Empowering Sales Teams through Strategic Videos and Training

This chapter highlights the role of company videos in addressing homeowner objections during the sales process. It also discusses the importance of a structured recruitment and training program to build an effective sales team that drives success in the contracting industry.

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In this episode, Tom sits down with Hunter Ballew, a Marine Corps veteran and roofing industry leader who built and sold a business for $48 million in just three years. Hunter shares his journey, key marketing and sales strategies, and hard-earned lessons in scaling a contracting business. Whether you're looking to improve lead generation, build strong relationships, or create a business that thrives, this episode is packed with valuable insights.

In this episode, we discuss:

[00:00] Introduction: Hunter’s $48M exit and roofing success
[00:29] Common ground: Marines, firefighting, and entrepreneurship
[02:21] The power of authenticity in business
[03:18] The importance of prioritizing yourself, your home, and then your business
[04:43] Hunter’s massive business growth and struggles with self-doubt
[06:10] The impact of pressure and mindset in entrepreneurship
[07:38] Using business challenges as opportunities for growth
[09:04] The Great Recession and learning to reframe business hardships
[10:53] Maintaining optimism and controlling what you can in tough economies
[12:44] The power of going all-in on marketing and building your brand
[13:13] Hunter’s business journey: From firefighter to multi-million-dollar exit
[17:32] Rapid scaling: How Hunter’s company hit $10M+ in revenue
[19:19] Lessons from selling a business: Doing due diligence on buyers
[22:12] The impact of core values and leadership in business sales
[24:29] Mental and financial challenges of exiting a business
[26:25] The importance of having a strong personal foundation
[27:20] The biggest marketing mistakes contractors make
[29:14] Relationship-building as the key to long-term business success
[30:36] Understanding customer acquisition cost (CAC) and lead tracking
[32:53] Facebook Ads vs. Google Ads: Choosing the right marketing strategy
[34:19] The power of follow-ups and customer engagement
[36:09] Scaling quickly: Hiring sales reps and building a dream team
[38:02] The importance of personal development for business owners
[41:15] The roadmap to scaling from $3M to $10M+ in revenue
[42:43] Hiring strategies for long-term business success
[44:09] Final thoughts and where to connect with Hunter

Links from this episode:

Lead Tracking Spreadsheet: https://thecontractorfight.com/leads
Hunter’s Website: https://roofing.com
Hunter on Instagram: @redwhiteballew

Resources:

⚔️ WAR ROOM

Ready to scale your business to $5,000,000 or more? No theory. No fluff. Pure action. Join nine other battle-tested contracting companies from across the country to tackle your biggest challenges head-on.

https://thecontractorfight.com/war-room

🧰 CONTRACTOR BUSINESS SCHOOL

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.

https://contractorbusinessschool.com/

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

5 Steps to 5 Stars: How to Charge Premium Prices and Never Run Out of Leads

https://thecontractorfight.com/5-stars/

🛡️ 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!

https://thecontractorfight.com/50/

🎧 Get on the podcast!

https://thecontractorfight.com/intervention

📘 Grab a free copy of Tom’s book, Winning the Contractor Fight (just pay shipping and handling)

https://thecontractorfight.com/book/

🎥 Explore over 1,400 free videos on Contractor Fight TV:

https://www.youtube.com/c/TomReber

🎙️ Listen to the podcast archives:

The Contractor Fight podcast now features nearly 1,000 episodes.