The Wealthy Contractor

When Ken Wood and his partner Mick launched Five Star Bath Solutions in 2019, the top revenue for other locations in their franchise network was roughly $1 million/yr.When they said they were going to build a $5-6 million business, people looked at them like they were from Mars.This year, they're hitting $9 million.But redefining what was possible required some brutal lessons—like learning to "own it before delegating it," accepting that sometimes good people can't scale with your business, and realizing that what got them to $3M would never get them to $10M.In this raw, tactical conversation, Ken pulls back the curtain on:The accountability, tough love, and breakthroughs that happen when you're in a room with other ambitious contractors who are actually implementing and growing.The "Hire 3 to Get 1" philosophy that accelerated their growth (and why betting on just one person sets you up to fail)Advice for when you want to hire a unicorn on a $70k budgetWhy shifting from loyalty culture to results culture is painful but necessaryThe two responsibilities owners should give up lastThe thing to say to a great person you have to fire (and who to make the bad guy)What "working ON vs. IN your business" actually looks like when you're doing $9M and planning for $30MAnd his Stephen Covey-inspired approach to building a business (and life) worth havingKen also shares the story of bumping into Mick at church after the 2008 crash, how Accelerate LIVE! completely rewired their thinking about what's possible, and why he comes back from every Success Society meeting ready to hit the ground running.Key Highlights:(00:00) Introduction(00:34) Welcome to Episode 251 with Ken Wood(01:50) From Corporate to Crash to $9M: Ken & Mick's Origin Story(05:22) The Brutal Lessons That Got Them Here(06:22) The Event That Opened Their Eyes to What's Possible(08:54) Why Your Franchise Is Capping Your Growth (And What to Do About It)(14:08) "Hire Three to Get One"—The Hiring Advice That Changed Everything(18:38) Are You the "Technician," "Manager," "Builder," or "Visionary?”(19:43) Why Ken Had to OWN Marketing Before Hiring For It(26:59) The Last Two Things You Should EVER Give Up as an Owner(28:50) How to Shift from Loyalty Culture to Results Culture (Without Being a Jerk)(32:25) The Thing to Say to a Great Person You Have to Fire—And Who to Make the Bad Guy(38:04) Stop Relying on Aggregators—Find 20% New Lead Sources Every Year(42:03) Why You Should Work ON Your Business vs. IN Your Business(43:03) Ken’s Parting Advice: The Peer Group "Worth 5 Times the Price of Admission"(47:18) Meet The Group That Helped Fuel Ken’s Success👉 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.👉 Join us for our next Discovery Day on November 11th: TheEntryDoor.Info Additional Resources:⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live ⚡ 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/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

We've hit a major milestone—Episode 250!And there's no one else I’d rather celebrate with than Brian Elias, my very first guest on The Wealthy Contractor Podcast and true industry trailblazer.If you don’t know him, Brian is the founder of 1-800-HANSONS, which he grew into one of the largest home improvement companies in the country before selling to private equity. These days, he's doing it all over again with Refloor—having already scaled to 15 markets across 12 states and selling 50+ jobs per day.But this episode is about more than Brian’s incredible story. It's about the mindset, marketing psychology, and hard-won lessons that separate struggling contractors from industry titans.Listen in as Brian E. opens up about:Why he’s getting back into face-to-face marketing in 2026 (and which channels he’s targeting)The "Mom's Problems" framework that will make your marketing convertHow you can "reduce to the ridiculous" to close more salesThe psychological triggers all your marketing messages need to hitWhere his confidence REALLY comes from (it’s not what you think)…And why most contractors are “fishing with the wrong lure”Whether you're grinding to hit your first million or scaling past eight figures, this conversation will challenge how you think about marketing, leadership, and building the business (and life) you actually want.👉 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.Key Highlights:(0:00) Introduction(1:10) Welcome Back: Brian Elias Returns for Episode 250(2:50) Refloor Update: 15 Markets, 12 States, 50 Jobs Per Day(6:08) The Joy of Being Outsmarted by Your Own Kid(8:21) The Power of Faking it Till You Make it(10:04) Why You Should Treat Sales Calls Like Job Interviews(12:17) How His Father’s Mistakes Fueled His Success(14:02) Why Face-to-Face Marketing Is Making a Comeback(16:16) The Fishing Lure Framework: How to Think About Marketing(17:43) Using Psychological Triggers to “Romance” Homeowners(26:59) Why 95% of Cars on the Road Aren't the Cheapest(29:32) The Hardest Thing About Leadership(37:18) "Reducing to the Ridiculous": The $129/Month Close(40:57) Lessons from the First Time Around(41:40) Hire for Attitude, Not Just Experience(44:48) Why You Should Interview 8 People Per Day(47:10) Final Thoughts: Start with the End in MindAdditional Resources:⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ ⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live ⚡ 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/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

What if the fastest way to grow your business was to stop doing everything yourself?When Ryan Keene started MODE Renovation, a one-day bathroom remodeling business, he was just 24 years old. Four years later, he’s about to hit his first million-dollar sales month and working less than ever before. So how on earth did he get there so quickly??According to him, he just implemented what he was told.In this episode, Ryan shares the wins, struggles, and turning points that helped him go from installer, to owner, to leader—and how building a strong community of peers and mentors helped him get there.You’ll hear how he built an in-house call center from scratch at an early stage (with zero experience), hired a sales manager before he could afford it, raised prices the smart way, and built a culture where people actually want to show up and win.This one is loaded with lessons—especially if you’re stuck in the weeds, hesitant to spend money, or feeling like it’s all on your shoulders. Ryan proves that with the right mindset, community, and systems, you can scale faster and more profitably than you ever imagined.Whether you’re just getting started or trying to push past a plateau, this episode will leave you with the one thing you need most: permission to go bigger.Key Highlights:(00:00) Intro(01:15) Half Brian’s Age, Twice the Man: Meet Ryan Keene(03:00) “Smile and Dial”: How Ryan Built a Call Center from Scratch(07:05) Leads Aren’t Dead (You’re Just Doing it Wrong)(09:25) Tracking KPIs… Even When You Don’t Know What “KPI” Means(10:38) Why Entrepreneurship Feels So Damn Lonely (And How to Fix It)(15:54) Can’t Afford to Hire? That’s Exactly Why You Should(17:30) Press the Business Like a Race Car: Test, Break, Rebuild(18:30) The Counter-Intuitive Way Ryan Increased His Close Rate(22:47) Increase Prices Without Losing Sales (Yes, Really)(27:47) Recruiting New Reps (And Why You Should Treat Them Like Leads)(31:55) The Bounty Board: Competition That Drives Sales(35:00) Building Culture That Actually Means Something(42:02) The Mindset Shift Leading to a Million-Dollar Month(47:45) Stop Deciding and Start DOING👉 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/ ⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live ⚡ 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 mediaFacebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

What do hundreds—maybe thousands—of today’s home improvement business owners have in common?They have all been influenced by Rob Levin, who has helped shape the home improvement industry as we know it. If you’ve been around long enough, you’ve either worked for one of his companies, learned from someone who did, or competed against them.It all started back in the ‘80s, when Rob quit his CPA job to help grow AMRE (American Remodeling) from a single office surviving on an SBA loan to $300M in revenue across 56 locations. Rob’s story isn’t just a nostalgic trip through time—it’s a blueprint for scaling a sales-driven, systemized, and profitable company.Listen in as Brian and Rob discuss how he trained and led more than 600 salespeople, oversaw 2,200 employees, and created systems so effective that dozens of his former team members went on to start their own companies. He also shares how he did it all with the mindset and precision of a CPA-turned-COO who believed success wasn’t just about hustle—it was about math, discipline, and leadership.This one is part history lesson, part MBA class, and part gut check. And it proves that while a lot has changed in the industry, the fundamentals haven’t. Whether you’re just getting started or running $20 million a year, there’s something in here for you.Key Moments: (0:00) Intro(1:10) Meet Rob Levin: The Man Who Trained an Industry(3:47) From SBA Loan to $300M Empire: The AMRE Origin Story(8:43) Tips for Building a High-Performing Sales Team(10:16) The Math Behind Million-Dollar Sales Teams(13:07) The 3-Month Rule: When to Pull a Sales Rep Off the Field(17:48) The Hard Calls Every Owner Must Be Willing to Make(21:01) How Financial Discipline Built a Powerhouse(24:47) Determining Your Marketing Costs(30:41) Revenue Growth & Gross Margin: Where Most Owners Mess Up(37:51) Rob’s Blueprint for Building a Sustainable Business(45:11) A Cautionary Tale About The Power of Belief (And a Lost RBA License)(50:39) Mentorship, Legacy & Lessons from Industry Giants(54:41) Rob’s Final Word: What Really Makes a Business Work👉 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/ ⚡ 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/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Samantha McGuinness, Founder of Enabled and the Face-to-Face Marketing Network, shares her expertise in transforming zero leads into packed pipelines. She reveals her 'superpower' of generating leads from innovative methods like participating in local events and door-to-door canvassing. Samantha critiques outdated gimmicks, emphasizing the importance of genuine connections and effective appointment setting. With a track record of helping companies achieve over $10M in revenue, she provides practical insights for leveraging authentic marketing strategies.

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 rolesTwo titles you’ve probably never heard before: Dream Manager and Chief Ministry Officer — and the impact those roles have had on retention and moraleHow they’ve embraced AI and the tech stack that fuels their sales and marketing machineWhy 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 – Introduction01:11 – Meet Michael04:33 – Scaling from $20M to 300+ Employees06:15 – Marketing is the Key to Contractor Growth08:09 – Creating a Strong Sales Culture of “Humble Heroes”13:11 – Recruiting Salespeople with Predictive Index15:10 – 10-Step Sales Training Process Explained18:20 – No Room for Bad Attitudes in Company Culture20:03 – Managing Sales Culture Across Locations27:05 – How a Profit First Mentality Allows Giving Back29:30 – Dream Manager Program & Investing in Employees35:58 – Using IT & Tech to Boost Marketing & Sales38:49 – Why Michael Needs Less Leads43:45 – 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/

EPISODE 245: This week on The Wealthy Contractor, I sat down with Cory Minzyk, Call Center Director at All American Roofing & Remodeling. Cory is a powerhouse in the home improvement world; she’s helped build some of the most productive call centers in the country at companies like Window Nation and Thompson Creek.In this episode, she reveals how to hire the right people, implement proven systems, and track the right metrics, which all play into building a call center that can catapult your business growth to an entirely new level. She and I also talk about what it really takes to turn your phones into a profit machine, and where most contractors are getting it wrong.Listen in and learn how to:Influence the “domino effect” your call center has on the rest of your businessTrack KPIs that actually drive profit (not vanity metrics)Use your call center to support a diverse, successful mix of marketing sourcesIdentify when you need to hire a call center manager (and what to look for)Use “active listening” to help your team set more appointmentsSet good issue rate goals for the different types of lead sourcesHire, train, and compensate call center agents who consistently set quality appointmentsDitch the “robotic scripts” and still control the conversationYou’ll even hear what happened when no one showed up to work one morning—and how Cory and her boss set leads themselves.Cory’s strategy and systems are game-changers for any contractor who wants more control, more consistency, and more jobs!Tune in now.👉 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.Key Takeaways: Introduction (00:00)Meet Cory (01:22)What a call center actually does (16:48)What a small company needs to have a successful call center (22:07)Is scripting important? (25:30)How your call center grows with your business (33:20)What’s a good call center agent? (38:03)Call center KPIs (44:24)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/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Join Eric Peschke, VP of Marketing at ZINTEX Remodeling Group, as he shares his expertise in lead generation for contractors. He reveals how ZINTEX skyrocketed from a few leads to 100 appointments daily. Discover the importance of treating call centers as profit centers and optimizing lead gen strategies. Eric emphasizes a balanced approach to marketing that blends creativity with data. Plus, he discusses the significance of teamwork between marketing and sales, the right time to test new lead sources, and actionable insights to improve ROI.

Heather Macklin, an attorney and owner of a home improvement company, delves into the legal perils that contractors face. She shares alarming real-world examples of costly legal mistakes and emphasizes that forming an LLC isn’t a foolproof safeguard. Heather discusses essential documentation practices, the importance of formal contracts, and common employee agreement pitfalls. She also highlights updates on the TCPA regulations that could impact contractors. This conversation is a vital resource for protecting your business from legal missteps.

Rebecca Ackerly, a Partner at Universal Windows Direct, shares her transformative journey in scaling a multi-million-dollar contracting business. She emphasizes the power of delegation and stepping back to foster growth. Ackerly discusses the importance of mentorship and community support in overcoming industry challenges. Her insights as a woman thriving in a male-dominated field provide inspiration. From escaping lead aggregator dependence to advocating for collaboration, Rebecca’s perspective is a wake-up call for contractors eager to grow without burnout.