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How John Lifted His Closing Rate 10 Points in 60 Days
Most contractors are running their sales reps into the ground and wondering why their closing rate keeps dropping. In this episode of Build to Win, Jonathan Weinberg and John Kolbaska break down the lead distribution change that lifted John's net closing rate from 27% to 37% in 60 days.
John caps his reps at 5 to 7 leads a week instead of the usual 10 to 15. Every appointment gets full effort, fewer leads get burned, and commissions stay the same because reps are closing a higher percentage. He walks through how to route leads by project type, lead source, and zip code, why hometown and showroom-area appointments close highest, and the day-of-week sit rate data most contractors are missing.
The episode also covers a closing move John picked up at the Wealthy Contractor Success Society, where the owner gets pulled into the deal before the rep can leave the home. Plus a real story about how one discounting control fix is worth more than $500,000 a year to a contractor John has been consulting with.
If your closing rate is stuck and your reps are burning out, this is the playbook.
Key Takeaways:
00:00 Intro
01:32 Recruiting Like an Inbound Lead
03:56 How John Went from 27% to 37% Closing Rate
05:44 Lead Distribution and Creating Scarcity
08:00 Why Overworked Reps Burn Leads
11:48 Weekend vs. Weekday Closing Rates
13:44 All-Party Sit Rate by Day of the Week
17:54 Routing Leads by Zip Code and Lead Source
19:06 High, Medium, and Low Intent Buyers
22:06 Scarcity Creates Leverage
24:28 Ticket Size and Adjusting Lead Volume
26:04 The "Burn It to the Ground" Drop Strategy
30:04 Consulting Case: $500K–$600K Lost to Unreviewed Discounts
32:06 Final Thoughts
Additional Resources:
🔥 Watch our FREE on-demand webinar: HERE
⚡ Learn more about us: https://www.builderprime.com/
📱 Connect with us on social media:
Facebook: / builderprime
LinkedIn: / builderprime
Jonathan’s LinkedIn: / jonathanweinberg
John’s LinkedIn: / john-kolbaska-a271a757
Instagram: / builderprimecrm
—
Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!
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By Jonathan Weinberg & John KolbaskaMost contractors are running their sales reps into the ground and wondering why their closing rate keeps dropping. In this episode of Build to Win, Jonathan Weinberg and John Kolbaska break down the lead distribution change that lifted John's net closing rate from 27% to 37% in 60 days.
John caps his reps at 5 to 7 leads a week instead of the usual 10 to 15. Every appointment gets full effort, fewer leads get burned, and commissions stay the same because reps are closing a higher percentage. He walks through how to route leads by project type, lead source, and zip code, why hometown and showroom-area appointments close highest, and the day-of-week sit rate data most contractors are missing.
The episode also covers a closing move John picked up at the Wealthy Contractor Success Society, where the owner gets pulled into the deal before the rep can leave the home. Plus a real story about how one discounting control fix is worth more than $500,000 a year to a contractor John has been consulting with.
If your closing rate is stuck and your reps are burning out, this is the playbook.
Key Takeaways:
00:00 Intro
01:32 Recruiting Like an Inbound Lead
03:56 How John Went from 27% to 37% Closing Rate
05:44 Lead Distribution and Creating Scarcity
08:00 Why Overworked Reps Burn Leads
11:48 Weekend vs. Weekday Closing Rates
13:44 All-Party Sit Rate by Day of the Week
17:54 Routing Leads by Zip Code and Lead Source
19:06 High, Medium, and Low Intent Buyers
22:06 Scarcity Creates Leverage
24:28 Ticket Size and Adjusting Lead Volume
26:04 The "Burn It to the Ground" Drop Strategy
30:04 Consulting Case: $500K–$600K Lost to Unreviewed Discounts
32:06 Final Thoughts
Additional Resources:
🔥 Watch our FREE on-demand webinar: HERE
⚡ Learn more about us: https://www.builderprime.com/
📱 Connect with us on social media:
Facebook: / builderprime
LinkedIn: / builderprime
Jonathan’s LinkedIn: / jonathanweinberg
John’s LinkedIn: / john-kolbaska-a271a757
Instagram: / builderprimecrm
—
Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!