# TCF1117: Stop Selling Projects. Start Finding Motive.

Page: https://stenobird.com/podcast/the-contractor-fight-with-tom-reber-539778/tcf1117-stop-selling-projects-start-finding-motive
Text version: https://stenobird.com/podcast/the-contractor-fight-with-tom-reber-539778/tcf1117-stop-selling-projects-start-finding-motive.md
Podcast: [The Contractor Fight with Tom Reber](https://stenobird.com/podcast/the-contractor-fight-with-tom-reber-539778)
Published: 2026-04-16T07:00:00+00:00
Episode link: http://strongpreneur.libsyn.com/podcast
Audio file: https://episodes.captivate.fm/episode/836db59a-da4f-4cda-8627-039c7531fafa.mp3
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JSON: https://stenobird.com/v1/public/podcasts/the-contractor-fight-with-tom-reber-539778/episodes/tcf1117-stop-selling-projects-start-finding-motive
Duration seconds: 999

## Resource

You aren't a contractor; you’re a professional problem solver, but you can't solve a problem you don't understand. Most of you lose jobs because you talk too much and listen too little. In this episode, Tim and Derek break down "Motive" (the engine of the Shinfu sales process) and how to use open-ended questions to make your prospects feel heard. Stop guessing what they want and start extracting the truth so you can charge what you’re worth. ================================== Ready to stop grinding for pennies? Grab "The Contractor's Code to Finally Cracking $1M" free course and start building a business that actually serves your family. Check out the free course here: https://thecontractorfight.com/code ================================== == Rate the Podcast == Help your fellow contractors find the podcast! Please leave a rating/review. Apple Podcasts Spotify

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## Transcript

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