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The painting industry is changing, and so is the way contractors sell. In this episode of Price. Sell. Paint., Jon Bryant sits down with Danny Kerr, co-founder of Breakthrough Academy, to discuss the future of painting sales and what contractors need to know to stay ahead. From AI and changing customer expectations to hiring the right salespeople and building a stronger sales process, they explore what it takes to win more jobs and grow a successful painting business. Plus, find out why customers are willing to pay more for a better experience and why human connection still matters in an increasingly digital world. Resources: Watch Mastering Sales in a Digital Age: https://resources.btacademy.com/registration-sales/10-14/ Get Danny's free hiring package from Breakthrough Academy: https://trybta.com/t9v This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

Painting contractors spend a lot of time and money trying to generate the next lead. But what about all the people already sitting in your database? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down how contractors can generate more work from past customers, old leads, referrals, and relationships they’ve already built. They talk about creating consistent follow-up habits, using warranties to stay connected, nurturing leads who weren’t ready the first time, and why a simple phone call or handwritten note can still outperform the latest marketing tactic. As the slower season approaches, this episode is a reminder that your next job might already be sitting in your CRM. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

What does it actually take to build a sales team that can scale a painting business? Brad Ellison joins Michael Murray and Jon Bryant to break down the sales system that helped his company grow rapidly, from launching in 2022 to expecting around $9M in revenue. Brad shares how he built a repeatable sales process, why he hires for communication and coachability over painting experience, how he trains new salespeople in just two weeks, and why systemization has been so important to growing beyond the “Brad Ellison show.” They also dive into lead generation, marketing spend, follow-up, presenting proposals, handling objections without being pushy, and creating a customer experience that builds trust. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

Your competitors are cheaper. So what? It’s easy to lose a painting job and immediately blame the competition: They were cheaper. They underbid us. The customer only cared about price. But focusing too much on what other painting contractors are doing could be holding your business back. In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down how painting contractors should actually think about competition, from pricing and positioning to sales, customer experience, and profitability. They discuss why you shouldn’t base your painting estimates on what competitors charge, how to price based on the business you’re trying to build, and why creating a better customer experience can be far more powerful than trying to be the cheapest painter in your market. You’ll learn how to differentiate your painting company, communicate your value during the sales process, and compete in a way that makes your business stronger, more profitable, and easier to grow. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

What does it take to generate your own opportunities instead of waiting for leads to come in? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Dave Bryant, a top-performing painting sales rep who sold around $4 million last year and now generates 100% of his own estimates.   Dave shares how he’s built a strong pipeline through relationships, networking, referrals, and consistent business development. He also breaks down his transition from residential to commercial painting, what he’s learned along the way, and why the right relationships can lead to better opportunities. If you want to rely less on incoming leads and build a pipeline of your own, this episode is packed with practical takeaways. Interested in learning directly from Dave? He also offers coaching for painting contractors and sales reps. Reach out to him at [email protected] to learn more. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

What happens when one of the painting industry's most respected contractors joins the podcast? In this episode, Jon and Michael sit down with Nick Slavik to discuss the trends they're seeing across the industry, including slower spring sales, shifting consumer behavior, pricing pressure, follow-up strategies, and why some painting companies are still thriving despite market uncertainty. They also share practical advice on improving close rates, handling callbacks, motivating your sales team, and building a business that can adapt to changing conditions. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

You’ve built the quote, walked the customer through the project, and now it’s time for the conversation that matters most: presenting the price and asking for the sale. In this episode of the Price. Sell. Paint. Podcast, Jon and Michael break down the final stage of their estimating process — how to present value, talk about price confidently, handle objections, and create a clear next step with the customer. A great estimate doesn’t end with sending a quote. It ends with a conversation. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

What makes homeowners choose one contractor over another? In this episode of Price. Sell. Paint., Jon and Michael sit down with Jaclyn Rogers from AI Painting Plus to talk about the client experience that turns estimates into booked jobs. From building trust and creating smoother sales conversations to simplifying estimates and making customers feel confident in their decision, this episode breaks down the small things that create big results. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

What if the problem isn’t your close rate… it’s your process? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray sit down with Justin Georgopoulos, Founder of High Five Painting and Trade Launch, to break down how his team built a high-performing sales system, from hiring and training estimators to creating accountability, improving close rates, and pricing confidently. They get into: • Why every estimator starts with self-generated leads • How to hire and train sales reps • The door-to-door system powering growth • Pricing at higher gross profit margins • Structuring commissions and incentives • Why most contractors undercharge • How to think about growth, hiring, and scaling differently If you're looking to build a more profitable painting business, this episode is packed with tactical takeaways. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

In this episode of Price. Sell. Paint., Jon and Michael break down exactly what happens during an in-home painting estimate, from the initial walkthrough to gathering scope, building trust, handling pricing conversations, and creating a consultative sales experience that actually wins jobs. They cover: How to ask better questionsWhat homeowners actually want during estimatesWhy consultative selling worksHow to avoid overwhelming customersThe right way to discuss pricingBuilding estimates faster with systems and templatesIf you want to close more profitable painting jobs without sounding salesy, this episode is for you. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

In this episode of the Price. Sell. Paint. podcast, Juan Vasquez, owner of Illusions Inc. in Monterey, California, to talks about building a premium painting business, working on luxury homes, and creating long-term customer relationships that drive repeat revenue. Juan shares how he transitioned from being “a painter with a job” to building a true business focused on high-end finishes, repeat clients, and relationship-driven sales. From selling Venetian plaster projects to using CRM systems and maintenance programs to stay busy year-round, this episode is packed with practical insights for painting contractors looking to level up. If you’re a painting contractor looking to grow smarter, charge more, and build a business that lasts, this episode is for you. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

Most painting contractors lose jobs before the estimate even begins. In this episode of Price. Sell. Paint., Jon and Michael break down how to start estimate appointments the right way, from the first call to showing up at the door. If you’re struggling to close painting estimates, this episode will show you how to build trust early, set the right expectations, and win more of the jobs you’re already bidding. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

Most painting contractors think sales is about pricing or skill but the real difference comes down to systems, follow-up, and relationships. In this episode, Dave Scaturro from Alpine Painting breaks down how they scaled into a multi-division business, what separates top sales reps from average ones, and the exact habits that drive consistent growth. If you’re trying to close more jobs, build a stronger sales team, or move into commercial work, this episode is packed with real-world takeaways. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

In this episode of Price. Sell. Paint., Jon and Michael break down how painting contractors and sales reps should handle rejection, price objections, and ghosting during the estimating process. They walk through real scenarios from the field, including what to say when a homeowner rejects your painting estimate in person, over text, by email, or stops responding altogether. You’ll learn how to: Handle painting estimate rejection without losing the jobRespond to price objections from homeownersImprove your follow-up process and get more sales closureUnderstand the real reasons customers choose another painting contractorTurn “no” into better conversations and future opportunitiesIf you’re a painting contractor, estimator, or sales rep looking to close more jobs and improve your sales process, this episode will help you approach rejection with confidence and win more work over time. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout

In this episode of the Price. Sell. Paint. podcast, Michael Murray and Jon Bryant sit down with Gavin Hepp of Webfoot Home Improvements and Nolan Consulting Group to talk about what it really takes to build a strong sales team in the painting industry. They break down how Gavin helped grow Webfoot into a multi-million dollar business, how to know if you’ve hired the right sales rep, what KPIs actually matter, and why ride-alongs, role play, and after action reviews are critical if you want reps to improve. If you want to stop winging it and start building a real sales system that scales, this episode is packed with practical advice. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout