The Wealthy Contractor

Scott Berman took a MAJOR gamble on contractor sales training. He shut down half his sales force in January and watched revenue collapse.But by March, his “worst” salespeople were suddenly closing $90K deals!And marketing costs DROPPED significantly.Most home improvement contractors think buying more leads will grow their business. Scott proved the opposite:Training your existing team generates more revenue AND profit than any lead generation strategy ever could.In this episode of The Wealthy Contractor Podcast, the owner of a $163M home improvement company breaks down the exact math that exposes why "more leads" is actually bankrupting contractors (and what to do instead).Watch the full episode to discover:🔥 The NFL-style home improvement sales training system that turned complacent reps into hungry closers🔥 The 90-lead test that proves experienced reps generate $700K more revenue than new hires on the SAME marketing spend (this math will change how you think about hiring and training forever)🔥 Why Scott would CHARGE salespeople $300 per lead if he started over today (instead of the industry's "feed them leads and hope" model that's bleeding you dry) 🔥 The hidden tax of working with family: how seeking approval on every decision cost Scott millions 🔥 The AI sales system that captures leads after-hours at lower cost while competitors sleep🔥 Why raising prices is a mindset problem, not a market problem (and how you'll still close 30%+ of people REGARDLESS) If you're burning cash on leads that don't convert…Hiring new reps because the old ones "can't close…"Stuck at thin margins because marketing costs keep climbing…Waiting for aggregators to send quality instead of controlling your pipeline…Then watch this episode now and steal the efficiency playbook that's crushing "more, more, more" in 2026.Key Highlights: (00:00) Intro(01:53) January was self-inflicted pain month: why Scott torched revenue to fix complacency(02:59) Firing the crew and rebuilding sales from the ground up(04:27) NFL training camp for sales: role-playing at the pool, script recitals at night(06:26) Bottom-tier reps now sell as much as top performers (the training reboot results)(07:19) Sacrifice for the long game: losing millions to gain efficiency(07:43) Doing more with less because lead costs are INSANE(08:21) "Everybody who says 'I want more leads' is WRONG" (and this math PROVES it)(13:58) What to do when consumer sentiment goes south and there are fewer leads(15:18) What a good sales manager MUST do every week (and why role-playing and scripting should be NON-negotiable)(17:07) Don't just sell, sell, sell… do THIS instead(18:24) The truth about opening a second location(21:17) Why Scott would CHARGE salespeople for leads and ONLY hand them out based on performance(22:56) Why hiring sales reps from big brands is a BIG mistake(23:51) Making your sales team responsible for their OWN leads(24:59) The struggles most business owners will face if they don't do THIS(27:35) What you should REALLY be aiming for (hint: it's NOT volume)(30:10) How to succeed when times are hard (and what to execute on)(32:06) Just STEAL the proven playbooks (and the mistake most make by trying to customize it)(34:01) When enough is enough: the defining line that propels the business(36:13) Why family businesses fail… don't do THIS if you work with your family(39:11) How Scott used "Heavyset" AI to stop missing leads after-hours(42:53) The unfair advantage to lower lead costs that your competitors don't know about yet(45:02) "LAZY THINKING" owners do👉 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:⚡Are you a home improvement contractor doing $1M+ in revenue? Grab a free Business Growth Consultation to identify the bottleneck that's costing you the most time, money, or control… and give you a clear path forward. Limited spots available. Apply now to book a call: https://theentrydoor.info/⚡ Learn more about The Wealthy Contractor Success Society: https://TheWealthyContractor.com/Coaching/Success-Society ⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/ ⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Want to compress years of growth into months? Then you need contractor business tips from someone who's already built, scaled, and exited for $21M… and is now doing it again 4x FASTER. John Quillen built Centurion Exteriors to $21M in revenue, sold to private equity, and quickly realized he wasn't done. Now he's launching his next home improvement business with aggressive targets using the same playbook that got him there the first time…Just executed with WAY more precision. Because now he's reverse-engineering success from day one. In this episode of The Wealthy Contractor Podcast, John breaks down the strategies that separate owners stuck on the hamster wheel from operators scaling a contracting business past eight figures (and he's not holding back). You'll discover: 🔥 Why "people capital" matters more than cash… and the KPI bonus structure that gets your team bought in, accountable, and PRODUCING 🔥 The speed-to-lead and tech advantages that help you get to the best opportunities first (before your competition even shows up) 🔥 The 5x pricing rule that forces you to reverse engineer your numbers so you actually hit 15-20% net profit 🔥 Why trying to scale a service business without daily fill rate targets is financial suicide… plus how to turn your revenue goal into clear daily, weekly, and monthly targets your team can actually hit 🔥 Why email estimates DESTROY your close rate (and what top sales teams in the construction business do instead) If your margins are tight… Your team isn't executing… Or your growth feels unpredictable… Watch this episode now and steal the exact systems John's using to dominate his market all over again. Key Highlights: (00:00) Intro (01:15) Why John pivoted from windows to the one-day bath business (02:31) The secret "people capital" strategy of getting to 8-figures faster (04:28) How John stays 100% confident he'll get leads with a blended marketing plan (05:41) The major lead generation mistake keeping contractors broke (06:13) How to get to the GOOD leads faster than your competition (07:24) The technology advantage contractors have today… and the fear you have to overcome when implementing tools like Rilla, Hatch, and Full Throttle (09:54) The KPI bonus structure that gets people bought into your vision and enthusiastic about coming to work (13:56) The exact quarterly, monthly, weekly, and daily KPI system (and who manages it) (15:10) The money math and reverse-engineering strategy to fill your sales team's schedule every single day (18:12) The “dream life” math to actually hit your goals (and why just buying more leads doesn't work) (21:18) The marketing risk you MUST take if you want your business to grow (22:43) How to end the pricing fears and charge what you HAVE to in order to grow (23:42) Why email estimates are the WORST way to deliver pricing (and what to do instead)(25:07) Being the DUMBEST guy in the room is the best way to plagiarize success(28:08) How to become an owner who makes millions in NET profit (not revenue) (29:28) The bus analogy that helps you choose what tire to fix so you can operate with your foot on the gas pedal (30:20) The secret of how John let go of control (32:35) The Kiss-Kick-Pat method John uses to correct his team (36:20) Finding people's WHY (and how it gets them to live their dreams and YOURS) (38:49) How to get around people who are successful (and why you should pay to be in those rooms) (40:30) How to 10x your investment in masterminds like Success Society 👉 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 The Wealthy Contractor Success Society: https://TheWealthyContractor.com/Coaching/Success-Society ⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/ ⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Most contractors never see how a $1B home improvement business actually runsbehind the scenes.Scaling sounds exciting. In reality, it gets messy fast.Michael Hoy helped turn Great Day Home Improvements from roughly $100M into a $1BILLION business with more than 300 locations nationwide.Very few contractors ever experience that level of small business growth.If you’re scaling a contracting business, this episode reveals the contractor growthstrategies and leadership discipline that made that expansion possible.Michael also explains the thinking behind the decisions.The kind of thinking that separates everyday operators from an entrepreneur buildingsomething much bigger.In this episode, Michael shares:🔥 The ONE hiring question he asks every sales rep that instantly reveals whether theywill protect your margins... or destroy your home improvement sales🔥 Why raising prices should never be a dramatic announcement (and the simplepricing rhythm that keeps sales teams from revolting)🔥 The overlooked KPI he tracks INSTEAD of close rate (this exposes the true strengthof your sales system)🔥 How financing turns “your price is too high” into a signed contract and helps stabilizecontractor cash flow🔥 What really happens when private equity starts knocking on the door of your homeimprovement business... and how Michael structured the deal without giving up controlIf you're serious about growing a home improvement business and want a clearer lookat how top operators scale companies like this, this episode is packed with insights youcan apply immediately.Key Highlights:(00:00) Intro(00:57) From pumping gas illegally to getting run over by a car... the wild origin story ofa $1B home improvement leader(06:04) The risky marketing bet during COVID that helped scale a contracting businessnationwide(07:19) Private equity vs entrepreneur control: the real pros and cons contractors neverhear(09:47) The brutal reality of contractor growth: why scaling a home improvementbusiness is so hard(11:18) Why controlling your product from start to finish can transform a contractingbusiness(12:47) The surprising lesson sunrooms taught about selling complex homeimprovement projects(13:56) The KPI Michael tracks instead of close rate (and why most contractor salesteams measure the WRONG number)(15:59) The unconventional private equity deal that kept Michael in control(19:39) The hiring question that instantly exposes weak contractor sales reps(21:38) Why contractor sales teams revolt when you raise prices (and how to stop it)(22:45) The simple question top sales reps ask early in the home that kills the “let methink about it” objection(24:08) Financing secrets that turn “your price is too high” into signed homeimprovement deals(25:23) Uncomfortable truth: your home improvement business grows at the speed ofthe leader(26:08) The G.A.S. culture test every high-performing contractor team must have(30:34) “Hanging with Hoy”: How Michael aligns 5,000 employees across 300 locations(33:16) The leadership problems (a.k.a. “squirmies”) that quietly destroy companyculture(34:37) The entrepreneur mindset shift that turns every business problem into anopportunity(35:44) The best advice this billion-dollar contractor ever receivedKey Highlights:(00:00) Intro(01:27) From pumping gas illegally to getting run over by a car... the wild origin story ofa $1B home improvement leader(06:34) The risky marketing bet during COVID that helped scale a contracting businessnationwide(07:49) Private equity vs entrepreneur control: the real pros and cons contractors neverhear(10:17) The brutal reality of contractor growth: why scaling a home improvementbusiness is so hard(11:48) Why controlling your product from start to finish can transform a contractingbusiness(13:17) The surprising lesson sunrooms taught about selling complex homeimprovement projects(14:26) The KPI Michael tracks instead of close rate (and why most contractor salesteams measure the WRONG number)(16:29) The unconventional private equity deal that kept Michael in control(20:09) The hiring question that instantly exposes weak contractor sales reps(22:08) Why contractor sales teams revolt when you raise prices (and how to stop it)(23:15) The simple question top sales reps ask early in the home that kills the “let methink about it” objection(24:38) Financing secrets that turn “your price is too high” into signed homeimprovement deals(25:53) Uncomfortable truth: your home improvement business grows at the speed ofthe leader(26:38) The G.A.S. culture test every high-performing contractor team must have(31:04) “Hanging with Hoy”: How Michael aligns 5,000 employees across 300 locations(33:46) The leadership problems (a.k.a. “squirmies”) that quietly destroy companyculture(35:07) The entrepreneur mindset shift that turns every business problem into anopportunity(36:14) The best advice this billion-dollar contractor ever received👉 Subscribe to hear more stories, strategies, and secrets that top contractors use togrow their home improvement businesses and enjoy more success, wealth, and freedom.Additional Resources:⚡ Learn more about The Wealthy Contractor Success Society:https://TheWealthyContractor.com/Coaching/Success-Society⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (justpay shipping). Visit https://www.TheWealthyContractor.com/⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

How long can your business survive before your partner says, “I’m DONE”?When growth stagnates, many contractors try to blame leads, labor, or the market.But in a lot of home improvement businesses, the real problem is internal.It’s what happens when an EOS Visionary keeps pushing new ideas…And the Integrator is left trying to execute, clean up the mess, and hold everything together.Whether you’re working with your spouse or a business partner, this episode exposes what REALLY happens when vision, execution, and accountability collide (and what it takes to get them working together).In this episode, Brian sits down with his wife and longtime business partner, Adi Kaskavalciyan.In 30-minutes, they unpack their real-world experience navigating the Visionary vs Integrator relationship.And they reveal the EOS-based structure that finally allowed the business to scale without stepping on toes or turning everything into a fight.In this episode, you’ll hear:🔥 Why entrepreneurial ADD and “shiny object syndrome” feel productive (but SUFFOCATE momentum, focus, and trust)🔥 How losing 15% of monthly revenue exposed a deeper leadership problem… and triggered a complete reset in how the business ran🔥 The simple filter that SHUTS DOWN bad ideas without killing vision or starting fights🔥 The difference between an org chart and an EOS accountability chart (one hides the problem, the other exposes exactly WHO is slowing everything down)🔥 How clearly defining Visionary and Integrator roles did more for growth, culture, and sanity than grinding harder ever didIf you’ve ever felt like your business is one bad conversation away from collapsing… this one’s for you.Stay until the end to hear how focus, roles, and leadership alignment can get your things back on track:Key Highlights: (00:00) Intro(02:09) EOS Visionary definition (and why the Integrator mismatch WRECKS contractor growth)(04:03) From PTO president to building a business from scratch with your spouse(05:02) “We lost everything…” How they rebuilt a business from a bedroom in 2009(06:03) The 5-year struggle of bumping heads (and the real reason the business could not scale)(07:37) The ultimatum that FORCED a leadership reset and stopped the distractions for good(09:06) The vacation high, the revenue hit, and the leadership wake up call(10:52) The “expectation” money mindset that stopped fear from running the company(12:54) Discovering EOS: the moment structure finally entered the business(15:14) Accountability chart vs org chart (and the brutal truth it revealed in 5 seconds)(16:29) Putting the visionary “in a box” to finally scale the business(17:56) How to work with a visionary without letting shiny objects blow up the quarter(19:43) The rules integrators MUST set to protect focus, execution, and growth(23:32) What actually builds a strong company culture (and what doesn’t)(26:44) How to “gamify” core values to fix culture and behavior fast(28:06) Why avoiding hard conversations slowly destroys your business(30:58) How avoiding conflict keeps weak employees in place (and keeps you stuck)(32:04) Why working with your spouse gets easier when roles are clear(33:21) “Stay in your lane!” The accountability that eliminates second-guessing and chaos👉 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 The Wealthy Contractor Success Society: https://TheWealthyContractor.com/Coaching/Success-Society ⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/ ⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Our guest today built two home improvement businesses doing $18M combined. And for two years, he ran them on JUST 1 DAY per week.Not because he checked out.But because he stopped being the safety net.In this episode of The Wealthy Contractor podcast, I sit down with Chris Carey, owner of Windows Direct and Baths Direct. We break down the systems, leadership structure, and sales disciplines that replaced owner dependency and allowed his home improvement business to run without him.Chris didn’t work himself to exhaustion, hoping to earn the right to work less.He didn’t wait for “one more hire,” “after this busy season,” or “once things calm down.”Instead, he used fewer workdays to expose what was broken inside his contractor business.When he wasn’t there to jump in:👉 Systems had to WORK👉 Leaders had to LEAD👉 Prices had to SUPPORT the business (not just close deals)👉 Accountability became non-negotiableInside this conversation, Chris and I reveal:🔥 Why being “always available” is the fastest way to keep broken systems alive🔥 The sales system shift that made a 30% price increase possible overnight🔥 Why chasing growth without structure creates chaos at $10M+🔥 What actually happens when you keep feeding leads to low performers🔥 How leadership accountability replaces owner micromanagement🔥 The counterintuitive move that made a 1-day workweek possible🔥 Why the business should serve your life (not trap you in it)In just 37 minutes, you’ll see exactly how to reduce your workload as a contractor (without jobs stalling, margins slipping, or the wheels falling off).And if you’re honest…You already know exactly where your business would crack if you stepped away for a week 😬Key Highlights: (00:00) Why working 60–70 hours a week is usually a systems problem, not a work ethic issue(01:44) How Chris built an $18M home improvement business from the ground up(03:47) The classic first-year mistake that leaves contractors “busy” but broke(06:00) Why satellite locations can be wildly profitable when you centralize the right systems(07:14) How an introvert became a top producer… and why sales systems beat personality every time(07:57) “What’s a sales system?” The moment low prices stopped working(08:44) The 30% price increase that scared the sales team… and why it worked immediately(11:10) Why owners must sell first before expecting their team to follow(12:19) How structured sales systems pushed gross margins past 60%(13:18) The hidden cost of “keeping them busy” (and why low performers stall growth)(16:05) Why Chris intentionally paused growth to fix systems (and how that decision paid off)(18:27) What actually breaks when you hit $10M+ without leadership in place(20:26) The modern contractor advantage that didn’t exist 15 years ago (Hint: staying stuck is optional!)(28:42) How a 1-day workweek exposed broken systems and weak leadership(33:12) Why hiring “industry unicorns” failed (and how promoting the right people built a business that runs without the owner)👉 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:⚡ Get your tickets for Accelerate LIVE! 2026 before we’re sold out! And use code PODCAST26 for $100 off. Go here: https://thewealthycontractor.com/events/accelerate-live ⚡ Learn more about The Wealthy Contractor Success Society: https://thewealthycontractor.com/coaching/success-society ⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

The home improvement industry is heading into a confusing 2026 economy.Some contractors feel like business has slowed, margins are tight, and nothing quite makes sense anymore.Other companies are growing like it’s 2021 again.This isn’t random.It’s the beginning of a K-shaped recovery that’s splitting contractors into two very different futures.But what if the real reason your home improvement business can’t break the “ceiling” you find yourself at ($1M… $5M… $10M…) has NOTHING to do with the economy, leads, or even your systems?Most contractors stall out at these milestones because of one small but fatal gap inside their organization.In this episode, industry legend Brian Gottlieb reveals exactly what that gap is…Why it shows up at predictable revenue levels… And how to eliminate it before companies “in the know” steamroll you in 2026.If you’ve felt like you’re pushing harder but getting less profit, less clarity, and more chaos, you’re NOT imagining it.There IS a ceiling you hit as you grow (multiple in fact)…And by the end of this episode, you’ll know how to be on the WINNING side of 2026 without new software, giant teams, or complicated systems.Once you understand the “ceiling effect” Gottlieb outlines, scaling a contractor business becomes easier, faster, and far more predictable.This episode exposes:🔥 The K-shaped recovery reshaping the home improvement industry… and how to make sure YOU are on the winning side🔥 Why contractors hit predictable ceilings at around $1.5M, $5-8M, and $10-15M (and why working harder makes it WORSE)🔥 The hidden leadership “lid” that silently caps your revenue (and how to raise it in weeks, not years)🔥 Why systems & processes are massively overrated… and the timeless business disciplines that ACTUALLY scale profit🔥 The fatal accounting mistake that can cost you 6-figures+ in taxes (plus the simple formula to catch it instantly)If you’ve ever wondered:“Why are other contractors growing like gangbusters right now while I’m still stuck?” or “What am I missing that they already figured out?”This episode answers those questions.And once you see the discipline-driven model Gottlieb lays out, scaling stops feeling random and becomes something completely under your control.Key Highlights: (00:00) Intro(03:27) The 3 “ceilings” that stall contractor businesses (and why pushing harder only makes profitability collapse)(08:22) The #1 thing contractors are terrified of in 2026 (hint: it’s NOT a labor shortage)(09:40) The old way vs. the new way of marketing… plus how to build the right marketing mix for your revenue level(11:00) Why systems and processes are massively overrated (and the timeless business disciplines that outperform SOPs every time)(13:27) The “Lead Alarm” discipline that turned a tiny call center into a speed-to-lead powerhouse(14:58) Internal misalignment: the sales vs. production tug-of-war killing your profit(17:17) The K-Shaped Recovery of home improvement… and why big contractors win bigger while everyone else gets squeezed(20:12) The mindset shift that frees $7M… $50M… even $150M+ owners from the pressure to “know all the answers”(22:07) Why chasing $10M is pointless without this one clarity shift about profit(25:21) Should owners share their P&L? Gottlieb’s case for transparency that creates real accountability in your leadership team(28:52) The accrual-accounting formula Gottlieb uses to diagnose cash health in seconds(32:18) The end-of-year accounting mistake that makes contractors overpay the IRS(33:37) The breakthrough that happens when owners get around people who’ve already solved the same problems (and a risk-free guarantee)👉 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:⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live ⚡ Learn more about The Wealthy Contractor Success Society: https://thewealthycontractor.com/coaching/success-society ⚡ Grab our guest Brian Gottlieb’s book, Beyond the Hammer, on Amazon or at https://briangottlieb.com/book/⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/ ⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Most contractors feel like they’re stuck in a business that never stops demanding MORE.More leads… more hiring… more problems…Yet somehow never more profit.If you’ve ever felt like your home improvement business is controlling you instead of rewarding the effort you’re putting in, this episode is a must!Because by the end of this conversation, you’ll see exactly how one owner built a simple, repeatable contractor KPI system that scaled a brand-new bath business from $0 to $12M in just 2.5 years — while keeping profit high, culture strong, and stress low.The system isn’t complicated.It’s not expensive.And it’s not reserved for “big companies.”It’s a straightforward set of KPI principles and leadership disciplines that ANY contractor can put in place, starting TODAY.In this episode, Chris Hermes of USA Showers pulls back the curtain on the KPI framework, leadership disciplines, and mindset upgrades that helped him:Dial in the KPI formula contractors use to hit 15–20% net profit while scalingOpen new markets quickly without drowning in problemsEscape the “wearing five hats” trap most owners NEVER get out ofEarn 760+ 5-star reviews in 2.5 yearsBuild a culture where people are HUNGRY for results (instead of waiting to be told what to do)And build a business that supports his life… not the other way aroundIf you want your company to feel easier, simpler, and more predictable so you can scale without burning out…This is the episode that shows you how.Key Highlights:(0:00) Intro(3:57) How a “raging serial entrepreneur” scaled from $14M to $60M(5:30) The trajectory of taking a bath business from $0 to $12M in 2.5 years(7:52) Why Chris built his business around his LIFE (not the other way around), and how other contractors can too(9:09) The missing discipline most contractors skip… and why it keeps them stuck(10:11) The Contractor KPI system that makes growth predictable (and keeps your people chasing targets)(12:26) The wild “USA Showers Jamboree” ritual that keeps the whole team aligned and hungry(14:23) The real formula behind scaling fast with 15-20% net profit(16:42) Chaos vs. Discipline: the brutal fork in the road every home improvement owner faces(17:32) The 33/33/33 trap that silently destroys your profit while tripling your stress(19:19) The dangerous hiring mistake owners make when they feel overwhelmed… and why “unicorns” won’t save you(21:00) How to build world-class sales & marketing systems even if you’ve never done it before(21:51) How being “dumb” in the right rooms unlocks unfair growth(26:49) The hidden conditioning that holds contractors back from wealth(29:25) The 2-part mindset shift Chris used to rewire his relationship with money… and actually keep more of it(30:54) A “success leaves clues” shift that quietly turns small contractors into $20M machines(36:04) How one “give-back” idea became their biggest culture hack and motivated the entire team(39:35) The best piece of business advice Chris ever received (and why it still drives his decisions today)(40:22) Why every contractor (big or small) needs to attend this one event in 2026👉 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 media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: https://www.instagram.com/TheWealthyContractor/LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

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/

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 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 GuestSamantha 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).⚡ Follow us on social media:Facebook: https://www.facebook.com/TheWealthyContractorInstagram: 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/

EPISODE 243: In this episode of The Wealthy Contractor podcast, I sit down with attorney Heather Macklin to uncover the legal blind spots that can take down even the most successful contractors, remodelers, or home services companies.Heather doesn’t just talk theory, she lives this stuff. As both a lawyer AND a home improvement business owner, she understands the real-world risks contractors face in 2025 and beyond. In this episode, she shares real examples of legal screw-ups that cost contractors thousands, along with the simple systems you can put in place to avoid them.We also talk about:Why operating under an LLC or corporation is not a legal safety netCommon contract mistakes that put your business at riskWhich poor documentation policies could end up costing you BIG TIMEHow certain employee “agreements” could be problematic (and by problematic, we mean illegal)What a “corporate agent” or “registered agent” is and if you need oneImportant updates on the TCPA one-to-one consent rule (and some wrong info you may be receiving from certain led gen or marketing companies)Why you shouldn’t hire Google as your lawyerThis episode might not be sexy…but it could save your business.Protect what you’ve built. Listen 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 Heather (00:55)Think forming an LLC is enough? Think again (07:46)Labor laws to keep in mind (12:30)Insurance and risk management (21:07)What about contracts? (22:52)Why you need to follow document retention policies (24:31)TCPA compliance (28:54)Legal resources (38:56)Additional Resources:⚡ Connect with Heather: https://www.macklinlawllc.com/ ⚡ 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/

EPISODE 241: Do you ever feel like you’re flooring the gas, but your business is still stuck in first gear?Well, I’ve got some news for you: you may THINK it’s the economy, or your team, or your leads.But the truth is…it might be you. That was the case for my guest on this week’s episode of The Wealthy Contractor podcast, Donald Robbins.Donald runs a successful remodeling business. He’s a smart guy and a hard worker, but for the longest time, he couldn’t figure out why his hard work didn’t seem to be paying off. Here’s what Donald DID know: He couldn’t keep coming home, saying business was booming, only to hear his wife ask—again—“So…where’s all the money?"Then he discovered something big—his own thoughts and beliefs around money were sabotaging his success. The REAL growth? Believe it or not, it all started when he shifted his mindset. In this episode, Donald gets real about how his daily mindset works, some powerful coaching, and giving himself permission to win turned EVERYTHING around. He even opens up about how finally joining The Success Society gave him the tools and support he needed to level up in a big way.Listen in and learn:Why your bank account won’t grow until your mindset doesHow your subconscious beliefs can hold your business backWhy daily mindset work isn’t woo-woo—it’s survival (and why Donald hid it for a while so nobody thought he went crazy)The real difference between a business problem and a mindset problemWhy so many contractors feel “stuck”—and how to break through…along with a whole lot more.If you’ve ever had the sneaking suspicion that YOU might be the bottleneck in your home improvement business, don’t miss this episode.Tune in now to learn more!Key Takeaways: Introduction (00:00)Meet Donald (00:56)Daily mindset work (09:44) The decision that will change everything (19:02)How mindset changes spread to your team (34:10)Why you need to embrace gratitude (40:04)Learning from The Success Society (49:30)Additional Resources:⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ ⚡ Download The 4 Numbers Exercise: https://Success.TheWealthyContractor.com/4numbers-exercise⚡ 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!