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TCF1113: High Profits, or Busy Work?

⏱️ 17:59 🎤 Tom Reber, Tim
AUDIO EPISODE
TCF1113: High Profits, or Busy Work?
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Chapters

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  • 0:00
    Introduction & Warm-up
    Tom and Tim kick off the episode with some lighthearted banter about the weather and flip-flops, leading into the main topic.
  • 0:54
    Overcoming Fear of Scarcity
    Tim discusses his past habit of trying to grab every job to fill the schedule, driven by a fear of not having enough work.
  • 5:20
    Selling Unafraid
    Tim shares his current mindset of not being in a hurry to fill the schedule, selling 'unafraid' with a calm and confident demeanor.
  • 7:18
    Story Time: The Pond Project
    Tim recounts a story about an elderly client with a complex pond project, highlighting the importance of design fees and understanding client expectations.
  • 17:31
    Dealing with Price Objections
    The client found the $80,000 project price too high, expecting half, which led to a discussion about not dropping prices due to fear and understanding client psychology.
  • 31:58
    Prioritizing Profitable Work
    Tom emphasizes that contractors should book jobs based on revenue and net profit, not just convenience, especially during busy spring seasons.
  • 33:45
    The 'Crazy' Spring Clients
    Tom observes that the first clients to call in spring can often be 'crazy' or whimsical, and advises waiting for more thoughtful, higher-profit opportunities.

Speakers

T
Tom Reber
Host
T
Tim
Host

Key Takeaways

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Prioritize profitable jobs over simply filling the schedule; don't let fear of scarcity dictate your booking strategy.

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Implement design or consultation fees to filter out less serious clients and ensure accurate project scoping.

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Understand client personality types (like 'CS' for detail-oriented individuals) to tailor your sales approach and allow them time for decisions.

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Don't discount your services or compromise profit margins out of fear of losing a job; value your work and expertise.

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Strategic scheduling means consciously selecting jobs that align with your business goals for revenue and net profit, rather than taking the first ones that come in.

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Recognize that early-season clients may be more impulsive; often, more serious and profitable clients emerge later once they've considered their projects more deeply.

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