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/

Instagram: https://www.instagram.com/paintscout/
YouTube: https://www.youtube.com/@paintscout
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TikTok: https://www.tiktok.com/@paintscout