The Wealthy Contractor

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.

Join Donald Robbins, a successful remodeling business owner from Germantown, Tennessee, as he shares his powerful journey of overcoming a mindset that held back his financial success. Donald reveals how shifting his beliefs about money transformed his business and personal life. He discusses the impact of self-affirmation, the critical distinction between business and mindset issues, and the importance of daily mindset work. He emphasizes that true growth begins with the right perspective and a supportive community.

Vince Nardo, Co-Founder of Reborn Home Solutions and a veteran in the home improvement industry, shares his insights on transforming businesses into sales and marketing powerhouses. He discusses vital lead generation strategies and the balance between 'make marketing' and 'take marketing.' Vince highlights the impactful 'seminar' showroom strategy that captivated audiences and increased sales. With a focus on education and community collaboration, he outlines ways to adapt to the changing marketing landscape for sustained growth.

Justin Bartley, owner of NEXT Door & Window, delves into the crucial need for making the right hires to significantly boost business growth. He shares his journey of overcoming the challenges of retaining comfortable yet unqualified staff. Discover how loyalty can be detrimental and the shocking revelations from recent mastermind meetings. Justin also emphasizes the value of effective delegation, the importance of having a clear business vision, and innovative marketing strategies to adapt to changing economic conditions.

EPISODE 238: Do your leads suddenly suck? It’s not just you!Many home improvement business owners who have been running thriving businesses for years are now finding themselves with bad leads, declining lead volume, or both.And yet SOME businesses are having their best months ever.So, what exactly is going on with leads?There’s no stopping the wheels of progress—the last few years have completely transformed our industry, including how we can find and convert good leads. So, knowing what works and what doesn’t when it comes to your lead generation strategy is A MUST if you want to compete in today’s market.In this week’s episode of The Wealthy Contractor podcast, we aim to uncover exactly what’s happening. And to do so, I’ve invited two experts: Chris Behan and Natalie Russo. Chris is the co-founder of Truvolv, a data-driven marketing company that specializes in helping home improvement contractors optimize their lead generation and marketing efforts, and Natalie is a digital marketing expert at Truvolv who specializes in paid media strategies, particularly Google PPC and social media marketing.In this episode, the three of us dive into this problem contractors are facing—inconsistent lead quality and volume—and what they can do about it. Listen in now and learn:Why it's becoming necessary to change your KPI from "cost per lead" to "cost of marketing"What is a "Super Lead" and how do you attract them?Google’s “creepy” knowledge about your leads (and how you can use it to your advantage)Why the technology most websites have been built on for the last two decades is now defunctHow bad leads can be just as impactful as no leadsWhich level of the marketing funnel paid search should actually be targetingWhy poor lead quality is often due to a lack of systems and not the leads themselves (but not all the time)How some technologies are leveling the lead gen playing field for smaller companies in the home improvement industry… and a lot more!If you want the insider scoop on how to become a lead generation powerhouse that completely crushes your competition, do not miss this episode!Tune in now for more.Key Takeaways: Introduction (00:00)Are lead generation fluctuations normal? (01:38)Speed to lead (06:27)Google PPC for home services? (16:00)The technologies that are changing the game (29:48)What contractors can do for better leads (37:31)Additional Resources:⚡ Learn more about Truvolv: https://www.truvolv.com/ -- ⚡ Learn more about The Wealthy Contractor Success Society: https://www.TheWealthyContractor.com/SuccessSociety⚡ 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/--The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!

Cameron Herold, founder of the COO Alliance and author, shares his expertise on the vital role of a second-in-command for business growth. He discusses the yin and yang between visionaries and integrators, emphasizing how hiring the right 'Number 2' can transform a contracting business. Herold reveals the pitfalls many entrepreneurs face in delegating and crafting a compelling vision. He also offers insights on empowering teams, structured planning for profits, and how effective communication can lead to a flourishing company culture.