Tom Decker, CEO of Attic Depot and author of "When Can You Do It?", shares his expertise on revolutionizing home service sales. With over 15,000 in-home estimates and a 90% closing rate, Tom reveals the secrets that transformed his business from $500,000 to $6 million in just one year.

🔑 Key Topics:

Building effective sales presentations that convert

How to position yourself as an authority in your industry

The difference between wants vs. needs in customer psychology

Creating unique selling propositions that separate you from competitors

Ethical sales techniques that build trust and long-term relationships

Tom shares his journey from pool hall owner to sales training expert, and explains how his "Always Be Helping" philosophy creates win-win situations for contractors, homeowners, and businesses.

Whether you're a contractor looking to improve closing rates or a business owner wanting to scale your home service company, this episode provides actionable strategies to transform your sales approach.

Connect With Our Guest:
📧 Contact: [email protected]
📚 Get Tom's book "When Can You Do It?" on Amazon
https://www.amazon.com/When-Can-You-Do-Customers/dp/057827387X
🌐 Learn more: https://www.theatticdepot.com/

Connect With Me:
https://www.instagram.com/will.troup/
https://www.linkedin.com/in/willtroup/
https://localsink.com/

Welcome to Episode #11 of Expanding Local, where host Will Troup talks with Greg Schmitt—founder of the hugely successful Huge Handyman in San Diego. After starting his career as an accountant and working an array of odd jobs (including Instacart during COVID), Greg eventually discovered his true passion: building a handyman business from the ground up.

In this episode, Greg shares how his diverse background helped him cultivate a solid business mindset, sharpen sales techniques, and embrace branding strategies that make his company impossible to miss. He explains how customer reviews have fueled his growth, why faith plays a central role in his day-to-day decisions, and the important lessons he’s learned from industry leaders like Tommy Mello. Plus, hear about the essential tools and networking practices that keep Huge Handyman on a path of steady expansion.

Key Takeaways

• Why showing up on time and delivering on promises makes all the difference
• How to communicate value and set pricing for home-service tasks
• Effective, lean marketing strategies that match the unique challenges of a handyman business
• The power of customer reviews and how to generate them consistently
• The role faith and a positive mindset play in overcoming everyday challenges
• Practical tips for networking and building relationships in your local community

Whether you’re fresh to the home-services world or looking to level up an existing business, Greg’s story will motivate you to refine your approach, deliver top-notch results, and keep learning at every turn.

Join host Will Troup in Episode #10 of the Expanding Local Podcast as he talks with Brian Burton, General Manager of Benjamin Franklin Plumbing in Phoenix and host of the Waste No Day podcast. Brian shares his evolution from plumber to mentor, highlighting how sales training, mindset shifts, and public speaking propelled him forward in the trades. He also explores the dangers of addictions—including video games—and the importance of transforming that energy into positive focus and personal growth.

Throughout the episode, Brian emphasizes the impact of mentorship and communication in achieving self-improvement goals. Learn why accountability and supportive work environments are crucial for growth, how to incorporate storytelling into your communication skills, and why maintaining a “backyard mentality” for your mind can lead to better habits and outcomes. Don’t miss Brian’s insights on balancing ambition with gratitude and finding meaningful goals to direct your energy toward a fulfilling career and life.

Key Takeaways

• How mentorship can reshape your career trajectory and mindset
• Effective sales skills and the role of public speaking in professional development
• Transforming addiction energies—like video game habits—into productive focus
• Building a positive environment in the trades through accountability and teamwork
• Harnessing communication, storytelling, and gratitude for deeper human connection

Tune in for a powerful conversation about conquering personal and professional obstacles, told through the lens of a seasoned pro who’s dedicated to helping others Waste No Day.

Join host Will Troup in Episode #9 of the Expanding Local Podcast as he interviews Mike Blumenthal, a trailblazer in local SEO since 1995. With decades of experience in digital marketing and an insider’s perspective on Google's influence, Mike offers home service businesses practical ways to stand out in increasingly competitive search results.

Discover how to optimize your online presence by understanding the customer journey—from initial inquiry to final sale. Mike explains why reviews and brand mentions can be game-changers for local rankings, plus how proactive lead management and fast response times can dramatically boost conversion rates. They also explore the evolving SERP landscape, the power of video content, and whether local services ads are worth the investment.

Episode Highlights

• How Google’s dominance shapes the local search ecosystem
• Consumer behavior trends that impact home service businesses
• The importance of external mentions and organic backlinks
• Balancing proximity, reviews, and a strong marketing strategy
• Why building trust with customers is crucial for long-term success
• Tactics for new businesses seeking visibility in crowded markets

From harnessing authentic reviews to employing strategic video marketing, Mike outlines a clear path to becoming a recognized brand in your area. Don’t miss these actionable insights on SEO, customer engagement, and the future of online discovery—especially if you’re serious about growing your home service business.

In Episode #8 of the Expanding Local Podcast, host Will Troup interviews Ryan Fenn, CEO of Chirp, a platform revolutionizing lead conversion for home service businesses. Ryan shares his entrepreneurial story—starting as a high school dropout-turned-successful founder—and reveals the core strategies that helped him build a thriving customer engagement system through text messaging, follow-up, and genuine marketing authenticity.

Discover how consistency in communication, combined with real human connection, can transform casual leads into loyal customers. Ryan dives into the essentials of tracking key performance indicators (KPIs), using automation wisely, and balancing advanced technology with personal touch. He also explains how to seed the idea of reviews early, maintain a solid customer list, and keep your business top-of-mind with effective tactics like direct mail and voicemail.

Tune in to learn:

• Why speed to lead is crucial for conversions
• How to find your ideal follow-up frequency without overwhelming prospects
• Ways to achieve authentic engagement and foster lasting customer loyalty
• The evolving role of customer service representatives in an automated world
• Why business mindset and health are pivotal for sustainable business growth
• How tools like Chirp integrate with existing software to streamline your processes

If you’re looking to sharpen your approach to lead conversion, enhance customer relationships, and grow your home service business authentically, don’t miss this insightful conversation with Ryan Fenn.

Join host Will Troup in this exciting Episode #7 of the Expanding Local Podcast as he interviews Tony Whatley—a successful entrepreneur, business coach, and author known for helping business owners unlock their full potential. In this conversation, Tony shares his perspectives on mindset, personal branding, and accountability, offering valuable strategies for home service businesses seeking growth and profitability.

In this episode, Tony and Will discuss the importance of effective time management and how to apply the 80-20 principle to maximize impact in every area of business. Tony also dives into why scaling your company should be guided by market demand, how health plays a crucial role in sustainable success, and the evolving role of AI in the trades. Additionally, they cover common pitfalls—like cash flow management and ineffective sales strategies—that often trip up new entrepreneurs.

Listen in to learn how to:

• Develop a winning mindset that positions you for success
• Cultivate a powerful personal brand to amplify your reputation
• Implement accountability measures to establish a healthy company culture
• Balance priorities using the 80-20 principle for smarter business growth
• Approach goal setting with clarity and intention
• Stay ahead of the curve by integrating AI insights into your processes

Whether you’re an established home service pro or testing out a side hustle, Tony’s insights will help you overcome mental hurdles, build a stand-out brand, and scale your business for the long haul.

Tune in now to discover the mindset shifts and strategies that will fuel your entrepreneurial journey!

Join host Will Troup on the Expanding Local Podcast as he interviews Andrew Lee Jenkins, founder of Catalyst RVA Marketing, to explore the ethical challenges faced by home service contractors in the digital marketing world. Andrew shares his experiences with agency pitfalls, reveals best practices for website optimization, and explains how a careful balance of SEO, local search, and backlinks can deliver real results. He also highlights the importance of customer experience, collecting reviews, and building a transparent, trustworthy online presence.

From leveraging your Google Business Profile to understanding the difference between black hat and white hat tactics, Andrew emphasizes the value of an honest approach to digital strategy. Listen in for tips on developing long-term relationships within your community, incorporating video marketing, and evaluating the effectiveness of local services ads for lead generation. Plus, learn why tracking analytics is the backbone of any successful marketing plan—especially for home service businesses striving to stand out in a crowded marketplace.

In this episode, you’ll discover:

• How to identify and avoid unethical marketing practices
• Key insights for website optimization that drives leads
• The role of customer experience and reviews in building brand authority
• Best practices for optimizing your Google Business Profile
• Ways to use community engagement and video marketing to connect with local audiences
• The importance of tracking analytics and focusing on measurable results

Don’t let shady tactics jeopardize your business. Equip yourself with the knowledge you need for sustainable, ethical marketing success in the home service industry.

Join host Will Troup in this episode of the Expanding Local Podcast as he welcomes Carson Spitzke, co-founder of Vision Management, to discuss the latest strategies and trends in Home Service Marketing. Carson reveals how Facebook Ads, retargeting, and effective campaign setup can transform your digital advertising efforts—especially when targeting higher-ticket home improvement and premium services.

Throughout their conversation, Carson and Will explore the power of Local Services Ads for generating high-quality leads, the importance of understanding your customer segments, and the tactics needed to adapt to the ever-changing digital marketing landscape. They also highlight the crucial role that video content plays in building customer trust and emphasize how PR strategies can boost brand credibility in a crowded marketplace.

As they dive deeper into lead generation, Carson explains how to maintain a marketing mindset that’s rooted in data and results. Plus, you’ll learn why customer engagement must be at the forefront of every business’s marketing approach—from leveraging public relations to making the most of tools like ChatGPT. Whether you’re new to digital advertising or looking to refine your existing methods, you’ll walk away with actionable insights for driving business growth in the home service industry.

Tune in to discover:

• Proven techniques for Facebook retargeting in the home service sector
• Why Local Services Ads can be a game-changer for premium services
• The value of a numbers-driven approach to marketing success
• How to blend PR strategies with video content for maximum credibility
• The role of ChatGPT in analyzing and refining your business strategies

Ready to level up your Home Service Marketing game? This episode breaks down the mindset shifts and tactical approaches you need to stay ahead of the competition.

Join host Will Troup on the Expanding Local Podcast as he chats with Andrew Napier, founder and CEO of Pursuit of Happiness Marketing. Andrew reveals how he transitioned from the automotive industry to running a successful marketing agency that empowers home service businesses through video sales letters, intent-based marketing, and strategic use of Google Ads and Bing Ads.

In this episode, you’ll learn how AI is reshaping the future of customer service and business efficiency in the home services space. Andrew breaks down the process of training AI—including creating custom GPT models—and highlights why well-defined SOPs (Standard Operating Procedures) are crucial for seamless automation and scaling. Discover why video content remains a powerhouse for generating leads and how personal branding can elevate your reputation, open consulting opportunities, and even boost your business's valuation.

Whether you’re a new startup or an established entity in the home services industry, Andrew’s insights will help you keep up with a rapidly evolving technology landscape. Listen in to gain practical tips on building robust marketing funnels, optimizing your ads for higher conversions, and leveraging AI tools to streamline your operations. From the underrated potential of Bing Ads to predicting the future of agencies in an AI-driven world, this episode offers actionable strategies to fuel business growth and stay ahead of the curve.

Join host Will Troup on the Expanding Local Podcast as he interviews Lewis Vandervalk, a marketing pro who transformed his background in construction and mechanical engineering into a thriving career in digital marketing for home-service businesses. In this episode, Lewis explains how hands-on experience in the trades can give you a competitive edge when it comes to creating effective SEO strategies, building backlinks, and mastering schema to help you get more local leads.

Lewis also breaks down the importance of video content on your website, the power of personal branding, and why your Google Business Profile must be closely connected to your main site. Discover how you can optimize your online presence through Local SEO, website optimization, and strategic social media engagement. Plus, Lewis shares tips on tracking the right metrics to ensure a solid ROI on your marketing efforts, and how community networking can strengthen your backlinks.

From practical advice on building trust through relevant content to leveraging tools that make SEO more data-driven, Lewis pulls from real-world experiences in junk removal and home services to help you avoid common digital marketing pitfalls. Whether you’re new to the trades or a seasoned professional, this conversation offers a blueprint for turning your brand into a local powerhouse. Don’t miss these insights on blending your in-house knowledge with creative outsourcing, and the key steps to keep Google happy—without losing your independence.