing position, that established contractors competing with you.

    The secret is putting together a sales process that convinces the customer to go with you – tons of information about their biggest concerns and piles of proof that you can back up what you say (in a sound structure.)

    Don’t give up. It’s been done… and it’s BEING done everyday! BL

  10. Etienne Duchaine says:

    Hi sir,

    I have a painting business company for 6 months now. My estimate process is going fairly well, but when i saw number 2 i knew that I was doing something wrong since its pretty much what i do ( coming in and telling the customer to show me the work that need to be done ) I would like to know what you ask in your overview and diagnostic survey. That would be very helpful !

    Thank you very much

    P.S : Sorry for my bad english , im french canadian !

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Office Admin
Office Admin
13:36 14 Sep 18
Been working with this marketing coach for 3+ years and seen phenomenal results. This Painting business coach has helped me keep painters in Missouri busy through the slow winter season and more than tripled our painting company's size. Don't settle for online painting leads that go nowhere. If you are a painting contractor who wants to leave more for your family than a garage full of used paint and some tools for a garage sale after you are gone, I recommend you contact Brandon ASAP. When it comes to help with marketing for painting companies, this is by far the best investment I have made in my painting business.read more
Stephen Blauert
Stephen Blauert
13:21 13 Sep 18
Brandon definitely does A+ work! We met Brandon at a conference where he held a workshop on marketing for painting companies. We signed up for his coaching program on the spot, and he has helped us steer our company out of low-profit new construction to higher-profit repaint and residential work. We have always struggled to generate commercial painting leads, and Brandon has made that process simple and streamlined for us. We wholeheartedly recommend Brandon and his team. If you are a painting contractor you NEED to check out what he offers.read more
Brent Coffy
Brent Coffy
01:41 07 Sep 18
Amazing organization that is quickly moving to the forefront of the painting industry! Brandon KNOWS his stuff. He is innovative, yet has a keen knack for combining every form of marketing and sales techniques. He truly understands the power of utilizing everything from the latest in social media marketing, to video, to "old school" mail. Speaking of mail.... he will "read yours" if you give him 5 minutes...lol! But, he will also quickly set you on a path that takes you from struggling in your business - toward success!read more
Jonathan Webb
Jonathan Webb
01:15 17 Sep 18
The APPC is a fantastic source of information, tactics, techniques, and procedures that will prove invaluable to any paint company owner who is interested in growing his business and increasing profitability. I highly recommend Brandon's programs, and as someone who has attended his invaluable presentations on marketing and recruiting, as well as his education about the "business end" of paint company ownership, I can give my highest and unconditional recommendation for these business development services. There is no better source of paint-company specific business information out there.read more
Jeff Nestle
Jeff Nestle
23:00 07 Sep 18
The materials for the Academy for professional painters is top notch. I have found this information to be helpful for anyone in the painting industry. If your brand new to the business you will be miles ahead if you follow the program and instructions as given. As a seasoned painting contractor with over 40 years experience I have found that Brandon's information has been helpful and many ways and I would recommend to anyone looking to improve the quality of work and the bottom line to definitely be part of the program. J A Nestle with champion decor and Coatings Phoenix AZread more
Tim Perryman
Tim Perryman
17:50 22 Sep 18
We are a Platinum member with the APP. Brandon Lewis is an outstanding coach! I have ran a painting business for more than 25 years and I wish I had a resource like this when I first got started. He has changed my view and given me the tools to improve two key areas of our business - How to implement a professional sales process and how to recruit quality painters. We attended the professional painting summit last January in Florida. We were surrounded by painting contractors willing to share proven solutions to just about every problem painting contractors will face in their businesses. I'm looking forward to the one In Tennessee this coming January! Whether you are just getting started or have been running a large painting business for years, I would highly recommend you look into how the APP can help you fix those nagging problems we all face.Keep up the good work Brandon!read more
All-Pro Home Services
All-Pro Home Services
22:39 21 Sep 18
Brandon Lewis has great information and techniques for professional painters or contractors such as myself. I started in the paint business as a painter and two years later started working for myself. I knew how to paint but I have learned everything about sales business and marketing along the way. And customer service. Listening to Brandon Lewis really helped me to be a better business owner. Without sales and marketing you have no business. I was a painter and now I feel like I am much more of a business owner and a business professional. Thank you Brandon Lewis for your great work. And the academy for professional painting contractors.read more
Daniel Woodford
Daniel Woodford
02:29 20 Sep 18
Hi Dan here, Have a Painting business in the North East. I have been working with Brandon for 2 1/2 years. Sales were at 200k when I started and up to 1.3M at this point while tripling my bottom line. He's made me a believer. Results do speak. Highly recommend you call him if you have a Painting business that hasn't been paying you what you deserve and are ready to turn things around!read more
runner 96
runner 96
01:01 13 Sep 18
Brandon has lead us to some GREAT processes for getting into the commercial world as well as staying in touch with past clients. Our business has steady grown 25-25% each year since working with him.read more
Toliver Painting
Toliver Painting
18:45 19 Oct 18
Been working with this marketing coach for 3+ years and seen phenomenal results. This Painting business coach has helped me keep painters in Missouri busy through the slow winter season and more than tripled our painting company's size. Don't settle for online painting leads that go nowhere. If you are a painting contractor who wants to leave more for your family than a garage full of used paint and some tools for a garage sale after you are gone, I recommend you contact Brandon ASAP. When it comes to help with marketing for painting companies, this is by far the best investment I have made in my painting business.read more
Matthew Rathgeb
Matthew Rathgeb
01:38 14 Sep 18
I had contacted the APP sometime in April of 2018. After 7 years in business I got tired of always running into the same issues in my painting business so I was looking for a “coach” of sorts to get some systems in place to promote growth for my business . After a lot of research I decided to join the APP and I am glad I did !!!! I can’t even put into words how helpful Brandon has been !! My business has increased 35% in the last 5 months and implementing his systems has made everything go much smoother . Especially the sales process !! I have never been so confident selling paint jobs in my life . Looking forward to continued growth and I would highly recommended the APP to any painting contractor !!read more
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"The Secret Systems for Easy Re-paint Profits" Finally Reveals

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