How much faster could contractor growth happen if you knew what to fix first?

Kirk Koskiniemi already built a roofing business past $20M and sold it. Now he’s starting over in one-day baths, chasing $8M+ in year one and $25M within three years.

But the expensive lessons are showing up fast… His lead costs started at 3X where they should have been.

So what does a contractor who has already scaled and sold a home improvement business fix FIRST when the second run starts slipping off plan?

In this episode, Kirk breaks down what he’s doing differently this time and how he’s shortening the path to bigger growth.

You’ll discover:

🔥 The “backwards” contractor growth move that could save you from painfully expensive hiring mistakes later

🔥 The 4-Numbers Exercise that reveals what your business REALLY needs to produce to fund the life you want

🔥 What to fix when your lead costs come in 3X too high and your growth plan starts slipping

🔥 What Kirk is tightening up before he pushes harder toward his first $1 MILLION month

🔥 How being in a “secret club” of contractors can help you skip years of expensive trial and error

If you’re worried about contractor cash flow, or trying to figure out how to scale a roofing business or home remodeling business faster, this episode shows you what an experienced operator chooses to fix first.

Want to see how Kirk got here? Catch his previous episodes:

• Ep. 123 - It’s No Secret | Kirk Koskiniemi

https://thewealthycontractor.com/podcast/123-its-no-secret-kirk-koskiniemi/

• Ep. 162 - Are You Really As Profitable As You Think? | Kirk Koskiniemi

https://thewealthycontractor.com/podcast/162-are-you-really-as-profitable-as-you-think-kirk-koskiniemi/

• How He Grew His Home Improvement Business by $6.3M in 2024 | Kirk Koskiniemi (Ep. 232)

https://thewealthycontractor.com/podcast/232-how-he-grew-his-home-improvement-business-by-63m-in-2024-kirk-koskiniemi/

Key Highlights: 

(00:00) Intro

(01:17) What happens when you sell your roofing business... then start over weeks later

(02:11) The 3 things that made Kirk’s high-$20M company valuable enough for Private Equity to buy

(05:41) The “overnight success” myth: What you may have to risk to grow past $20M

(07:20) How to keep fear from wrecking your decisions as the stakes get bigger

(08:33) The mindset Kirk uses when real money is on the line

(11:56) Why starting over can expose what you THOUGHT you already knew

(13:23) The “backwards” way Kirk is building his new business from Day 1

(14:58) The 4-Numbers Exercise: What your business must produce to fund the life you want

(16:55) What to do when your $10M growth plan starts slipping early

(20:16) The culture problem you can’t afford to ignore when building from scratch

(21:48) How to recruit strong people when your new company has ZERO results yet

(25:43) What Kirk is fixing FIRST before chasing a $1 MILLION month

(28:00) How to run a growing business when your plate already feels completely full

(32:11) How to shorten your learning curve by studying contractors who already figured it out

(34:38) How to get clear on what your business actually needs to produce

👉 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-$30M 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

What does it take to build a home improvement sales team capable of a $1 MILLION week?

Derek Cornish says Top Home Improvements grew from $2 million to nearly $14 million while operating “the barbaric way.” They made mistakes, then implemented roughly 150 operational changes in a single year.

Now they’re exceeding their sales goals, tracking toward $20 million, opening another location, and aiming MUCH higher.

In this episode, Derek reveals the contractor sales numbers his team watches EVERY day, how they keep reps inside the sales process, and what they do the second close rates start slipping.

If you’re looking for practical sales training for contractors, watch this episode to discover:

🔥 How to get reps comfortable selling against cheaper competitors (hint: it starts with understanding the “WHY” behind your pricing)

🔥 The exact KPI equation Derek uses to reverse-engineer a monthly sales goal BEFORE the month starts

🔥 The 3 questions Derek’s leadership team asks the SECOND someone falls behind target

🔥 Why sales reps blame the leads when they’ve really drifted off the sales process (plus Derek’s test before he’ll hear the complaint)

🔥 What happened after they raised contractor pricing by a massive 30% in ONE month... and why the very next month became the 3rd-biggest in company history

If your sales meetings keep coming back to “we need more leads” or “we need to close more deals,” watch this episode before you throw more money at contractor lead generation.

You may already have the leads...

The numbers inside your sales operation will tell you what needs attention next.

Key Highlights: 

(00:00) Intro

(01:29) Top Home Improvement hits its first $1 MILLION week

(02:23) The KPI math behind a million-dollar sales month

(04:24) How Derek gets sales reps bought into the numbers (and why the team sees them EVERY week)

(06:54) The 3 questions to ask when someone falls behind target

(08:37) The “light switch” mistake that can WRECK a strong month

(13:24) Why reps start blaming the leads... when they’ve really drifted off the sales process

(15:27) The leadership change that completely changed the energy of the sales team

(17:38) Why competitive people often make strong operators

(19:43) How higher pricing gave them room to make mistakes and KEEP growing

(21:25) How do you keep a door-to-door sales team knocking through a Michigan winter?

(23:21) Scaling a home improvement business “the barbaric way”

(24:36) The ONE thing Derek says they got right from Day 1

(26:06) The “WHY” your sales reps need to understand before they can defend your pricing

(29:08) They raised prices 30%... and then THIS happened

(32:17) From a garage whiteboard to a $50 MILLION goal

(35:10) The unexpected way Derek’s success pushed his dad to make a move of his own

(36:57) Advice for business-owning parents in the thick of it

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Running a business with your spouse means one of you eventually has to STOP being right.

For Kyle Erdmann, that meant confessing to a mistake most home improvement business owners would never admit out loud... 

Secretly competing against his own wife because he couldn't hand over control.

It worked out, because today their couple business sits at $15 million in annual revenue (climbing toward a $24 million goal this year), with 50 employees and a full design team so Becca doesn't have to meet with clients herself anymore.

Kyle and Becca Erdmann join Adi and Brian Kaskavalciyan (both couples in business themselves) to expose exactly what changed once Kyle handed his wife the wheel, and how they run the company today as EOS visionary and integrator.

Tune in to find out:

🔥 The one rule they NEVER break, and why it matters more than being right 

🔥 The exact hiring order Becca used to get 100% OUT of the day-to-day 

🔥 Signs it's time to "fire" yourself (don’t worry… it could be the BEST day of your career)

🔥 Why you keep butting heads… and the EOS roles behind it 

🔥 The ONE rule behind their whole partnership (hint: it's not a system or a hire)

🔥 How to set goals big enough to keep both of you pulling in the same direction (instead of pulling apart)

Key Highlights: 

(00:00) Intro

(03:12) The pandemic pivot that built a $24M home improvement business

(04:59) CONFESSION: Kyle secretly competed against his own wife (and lost)

(06:38) "What the hell is going on here?" Inside the total chaos Becca walked into on day one

(08:15) The MYTH about having "10 great ideas" (and the book that exposed it)

(12:05) The ONE person you must sell every big idea to first

(13:45) What changed the moment every seat in the company finally had the right person in it

(14:37) Why Kyle got "FIRED" from his own leadership role... and calls it the best day of his career

(15:03) The major mistake most business owners make when setting goals

(20:40) The wild 1% deal buried in a new hire's contract, and the $200M belief behind it

(21:08) The hardest season of their partnership is happening RIGHT NOW (and how they're facing it head-on)

(23:03) The ONE habit keeping their marriage alive through every brutal season

(24:07) Why having ZERO boundaries around talking business doesn't backfire

(25:23) The couples who should NEVER go into business together

(30:25) The 2-part formula behind their "unique combination of awesomeness"

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

How long do you think you can compete on price before your contractor profit margin disappears COMPLETELY? 

John Huxtable was running a home improvement contractor business doing over $6 million a year selling baths, making sales every week, and still watched his bank account run low. 

He called a friend running a similar business to compare notes. The friend said things were great... 

That's when John realized his own numbers had been slipping for MONTHS.

Fixing it meant REAL contractor business coaching and a hard rebuild of his home improvement sales training from the ground up.

Money can buy you leads, but it cannot buy you a pricing model that survives inflation, and John had to learn that the hard way on his path to growing the business to $13 million in sales and eventually exiting.

This episode reveals:

🔥 The pricing math keeping most GCs broke... and why general contracting is structurally built to fight against your own profit (no matter how good your crews are)

🔥 The nearly $3,000 gap inflation carved out of his average ticket... and why sales going UP is exactly what let it hide in plain sight

🔥 The mindset behind firing an ENTIRE sales team down to just ONE rep, and why he says it wasn't even a hard decision to make

🔥 How he discovered his own sales presentation had ballooned into a snooze-fest... and why gutting it became the single biggest fix for his close rate

🔥 The 2 non-negotiables every scalable home improvement business needs (skip either one and you'll never get past word-of-mouth)

🔥 Why he started treating his business like a sellable ASSET years before anyone offered to buy it... and how that exact mindset shift led to a strategic partnership deal

If you're pricing jobs the same way you did five years ago, or you have NO idea what your real margin is on the last ten jobs you closed…

This episode will show you exactly where that money went.

Key Highlights: 

(00:00) Intro

(02:00) From a TV business to a GC license

(04:59) The "probably just spam" email he almost deleted… and why saying yes became his most profitable decision ever

(06:29) Why "we can do it all" is the mistake keeping GCs broke

(08:00) The sheet he handed every employee that led him to cut staff in HALF

(10:01) The first sale that PROVED a specialized business beats a general one

(11:32) How inflation WRECKED his margins while sales kept climbing (plus the pricing fix that turned it around)

(13:19) Why he treated his business like a sellable asset years before anyone offered to buy it

(16:56) The exact formula for a $1 million net profit business within 2 years

(21:13) The 2 non-negotiables every scalable home improvement business needs

(23:10) Why general contracting is structurally built to keep you broke

(25:29) The mindset behind firing an entire sales team down to just ONE rep

(28:09) The book he handed his teenage brother that changed both their lives

(29:23) Why the mental coaching inside a mastermind matters more than any tactic

(31:28) What looks like "luck" from the outside is never actually luck

(34:39) The one thing pride will cost you if you let it

(36:31) The sales role-play system he used to rebuild his team

(44:00) The failure that taught him more than every win combined

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

You already know how to scale a roofing business the hard way: more crews, more leads, more competition for the same tear-off jobs. 

But there's a version of roofing business growth that doesn't run through any of that, and it comes from selling something the contractor down the street doesn’t offer.

Carmelo Marsala patented a roofing product that SKIPS the entire repair-or-replace argument homeowners dread. 

That means his roofing company marketing doesn't need to beat anyone on price (because there's no competitor offering the same fix). 

In this episode, Carmelo hands you the product, the math behind it, and the framework he used to build a company around it.

Watch the full episode to discover:

🔥 The new roofing product Carmelo patented (insurance companies are already paying attention to it)

🔥 Why 30 people, including a PhD chemist who'd worked for major paint companies, told Carmelo his idea was IMPOSSIBLE 

🔥 How Carmelo took his first invention from $250K to $3.2M in sales in three years using the same door-knocking formula he learned at 18

🔥 The custom pump his team had to build from scratch because no equipment on the market could spray the material his roofing product needed

🔥 Why Carmelo has NEVER taken a dividend out of his business in 15 years… and what he did with that money instead

🔥 The 3-phase framework Carmelo uses with every franchisee to move from doing every job themselves to running a business that doesn't need them in the room

If your roofing company still competes on price, relies on lead aggregators, or fights the same battle with rejuvenation oils and full replacements, this episode offers a way out of all three.

Watch this episode now and see what it looks like to sell something NOBODY else in your market offers.

Key Highlights:

(00:00) Intro

(00:57) How a Canadian used chemistry to revamp the home painting industry and create 7 revenue streams

(04:17) The path from immigrant kid to entrepreneur

(05:57) The idea that sparked multiple patents, and the 30 people who said it was impossible

(08:07) Solving the real problem: getting a factory finish to hold up on-site, every time

(09:28) The door-knocking formula that took him from $250K to $3.2M in 3 years

(10:58) Why 15 years of reinvesting every dollar built the business he has today

(11:42) The moment he knew the business wasn't sustainable, and how franchising fixed it

(13:55) The "not oil" roofing solution beating every product on the market

(17:37) How roofing contractors can get in on this problem-solving patent

(19:11) Why storm chasers WON’T love this (but insurance companies WILL)

(21:47) Contractor book recommendations… and why 80% of success is mindset

(25:04) What separates good business owners from great ones

(26:15) The 3 questions that predict whether you'll ACTUALLY get where you say you want to go

(27:06) How to build a sellable asset instead of buying yourself a job

(29:03) The "I do it, we do it, they do it" framework for scaling past yourself 

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Most people talking about AI for contractors are still at the theory stage. Brad Halferty skipped that and built the whole system. 

He runs a home improvement business across 4 states and 11 markets, and over the last six months, he deployed a stack of AI tools for contractors that replaced his SEO agency, cut his PPC company, and automated his after-hours calls, unsold lead follow-up, and Google Ads bidding. 

Contractor automation at this level used to require a development team and a 6-figure budget. 

Brad did it without writing a single line of code.

And his NSLI (net sales per lead issued) is up 70% this year!

In this episode of The Wealthy Contractor Podcast, Brad walks through every AI tool he’s using.

Watch to discover:

🔥 The AI-assisted SEO strategy that took Brad's website from page 3 on Google to the top results, and sent his click-through rate up 400%

🔥 The follow-up problem killing your close rate (48% of reps never do this at all) and the AI tool Brad built to take it completely out of the rep's hands

🔥 What your pile of unsold quotes is actually worth… and why closing even 10% of them costs you NOTHING in additional marketing spend

🔥 The "Ad Switch" tool Brad built that watches his calendar and automatically raises or drops Google Ads bids based on open capacity, so he's only spending ad money to fill slots that actually exist 🤯 

🔥 The AI sales roleplay tool that makes his reps practice the hard conversations before they ever happen in the home

Every tool Brad built in this episode started with a problem he couldn't find a good solution for… 

By the end of this conversation, you'll have a list of your own AI tools to develop.

Key Highlights: 

(00:00) Intro

(01:09) Brad's backstory: from College Pro Painters to an 11-market home services company

(02:18) Why AI is a bigger opportunity for tradespeople than white-collar workers

(03:09) How Brad's AI use snowballed from writing job descriptions to running the business

(04:04) How Claude replaced his digital marketing agency and pushed his site from position 25 to 7.6

(05:51) What "the business runs without me" actually looks like day-to-day

(06:22) Why Brad stopped using ChatGPT and why organizing work into Claude projects is the move most contractors miss

(07:43) How Brad uses synthetic focus groups built from real customer data to pre-test ad copy

(10:30) Why Brad's net sales per lead issued is up 70% this year

(12:12) Why duplicating your marketing from one market into a new one will cost you leads (and how AI helps you avoid it)

(14:04) How to reverse-engineer your customer list to pull demographic and psychographic data you can actually market with

(15:54) Why building custom AI tools for your specific business now beats buying off-the-shelf software

(17:28) The missed call story: a $9,900 contract and the voice AI agent it inspired

(21:04) How Brad's voice agent gets smarter every day using a daily transcript review loop

(22:07) The tech stack behind a custom AI calling agent that answers 30 simultaneous inbound calls

(23:08) The conversational SMS tool that follows up on unsold quotes with messaging personalized to each buyer's profile

(25:41) The math on your unsold pipeline and why rehash revenue goes straight to the bottom line

(27:24) Why plenty of leads won't be a one-call close (and why that's NOT a sales rep problem)

(28:44) The two skill sets a great in-home sales rep needs (HINT: almost nobody has both)

(30:26) The AI sales objection roleplay tool Brad built to train his reps on real scenarios 

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

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 it

Grant'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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Hiring sales reps the WRONG way can wipe out 31 productive days, torch your culture, and cost you more than your worst month.

Dustin Rhoades is SVP of Sales at Great Day Home Improvements ($1.6 billion, 12 brands, up to 2,000 active sales reps). 

He spent 25 years in sales management, building a hiring system that gets 95% of new reps through training and out running leads.

The industry average is 50%.

In this episode, he hands contractors the exact sales recruiting framework he uses to EXPOSE what candidates are actually hiding behind a polished resume, a rehearsed interview, and a handshake that feels just right. 

If building a sales team that sticks and sells is your next move, this one's required listening.

This episode reveals:

🔥 Why Dustin calls every resume a "Lie Report," and the contractor sales training technique that strips the performance away so you see exactly who's sitting across from you (hint: it has nothing to do with DISC profiles or gut feel)

🔥 The 2-question "test drive" that forces candidates to sell something… so you can watch them come alive or fall apart right there in the interview

🔥 Dustin's Day 1 "enchantment" onboarding protocol (the exact sequence that gets new hires bought in before training even starts)

🔥 Why the first system a sales rep ever learns is the one they own for life… and what that means before you hire from a competitor *thinking* you're getting a plug-and-play A-player

🔥 The 3-quadrant check that tells you whether your candidate has what it takes BEFORE you make the offer (and which quadrant is YOUR responsibility as the business owner)

🔥 How to make your business BULLETPROOF from babysitting and firefighting (this daily sales coaching cadence controls everyone's focus in under 20 minutes)

Every contractor thinks their bad hire problem is a people problem. 

Dustin proves it's a YOU problem, and the fix starts before they ever walk through the door.

If you're stuck in a revolving door of hiring salespeople or you’re tolerating a negative rep who's slowly poisoning the team you've spent years building…

Watch this episode now and steal the hiring and sales training playbook that helped scale Great Day Home Improvements to $1.6B.

Key Highlights: 

(00:00) Intro

(01:40) The road to overseeing 2,000 sales reps

(04:57) Why the "Mushy Middle" is the backbone of the entire business that almost every contractor completely ignores

(08:42) The Dumb Tax: What bad hiring decisions are ACTUALLY costing you within the first 90 days (this math will make you sick)

(11:48) Why Dustin stopped trusting resumes 20 years ago… and what he does instead to see who's REALLY sitting in that chair

(13:14) The 3-Quadrant hiring check: What you must verify in every candidate

(17:45) How one toxic employee puked on 31 people and ruined 31 productive days

(22:26) Why hiring salespeople without THIS first is the coach's fault, not the player's

(26:45) Dustin's non-negotiables when hiring sales reps

(31:38) The 3-word question Dustin asks after every candidate names their highest income (and what the next 3 seconds reveal)

(32:47) The "test drive" interview technique that replaces the tired "sell me this pen" role play

(37:06) What to do on Day 1 to "enchant" new sales reps

(40:08) Why HALF your new sales reps fail before their first appointment

(45:16) The daily training cadence that controls focus and eliminates the firefighting that's burning 60% of your day

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Most contractor growth happens on hope… you set a revenue goal, work your ass off, and pray you land somewhere close. 

Jon Graboyes engineered his growth instead, using a forecasting system SO precise he hit $10M in sales on the LAST day of 2025… the EXACT number he planned for before the year even started. 

In this episode of The Wealthy Contractor Podcast, Jon breaks down the exact forecasting formula that took his home improvement business through rapid growth to its $10M milestone… 

And how he plans to hit $50M before the decade ends.

If you're stuck grinding for incremental growth without a real plan, this contractor growth strategy will show you how to scale a contracting business with precision, confidence, and control.

In this episode, you'll discover:

🔥 8 variables Jon forecasts monthly to hit revenue targets with scary accuracy… and how missing some still lets him CRUSH the year

🔥 The AI-powered "profit cockpit" Jon’s managers use to twist dials on close rate, appointments, average ticket, and more (this is why his team thinks like owners, NOT employees)

🔥 Why looking at marketing spend as "% of revenue" keeps contractors broke (plus the calculation Jon uses instead that makes every $10K ad spend decision feel like a vending machine that prints $20K back)

🔥 What Jon discovered in Chuck Norris's obituary that changed his entire leadership philosophy (hint: it wasn't about roundhouse kicks)

🔥 How Jon "earned the right" to upgrade his team to A-players who now run entire departments themselves… while he leaves the office at 5:30pm and NEVER gets dragged into fires 

If your contractor business growth feels unpredictable…

If you're buying leads without knowing the real ROI…

Or if you're stuck reacting instead of planning…

Watch this episode now and steal the formula Jon uses to grow a profitable contracting business.

Key Highlights: 

(00:00) Intro

(02:04) Family business buyout to $10M: how Jon turned legacy into rocket fuel

(05:01) How the right plan makes growth feel inevitable (and how confidence unlocks everything)

(06:50) Jon's success this year was designed LAST year (here's the blueprint)

(07:30) 8 variables that let Jon hit $10M to the DOLLAR (and how to miss one and still win)

(08:32) The only 3 things separating you from your goal

(09:53) How Jon breaks down his forecast daily and monthly (so nothing sneaks up on him)

(11:49) What to do when your team misses targets: grace vs. accountability

(12:42) Why Jon's team obsesses over gross profit like it's their own money (because it IS)

(12:42) The AI "profit cockpit" that shows managers how to boost their own bonuses

(15:58) How to find constraints in real time and fix them IMMEDIATELY (before it kills your quarter)

(16:54) Why marketing as "% of revenue" keeps you broke (plus Jon's vending machine formula)

(18:17) Taking a good business to great: making tiny adjustments along your route

(18:56) How a strong foundation paves the way to $100M (and why $10M was just the warmup)

(21:26) Self-improvement, discipline, and how your business reflects YOU

(23:11) The success shift starts HERE (and it's not leads, selling, or process)

(24:58) A lesson from Chuck Norris every business owner MUST hear

(28:01) Jim Rohn's secret to becoming a millionaire and what it makes of YOU

(30:09) Jon's morning routine and the discipline muscle that built a $10M business

(34:27) NO MORE FIRES: how Jon built a team that solves problems WITHOUT him

(37:12) How to "earn the right" to upgrade to all A-players

(38:39) How to shortcut success with people already winning

👉 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 get 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Scott Berman took a MAJOR gamble on contractor sales training. He shut down half his sales force in January and watched revenue collapse.

But by March, his “worst” salespeople were suddenly closing $90K deals!

And marketing costs DROPPED significantly.

Most home improvement contractors think buying more leads will grow their business. 

Scott proved the opposite:

Training your existing team generates more revenue AND profit than any lead generation strategy ever could.

In this episode of The Wealthy Contractor Podcast, the owner of a $163M home improvement company breaks down the exact math that exposes why "more leads" is actually bankrupting contractors (and what to do instead).

Watch the full episode to discover:

🔥 The NFL-style home improvement sales training system that turned complacent reps into hungry closers

🔥 The 90-lead test that proves experienced reps generate $700K more revenue than new hires on the SAME marketing spend (this math will change how you think about hiring and training forever)

🔥 Why Scott would CHARGE salespeople $300 per lead if he started over today (instead of the industry's "feed them leads and hope" model that's bleeding you dry) 

🔥 The hidden tax of working with family: how seeking approval on every decision cost Scott millions 

🔥 The AI sales system that captures leads after-hours at lower cost while competitors sleep

🔥 Why raising prices is a mindset problem, not a market problem (and how you'll still close 30%+ of people REGARDLESS) 

If you're burning cash on leads that don't convert…

Hiring new reps because the old ones "can't close…"

Stuck at thin margins because marketing costs keep climbing…

Waiting for aggregators to send quality instead of controlling your pipeline…

Then watch this episode now and steal the efficiency playbook that's crushing "more, more, more" in 2026.

Key Highlights: 

(00:00) Intro

(01:53) January was self-inflicted pain month: why Scott torched revenue to fix complacency

(02:59) Firing the crew and rebuilding sales from the ground up

(04:27) NFL training camp for sales: role-playing at the pool, script recitals at night

(06:26) Bottom-tier reps now sell as much as top performers (the training reboot results)

(07:19) Sacrifice for the long game: losing millions to gain efficiency

(07:43) Doing more with less because lead costs are INSANE

(08:21) "Everybody who says 'I want more leads' is WRONG" (and this math PROVES it)

(13:58) What to do when consumer sentiment goes south and there are fewer leads

(15:18) What a good sales manager MUST do every week (and why role-playing and scripting should be NON-negotiable)

(17:07) Don't just sell, sell, sell… do THIS instead

(18:24) The truth about opening a second location

(21:17) Why Scott would CHARGE salespeople for leads and ONLY hand them out based on performance

(22:56) Why hiring sales reps from big brands is a BIG mistake

(23:51) Making your sales team responsible for their OWN leads

(24:59) The struggles most business owners will face if they don't do THIS

(27:35) What you should REALLY be aiming for (hint: it's NOT volume)

(30:10) How to succeed when times are hard (and what to execute on)

(32:06) Just STEAL the proven playbooks (and the mistake most make by trying to customize it)

(34:01) When enough is enough: the defining line that propels the business

(36:13) Why family businesses fail… don't do THIS if you work with your family

(39:11) How Scott used "Heavyset" AI to stop missing leads after-hours

(42:53) The unfair advantage to lower lead costs that your competitors don't know about yet

(45:02) "LAZY THINKING" owners do

👉 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/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/