In this episode, Zach Wallick shares his journey from being a third-generation roofing contractor to founding his own company, Kairos Roofing. He discusses the influence of his family legacy, the importance of sales strategies, and building a strong company culture. Zach reflects on his growth in the roofing industry, the challenges he faced, and the eventual sale of his company. His insights on leadership, marketing, and personal development provide valuable lessons for aspiring entrepreneurs.

Chapters

00:00 Introduction to Zach Wallach

03:06 The Wallach Family Legacy in Roofing

07:27 Transitioning from New Construction to Service

11:16 Sales Journey and Early Experiences

15:18 Becoming a Forensic Roofing Specialist

18:41 Sales Strategies and Team Dynamics

25:33 The Flywheel Effect in Sales Growth

28:09 The Growth of Deal Sizes

30:54 Building Relationships for Success

34:38 Innovative Marketing Strategies

38:42 Navigating Personal Challenges and Career Growth

41:54 The Birth of Kairos Roofing

46:23 Scaling and Technology Integration

51:59 The Unexpected Sale and Life Changes

In this episode, Ryan interviews Johnny Rios, a licensed psychotherapist and founder of Primal Virtues, focusing on mental health, masculinity, and personal development. They discuss the challenges of performance anxiety faced by athletes and businessmen, strategies for overcoming fear and anxiety, and the integration of faith and spirituality in mental health practices. Johnny emphasizes the importance of healthy masculinity in family dynamics and the need for mentorship among men. He shares practical tips for being a better husband and father, and concludes with an overview of his work with Primal Virtues, aimed at building and rebuilding men in body, soul, and spirit.

Chapters

00:00 Introduction to Johnny Rios and His Journey

02:28 Understanding Performance Anxiety in Athletes and Businessmen

06:10 Strategies for Overcoming Fear and Anxiety

15:40 Integrating Faith and Spirituality in Mental Health

18:17 The Role of Masculinity in Family and Business

22:47 Navigating Toxic Masculinity and Healthy Masculinity

28:53 Models of Masculinity: Historical and Personal Examples

32:32 Tips for Being a Better Husband and Father

37:44 Primal Virtues: Building and Rebuilding Men

In this conversation, Ryan, Heath, and Ronnie discuss the journey of Avco Roofing, exploring their personal backgrounds, the company's culture, and the importance of relationships in the roofing industry. They delve into marketing strategies, recruiting and training sales teams, and the structure of sales management. The discussion emphasizes the core values of love and support within the company, highlighting how these principles drive their success and foster a positive work environment.

Chapters

00:00 Introduction to Avco Roofing and Its Founders

03:31 The Journey of Building Avco Roofing

06:38 Core Values and Company Culture

09:34 The Importance of Relationships in Business

12:43 Growth and Challenges in the Roofing Industry

15:26 Helping People and Community Impact

18:31 Sales Philosophy: Helping vs. Closing

21:34 The Role of Love in Business

24:31 Navigating Challenges and Building a Team

27:31 Conclusion and Future Aspirations

32:37 The Mindset Shift in Sales

37:07 The Importance of Marketing and Branding

42:15 Recruiting and Training Sales Teams

52:20 Managing Sales Teams Effectively

01:02:32 The Role of Sales Managers

01:06:33 Differentiating the Roof Warrior Program

In this conversation, Chris Hoffman shares insights from his journey in the family business, emphasizing the importance of culture, values, and strategic growth. He discusses the challenges of marketing, cost management, and the role of HR in fostering a high-performance culture. Chris highlights the need for effective sales strategies and the importance of understanding the customer journey to drive success.

In this session during Transform '25, Coach JC shares his journey of personal growth and the importance of going 'all in' on oneself. He emphasizes the significance of having a strong purpose, vision, and the role of leadership in achieving success. Through personal anecdotes and motivational insights, he challenges the audience to overcome limiting beliefs and strive for excellence in both personal and professional realms. The session culminates in a call to action for attendees to reflect on their goals and commit to becoming the best versions of themselves.

Chapters

00:00 Introduction to Transformation and Purpose

03:34 Going All In: The Poker Analogy

06:35 Identifying Your Current State: Are You Winning?

09:18 Becoming the Most Valuable Player (MVP) of Your Life

12:41 Finding Your Why: The Power of Purpose

15:31 Energy and Passion: The Driving Forces

18:40 Taking Action: Overcoming Comfort and Complacency

21:36 Vision: Seeing Beyond the Present

24:35 Transforming Adversity into Opportunity

27:31 The Importance of Response: E + R = O

30:30 Creating a New Identity: Who Do You Need to Become?

33:34 Conclusion: Committing to Transformation

42:18 The Power of Seeing Potential

45:01 Evaluating Sales Leadership Skills

47:31 Understanding Sales Pipeline Management

51:39 Defining and Practicing Sales Processes

57:02 Rewiring Mindsets for Sales Success

01:00:38 Overcoming Limiting Beliefs

01:14:56 Creating a Vision for Change

In this conversation, Lance Bachman shares his insights on business growth, emphasizing the importance of tracking metrics, personal branding, and effective marketing strategies. He discusses the concept of being 'the funnel' in business, the significance of scaling and selling companies, and the necessity of investing in people and culture. Throughout the talk, he highlights the value of social media, the need for a strong sales philosophy, and the critical role of recruiting in building successful teams.

• Chapters
• 
  
• 00:00 The Importance of Coaching vs. Training
• 01:54 Faith and Leadership in Business
• 04:53 The Journey of Entrepreneurship
• 07:50 Scaling and Selling Businesses
• 10:56 The Role of Coaching in Business Growth
• 13:35 The Three S's of Success
• 16:38 Building Your Personal Brand
• 19:56 SEO and Marketing Strategies
• 21:12 The Evolution of Media Companies
• 22:07 The Power of Google LSAs and Lead Aggregators
• 24:18 Harnessing Social Media for Business Growth
• 26:40 Setting Weekly Marketing Goals
• 27:47 The Importance of Lead Follow-Up
• 30:21 Training vs. Coaching: Building a Strong Team
• 34:22 Recruiting with Grit and Determination
• 38:46 Investing in Employees for Long-Term Success
• 41:13 The Journey of Continuous Improvement
• 
  

In this engaging conversation, Randy Hurtado shares his journey from IT security to becoming a successful roofing contractor and business owner. He discusses his family life, including his commitment to adoption, and the values that guide his work ethic. Randy also delves into the roofing industry's evolving landscape, emphasizing the importance of collaboration, customer experience, and the role of financing in business growth. He offers insights into private equity and shares his daily routine, highlighting the balance between work and family life. In this conversation, the speakers discuss various aspects of life, including the joys of ranch living, the importance of community and family, and the exploration of faith through apologetics. They share insights on business inspirations from industry leaders and innovative ventures aimed at improving customer retention. The discussion also highlights the significance of building strong vendor relationships and the role of communication in successful business practices.takeaways

• Randy emphasizes the importance of faith in his life and business.
• He has a strong commitment to family, with six children and a focus on adoption.
• Transitioning from IT to roofing was a significant career shift for Randy.
• Randy's business strategy includes expanding into various construction-related services.
• He believes in collaboration within the roofing industry to improve customer experiences.
• Randy sees the need for roofing companies to adapt to retail models due to rising deductibles.
• Offering financing options has significantly impacted his business's success.
• He values mentorship and helping other contractors succeed in the industry.
• Randy's daily routine includes starting with a Bible study and being hands-on in his business.
• He maintains a strong work ethic and believes in outworking competitors. Life on the ranch involves balancing work and family responsibilities.
• Community and family gatherings are central to personal happiness.
• Studying apologetics helps in understanding and defending one's faith.
• Faith can be challenged by scientific perspectives, leading to deeper exploration.
• Inspirational figures in business can shape one's work ethic and approach.
• Innovative solutions can significantly improve customer retention rates.
• Building a strong network of vendors is crucial for business success.
• Effective communication is essential for expanding a business.
• Personal experiences shape one's approach to fatherhood and mentorship.
• Relationships are foundational to both personal and professional success.

In this conversation, Ryan and Josie discuss the journey of Josie Parks, from his humble beginnings in a construction family to becoming a successful entrepreneur. They explore themes of faith, resilience, and the importance of community in business. Josie shares insights on integrating faith into his work, the significance of taking action, and the strategies he used to excel in door-to-door sales. The discussion also covers recruiting and training sales teams, building leadership, and the value of networking in the industry.

00:00 Introduction and Background

03:30 Faith and Business Integration

06:40 Answering the Call

09:31 Action and Mindset

12:21 Success in Door-to-Door Sales

15:32 Recruiting and Training Sales Teams

21:10 Building Leadership and Delegation

25:13 Networking and Community Building

32:06 New Chapter

Takeaways

Josie's background shaped his growth mindset and resilience.

Faith plays a crucial role in Josie's business approach.

Answering the call to purpose is essential for personal growth.

Taking massive action is key to achieving goals.

Knocking till dark was a significant strategy for sales success.

Building a strong team is vital for scaling a business.

Effective recruiting involves leveraging existing team networks.

Training should focus on lead generation before closing sales.

Leadership development requires giving opportunities to others.

Community and networking are essential for industry growth.

Summary

In this episode, David Reed discusses effective sales strategies for contractors, focusing on managing new leads, conducting pipeline reviews, and accurate sales forecasting. He emphasizes the importance of timely lead engagement, understanding compelling reasons for customer inquiries, and quantifying the costs of inaction. The conversation also highlights the need for structured pipeline reviews to improve sales outcomes and the significance of accurate forecasting in driving business decisions.

Takeaways

Leads must be managed promptly to maximize conversion rates.

Establish a standard operating procedure for lead engagement.

Follow up with new leads multiple times within the first few days.

Pipeline reviews help identify gaps and improve close rates.

Understanding the compelling reason behind a customer's inquiry is crucial.

Quantifying the cost of inaction can motivate customers to act.

Sales professionals should not solely focus on price when closing deals.

Regular pipeline reviews should be conducted to maintain sales momentum.

Forecasting sales accurately is essential for business planning.

Utilizing a weekly commit sheet can enhance team accountability.

Summary

In this episode, David Reed discusses effective outbound prospecting strategies for commercial contractors, focusing on cold calling techniques, the use of technology for targeted outreach, and building a robust outbound sales engine. He emphasizes the importance of establishing rapport, utilizing tools like Solar Scout and Convex, and understanding customer pain points to drive successful sales conversations.

Takeaways

Outbound prospecting is crucial for commercial contractors.

Cold calling should focus on the prospect's needs, not just the sales pitch.

Using first names creates a more personal connection during calls.

The law of reciprocity can significantly improve conversion rates.

Offering valuable resources can open doors for further conversation.

Asking soft questions helps prospects feel comfortable sharing information.

Identifying the age of units can help target the right prospects.

Tools like Solar Scout and Convex can enhance outreach efforts.

Building a structured outbound sales process is essential for success.

Follow-up questions are key to understanding customer pain points.