Most contractors and home service owners don’t struggle because they can’t sell. They struggle because they lack a predictable client journey from cold to sale. Estimates vary wildly, every technician sells differently, and customers often drift into the “let me think about it” dead zone. Meanwhile, owners are left wondering how many jobs slip away simply due to an inconsistent process rather than customer resistance. In this episode, host Mike Abramowicz sits down with Curt Kempton, founder of ResponsiBid and former owner of an internationally awarded window cleaning and pressure washing business. Curt reveals how he engineered a curiosity-driven sales process that feels natural for technicians, reduces customer friction, and dramatically increases close rates. This conversation is a masterclass in sales psychology, customer experience, and systemizing the path from interest to investment. Timestamps: [00:00] Meet Curt Kempton [03:00] Building and selling an award-winning cleaning business [06:40] Why many tradespeople struggle with sales [09:20] What makes a good salesperson [13:30] Research Mode vs Decision Mode [17:45] Creating a predictable client journey [21:30] Pre-framing with video and email [24:00] Why line-item estimates reduce conversions [30:10] Running the in-home experience smoothly [34:45] Your selling process vs their buying process [38:40] How many options to present [44:30] Price anchoring and shifting customer expectations [48:30] Following up after a “no” [53:50] Curt’s free sales audit quiz [54:50] What it means to be Better Than Rich Key Quotes

• “Curiosity is what leads good sales.”
• “If you don’t participate in research mode, you won’t be there when it flips to decision mode.”
• “Line-item estimates create moral tax for the customer.”
• “You are either taking them through your selling process, or they are taking you through their buying process.”
• “Follow-up keeps the door open so customers can return without feeling embarrassed.”

Key Takeaways:

• A good salesperson prioritizes the customer’s value, not their own agenda.
• Buyers move predictably from research mode to decision mode, and your process must meet them early.
• Pre-framing with simple videos and emails reduces objections before you ever arrive on-site.
• Presenting packages instead of line items eliminates overwhelm and increases conversions.
• Follow-up after a no often recaptures customers who regret choosing cheaper competitors.

Mentioned Links: ResponsiBid: https://responsibid.com Sales Process Audit Quiz: https://responsibid.com The Better Than Rich Show YouTube Channel: https://www.youtube.com/@thebetterthanrich Connect with The Better Than RichWebsite - https://www.betterthanrich.com/Facebook - https://m.facebook.com/betterthanrich/Instagram - https://www.instagram.com/betterthan_rich/Twitter - https://mobile.twitter.com/betterthan_richTikTok - https://www.tiktok.com/@betterthanrichYouTube - https://www.youtube.com/channel/UC3xXEb7rKBvkCOdtWd4tj2ALinkedin - https://www.linkedin.com/company/betterthanrich