EPISODE 246: When Michael Flores joined Expo Home Improvement, they were under $20 million in revenue. Today? Over 300 employees, 5 locations, and a sales team of 75.

But here’s the twist… Michael says they actually need LESS leads. And that’s just one of the counterintuitive lessons he shares in this episode. 🤯

Listen in as we chat about:

Why Michael recruits using the Predictive Index (and the personality types that crush it in sales)
The 3 types of sales cultures (and which one you want in your company)
The role of frontline leaders in coaching and mentoring reps (sometimes a pat on the back, sometimes a kick in the pants)
Why personal style matters in sales presentations, and how his team tailors their approach to fit Texas markets (“a little more country, a little more city”)
How Expo Home manages culture with 300+ people across 5 locations: daily huddles, monthly town halls, and value-driven leadership roles
Two titles you’ve probably never heard before: Dream Manager and Chief Ministry Officer — and the impact those roles have had on retention and morale
How they’ve embraced AI and the tech stack that fuels their sales and marketing machine
Why fewer, higher-intent leads are now driving more sales
Why “It’s all about relationships,” isn’t just a cliche— it’s the best advice Michael’s ever received.

If you’ve ever wondered how to scale with a winning culture, keep your sales team hungry but humble, and finally get marketing working for your reps, this one’s worth the listen.

Key Takeaways:

00:00 – Introduction

01:11 – Meet Michael

04:33 – Scaling from $20M to 300+ Employees

06:15 – Marketing is the Key to Contractor Growth

08:09 – Creating a Strong Sales Culture of “Humble Heroes”

13:11 – Recruiting Salespeople with Predictive Index

15:10 – 10-Step Sales Training Process Explained

18:20 – No Room for Bad Attitudes in Company Culture

20:03 – Managing Sales Culture Across Locations

27:05 – How a Profit First Mentality Allows Giving Back

29:30 – Dream Manager Program & Investing in Employees

35:58 – Using IT & Tech to Boost Marketing & Sales

38:49 – Why Michael Needs Less Leads

43:45 – Final Advice: It’s All About Relationships

👉 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:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ 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).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor/

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

EP#197: Goal Setting In 2021