Day 9: Create Opportunity Out of Thin Air

Contractor Secrets

What’s going on guys, it’s Tanner Mullen here with another episode of the Contractor Secrets Podcast.

Today I want to talk about sales strategies that actually move the needle for us as business owners—especially in the painting industry.

Over the years, I’ve learned that sales isn’t about luck or hoping the customer says yes. It’s about having a well-equipped sales tool belt, knowing how to handle objections, and using the right strategies at the right time.

One of the big lessons I’ve learned is the power of creating demand with discounts. Not just random discounts, but intentional ones—ones that keep my team busy, jobs flowing, and momentum alive. Because sometimes, keeping that pipeline moving is more important than squeezing out every last dollar of profit on one job.

I want you to think about your sales pipeline as your lifeline. Every proposal you send out has to build value, not just in what you’re offering, but in why you’re the right company to do it. That’s where most contractors miss the mark—they send numbers on a page instead of building real perceived value.

And listen, follow-up calls aren’t optional. They’re the difference between deals that just sit in limbo and deals that close. I can’t tell you how many jobs I’ve won just because I picked up the phone when everyone else went silent.

At the end of the day, sales is about being intentional, being prepared, and never letting opportunities slip through the cracks. That’s what this game is about—maximizing profitability and building momentum through smart strategy.

So take a look at your process. What’s in your sales tool belt? Where are you losing opportunities because you’re not building enough value, or not following up?

That’s the challenge I want to leave you with today.

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