Advice for Contractors Who are Losing Sleep at Night Wondering if you Will Cover Payroll this Week

By Ryan Groth.

Are you a contractor struggling to keep up with your overhead?

Or maybe you’re getting work but deep down you know you’re scraping the barrel…

Here’s some sobering advice:
If you haven’t met me yet, my name is Ryan Groth and I work with contractors to build predictable sales models so they can grow at the pace they want, for the reasons they want.

My parents had a contracting business in south Florida when I was a teen, but their ignorance crushed them and their marriage. I went off to play professional baseball with the Angels and after getting released, I got back into contracting and received mentorship for 5 years under a $50 million/year commercial roofing contractor.

Since then, I have coached hundreds of contractors to become true sales organizations who are tripling their sales effectiveness and forecasting with precision.

When I look at the contracting marketplace today I see three problems widespread among companies:

1. Too much reliance on weather events and cyclical new construction markets. Most contractors are riding waves that could end any minute and not building around a market that will always be there, like always be there. They’re storm chasers or bid factories competing on price and when the new construction economy tanks, they will tank with it.
2. Salespeople aren’t sales people at all, but order takers. Storm events and good economies create poor thought patterns, which create poor behavior. When you’re taking orders, you don’t have to sell consultatively, sell value, qualify, get to the actual decision maker and really close deals. Companies who don’t renew these mindsets will get gobbled up in the storm of an economic change.
3. No predictable way to smash targets. Most contractors sales plans are “get as much work as I can and do as much work as I can”. There’s no rhyme or reason to daily thought or daily behavior. Everyone is floating around, doing whatever they want. They think there’s more cash in the bank than there actually is because they aren’t tracking what’s truly been earned, which means they don’t know what success is. It’s a crap shoot, it’s like they’re driving with sunglasses at night and the car has tinted windows, with no GPS in a town they aren’t familiar with.

If you want to make decent money as a contractor, you have to create vision, goal and a game plan that you can reverse engineer into daily activity people can be accountable to.

Are you making any of these three mistakes?

The truth is that if you are making just one of these mistakes your business has less than 6-months left before it gets totally wiped out. The world is changing and there is no place in this world for sloppy contractors anymore. A new breed of contractor has emerged and is powering through taking your clients and eating your lunch.

If you don't change your ways you will get wiped out. However, if you want to change your ways and join the winning side of contractors in this new marketplace...

I Have Good News!
I just put together a free training that shows you exactly how I have helped contractors get the right type of clients, the direct account ones that pay quickly and high margins and begin selling $100K upwards to $750K in service work per month. If you’re in the service business, you know that the larger replacement and restoration jobs are yours to lose if you do a good job.

Here’s what you’ll discover:

• Why you need a mindset shift in how you approach getting work
• The secret weapon of all rainmaker contractors who can thrive through bad economic storms
• Ways to improve margins, speed up your selling cycle, boost your closing ratio and grow your team culture.
• The simple four-step system to get high-value clients

This free training has created five $2 Million / year service account executives and three $3 Million / year residential sales consultants.

Here’s the link to register: http://session.salestransformationgroup.com/case-study-1

It’s a new world out there, full of contractors who aren’t “mom and pop” but attracting hungry, committed and competitive talent to build high performing teams who are terrorizing your income -- however -- if you don't do anything about it please remember in 6 months time when you're wiped out and humiliated that I did warn you.

Don't forget to register!

Source: Sales Transformation Group via Facebook