What if every day you started with zero leads and still ended the week with a packed pipeline?
Sounds too good to be true, right?
Not according to this week’s podcast guest, Samantha McGuinness. On top of being a master of face-to-face marketing, she is also insanely good at “making leads out of thin air” (it’s kind of her superpower).
From knocking on doors and setting up booths to generating $100,000 from a peach festival, Samantha’s helped companies like Renewal by Andersen Toronto generate $10M+ in revenue from “make” marketing systems.
In this episode, Samantha and Brian dive into how elite companies create their own opportunities, the systems behind effective appointment setting (hint: get straight to the point), and why you should avoid gimmicks and “trinkets” that waste time and money.
🔑 Key Moments:
(0:00) Introduction
(1:28) Meet Samantha: From landscaping startup to $10M+ in face-to-face marketing
(5:18) Using social skills to get more leads
(8:22) Why tests like the DISC profile can be misleading when hiring
(11:20) How to make leads out of thin air
(12:54) How old-school gimmicks can hurt face-to-face marketing
(15:18) The controversy over “trinkets” (and why you should avoid them)
(17:24) Building a $10M+ department through systems and events
(19:37) Defining “make marketing”: events, home shows, canvassing, and retail partnerships
(25:29) Why every single person in your company should help find events (and how to incentivize them)
(29:15) What should (and should NOT) be on your booth table and displays—and why salespeople should never staff a booth
(33:01) Recruiting & hiring: Who thrives and who flops (Ever hire an actor?)
(43:50) The importance of make marketing in today’s market
(46:09) Best advice: Be 100% authentic in life and business
(50:55) Closing thoughts & resources
👤 About Our Guest
Samantha McGuinness is the founder of Enabled and the Face-to-Face Marketing Network, where she helps home improvement companies build profitable in-person marketing systems. Her systems and SOPs have generated millions in revenue for contractors nationwide.
👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.
Additional Resources:
⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).
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