What if every day you started with zero leads and still ended the week with a packed pipeline? 

Sounds too good to be true, right?

Not according to this week’s podcast guest, Samantha McGuinness. On top of being a master of face-to-face marketing, she is also insanely good at “making leads out of thin air” (it’s kind of her superpower).

From knocking on doors and setting up booths to generating $100,000 from a peach festival, Samantha’s helped companies like Renewal by Andersen Toronto generate $10M+ in revenue from “make” marketing systems.

In this episode, Samantha and Brian dive into how elite companies create their own opportunities, the systems behind effective appointment setting (hint: get straight to the point), and why you should avoid gimmicks and “trinkets” that waste time and money.

🔑 Key Moments:

(0:00) Introduction 

(1:28) Meet Samantha: From landscaping startup to $10M+ in face-to-face marketing

(5:18) Using social skills to get more leads

(8:22) Why tests like the DISC profile can be misleading when hiring

(11:20) How to make leads out of thin air

(12:54) How old-school gimmicks can hurt face-to-face marketing

(15:18) The controversy over “trinkets” (and why you should avoid them)

(17:24) Building a $10M+ department through systems and events

(19:37) Defining “make marketing”: events, home shows, canvassing, and retail partnerships

(25:29) Why every single person in your company should help find events (and how to incentivize them)

(29:15) What should (and should NOT) be on your booth table and displays—and why salespeople should never staff a booth

(33:01) Recruiting & hiring: Who thrives and who flops (Ever hire an actor?)

(43:50) The importance of make marketing in today’s market

(46:09) Best advice: Be 100% authentic in life and business

(50:55) Closing thoughts & resources

👤 About Our Guest

Samantha McGuinness is the founder of Enabled and the Face-to-Face Marketing Network, where she helps home improvement companies build profitable in-person marketing systems. Her systems and SOPs have generated millions in revenue for contractors nationwide.

👉 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:

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

EPISODE 246: When Michael Flores joined Expo Home Improvement, they were under $20 million in revenue. Today? Over 300 employees, 5 locations, and a sales team of 75.

But here’s the twist… Michael says they actually need LESS leads. And that’s just one of the counterintuitive lessons he shares in this episode. 🤯

Listen in as we chat about:

• Why Michael recruits using the Predictive Index (and the personality types that crush it in sales)
• The 3 types of sales cultures (and which one you want in your company)
• The role of frontline leaders in coaching and mentoring reps (sometimes a pat on the back, sometimes a kick in the pants)
• Why personal style matters in sales presentations, and how his team tailors their approach to fit Texas markets (“a little more country, a little more city”)
• How Expo Home manages culture with 300+ people across 5 locations: daily huddles, monthly town halls, and value-driven leadership roles
• Two titles you’ve probably never heard before: Dream Manager and Chief Ministry Officer — and the impact those roles have had on retention and morale
• How they’ve embraced AI and the tech stack that fuels their sales and marketing machine
• Why fewer, higher-intent leads are now driving more sales 
• Why “It’s all about relationships,” isn’t just a cliche— it’s the best advice Michael’s ever received.

If you’ve ever wondered how to scale with a winning culture, keep your sales team hungry but humble, and finally get marketing working for your reps, this one’s worth the listen.

Key Takeaways:

00:00 – Introduction

01:11 – Meet Michael

04:33 – Scaling from $20M to 300+ Employees

06:15 – Marketing is the Key to Contractor Growth

08:09 – Creating a Strong Sales Culture of “Humble Heroes”

13:11 – Recruiting Salespeople with Predictive Index

15:10 – 10-Step Sales Training Process Explained

18:20 – No Room for Bad Attitudes in Company Culture

20:03 – Managing Sales Culture Across Locations

27:05 – How a Profit First Mentality Allows Giving Back

29:30 – Dream Manager Program & Investing in Employees

35:58 – Using IT & Tech to Boost Marketing & Sales

38:49 – Why Michael Needs Less Leads

43:45 – Final Advice: It’s All About Relationships

👉 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:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor/

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

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

EPISODE 245: This week on The Wealthy Contractor, I sat down with Cory Minzyk, Call Center Director at All American Roofing & Remodeling. 

Cory is a powerhouse in the home improvement world; she’s helped build some of the most productive call centers in the country at companies like Window Nation and Thompson Creek.

In this episode, she reveals how to hire the right people, implement proven systems, and track the right metrics, which all play into building a call center that can catapult your business growth to an entirely new level. 

She and I also talk about what it really takes to turn your phones into a profit machine, and where most contractors are getting it wrong.

Listen in and learn how to:

• Influence the “domino effect” your call center has on the rest of your business
• Track KPIs that actually drive profit (not vanity metrics)
• Use your call center to support a diverse, successful mix of marketing sources
• Identify when you need to hire a call center manager (and what to look for)
• Use “active listening” to help your team set more appointments
• Set good issue rate goals for the different types of lead sources
• Hire, train, and compensate call center agents who consistently set quality appointments
• Ditch the “robotic scripts” and still control the conversation

You’ll even hear what happened when no one showed up to work one morning—and how Cory and her boss set leads themselves.

Cory’s strategy and systems are game-changers for any contractor who wants more control, more consistency, and more jobs!

Tune in now.

👉 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.

Key Takeaways: 

Introduction (00:00)

Meet Cory (01:22)

What a call center actually does (16:48)

What a small company needs to have a successful call center (22:07)

Is scripting important? (25:30)

How your call center grows with your business (33:20)

What’s a good call center agent? (38:03)

Call center KPIs (44:24)

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

EPISODE 244: This week on The Wealthy Contractor podcast, I sit down with Eric Peschke. As VP of Marketing at ZINTEX Remodeling Group, Eric is one of the most methodical and data-driven marketers in the home improvement industry. 

In this episode, he divulges how ZINTEX went from issuing a few leads per day across four markets to issuing 80–100 appointments daily across 31 markets.

He also shares actionable insights on mastering your call center, the right mix of “make vs. take” lead gen strategies, and how to scale your marketing without sacrificing ROI. 

Here’s what you’ll learn:

• How to take control of your lead generation strategy (step 1: stop being a “lead baby”)
• Why you need to treat your call center like a profit center
• The 15-minute weekly ritual that saves thousands in wasted marketing spend
• Why canvassing is the hardest source, but worth the blood, sweat, and tears
• How to create a compensation plan for marketing roles that drives real results
• What time of year you should be testing new lead sources
• Dissecting marketing reports the right way (ever read right to left?)
• How to make your marketing team the John Stockton to your sales team’s Karl Malone

… and a lot more!

Eric’s approach is something every contractor needs to adopt today — whether you’re at $1M or $100M.

Are you ready to discover the huge opportunities in lead gen this year?

Then make sure to tune in!

👉 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.

Key Takeaways: 

Introduction (00:00)

Meet Eric (01:29)

Why you need to focus on your call center (06:35)

Make marketing vs take marketing (11:15)

Start with 100 leads a month (20:50)

A good sales system is a must! (32:41)

Is your data good enough? (38:46)

Additional Resources:

⚡ Connect with Heather: https://www.macklinlawllc.com/ 

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

EPISODE 243: In this episode of The Wealthy Contractor podcast, I sit down with attorney Heather Macklin to uncover the legal blind spots that can take down even the most successful contractors, remodelers, or home services companies.

Heather doesn’t just talk theory, she lives this stuff. As both a lawyer AND a home improvement business owner, she understands the real-world risks contractors face in 2025 and beyond. 

In this episode, she shares real examples of legal screw-ups that cost contractors thousands, along with the simple systems you can put in place to avoid them.

We also talk about:

• Why operating under an LLC or corporation is not a legal safety net
• Common contract mistakes that put your business at risk
• Which poor documentation policies could end up costing you BIG TIME
• How certain employee “agreements” could be problematic (and by problematic, we mean illegal)
• What a “corporate agent” or “registered agent” is and if you need one
• Important updates on the TCPA one-to-one consent rule (and some wrong info you may be receiving from certain led gen or marketing companies)
• Why you shouldn’t hire Google as your lawyer

This episode might not be sexy…but it could save your business.

Protect what you’ve built. Listen now.

👉 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.

Key Takeaways: 

Introduction (00:00)

Meet Heather (00:55)

Think forming an LLC is enough? Think again (07:46)

Labor laws to keep in mind (12:30)

Insurance and risk management (21:07)

What about contracts? (22:52)

Why you need to follow document retention policies (24:31)

TCPA compliance (28:54)

Legal resources (38:56)

Additional Resources:

⚡ Connect with Heather: https://www.macklinlawllc.com/ 

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

EPISODE 242: What if scaling your home improvement business didn’t mean working more, but finally doing less?

That’s the exact mindset shift Rebecca Ackerly made—and the results have been transformational. 

With a diverse background in construction, business development, and digital marketing, Rebecca has built a successful career by combining hands-on experience with strategic leadership.

In this week’s episode of The Wealthy Contractor podcast, Rebecca and I discuss her professional journey, including how she helped scale Universal Windows Direct of Manchester into a successful, multi-million-dollar business that’s well positioned to grow during this time of change in our industry.

Join us as we cover:

• The game-changing power of delegation (and how to get out of your own way)
• Why most contractors are just giving themselves a paycheck
• Why mentorship, community, and mastermind group support are essential for serious success
• Rebecca’s unique perspective as a woman thriving in a traditionally male-dominated field
• How she helped her company escape "lead aggregator dependence" in the nick of time
• What happened when Rebecca sent Brian a direct mail piece to critique
• Why Rebecca used to put her Barbie dolls in the toaster oven

…and so much more!

If you’re a contractor stuck in the grind, wearing 17 hats, or just trying to figure out how to grow without burning out, this episode is your wake-up call.

▶️ Listen now to hear how Rebecca scaled her contracting business by letting go—and how you can, too.

Key Takeaways: 

Introduction (00:00)

Meet Rebecca (01:14)

The importance of community in business growth (11:54)

The role of EOS in scaling the business (13:49)

Why you need to stop relying on lead aggregators (25:22)

Assessing your pricing strategy (30:59)

Shifting from a survival mindset to growth and legacy-building (40:08)

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!

EPISODE 241: Do you ever feel like you’re flooring the gas, but your business is still stuck in first gear?

Well, I’ve got some news for you: you may THINK it’s the economy, or your team, or your leads.

But the truth is…it might be you. 

That was the case for my guest on this week’s episode of The Wealthy Contractor podcast, Donald Robbins.

Donald runs a successful remodeling business. He’s a smart guy and a hard worker, but for the longest time, he couldn’t figure out why his hard work didn’t seem to be paying off. 

Here’s what Donald DID know: He couldn’t keep coming home, saying business was booming, only to hear his wife ask—again—“So…where’s all the money?"

Then he discovered something big—his own thoughts and beliefs around money were sabotaging his success. The REAL growth? Believe it or not, it all started when he shifted his mindset. 

In this episode, Donald gets real about how his daily mindset works, some powerful coaching, and giving himself permission to win turned EVERYTHING around. He even opens up about how finally joining The Success Society gave him the tools and support he needed to level up in a big way.

Listen in and learn:

• Why your bank account won’t grow until your mindset does
• How your subconscious beliefs can hold your business back
• Why daily mindset work isn’t woo-woo—it’s survival (and why Donald hid it for a while so nobody thought he went crazy)
• The real difference between a business problem and a mindset problem
• Why so many contractors feel “stuck”—and how to break through
• 
  

…along with a whole lot more.

If you’ve ever had the sneaking suspicion that YOU might be the bottleneck in your home improvement business, don’t miss this episode.

Tune in now to learn more!

Key Takeaways: 

Introduction (00:00)

Meet Donald (00:56)

Daily mindset work (09:44) 

The decision that will change everything (19:02)

How mindset changes spread to your team (34:10)

Why you need to embrace gratitude (40:04)

Learning from The Success Society (49:30)

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/ 

⚡ Download The 4 Numbers Exercise: https://Success.TheWealthyContractor.com/4numbers-exercise

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!

EPISODE 240: You’ve probably heard this said before: “If you have a home improvement business, you actually have a sales and marketing business.”

And if you’re experiencing pain right now with lead gen or your closing percentage or your revenue, that’s the homeowner market reminding you that every time you heard that statement, IT WAS 100% TRUE.

So, what can YOU do to take advantage of unique opportunities presenting themselves this year and absolutely crush your competition?

This is exactly the question my guest Vince Nardo and I aim to answer on The Wealthy Contractor Podcast this week.

Vince is the Co-Founder of Reborn Home Solutions. He has been in the industry for over three decades and knows EXACTLY what it’s like to grow a company from humble beginnings to a household name (and this was all BEFORE the Covid boom.)

You know who needs a lot of leads? A company doing thousands of jobs a month. It takes A LOT of leads to feed that machine. And boy did Vince become good at it.

Today, he’s here to share some of his marketing magic with you, along with the mindset shifts, strategies, and systems that can help you do something very similar for your home improvement business.

Listen in and learn:

• What you need to start doing RIGHT AWAY with lead gen
• What percentage of your lead gen should be "make marketing" vs "take marketing"
• Reborn's "seminar" showroom strategy that captivated 160+ people for 5 whole hours and produced a ton of new and rehash sales
• Why education, knowledge, and expertise are an important part of your brand and marketing
• What to do during the sales appointment so that the homeowner owes you a YES or NO
• Why we won't touch emailing a price with a ten foot pole
• How a business gets "static", stuck, and frustrating for you as an owner
• How Vince’s journey with mastermind groups has helped him learn quickly from others and accelerate his growth
• Where Vince continues to get great ideas from

… and a lot more!

If you’re ready to receive a firehose of takeaways from one of the greats, then don’t miss this episode.

Tune in now.

Key Takeaways: 

Introduction (00:00)

Meet Vince (01:03)

The most important mindset shift of your career (06:15)

Overcome your ego (09:48)

How to build a lead generation machine (19:40)

Why you need to focus on strategic planning (29:42)

How to learn from others (41:32)

Additional Resources:

⚡ Learn more about The Wealthy Contractor Success Society Discovery Day: https://theentrydoor.info/ 

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!

EPISODE 239: Too many home improvement business owners settle for a convenience: the convenience of hiring or keeping someone around who isn’t REALLY the talent they need. 

Sometimes it's family or a friend. Sometimes it’s an employee who’s been around for a decade. Sometimes it’s whoever just feels “comfortable” to be around.

And that is a tragedy, because you could be 1 or 2 good hires away from completely transforming the trajectory of your business.

That’s the hard truth Justin Bartley faced after FINALLY doing what it took to get the right sales manager…after 10 years of settling.

Justin, owner of NEXT Door & Window and one of our new mastermind group facilitators for The Wealthy Contractor Success Society, shares what it really cost him to delay the tough people decisions—and how he was able to get the right help that changed everything for him and his business.

In this jam-packed episode, we cover:

• How tracking down the root cause of most of your issues typically leads to “people”
• Why loyalty can sometimes become deadly to your business
• What roles should you use recruiters for
• A method to hire your own in-house recruiter (even if you’re only at $5M/yr)
• The one bright spot in NEXT Door & Window’s 2025 lead gen channels
• The right frequency for direct mail
• Leveraging the rising value of homes in your marketing messaging
• The astonishing power of coaching and mastermind groups
• What completely shocked Justin and Brian at the recent Success Society meeting! (Only 5 people raised their hands when asked a pivotal question about their marketing.)

…and so much more! (Like I said, this one is JAM-PACKED!)

If you’re tired of doing it all yourself—and ready to STOP settling—this episode is your wake-up call with actionable steps you can take away and implement today.

Tune in now!

Key Takeaways: 

Introduction (00:00)

Mastermind power revealed (03:13)

Importance of an org chart (06:08)

Coaching and EOS for clarity (14:08)

What’s holding contractors back? (18:43)

The hardest moves to make as a business owner (21:39)

Attract, coach, and train the right people (27:12)

Business is people, period (33:24)

The most important low-hanging fruit in your business (48:47)

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/

⚡ Learn more about increasing the profitability of your home improvement business: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!

EPISODE 238: Do your leads suddenly suck? It’s not just you!

Many home improvement business owners who have been running thriving businesses for years are now finding themselves with bad leads, declining lead volume, or both.

And yet SOME businesses are having their best months ever.

So, what exactly is going on with leads?

There’s no stopping the wheels of progress—the last few years have completely transformed our industry, including how we can find and convert good leads. So, knowing what works and what doesn’t when it comes to your lead generation strategy is A MUST if you want to compete in today’s market.

In this week’s episode of The Wealthy Contractor podcast, we aim to uncover exactly what’s happening. And to do so, I’ve invited two experts: Chris Behan and Natalie Russo. 

Chris is the co-founder of Truvolv, a data-driven marketing company that specializes in helping home improvement contractors optimize their lead generation and marketing efforts, and Natalie is a digital marketing expert at Truvolv who specializes in paid media strategies, particularly Google PPC and social media marketing.

In this episode, the three of us dive into this problem contractors are facing—inconsistent lead quality and volume—and what they can do about it. 

Listen in now and learn:

• Why it's becoming necessary to change your KPI from "cost per lead" to "cost of marketing"
• What is a "Super Lead" and how do you attract them?
• Google’s “creepy” knowledge about your leads (and how you can use it to your advantage)
• Why the technology most websites have been built on for the last two decades is now defunct
• How bad leads can be just as impactful as no leads
• Which level of the marketing funnel paid search should actually be targeting
• Why poor lead quality is often due to a lack of systems and not the leads themselves (but not all the time)
• How some technologies are leveling the lead gen playing field for smaller companies in the home improvement industry

… and a lot more!

If you want the insider scoop on how to become a lead generation powerhouse that completely crushes your competition, do not miss this episode!

Tune in now for more.

Key Takeaways: 

Introduction (00:00)

Are lead generation fluctuations normal? (01:38)

Speed to lead (06:27)

Google PPC for home services? (16:00)

The technologies that are changing the game (29:48)

What contractors can do for better leads (37:31)

Additional Resources:

⚡ Learn more about Truvolv: https://www.truvolv.com/ 

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⚡ Learn more about The Wealthy Contractor Success Society: https://www.TheWealthyContractor.com/SuccessSociety

⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

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

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

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!