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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

50:38

Stop Pricing Yourself Out of Business

Price. Sell. Paint. ·

2026/02/12

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...

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44:29

What Should Sales Reps Do Outside of Selling?

Price. Sell. Paint. ·

2026/01/28

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 Softw...

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51:43

Ready to Win the Job? What to Bring to Every Paint...

Price. Sell. Paint. ·

2026/01/08

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...

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51:55

How Two Day Painting Built an $8.5M, 25% Profit...

Price. Sell. Paint. ·

2025/12/24

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 th...

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27:48

The 2026 Kickoff Playbook (Every Painting Contractor...

Price. Sell. Paint. ·

2025/12/11

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 Ulti...

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48:01

Why Square-Foot Pricing Fails (and What to Use Instead)

Price. Sell. Paint. ·

2025/11/27

Pricing painting projects shouldn’t feel like guesswork. In this episode of Price. Sell. Paint. Michael Murray and Jon Bryant break down one of the biggest challenges in the industry: pricing jobs accurately and explaining those numbers clearly to crews and subcontractors. Fresh off the Nolan Grand Summit, they dig into why production rates outperform square-foot guessing, how to communicate time and expectations in a way everyone understands, how to manage the natural tension between sales a...

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60:54

Email, Text, or Call? How Painting Sales Reps Should...

Price. Sell. Paint. ·

2025/11/19

In this episode of the Price. Sell. Paint., podcast, Michael Murray and Jon Bryant break down one of the most underrated parts of sales in a painting business: how you communicate. If you’ve ever had a lead ghost you, a customer misunderstand a message, or a team member hide behind email instead of picking up the phone, this episode is for you. Perfect for painting contractors, sales reps, and owners who want to sell more work without creating unnecessary friction with customers. This podca...

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48:52

Painting Businesses + AI: What Actually Moves the Needle

Price. Sell. Paint. ·

2025/10/29

AI is everywhere, but what’s actually useful for a painting business? Jon and Michael break down the tools that move the needle today: smarter route planning to cut windshield time, instant before-and-after renders that help close on the spot, CompanyCam AI walkthroughs for cleaner handoffs, and custom GPTs that coach reps and streamline hiring. They dig into using AI to standardize pricing and follow-ups, lower overhead so you can pay crews more, and why proposal quality still wins, especial...

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41:47

Beige Is Back: Sherwin-Williams’ Color Expert on...

Price. Sell. Paint. ·

2025/10/15

Sherwin-Williams’ Sue Wadden (Director of Color Marketing, 25+ years) joins Jon to break down the real driver of most paint jobs—COLOR—and how pros can use it to win more work. They cover the latest trends, how to guide hesitant homeowners, and the exact tools you can hand clients before you even step on site. What you’ll learn - How to confidently lead the color conversation (and stop avoiding it) - Trends that matter in 2025: warm neutrals, earth tones, greens, khaki + more - “Phone-a-frie...

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37:47

What the Heck Is a CRM?

Price. Sell. Paint. ·

2025/10/02

CRMs get thrown around as the “Swiss Army knife” of software but what does a CRM actually mean for painting contractors? In this episode of Price. Sell. Paint., Jon Bryant and Michael Murray break down: What a CRM is (and isn’t)How painting contractors can use a CRM to track leads, follow-ups, and salesWhy generic CRMs fail the painting industryThe story behind the launch of PaintScout CRM, built exclusively for painting contractorsThis podcast is powered by PaintScout — The Ultimate Sales &a...

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62:33

Hiring & Coaching Painting Sales Reps // Colin Nolan

Price. Sell. Paint. ·

2025/09/18

Jon and Michael sit down with Colin Nolan of Nolan Consulting Group to unpack how painting companies can hire, coach, and keep sales reps who actually close. We cover what to look for in candidates (trophies, mindset, DISC profiles), how to find real customer pain without being pushy, the KPIs that reveal performance (win rate, pricing discipline, pipeline hygiene), and why “always be looking” beats rushed hiring. You’ll hear practical word tracks, coaching frameworks, and a simple self-asses...

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25:25

How Painting Sales Reps Can Sell When the Exterior...

Price. Sell. Paint. ·

2025/09/04

In this episode of Price. Sell. Paint., Michael Murray and Jon Bryant dive into one of the toughest challenges for painting sales reps: what to do when your exterior season is already packed. Learn how to shift your mindset, position scheduling as a strength, and use tactics like pre-booking, strategic pricing, and customer incentives to keep closing deals. Whether you’re up against weather deadlines or trying to sell for next spring, this episode shows you how to turn a “we’re full” calendar...

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45:25

Scaling a Painting Business to $10M // Matt Kuyper

Price. Sell. Paint. ·

2025/08/21

In this episode of Price Sell Paint, Matt Kuyper, co-owner and founder of Harpeth Painting, reveals how he scaled the company to more than $10 million in annual revenue in just six years. Matt shares his approach to balancing residential and commercial projects, building strong contractor relationships, and navigating long sales cycles. He also opens up about finding reliable subcontractors and the realities of running a business with his wife. Whether you want to break into commercial painti...

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44:06

The Smarter Way to Sell Painting Jobs

Price. Sell. Paint. ·

2025/08/07

In this episode of Price. Sell. Paint., Jon Bryant from PaintScout breaks down how contractors are transforming their sales process, from quoting faster and smarter to knowing exactly when to follow up. Whether you're running solo or managing a full sales team, learn how to stop leaving money on the table and start using data to close more deals with confidence. If you’ve ever second-guessed when to follow up or wished your quotes looked more professional, you’ll want to hit play. This podcas...

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47:29

Managing Unhappy Customers in Your Painting Business

Price. Sell. Paint. ·

2025/07/23

In this episode of Price. Sell. Paint., Jon and Michael break down real-world strategies for dealing with unhappy customers in the painting business. From staying calm under pressure to knowing when a refund can save the relationship, they share stories, mindset tips, and tactical advice for turning tense situations into professional wins. Whether you're a sales rep or a business owner, you'll walk away with tools to handle complaints without losing your edge. This podcast is powered by Paint...

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45:12

Why Successful Painting Contractors Start Selling...

Price. Sell. Paint. ·

2025/07/09

In this episode of Price. Sell. Paint., Jon and Michael tackle a challenge every painting contractor in colder climates faces, how to stay busy in the dead of winter. They break down the strategy of selling interior and cabinet jobs during the summer with a smart discounting system that fills January and February’s calendar before Thanksgiving. Whether you're a sales rep or a business owner, this episode is packed with no-fluff strategies for turning a chaotic summer into a stable winter. Th...

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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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59 results

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