The Art of Confident Sales and Building Connections

In this episode, Tom sits down with Brian Gottlieb, an industry leader who has built and sold multiple home improvement businesses for hundreds of millions of dollars. They discuss key performance indicators (KPIs), leadership strategies, and how to scale a business the right way. If you’re serious about growing your company, this conversation is packed with actionable insights.

Episode Highlights:

• [00:00] - Introduction to Brian Gottlieb and his incredible background in the home improvement industry
• [01:21] - The importance of forecasting and how it helps scale a business
• [03:31] - Why most contractors make the mistake of scaling too soon
• [04:31] - How to know when it’s the right time to scale your business
• [06:48] - The power of team alignment and why your employees must perform well even in your absence
• [08:38] - Brian’s journey: Starting with $3,000 and a folding table to building a multi-million dollar company
• [09:58] - The 7% rule: Setting aside money for marketing to ensure business growth
• [12:45] - The key signs that indicate it’s time to hire a salesperson
• [13:43] - How training and company culture play a bigger role than raw talent
• [16:04] - The importance of specialization and eliminating complexity in your business
• [20:43] - Why giving employees a mission, not just a job, leads to long-term success
• [22:40] - The lowest level of acceptable behavior defines your company culture
• [27:53] - The critical role of leadership in empowering employees and removing bottlenecks
• [29:45] - How to align your business goals with your employees' personal growth
• [33:04] - Why Brian believes HVAC and pool maintenance are the best trades to enter today
• [37:50] - How to structure KPIs for every role in your business, including admin staff
• [40:46] - Brian’s upcoming book Beyond the Hammer and why it’s a must-read for contractors
• [47:17] - Where to find more about Brian and sign up for updates on his book

Resources:

⚔️WAR ROOM 

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If you’re serious about building a profitable, structured contracting business without the chaos, this is your shot. Get the tools, insights, and mentorship you need to level up—on YOUR time, at YOUR pace.

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⭐️⭐️⭐️⭐️⭐️ Grab our NEW course to grow your business

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🛡️Join us in BATTLEGROUND - Everything your contracting business needs in one comprehensive program. Three main focus areas: Leadership, Communication, and Numbers. For more info visit: https://thecontractorfight.com/battleground

💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together!

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