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PODCAST

Price. Sell. Paint.

Jon Bryant & Michael Murray

Have you ever had questions about how to price, sell, or produce paint jobs profitably? Jon Bryant & Michael Murray use their combined 30+ years of experience in the painting industry to dig deep into finding the tools, tactics, and tricks to help you succeed. Sometimes they bring on industry leaders and experts to help break it down.

business management

All Episodes

30:37

Mastering the Shift from Residential to Commercial //...

Price. Sell. Paint. ·

2025/06/26

In this episode of the Price Sell Paint podcast, Jon and Michael are joined by industry leader and PCA board member Chris Elliott. From Army Ranger to painting company CEO, Chris shares how he built a successful residential repaint division before scaling into commercial work and why running both requires different teams, different strategies, and a whole lot of intentionality. They dig into sales structures, marketing tactics, pipeline math, and how he's creating long-term success on both si...

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42:58

Automate the Boring Stuff: How Painting Contractors...

Price. Sell. Paint. ·

2025/06/11

Sales not following up? Clients slipping through the cracks? This episode is for you. Jon chats with Chris Kiefer, founder of Boolean and automation nerd, about how painting contractors can use smart tools (and common sense) to take work off their plate. No fluff, just real tactics that save time and actually help you close more deals. You’ll hear: Why your CRM should feel like a second brainThe simple automations that reduce mistakes and boost conversionsHow to follow up like a pro without s...

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53:27

Why Customers Lie, Cheat, Steal & Hide

Price. Sell. Paint. ·

2025/05/29

Sales isn’t always sunshine and signed contracts. In this episode, Jon and Michael unpack the real reasons why customers ghost, lowball, and lead you on — and how painting contractors can shift the sales dynamic using proven strategies. If you've ever left an estimate thinking "this one's a sure thing," only to get radio silence, this one's for you. Learn how to build trust, set better expectations, and stop wasting time chasing dead-end leads. This podcast is powered by PaintScout — The Ulti...

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35:50

Selling with Colour: How Color Consults Close More...

Price. Sell. Paint. ·

2025/05/14

In this episode, Jon and Michael sit down with Amanda Bryant, color consultant, interior design pro, and Jon’s sister—to talk about the powerful role color plays in the painting sales process. From how Amanda supports The Urban Painter’s sales team with design consults, to how color choices impact mood, trust, and upselling opportunities, this episode is packed with insights. You'll learn: - How to make color part of your sales strategy - Why The Urban Color Box makes clients feel like VIPs -...

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43:56

What Makes a Painting Company Financially Successful...

Price. Sell. Paint. ·

2025/05/01

In this episode of Price. Sell. Paint., Jon Bryant sits down with Daniel Honan, founder of Bookkeeping for Painters, to uncover the key financial habits that separate thriving painting companies from the rest. From pricing strategies and gross profit benchmarks to understanding your financial ratios and cash flow management, Daniel shares practical, data-backed advice from years of working exclusively with painters. Whether you're struggling with pricing, unsure if you can afford to hire, or...

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31:26

PaintScout X: Sales Unleashed

Price. Sell. Paint. ·

2025/04/17

In this episode, Jon Bryant and Michael Murray sit down to give you an inside look at PaintScout X: Sales Unleashed, happening April 23rd, 2025. They share why this virtual conference was created specifically for painting business owners and sales reps, and what you can expect from this full day of powerful sessions, keynote speakers, and real-world strategies you can apply right away. From mastering your money mindset to building scalable sales systems, unlocking commercial sales, and learn...

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39:28

Are Virtual Estimates the Future?

Price. Sell. Paint. ·

2025/04/02

In this episode of the Price Sell Paint podcast, Jon Bryant and Michael Murray dive into the controversial topic of virtual estimates. Can they really work for your painting business? Jon and Michael share their experiences, from the early days of experimenting with tools like Groundwork to designing a fully virtual process for cabinet painting. They discuss the surprising results, including challenges with lead conversion and the broader implications for the painting industry. Is a seamless,...

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61:41

Building a Winning Sales Team // Kevin Nolan

Price. Sell. Paint. ·

2025/03/19

In this episode, we sit down with industry leader Kevin Nolan to dive into the fundamentals of building a strong sales team in the painting business. Kevin shares insights from his decades of experience, including how to attract top sales talent, create a winning sales culture, and implement processes that drive revenue growth. We also discuss key takeaways from his new book, Organizational Talent, and how painters can scale their businesses by developing a high-performing team. Whether you’r...

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31:15

35. Should You Include Materials in Your Hourly Rate?

Price. Sell. Paint. ·

2025/02/12

Today, we dive into one of the most debated topics in the painting industry—whether painting contractors should include material costs in their hourly rate or itemize them separately. Jon Bryant & Michael Murray discuss the impact of pricing strategies on profitability, sales, and business sustainability. The conversation covers how fluctuating paint prices affect job costing, the pros and cons of bundling material costs into labor rates, and how clear guidelines for sales reps can improv...

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51:41

34. Real-Life Sales Techniques that Actually Work //...

Price. Sell. Paint. ·

2025/01/29

In this episode, Eric Barstow from Painting Business Pro offers actionable insights on mastering sales in the painting industry. Eric breaks down common customer objections, shares proven closing strategies, and highlights the critical role of training sales representatives. By focusing on understanding customer motivations and building trust, he reveals how to significantly boost sales performance.The discussion explores key benchmarks for success and traces the evolution of Eric’s business ...

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42:35

33. How to 10x Your Painting Business in 2025!

Price. Sell. Paint. ·

2025/01/15

This episode dives into the strategies you need to scale your painting business, increase sales, and succeed in the painting industry this year!Jon Bryant & Michael Murray focus on the reality of achieving 10X growth and why it may not be feasible for every painting business. You’ll learn how to set realistic sales goals that drive measurable results, as well as proven marketing strategies to maximize leads, conversions, and brand awareness. Sales capacity and team dynamics are key topics...

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45:04

32. Strategies You'll Want to Steal from a $2M Family...

Price. Sell. Paint. ·

2025/01/01

In this episode, Luis Rodriguez, from Lifetime Custom Painting, shares his journey from college student to business partner with his father, detailing the growth of their painting business through effective sales strategies, job management, and digital marketing. The conversation delves into the importance of understanding net profit, implementing job costing, and utilizing a profit-first mindset to ensure financial health. Luis also discusses his successful marketing strategies, particularly...

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38:11

31. Stop Being a Wimp! Handling Objections in...

Price. Sell. Paint. ·

2024/12/18

They say "sales doesn't start until you hear an objection." This episode focuses on just that: handling objections in sales, a critical skill for success in the painting industry. Jon Bryant & Michael Murray cover the mindset needed to address objections, strategies for separating personal identity from sales performance, and actionable techniques to navigate pricing concerns, indecision, and competition.Michael & Jon emphasize proactive communication, sharing insights on engagin...

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43:20

30. Pricing Based on Your Area, Ways to Improve Setup...

Price. Sell. Paint. ·

2024/12/04

In this episode, hosts Jon Bryant & Michael Murray engage in a listener Q&A session, addressing common challenges faced by painters and business owners in the painting industry. They discuss hiring your first painter, the importance of setup calls, pricing strategies, and navigating customer requests for extra work. The also chat about whether or not geography effects pricing, creating a fun and engaging sales culture to boost morale, and effective sales management practices to foster...

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50:49

29. Talking to the G.O.A.T. // Jim Falk

Price. Sell. Paint. ·

2024/11/20

Today Jim Falk, the VP of Sales at Nolan Painting, shares how he went from hating sales to excelling at it — now training hundreds of salespeople! He shares his experience transitioning from a sales rep to VP of Sales and the challenges and rewards of managing a large sales team. Jim discusses his mindset shift from viewing painting as a commodity to focusing on the value and emotional connection with prospects. He emphasizes the importance of asking the right questions and understanding the ...

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50:55

28. Good-Better-Best

Price. Sell. Paint. ·

2024/11/13

In this conversation, Jon Bryant & Michael Murray explore the concept of the 'Good-Better-Best' tiered pricing strategy within the painting industry. Is it something your company should offer or is it just not worth the hassle? They discuss the pros & cons of providing customers with options, the psychological effects of pricing strategies, and the challenges of implementing such systems effectively. The conversation emphasizes the need for trust and quality in service offerings, as w...

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47:39

27. Look out, Painting Industry: He’s Back! // Tom Reber

Price. Sell. Paint. ·

2024/11/06

Today Tom Reber, founder of the Contractor Fight, shares his experience of starting a new painting company… again. Tom discusses the lessons he learned from his previous painting company and how he is applying them this time around. He emphasizes the importance of having the right mindset and putting the sales methods like the ‘Shin Fu’ technique into practice. He also shares how a concept called “bracketing” can help sell jobs more effectively and at higher rates. In this conversation, Tom e...

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16:28

26. Raise Your Damn Prices! (Part 2)

Price. Sell. Paint. ·

2024/10/23

In Part 2 of this discussion on pricing strategies in the painting industry, Jon Bryant & Michael Murray focus on the Pros & Cons of Discounting. They explore how to balance capacity with pricing, the psychology behind pricing, and the necessity of maintaining profitability during slow seasons. This episode emphasizes the need for an abundance mindset to thrive in a competitive market. Remember, if you didn't catch Part 1, be sure give it a listen! This podcast is powered by...

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61:42

25. Raise Your Damn Prices!

Price. Sell. Paint. ·

2024/10/16

How much are you charging per hour? The answer is: probably not enough! Many contractors confuse being busy with being successful, leading to underpricing their services. Today, Jon Bryant & Michael Murray break down various aspects of pricing in the painting industry, including understanding market prices, the role of sales skills, the emotional impact of the environment on customer decisions, and the importance of job costing. They explain, step-by-step, how to calculate your price...

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52:21

24. Secrets to Selling Paint Jobs that No One is...

Price. Sell. Paint. ·

2024/10/02

In this episode, Jon Bryant & Michael Murray interview Seth Peek to explore his journey in the painting industry and other endeavours that all point to business growth. Seth emphasizes the importance of quick customer responses, innovative sales strategies, and the need for professionalization in the painting industry. He also shares insights on work-life balance and simplifying production rates for efficiency, ultimately advocating for a customer-centric approach in business. They discus...

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63 results

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