The Wealthy Contractor

Contractor lead generation doesn't have to mean dumping money into Angi, praying Google sends you customers, or watching a marketing agency burn your profits while the phone sits quiet.Grant Winstead has known how to MAKE contractor leads since he was 17. He lost everything in between, the house, the cars, the marriage, the business, and spent years in a homeless shelter…But the strategy for success never changed. It was the one thing that held up even when HE didn't.That same skill rebuilt him to $5M in revenue. And it starts with boots on the ground, NOT a big marketing budget.In this episode of The Wealthy Contractor Podcast, Grant breaks down the face-to-face lead gen system that runs his one-day bath business, including:🔥 The performance pay structure that keeps 10 to 15 canvassers producing every single day… and why Grant says the second you put people on salary, you've already lost🔥 Where Grant finds people who are hungry enough to knock doors every day (you might be walking right past them without ever knowing it)🔥 The one week of training Grant runs BEFORE anyone knocks on a door (skip this and your turnover will be out of control)🔥 The forgotten world of the "Tin Men," old-school home improvement operators who built empires off pure door knocking… and how they’re still printing money today with zero ad spend🔥 The internal belief system that took Grant from a thriving contractor business to a homeless shelter (HINT: 90% of what you believe about this isn't even true)🔥 The cassette tape that changed how Grant sold forever, and why after 30+ years of scaling a contracting business, he still hasn't drifted far from what was on itGrant's story is a warning AND a blueprint, all wrapped in one of the rawest, most real conversations we've ever had on this contractor podcast.If your pipeline feels out of your control…Your lead costs keep climbing…Or you're wondering whether the WAY you're thinking is the thing actually holding your home improvement business back, this episode is for you.Key Highlights: (00:00) Intro(01:40) Reverse engineering a $5M bath business (plus the KPIs Grant tracks daily)(02:53) Why face-to-face lead generation is the only marketing YOU control(03:56) How to get contractor leads by MAKING them (instead of waiting for them)(05:30) Where Grant finds canvassers and the performance pay structure that KEEPS them(06:59) The mindset-first onboarding that cuts turnover and builds a team that sticks(08:40) Why the internal work Grant demands from canvassers applies even more to owners(09:39) 13 years as a canvasser and the world of the "Tin Men" (most contractors have NEVER heard of this)(13:08) From canvassing to sales to ownership and how the path unfolded(14:31) The mentors who changed everything, and the cassette tape STILL running Grant's contractor sales training(17:05) The warning every home services business owner needs to hear before implementing any strategy(18:37) The mistakes that crash-landed Grant in a homeless shelter(23:17) The false internal beliefs Grant was carrying and how they almost made the crash permanent(25:40) The growth cap you'll hit without this foundation… and why revenue alone WON'T save you(27:25) 3 questions every contractor should ask themselves before this episode ends(28:12) The 3 non-negotiable beliefs for anyone who wants to win in home improvement long-term👉 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/

What would you do if the dream you built your entire identity around disappeared overnight?Kyle Erdmann was born into a home improvement business, sweeping job sites at 12 years old, driving un-air-conditioned box trucks as a teen, and eventually leaving to chase a dream of playing professional baseball.But a career-ending injury forced him to start over.What he didn’t know then was that the same company he once returned to reluctantly…Would become the vehicle for wealth, real freedom, and a business he ACTUALLY loves showing up to every day.In this episode of The Wealthy Contractor Podcast, Kyle shares how he and his wife took over operations of a second-generation home improvement business, broke through a long-standing growth ceiling, and transformed a stressful $5M company into a $15M operation that simultaneously grew its net profit % by 5X.Not by doing more.But by following a PROVEN playbook and doing LESS of the wrong things.If you’ve ever wondered:👉 Why am I the bottleneck in my own business?👉 Why does growth feel harder, not easier?👉 Is 3-5% profit really the best it gets???This episode will challenge some deeply held beliefs (and show you a better path forward).In this episode, you’ll discover:🔥 Why 3% profit traps most contractors… and the leadership shift that moved Kyle from 3% to 15% net WITHOUT working longer hours🔥 The invisible reason contractor growth stalls around $5M (it’s not leads, labor, or marketing, and most owners never see it coming)🔥 How Kyle built a business capable of tripling revenue to $15M in just a couple of years, then proved it by stepping away for 2 full weeks without things breaking🔥 The hiring decision that felt reckless at first… but made scaling from 10 to 50+ employees possible without chaos or burnout🔥 The proven playbook Kyle followed to 5X profit, and why trying to “figure it out yourself” almost guarantees you stay stuckThis is a real-world case study in what happens when a contractor stops confusing effort with effectiveness…And starts building a business designed to scale without them. Key Highlights: (00:00) Intro(02:25) The origin story of a 37-year old $15M contractor(04:20) Shattered dreams, identity loss, and why vague goals keep contractors stuck(05:53) The truth about teamwork and competition (and how former athletes lead differently)(07:20) Why “stud hires” fail, and which DISC profiles to look for when hiring for your team(08:25) How contractor growth happens WITHOUT relying on the owner(10:09) Why contractors go broke trying to be good at everything(11:21) Why paying great leaders $100K+ feels risky (Hint: if you do it right, it isn’t)(13:54) The selfish habit most owners mistake for leadership(16:32) What it really looks like when a business runs without the owner(18:33) How a clear vision turned a vacation idea into a funded 2nd location(22:18) “Who, Not How” and the mental shift that unlocks real freedom(23:05) Mentors, identical KPIs, and the realization that this business has a playbook(29:38) The “3 Justs” that build ownership, accountability, and winning teams(32:12) The 2-week implementation habit that makes events actually pay off👉 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 ⚡ 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/

Many contractors have a background in selling, installing, and outworking everyone around them…But when it comes to actually RUNNING a profitable home improvement business that doesn’t drive you into the ground?Nobody ever taught you the fundamentals.That’s the core reason so many good owners stay stuck at 3-5% net profit……stay overloaded with fires and drama……and stay trapped in a business that never gives them the money, time, or freedom they expected.In this episode, Joe Talmon – 40-year industry veteran, turnaround specialist, and newly inducted industry legend – breaks down the missing skills, beliefs, and principles that separate struggling contractors from wealthy ones.And guess what…NONE of it requires an MBA, a million-dollar investment, or superhuman talent.Just the RIGHT roadmap (the roadmap you never got).Inside this episode, you’ll learn:The real reason 41% of contractors earn 3% profit or less… and how to break out of that trap fastWhy most owners never make real money (and how Joe helped a $55M company stuck at tiny margins hit 16.5% EBITDA in 4 years)The ONE belief shift you must make before you’ll ever hit double-digit profitThe gross margin target Joe says replacement contractors should aim for (most owners guess 20-30% too low)How “technical” selling kills your close rates (and how to get homeowners emotionally excited to invest at any price)The concierge-style customer experience that fixes quality issues fast and drives thousands of 5-star reviewsWhy hiring from inside the industry is killing your sales team… and who to hire insteadThe #1 mistake owners make reading their P&Ls (and why you can’t scale without understanding percentages)Joe is one of the most respected minds in the industry, and this may be THE MOST important “back to basics” conversation we’ve released in years.If you want a profitable, low-stress, growing contractor business…THIS is the roadmap you’ve been missing.Key Highlights:(0:00) Intro(2:26) Joe’s 40-year backstory and how he became an industry legend(5:51) True or False: 41% of contractors take home 3% or less(7:24) Why making a profit in home improvement is so hard (and the hidden risks owners forget)(8:40) The first step to becoming truly profitable (it’s probably NOT what you think)(10:20) Pricing fears exposed! And the gross margin target most contractors underestimate by 20-30%(11:49) Who to STOP hiring (and the type of people who become top producers)(14:23) Unique products, 9/11, and how “extraordinary value” became the customer trigger(15:59) How to build a dynamic sales presentation with 3-4 “wow moments”(17:24) Why technical selling fails (and how shifting to outcome-based selling instantly boosts close rates)(18:50) How Joe rebuilt reputation from 3.4 stars to 4.8 with this review system(19:35) How to build an enthusiastic team (or remove those who won’t run with you)(20:34) The concierge service model that transformed installations(20:52) The “right now” review script that drove thousands of 5-star reviews(23:17) The #1 mistake owners make reading their P&Ls (and why you can’t scale without understanding percentages)(25:00) Red-light/yellow-light/green-light marketing (and how it stops waste fast)(26:36) Why “hope” is NOT a sales strategy (this false theory DESTROYS companies)(28:02) Why hovering near this profit number makes your company shockingly fragile(28:55) Joe’s 4-part roadmap that separates struggling contractors from wealthy ones(30:21) Why reading is a complete waste of time for most contractors(33:19) How sales, culture, and profit improve once momentum tilts in your favor(37:13) The real cost of business (and why dedication replaces upfront investment)(37:55) Grass, seeds, and weeds: the metaphor every owner needs to hear(39:18) Why real wealth has nothing to do with bank accounts… and everything to do with what you can finally say YES to(41:43) Why chasing “new ideas” is overrated(43:39) The skill almost every contractor overlooks (it unlocks opportunities, shortcuts, and breakthroughs you’ll NEVER get by talking)(44:41) The painful price contractors pay when they try to solve everything themselves… and the shift that saves them years👉 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 a $100 million company can't hit its sales goals for 18 months, what do you do?You call Charlie Gindele.In this episode, Charlie walks us through a real-world sales department turnaround that increased close rates by 35% in just 30 days—and kept the momentum going month after month.But here's what makes this episode so valuable: Charlie uses this case study to break down the exact fundamentals every contractor needs to master, regardless of size.Whether you're doing $400K a month or $30 million, the principles are the same. The one-call-close process works. Pricing strategy matters more than you think. Sales manager accountability is non-negotiable. And when you get these and other fundamentals right, the results are predictable.Charlie doesn't just tell the turnaround story—he shows you how to apply these strategies in your own business. From the three questions that force customer commitment before talking price, to why a 40% close rate might actually be a red flag, to how he exited weak sales managers and built a winning culture.This is a masterclass in sales fundamentals from the wisest man in home improvement.Key Highlights: (0:00) Introduction(1:07) Welcome to Episode 252 with Charlie Gindele(2:56) The $100M Company That Couldn't Hit Its Sales Goals for 18 Months(6:03) The "Finance Savings Plan" That Killed Urgency(11:43) The One-Call-Close Process: 3 Questions That Changed Everything(16:19) How Integrity & Accountability Increased Close Rates by 35%(20:36) Changing the Culture from "Stuck" to "Winning"(23:20) The Fundamentals Work—No Matter Your Company Size(26:02) The One-Call-Close vs. "Professional Visitor" Sales Models(30:20) Stop Throwing Leads at the Wall and Hoping They Stick(31:44) Why Charlie Never Misses Accelerate LIVE!(33:19) Charlie's Shelby Story: The 2009 GT500KR with 76 Miles(37:09) Closing Thoughts👉 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 an extra $100 off: https://TheWealthyContractor.com/events/accelerate-live ⚡ Learn more about The Wealthy Contractor Success Society: https://TheWealthyContractor.com/coaching/success-society ⚡ 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 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/

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/