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 job
• Respond to price objections from homeowners
• Improve your follow-up process and get more sales closure
• Understand the real reasons customers choose another painting contractor
• Turn “no” into better conversations and future opportunities

If 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/

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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/

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High-end clients do not pay for paint. They pay for predictability, trust, and outcomes. Zach Kenney breaks down the shift from scarcity pricing to premium positioning, how to present options, and how to run an estimate conversation that actually closes.

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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Chris Moore (Elite Business Advisors) joins Jon and Michael to break down why most painting businesses don’t fail because of production, they fail because of out-of-business pricing. They talk simple ways to sanity-check your hourly rate, how to raise prices without panicking (or killing your close rate), and why pricing + marketing are inseparable if you want consistent work and real margins.

They also dive into sales process fundamentals, setting expectations before the estimate, presenting on the spot (without being “salesy”), and how DISC personality styles can help you sell more by meeting customers where they are.

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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What should a painting sales rep be doing outside of selling the job? Jon and Michael break down where sales responsibilities should start and stop: Google reviews, managing projects, handling complaints, collecting deposits, invoicing, and follow-ups. They also dig into why some industries use a one-call close model, and why painting companies need clearer handoffs to scale without burning out their sales team.

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
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Most painting contractors lose (or win) the job long before the customer ever sees the price. In this episode of Price. Sell. Paint., Jon and Michael break down exactly what you should bring with you to every on-site estimate if you want to stand out and close more work.

They talk through the full sales kit: how you show up (vehicles, uniforms, first impression), why doing quotes on an iPad with software like PaintScout is still a huge differentiator, and the simple tools that instantly boost your credibility, like laser measures and measuring wheels instead of pacing things off or wrestling a tape measure.

If you’ve ever wondered, “Am I bringing enough or way too much to estimates?” this episode gives you a practical checklist and mindset to tighten up your on-site sales game.

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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Garrett Martell from Two Day Painting joins Jon and Michael to break down how he grew from a $10k credit card and door-knocking to an $8.5M painting company with 60% gross and nearly 25% net profit.

He walks through his six–rep sales team structure, why his best closers come from project management, and the exact sales system they follow in the home. You’ll hear how he uses discounts as a marketing tool, handles price objections without racing to the bottom, and keeps culture strong enough that key reps have stayed for nearly a decade. If you want a real playbook for scaling sales without blowing up margins, this is it.

This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/

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Every contractor hits the December wall. But instead of scrambling for last-minute leads, Jon and Michael walk through a smarter strategy: reset, reconnect, and prepare.

This episode covers: what sales reps should (and shouldn’t) do right now, how to build deeper relationships that fuel next year’s pipeline, and how to plan your goals so January starts fast instead of frantic.

If you're serious about growth in 2026, this is the episode to hear.

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/
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