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 Daveb@theurbanpainter.com 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