The Pipeline

Hiring a salesman was supposed to be the move that made WolfeCo take off. Instead, payroll doubled, the new business never came, and I spent nights lying awake wondering if we'd make payroll.

This is the biggest mistake I've made running WolfeCo Media, and what it taught me.

In this episode:
- Why it was abdication, not delegation, and why that's on me
- Why nobody can sell like the founder of a business
- Burning through years of cash reserves and cutting my own pay so the team got paid
- How building a global team closed our knowledge gaps fast
- Why we sell with proof, not promises
- How to face a mistake head-on when you're the one who made it

If you own an HVAC or plumbing company and you're thinking about handing off sales or marketing, watch this first.

CHAPTERS
0:00 The biggest mistake: hiring a salesman
1:35 The bet that doubled our payroll
2:45 Nobody can sell like the founder
3:52 Wondering if we'd make payroll
5:27 Coming out the other side
5:47 Building a global team
7:14 Big agency salesmen vs. proof
9:11 What kept me going
9:51 How to face a mistake head-on
11:15 Treat people well under stress

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WolfeCo Media helps HVAC and plumbing contractors turn local trust into booked jobs through websites, SEO, and content.