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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.

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Avg 49 min
English

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#71
August 13 · 43 min
$4M in Painting Sales Without Relying on Company Leads // Dave Bryant
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
#70
July 30 · 57 min
What's Happening in the Painting Industry? // Nick Slavik
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
#69
July 16 · 47 min
How to Close More Painting Jobs: The Final Step of the Estimate Process
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
#68
June 25 · 51 min
The Client Experience That Wins More Painting Jobs // Jaclyn Rogers
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
#67
June 11 · 50 min
Hiring Sales Reps, Higher Margins & Scaling a Painting Business // Justin Georgopoulos
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
#66
May 27 · 1 hr
What to Do During an In-Home Painting Estimate
In this episode of Price. Sell. Paint., Jon and Michael break down exactly what happens during an in-home painting estimate, from the initial walkthrough to gathering scope, building trust, handling pricing conversations, and creating a consultative sales experience that actually wins jobs. They cover: How to ask better questions What homeowners actually want during estimates Why consultative selling works How to avoid overwhelming customers The right way to discuss pricing Building estimates faster with systems and templates If you want to close more profitable painting jobs without sounding salesy, this episode is for you. 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
#65
May 13 · 57 min
How to Sell High-End Painting Projects Without Competing on Price // Juan Vasquez
In this episode of the Price. Sell. Paint. podcast, Juan Vasquez, owner of Illusions Inc. in Monterey, California, to talks about building a premium painting business, working on luxury homes, and creating long-term customer relationships that drive repeat revenue. Juan shares how he transitioned from being “a painter with a job” to building a true business focused on high-end finishes, repeat clients, and relationship-driven sales. From selling Venetian plaster projects to using CRM systems and maintenance programs to stay busy year-round, this episode is packed with practical insights for painting contractors looking to level up. If you’re a painting contractor looking to grow smarter, charge more, and build a business that lasts, this episode is for you. 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
#64
April 29 · 45 min
The Real Reason You’re Not Winning Painting Jobs
Most painting contractors lose jobs before the estimate even begins. In this episode of Price. Sell. Paint., Jon and Michael break down how to start estimate appointments the right way, from the first call to showing up at the door. If you’re struggling to close painting estimates, this episode will show you how to build trust early, set the right expectations, and win more of the jobs you’re already bidding. 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
#63
April 16 · 57 min
The Sales System That Separates $1M vs $10M Contractors // Dave Scaturro
Most painting contractors think sales is about pricing or skill but the real difference comes down to systems, follow-up, and relationships. In this episode, Dave Scaturro from Alpine Painting breaks down how they scaled into a multi-division business, what separates top sales reps from average ones, and the exact habits that drive consistent growth. If you’re trying to close more jobs, build a stronger sales team, or move into commercial work, this episode is packed with real-world 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
#62
April 2 · 49 min
What to Do When a Customer Says No (Sales Tips for Painting Contractors)
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/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#61
March 18 · 48 min
How to Build a High-Performing Sales Team in a Painting Business // Gavin Hepp
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/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#60
March 4 · 56 min
How High-End Painting Contractors Sell Value (Not Paint) // Zach Kenney
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/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#59
February 12 · 50 min
Stop Pricing Yourself Out of Business // Chris Moore
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/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#58
January 28 · 44 min
What Should Sales Reps Do Outside of Selling?
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 Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#57
January 8 · 51 min
Ready to Win the Job? What to Bring to Every Paint Estimate
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/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#55
Dec 11, 2025 · 27 min
The 2026 Kickoff Playbook (Every Painting Contractor Needs This)
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/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout
#54
Nov 27, 2025 · 48 min
Why Square-Foot Pricing Fails (and What to Use Instead)
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 and production, and how using real data leads to fair pricing, stronger relationships, and more profitable projects. 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
#53
Nov 19, 2025 · 1 hr
Email, Text, or Call? How Painting Sales Reps Should Talk to Customers
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 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
#52
Oct 29, 2025 · 48 min
Painting Businesses + AI: What Actually Moves the Needle
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, especially in commercial. Plus, a reality check on the hype and simple actions owners and sales reps can take this week to sell faster and deliver smoother. 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
#51
Oct 15, 2025 · 41 min
Beige Is Back: Sherwin-Williams’ Color Expert on Paint Colors, Trends & Winning Jobs // Sue Wadden
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-friend” resources from Sherwin-Williams you can actually use - The homeowner decision process: chips, peel-&-sticks, wet samples - Using apps & matches (Color Expert app, ColorSnap/SureMatch) to reduce callbacks - Selling value with color guidance (and why it wins more jobs) 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

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