The Wealthy Contractor

The home improvement industry is heading into a confusing 2026 economy.

Some contractors feel like business has slowed, margins are tight, and nothing quite makes sense anymore.

Other companies are growing like it’s 2021 again.

This isn’t random.

It’s the beginning of a K-shaped recovery that’s splitting contractors into two very different futures.

But what if the real reason your home improvement business can’t break the “ceiling” you find yourself at ($1M… $5M… $10M…) has NOTHING to do with the economy, leads, or even your systems?

Most contractors stall out at these milestones because of one small but fatal gap inside their organization.

In this episode, industry legend Brian Gottlieb reveals exactly what that gap is…

Why it shows up at predictable revenue levels… 

And how to eliminate it before companies “in the know” steamroll you in 2026.

If you’ve felt like you’re pushing harder but getting less profit, less clarity, and more chaos, you’re NOT imagining it.

There IS a ceiling you hit as you grow (multiple in fact)…

And by the end of this episode, you’ll know how to be on the WINNING side of 2026 without new software, giant teams, or complicated systems.

Once you understand the “ceiling effect” Gottlieb outlines, scaling a contractor business becomes easier, faster, and far more predictable.

This episode exposes:

🔥 The K-shaped recovery reshaping the home improvement industry… and how to make sure YOU are on the winning side

🔥 Why contractors hit predictable ceilings at around $1.5M, $5-8M, and $10-15M (and why working harder makes it WORSE)

🔥 The hidden leadership “lid” that silently caps your revenue (and how to raise it in weeks, not years)

🔥 Why systems & processes are massively overrated… and the timeless business disciplines that ACTUALLY scale profit

🔥 The fatal accounting mistake that can cost you 6-figures+ in taxes (plus the simple formula to catch it instantly)

If you’ve ever wondered:

“Why are other contractors growing like gangbusters right now while I’m still stuck?” or “What am I missing that they already figured out?”

This episode answers those questions.

And once you see the discipline-driven model Gottlieb lays out, scaling stops feeling random and becomes something completely under your control.

Key Highlights: 

(00:00) Intro

(03:27) The 3 “ceilings” that stall contractor businesses (and why pushing harder only makes profitability collapse)

(08:22) The #1 thing contractors are terrified of in 2026 (hint: it’s NOT a labor shortage)

(09:40) The old way vs. the new way of marketing… plus how to build the right marketing mix for your revenue level

(11:00) Why systems and processes are massively overrated (and the timeless business disciplines that outperform SOPs every time)

(13:27) The “Lead Alarm” discipline that turned a tiny call center into a speed-to-lead powerhouse

(14:58) Internal misalignment: the sales vs. production tug-of-war killing your profit

(17:17) The K-Shaped Recovery of home improvement… and why big contractors win bigger while everyone else gets squeezed

(20:12) The mindset shift that frees $7M… $50M… even $150M+ owners from the pressure to “know all the answers”

(22:07) Why chasing $10M is pointless without this one clarity shift about profit

(25:21) Should owners share their P&L? Gottlieb’s case for transparency that creates real accountability in your leadership team

(28:52) The accrual-accounting formula Gottlieb uses to diagnose cash health in seconds

(32:18) The end-of-year accounting mistake that makes contractors overpay the IRS

(33:37) The breakthrough that happens when owners get around people who’ve already solved the same problems (and a risk-free guarantee)

👉 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:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ Learn more about The Wealthy Contractor Success Society: https://thewealthycontractor.com/coaching/success-society 

⚡ Grab our guest Brian Gottlieb’s book, Beyond the Hammer, on Amazon or at https://briangottlieb.com/book/

⚡ 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/

Many contractors have a background in selling, installing, and outworking everyone around them…

But when it comes to actually RUNNING a profitable home improvement business that doesn’t drive you into the ground?

Nobody ever taught you the fundamentals.

That’s the core reason so many good owners stay stuck at 3-5% net profit…

…stay overloaded with fires and drama…

…and stay trapped in a business that never gives them the money, time, or freedom they expected.

In this episode, Joe Talmon – 40-year industry veteran, turnaround specialist, and newly inducted industry legend – breaks down the missing skills, beliefs, and principles that separate struggling contractors from wealthy ones.

And guess what…

NONE of it requires an MBA, a million-dollar investment, or superhuman talent.

Just the RIGHT roadmap (the roadmap you never got).

Inside this episode, you’ll learn:

• The real reason 41% of contractors earn 3% profit or less… and how to break out of that trap fast
• Why most owners never make real money (and how Joe helped a $55M company stuck at tiny margins hit 16.5% EBITDA in 4 years)
• The ONE belief shift you must make before you’ll ever hit double-digit profit
• The gross margin target Joe says replacement contractors should aim for (most owners guess 20-30% too low)
• How “technical” selling kills your close rates (and how to get homeowners emotionally excited to invest at any price)
• The concierge-style customer experience that fixes quality issues fast and drives thousands of 5-star reviews
• Why hiring from inside the industry is killing your sales team… and who to hire instead
• The #1 mistake owners make reading their P&Ls (and why you can’t scale without understanding percentages)

Joe is one of the most respected minds in the industry, and this may be THE MOST important “back to basics” conversation we’ve released in years.

If you want a profitable, low-stress, growing contractor business…

THIS is the roadmap you’ve been missing.

Key Highlights:

(0:00) Intro

(2:26) Joe’s 40-year backstory and how he became an industry legend

(5:51) True or False: 41% of contractors take home 3% or less

(7:24) Why making a profit in home improvement is so hard (and the hidden risks owners forget)

(8:40) The first step to becoming truly profitable (it’s probably NOT what you think)

(10:20) Pricing fears exposed! And the gross margin target most contractors underestimate by 20-30%

(11:49) Who to STOP hiring (and the type of people who become top producers)

(14:23) Unique products, 9/11, and how “extraordinary value” became the customer trigger

(15:59) How to build a dynamic sales presentation with 3-4 “wow moments”

(17:24) Why technical selling fails (and how shifting to outcome-based selling instantly boosts close rates)

(18:50) How Joe rebuilt reputation from 3.4 stars to 4.8 with this review system

(19:35) How to build an enthusiastic team (or remove those who won’t run with you)

(20:34) The concierge service model that transformed installations

(20:52) The “right now” review script that drove thousands of 5-star reviews

(23:17) The #1 mistake owners make reading their P&Ls (and why you can’t scale without understanding percentages)

(25:00) Red-light/yellow-light/green-light marketing (and how it stops waste fast)

(26:36) Why “hope” is NOT a sales strategy (this false theory DESTROYS companies)

(28:02) Why hovering near this profit number makes your company shockingly fragile

(28:55) Joe’s 4-part roadmap that separates struggling contractors from wealthy ones

(30:21) Why reading is a complete waste of time for most contractors

(33:19) How sales, culture, and profit improve once momentum tilts in your favor

(37:13) The real cost of business (and why dedication replaces upfront investment)

(37:55) Grass, seeds, and weeds: the metaphor every owner needs to hear

(39:18) Why real wealth has nothing to do with bank accounts… and everything to do with what you can finally say YES to

(41:43) Why chasing “new ideas” is overrated

(43:39) The skill almost every contractor overlooks (it unlocks opportunities, shortcuts, and breakthroughs you’ll NEVER get by talking)

(44:41) The painful price contractors pay when they try to solve everything themselves… and the shift that saves them years

👉 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/ 

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ 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/

Most contractors feel like they’re stuck in a business that never stops demanding MORE.

More leads… more hiring… more problems…

Yet somehow never more profit.

If you’ve ever felt like your home improvement business is controlling you instead of rewarding the effort you’re putting in, this episode is a must!

Because by the end of this conversation, you’ll see exactly how one owner built a simple, repeatable contractor KPI system that scaled a brand-new bath business from $0 to $12M in just 2.5 years — while keeping profit high, culture strong, and stress low.

The system isn’t complicated.

It’s not expensive.

And it’s not reserved for “big companies.”

It’s a straightforward set of KPI principles and leadership disciplines that ANY contractor can put in place, starting TODAY.

In this episode, Chris Hermes of USA Showers pulls back the curtain on the KPI framework, leadership disciplines, and mindset upgrades that helped him:

• Dial in the KPI formula contractors use to hit 15–20% net profit while scaling
• Open new markets quickly without drowning in problems
• Escape the “wearing five hats” trap most owners NEVER get out of
• Earn 760+ 5-star reviews in 2.5 years
• Build a culture where people are HUNGRY for results (instead of waiting to be told what to do)
• And build a business that supports his life… not the other way around

If you want your company to feel easier, simpler, and more predictable so you can scale without burning out…

This is the episode that shows you how.

Key Highlights:

(0:00) Intro

(3:57) How a “raging serial entrepreneur” scaled from $14M to $60M

(5:30) The trajectory of taking a bath business from $0 to $12M in 2.5 years

(7:52) Why Chris built his business around his LIFE (not the other way around), and how other contractors can too

(9:09) The missing discipline most contractors skip… and why it keeps them stuck

(10:11) The Contractor KPI system that makes growth predictable (and keeps your people chasing targets)

(12:26) The wild “USA Showers Jamboree” ritual that keeps the whole team aligned and hungry

(14:23) The real formula behind scaling fast with 15-20% net profit

(16:42) Chaos vs. Discipline: the brutal fork in the road every home improvement owner faces

(17:32) The 33/33/33 trap that silently destroys your profit while tripling your stress

(19:19) The dangerous hiring mistake owners make when they feel overwhelmed… and why “unicorns” won’t save you

(21:00) How to build world-class sales & marketing systems even if you’ve never done it before

(21:51) How being “dumb” in the right rooms unlocks unfair growth

(26:49) The hidden conditioning that holds contractors back from wealth

(29:25) The 2-part mindset shift Chris used to rewire his relationship with money… and actually keep more of it

(30:54) A “success leaves clues” shift that quietly turns small contractors into $20M machines

(36:04) How one “give-back” idea became their biggest culture hack and motivated the entire team

(39:35) The best piece of business advice Chris ever received (and why it still drives his decisions today)

(40:22) Why every contractor (big or small) needs to attend this one event in 2026

👉 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/ 

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ 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/

When a $100 million company can't hit its sales goals for 18 months, what do you do?

You call Charlie Gindele.

In this episode, Charlie walks us through a real-world sales department turnaround that increased close rates by 35% in just 30 days—and kept the momentum going month after month.

But here's what makes this episode so valuable: Charlie uses this case study to break down the exact fundamentals every contractor needs to master, regardless of size.

Whether you're doing $400K a month or $30 million, the principles are the same. The one-call-close process works. Pricing strategy matters more than you think. Sales manager accountability is non-negotiable. And when you get these and other fundamentals right, the results are predictable.

Charlie doesn't just tell the turnaround story—he shows you how to apply these strategies in your own business. From the three questions that force customer commitment before talking price, to why a 40% close rate might actually be a red flag, to how he exited weak sales managers and built a winning culture.

This is a masterclass in sales fundamentals from the wisest man in home improvement.

Key Highlights: 

(0:00) Introduction

(1:07) Welcome to Episode 252 with Charlie Gindele

(2:56) The $100M Company That Couldn't Hit Its Sales Goals for 18 Months

(6:03) The "Finance Savings Plan" That Killed Urgency

(11:43) The One-Call-Close Process: 3 Questions That Changed Everything

(16:19) How Integrity & Accountability Increased Close Rates by 35%

(20:36) Changing the Culture from "Stuck" to "Winning"

(23:20) The Fundamentals Work—No Matter Your Company Size

(26:02) The One-Call-Close vs. "Professional Visitor" Sales Models

(30:20) Stop Throwing Leads at the Wall and Hoping They Stick

(31:44) Why Charlie Never Misses Accelerate LIVE!

(33:19) Charlie's Shelby Story: The 2009 GT500KR with 76 Miles

(37:09) Closing Thoughts

👉 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:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for an extra $100 off: https://TheWealthyContractor.com/events/accelerate-live 

⚡ Learn more about The Wealthy Contractor Success Society: https://TheWealthyContractor.com/coaching/success-society 

⚡ 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/

When Ken Wood and his partner Mick launched Five Star Bath Solutions in 2019, the top revenue for other locations in their franchise network was roughly $1 million/yr.

When they said they were going to build a $5-6 million business, people looked at them like they were from Mars.

This year, they're hitting $9 million.

But redefining what was possible required some brutal lessons—like learning to "own it before delegating it," accepting that sometimes good people can't scale with your business, and realizing that what got them to $3M would never get them to $10M.

In this raw, tactical conversation, Ken pulls back the curtain on:

• The accountability, tough love, and breakthroughs that happen when you're in a room with other ambitious contractors who are actually implementing and growing.
• The "Hire 3 to Get 1" philosophy that accelerated their growth (and why betting on just one person sets you up to fail)
• Advice for when you want to hire a unicorn on a $70k budget
• Why shifting from loyalty culture to results culture is painful but necessary
• The two responsibilities owners should give up last
• The thing to say to a great person you have to fire (and who to make the bad guy)
• What "working ON vs. IN your business" actually looks like when you're doing $9M and planning for $30M
• And his Stephen Covey-inspired approach to building a business (and life) worth having

Ken also shares the story of bumping into Mick at church after the 2008 crash, how Accelerate LIVE! completely rewired their thinking about what's possible, and why he comes back from every Success Society meeting ready to hit the ground running.

Key Highlights:

(00:00) Introduction

(00:34) Welcome to Episode 251 with Ken Wood

(01:50) From Corporate to Crash to $9M: Ken & Mick's Origin Story

(05:22) The Brutal Lessons That Got Them Here

(06:22) The Event That Opened Their Eyes to What's Possible

(08:54) Why Your Franchise Is Capping Your Growth (And What to Do About It)

(14:08) "Hire Three to Get One"—The Hiring Advice That Changed Everything

(18:38) Are You the "Technician," "Manager," "Builder," or "Visionary?”

(19:43) Why Ken Had to OWN Marketing Before Hiring For It

(26:59) The Last Two Things You Should EVER Give Up as an Owner

(28:50) How to Shift from Loyalty Culture to Results Culture (Without Being a Jerk)

(32:25) The Thing to Say to a Great Person You Have to Fire—And Who to Make the Bad Guy

(38:04) Stop Relying on Aggregators—Find 20% New Lead Sources Every Year

(42:03) Why You Should Work ON Your Business vs. IN Your Business

(43:03) Ken’s Parting Advice: The Peer Group "Worth 5 Times the Price of Admission"

(47:18) Meet The Group That Helped Fuel Ken’s Success

👉 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.

👉 Join us for our next Discovery Day on November 11th: TheEntryDoor.Info 

Additional Resources:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ 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/

We've hit a major milestone—Episode 250!

And there's no one else I’d rather celebrate with than Brian Elias, my very first guest on The Wealthy Contractor Podcast and true industry trailblazer.

If you don’t know him, Brian is the founder of 1-800-HANSONS, which he grew into one of the largest home improvement companies in the country before selling to private equity. These days, he's doing it all over again with Refloor—having already scaled to 15 markets across 12 states and selling 50+ jobs per day.

But this episode is about more than Brian’s incredible story. It's about the mindset, marketing psychology, and hard-won lessons that separate struggling contractors from industry titans.

Listen in as Brian E. opens up about:

• Why he’s getting back into face-to-face marketing in 2026 (and which channels he’s targeting)
• The "Mom's Problems" framework that will make your marketing convert
• How you can "reduce to the ridiculous" to close more sales
• The psychological triggers all your marketing messages need to hit
• Where his confidence REALLY comes from (it’s not what you think)
• …And why most contractors are “fishing with the wrong lure”

Whether you're grinding to hit your first million or scaling past eight figures, this conversation will challenge how you think about marketing, leadership, and building the business (and life) you actually want.

👉 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 Highlights:

(0:00) Introduction

(1:10) Welcome Back: Brian Elias Returns for Episode 250

(2:50) Refloor Update: 15 Markets, 12 States, 50 Jobs Per Day

(6:08) The Joy of Being Outsmarted by Your Own Kid

(8:21) The Power of Faking it Till You Make it

(10:04) Why You Should Treat Sales Calls Like Job Interviews

(12:17) How His Father’s Mistakes Fueled His Success

(14:02) Why Face-to-Face Marketing Is Making a Comeback

(16:16) The Fishing Lure Framework: How to Think About Marketing

(17:43) Using Psychological Triggers to “Romance” Homeowners

(26:59) Why 95% of Cars on the Road Aren't the Cheapest

(29:32) The Hardest Thing About Leadership

(37:18) "Reducing to the Ridiculous": The $129/Month Close

(40:57) Lessons from the First Time Around

(41:40) Hire for Attitude, Not Just Experience

(44:48) Why You Should Interview 8 People Per Day

(47:10) Final Thoughts: Start with the End in Mind

Additional Resources:

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

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ 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/

What if the fastest way to grow your business was to stop doing everything yourself?

When Ryan Keene started MODE Renovation, a one-day bathroom remodeling business, he was just 24 years old. Four years later, he’s about to hit his first million-dollar sales month and working less than ever before. So how on earth did he get there so quickly??

According to him, he just implemented what he was told.

In this episode, Ryan shares the wins, struggles, and turning points that helped him go from installer, to owner, to leader—and how building a strong community of peers and mentors helped him get there.

You’ll hear how he built an in-house call center from scratch at an early stage (with zero experience), hired a sales manager before he could afford it, raised prices the smart way, and built a culture where people actually want to show up and win.

This one is loaded with lessons—especially if you’re stuck in the weeds, hesitant to spend money, or feeling like it’s all on your shoulders. Ryan proves that with the right mindset, community, and systems, you can scale faster and more profitably than you ever imagined.

Whether you’re just getting started or trying to push past a plateau, this episode will leave you with the one thing you need most: permission to go bigger.

Key Highlights:

(00:00) Intro

(01:15) Half Brian’s Age, Twice the Man: Meet Ryan Keene

(03:00) “Smile and Dial”: How Ryan Built a Call Center from Scratch

(07:05) Leads Aren’t Dead (You’re Just Doing it Wrong)

(09:25) Tracking KPIs… Even When You Don’t Know What “KPI” Means

(10:38) Why Entrepreneurship Feels So Damn Lonely (And How to Fix It)

(15:54) Can’t Afford to Hire? That’s Exactly Why You Should

(17:30) Press the Business Like a Race Car: Test, Break, Rebuild

(18:30) The Counter-Intuitive Way Ryan Increased His Close Rate

(22:47) Increase Prices Without Losing Sales (Yes, Really)

(27:47) Recruiting New Reps (And Why You Should Treat Them Like Leads)

(31:55) The Bounty Board: Competition That Drives Sales

(35:00) Building Culture That Actually Means Something

(42:02) The Mindset Shift Leading to a Million-Dollar Month

(47:45) Stop Deciding and Start DOING

👉 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/ 

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live 

⚡ 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/

What do hundreds—maybe thousands—of today’s home improvement business owners have in common?

They have all been influenced by Rob Levin, who has helped shape the home improvement industry as we know it. If you’ve been around long enough, you’ve either worked for one of his companies, learned from someone who did, or competed against them.

It all started back in the ‘80s, when Rob quit his CPA job to help grow AMRE (American Remodeling) from a single office surviving on an SBA loan to $300M in revenue across 56 locations. 

Rob’s story isn’t just a nostalgic trip through time—it’s a blueprint for scaling a sales-driven, systemized, and profitable company.

Listen in as Brian and Rob discuss how he trained and led more than 600 salespeople, oversaw 2,200 employees, and created systems so effective that dozens of his former team members went on to start their own companies. He also shares how he did it all with the mindset and precision of a CPA-turned-COO who believed success wasn’t just about hustle—it was about math, discipline, and leadership.

This one is part history lesson, part MBA class, and part gut check. And it proves that while a lot has changed in the industry, the fundamentals haven’t. Whether you’re just getting started or running $20 million a year, there’s something in here for you.

Key Moments: 

(0:00) Intro

(1:10) Meet Rob Levin: The Man Who Trained an Industry

(3:47) From SBA Loan to $300M Empire: The AMRE Origin Story

(8:43) Tips for Building a High-Performing Sales Team

(10:16) The Math Behind Million-Dollar Sales Teams

(13:07) The 3-Month Rule: When to Pull a Sales Rep Off the Field

(17:48) The Hard Calls Every Owner Must Be Willing to Make

(21:01) How Financial Discipline Built a Powerhouse

(24:47) Determining Your Marketing Costs

(30:41) Revenue Growth & Gross Margin: Where Most Owners Mess Up

(37:51) Rob’s Blueprint for Building a Sustainable Business

(45:11) A Cautionary Tale About The Power of Belief (And a Lost RBA License)

(50:39) Mentorship, Legacy & Lessons from Industry Giants

(54:41) Rob’s Final Word: What Really Makes a Business Work

👉 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/ 

⚡ 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/

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/