Nikonomics - The Economics of Small Business 248 - How to Close 3x More Sales and Build Your Own Drywall Empire with Jared Kotter
Oct 29, 2025
Jared Kotter, a former middle school teacher turned drywall entrepreneur, scaled his business to $1.7M in just 10 months by selling dry wall to custom home builders. He shares his unique sales strategies, including the importance of in-person measurements to build trust and close at three times the average rate. Jared discusses his innovative partnership model, emphasizing finding quality leads through Construction Monitor, and explains how leveraging personal relationships can lead to recurring revenue. His journey demonstrates that anyone can succeed in trades with the right approach.
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Launched By Selling For His Brother
- Jared sold drywall for his brother's company and kept a 50% split of net profit on every job he sold.
- He started with no drywall knowledge and acted as a commissioned salesman and account manager instead of owning the trade.
Custom Homes Beat Volume Builders
- Custom-home builders pay best and are often easier to win than production builders who race to the bottom.
- Targeting fewer high-margin jobs gives similar profit without competing on lowest price.
Source High-Margin Leads With Permits
- Use Construction Monitor to download new-build permits and filter for high-end custom homes in your area.
- Drive to shortlisted sites, check build stage, then cold-call the listed builder with a tailored bid offer.