The Wealthy Contractor

Brian Kaskavalciyan
  • 4.8 (226)
  • Entrepreneurship
  • Updated Biweekly

The Wealthy Contractor Podcast helps contractors and home improvement business owners build more profitable businesses, create real wealth, and gain the freedom they started their business for in the first place. In each episode, host Brian Kaskavalciyan shares the stories, lessons, and strategies around cash flow, pricing, leadership, and operations that successful contractors use to grow their businesses in a sustainable way. Learn more at: TheWealthyContractor.com

  1. Homeless to $5M Using THIS Contractor Lead Generation Strategy | Grant Winstead (Ep. 268)

    6d ago

    Homeless to $5M Using THIS Contractor Lead Generation Strategy | Grant Winstead (Ep. 268)

    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/

    30 min
  2. Hiring Sales Reps? This Exposes their Lies | Dustin Rhoades (Ep. 267)

    Jun 8

    Hiring Sales Reps? This Exposes their Lies | Dustin Rhoades (Ep. 267)

    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/

    49 min
  3. The $50M Forecasting Formula for Contractor Growth | Jon Graboyes (266)

    May 25

    The $50M Forecasting Formula for Contractor Growth | Jon Graboyes (266)

    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/

    40 min
  4. Contractor Sales Training Just KILLED the "More Leads" Myth | Scott Berman (Ep. 265)

    May 11

    Contractor Sales Training Just KILLED the "More Leads" Myth | Scott Berman (Ep. 265)

    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/

    48 min
  5. Door Knocking Built This $14M Contractor (No Ads, No Agencies) | Lakota Tidd (Ep. 264)

    Apr 27

    Door Knocking Built This $14M Contractor (No Ads, No Agencies) | Lakota Tidd (Ep. 264)

    Door knocking built Lakota Tidd's home improvement business from his mom's garage to $14M in revenue by age 27…  Without debt, marketing agencies, or lead aggregators.  In this episode of The Wealthy Contractor Podcast, Lakota breaks down the exact contractor lead generation system that kept his marketing costs at 8% (half the industry standard) while scaling to 40 canvassers and multiple locations across Michigan.  In this episode, Lakota reveals his canvassing system and leadership approach:  🔥 How to get more leads as a contractor WITHOUT depending on Angi, HomeAdvisor, or paid ads 🔥 The "Barbaric Way" that took Top Home Improvements from $0 to $2.8M in year one (and $14M by year six) using only canvassing and events  🔥 The exact moment Lakota almost quit… and the mindset shift that kept him knocking doors when he had zero work on the board  🔥 Why Lakota's 8% marketing cost destroys the 15-18% industry standard… and the leadership structure that makes it possible  🔥 The systematic canvassing approach that turns door knockers into lead-generating machines (positions, roles, training, coaching, ALL of it)  🔥 How treating your canvassing team "like kings" actually LOWERS your cost per lead (while competitors nickel-and-dime their way to 18% spend)  🔥 The growth misconception that kills momentum: why growth feels horrible in the moment (and why that discomfort means you're doing it right)  🔥 How Lakota is building toward $50M… not for the money, but for the version of himself it will require him to become  If you're tired of:  - Buying leads that don't convert  - Marketing agencies that overpromise and underdeliver  - Waiting for the phone to ring while competitors control their own pipeline - Carrying debt because your profit model is broken  Then watch this episode now and steal the lead gen playbook that’s stronger than ever in 2026. Key Highlights:  (00:00) Intro  (01:46) From mom's garage to $14M at 27: the “barbaric” growth story most contractors wouldn’t survive  (02:33) The blizzard moment Lakota almost quit… and the mindset shift his dad gave him  (04:21) How to control your lead flow without lead gen aggregators or agencies (06:37) The winner's attitude: most contractors are WAITING… hungry ones are taking everything  (07:52) “You can’t canvas in my market”… why that excuse is killing your growth (08:42) The systematic canvassing structure that prints leads at 8% marketing cost (09:33) Treat canvassers like kings: how caring lowers cost (not raises it) (10:21) 8% marketing cost vs 15-18% industry standard (how he does it) (13:12) How being a lone wolf almost killed the business (what saved it instead) (13:50) The debt trap DESTROYING contractors… and how Lakota cash flows everything  (16:31) Bob Quillan's leadership test: what employees say AFTER you chastise them (18:57) Why most owners suck at leadership… and where they waste their time instead (21:49) “Who's building YOU?” The uncomfortable truth about personal growth as a business owner  (22:50) This feels like stress, anxiety, and doubt… here’s why that’s a GOOD sign (25:22) The 7 secrets that separate wealthy contractors from broke ones (28:00) Why execution beats intelligence… and how Lakota "de-implements" what doesn't work  (28:30) The road to $50M: who you have to become to actually earn it (30:10) Why chasing money guarantees you'll never get it (focus on THIS instead) (32:00) Abraham Lincoln's quote on power  (33:40) The fear of becoming rich and turning into an a**hole (truth bomb) (35:08) What this episode should wake up in YOU (and why most won’t act) (36:07) Why going through hard things is REQUIRED (but how to shorten the pain)  👉 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 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/

    38 min
  6. Contractor Business Tips to Grow 4X Faster | John Quillen (Ep. 263)

    Apr 13

    Contractor Business Tips to Grow 4X Faster | John Quillen (Ep. 263)

    Want to compress years of growth into months? Then you need contractor business tips from someone who's already built, scaled, and exited for $21M… and is now doing it again 4x FASTER.  John Quillen built Centurion Exteriors to $21M in revenue, sold to private equity, and quickly realized he wasn't done.  Now he's launching his next home improvement business with aggressive targets using the same playbook that got him there the first time… Just executed with WAY more precision.  Because now he's reverse-engineering success from day one.  In this episode of The Wealthy Contractor Podcast, John breaks down the strategies that separate owners stuck on the hamster wheel from operators scaling a contracting business past eight figures (and he's not holding back).  You'll discover:  🔥 Why "people capital" matters more than cash… and the KPI bonus structure that gets your team bought in, accountable, and PRODUCING  🔥 The speed-to-lead and tech advantages that help you get to the best opportunities first (before your competition even shows up)  🔥 The 5x pricing rule that forces you to reverse engineer your numbers so you actually hit 15-20% net profit  🔥 Why trying to scale a service business without daily fill rate targets is financial suicide… plus how to turn your revenue goal into clear daily, weekly, and monthly targets your team can actually hit  🔥 Why email estimates DESTROY your close rate (and what top sales teams in the construction business do instead)  If your margins are tight…  Your team isn't executing…  Or your growth feels unpredictable…  Watch this episode now and steal the exact systems John's using to dominate his market all over again.  Key Highlights:  (00:00) Intro  (01:15) Why John pivoted from windows to the one-day bath business  (02:31) The secret "people capital" strategy of getting to 8-figures faster  (04:28) How John stays 100% confident he'll get leads with a blended marketing plan (05:41) The major lead generation mistake keeping contractors broke  (06:13) How to get to the GOOD leads faster than your competition  (07:24) The technology advantage contractors have today… and the fear you have to overcome when implementing tools like Rilla, Hatch, and Full Throttle  (09:54) The KPI bonus structure that gets people bought into your vision and enthusiastic about coming to work  (13:56) The exact quarterly, monthly, weekly, and daily KPI system (and who manages it) (15:10) The money math and reverse-engineering strategy to fill your sales team's schedule every single day  (18:12) The “dream life” math to actually hit your goals (and why just buying more leads doesn't work)  (21:18) The marketing risk you MUST take if you want your business to grow (22:43) How to end the pricing fears and charge what you HAVE to in order to grow (23:42) Why email estimates are the WORST way to deliver pricing (and what to do instead) (25:07) Being the DUMBEST guy in the room is the best way to plagiarize success (28:08) How to become an owner who makes millions in NET profit (not revenue) (29:28) The bus analogy that helps you choose what tire to fix so you can operate with your foot on the gas pedal  (30:20) The secret of how John let go of control  (32:35) The Kiss-Kick-Pat method John uses to correct his team  (36:20) Finding people's WHY (and how it gets them to live their dreams and YOURS) (38:49) How to get around people who are successful (and why you should pay to be in those rooms)  (40:30) How to 10x your investment in masterminds like Success Society 👉 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 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/

    45 min
  7. Roofing Marketing That Wins in a Tough Market | Abby Binder (Ep. 262)

    Mar 30

    Roofing Marketing That Wins in a Tough Market | Abby Binder (Ep. 262)

    Roofing marketing is getting ugly fast. PPC is draining budgets, fewer roofing leads are calling, and your roofing sales reps are competing against every clown in the market who's happy to sell like profit doesn't matter. Abby Binder has NO patience for that model. She built a women-led home improvement business from zero to nearly $20M a year and is host of her own roofing podcast, I Know A Girl Radio. And she doesn't sugarcoat the game. In this episode of The Wealthy Contractor Podcast, Abby breaks down what's ACTUALLY working in marketing and roofing sales right now… How to stop attracting bottom-feeder leads… And why dropping your prices and chasing volume is one of the DUMBEST moves a roofing contractor can make. If you’re trying to grow a contractor business that actually makes money in this tough market, don’t miss this episode. You'll discover: 🔥 Why chasing high-volume roofing jobs at rock-bottom prices is a business model designed to keep you broke (even when your calendar is packed solid) 🔥 The roofing marketing channels Abby uses INSTEAD of buying garbage paid leads 🔥 The 20% rule that protects your business from betting everything on a single lead source 🔥 The "tell selling" mistake that KILLS trust in the home before you even get to pricing 🔥 Why Abby ditched rigid word-for-word sales scripts in favor of a simpler, more human approach  🔥 The insurance industry shift that's quietly creating a massive opportunity for metal roofing and "resilient products"  If your leads feel like garbage, your marketing costs are out of control, or you're tired of competing against guys who give everything away…  Catch the full episode now to swipe Abby’s strategies and build a profitable home improvement business. Key Highlights:  (00:00) Intro (02:11) The ups and downs of 2026… plus which new initiatives are helping Abby grow while competitors struggle through a weird market (03:29) The Amazon-like "Abby Cares" experience that homeowners can't get anywhere else (04:30) Abby's alternative roofing marketing strategy for landing higher-quality leads (instead of price shoppers) (05:43) The 20% rule: how much of your budget should go toward testing new lead sources (and why most contractors bet everything on one channel) (07:03) The lead gen mistake too many contractors are STILL making after COVID (and how it's destroying margins in 2026) (07:54) Why competing on cheap roofing and volume makes ZERO financial sense (09:24) Roofing vs. baths vs. siding vs. metal roofing: which product opportunities are heating up and which ones are cooling off (11:05) How long to give a new marketing source before you judge it (quit too early and you'll never know what could've worked…) (12:15) Abby's "start small" TV strategy: how she tested the channel without blowing her budget (and why it paid off) (13:35) What it's like leading a mostly male sales team in home improvement (14:01) Why Abby moved away from rigid scripts and toward listening better (and how this shift boosted her close rate) (18:18) What "tell selling" is and why it creates distrust and cancellations (19:31) Building a business around cause, community, and philanthropy WITHOUT expectation (21:57) Why private equity approaches Abby constantly… and the ONE reason she keeps turning them down (25:32) What Abby still chooses to do in the business now that she doesn't have to do everything (26:54) How she protects her sales team from burnout and keeps reps around longer than industry average (28:04) How to build the dream business so you can do only what you want (and delegate or eliminate the rest) (29:02) The best advice Abby ever got about risk, reward, and stepping out of the trenches (30:55) Why mitigating risk is boring, necessary, and too often ignored until it's too late (31:55) The real lessons Abby has taken from attending Accelerate LIVE! 👉 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 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/

    36 min
  8. Scaling Secrets of a $1B Home Improvement Business | Michael Hoy (Ep. 261)

    Mar 16

    Scaling Secrets of a $1B Home Improvement Business | Michael Hoy (Ep. 261)

    Most contractors never see how a $1B home improvement business actually runs behind the scenes. Scaling sounds exciting. In reality, it gets messy fast. Michael Hoy helped turn Great Day Home Improvements from roughly $100M into a $1 BILLION business with more than 300 locations nationwide. Very few contractors ever experience that level of small business growth. If you’re scaling a contracting business, this episode reveals the contractor growth strategies and leadership discipline that made that expansion possible. Michael also explains the thinking behind the decisions. The kind of thinking that separates everyday operators from an entrepreneur building something much bigger. In this episode, Michael shares: 🔥 The ONE hiring question he asks every sales rep that instantly reveals whether they will protect your margins... or destroy your home improvement sales 🔥 Why raising prices should never be a dramatic announcement (and the simple pricing rhythm that keeps sales teams from revolting) 🔥 The overlooked KPI he tracks INSTEAD of close rate (this exposes the true strength of your sales system) 🔥 How financing turns “your price is too high” into a signed contract and helps stabilize contractor cash flow 🔥 What really happens when private equity starts knocking on the door of your home improvement business... and how Michael structured the deal without giving up control If you're serious about growing a home improvement business and want a clearer look at how top operators scale companies like this, this episode is packed with insights you can apply immediately. Key Highlights: (00:00) Intro (00:57) From pumping gas illegally to getting run over by a car... the wild origin story of a $1B home improvement leader (06:04) The risky marketing bet during COVID that helped scale a contracting business nationwide (07:19) Private equity vs entrepreneur control: the real pros and cons contractors never hear (09:47) The brutal reality of contractor growth: why scaling a home improvement business is so hard (11:18) Why controlling your product from start to finish can transform a contracting business (12:47) The surprising lesson sunrooms taught about selling complex home improvement projects (13:56) The KPI Michael tracks instead of close rate (and why most contractor sales teams measure the WRONG number) (15:59) The unconventional private equity deal that kept Michael in control (19:39) The hiring question that instantly exposes weak contractor sales reps (21:38) Why contractor sales teams revolt when you raise prices (and how to stop it) (22:45) The simple question top sales reps ask early in the home that kills the “let me think about it” objection (24:08) Financing secrets that turn “your price is too high” into signed home improvement deals (25:23) Uncomfortable truth: your home improvement business grows at the speed of the leader (26:08) The G.A.S. culture test every high-performing contractor team must have (30:34) “Hanging with Hoy”: How Michael aligns 5,000 employees across 300 locations (33:16) The leadership problems (a.k.a. “squirmies”) that quietly destroy company culture (34:37) The entrepreneur mindset shift that turns every business problem into an opportunity (35:44) The best advice this billion-dollar contractor ever received Key Highlights: (00:00) Intro (01:27) From pumping gas illegally to getting run over by a car... the wild origin story of a $1B home improvement leader (06:34) The risky marketing bet during COVID that helped scale a contracting business nationwide (07:49) Private equity vs entrepreneur control: the real pros and cons contractors never hear (10:17) The brutal reality of contractor growth: why scaling a home improvement business is so hard (11:48) Why controlling your product from start to finish can transform a contracting business (13:17) The surprising lesson sunrooms taught about selling complex home improvement projects (14:26) The KPI Michael tracks instead of close rate (and why most contractor sales teams measure the WRONG number) (16:29) The unconventional private equity deal that kept Michael in control (20:09) The hiring question that instantly exposes weak contractor sales reps (22:08) Why contractor sales teams revolt when you raise prices (and how to stop it) (23:15) The simple question top sales reps ask early in the home that kills the “let me think about it” objection (24:38) Financing secrets that turn “your price is too high” into signed home improvement deals (25:53) Uncomfortable truth: your home improvement business grows at the speed of the leader (26:38) The G.A.S. culture test every high-performing contractor team must have (31:04) “Hanging with Hoy”: How Michael aligns 5,000 employees across 300 locations (33:46) The leadership problems (a.k.a. “squirmies”) that quietly destroy company culture (35:07) The entrepreneur mindset shift that turns every business problem into an opportunity (36:14) The best advice this billion-dollar contractor ever received 👉 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 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/

    43 min
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4.8
out of 5
226 Ratings

About

The Wealthy Contractor Podcast helps contractors and home improvement business owners build more profitable businesses, create real wealth, and gain the freedom they started their business for in the first place. In each episode, host Brian Kaskavalciyan shares the stories, lessons, and strategies around cash flow, pricing, leadership, and operations that successful contractors use to grow their businesses in a sustainable way. Learn more at: TheWealthyContractor.com

Information

  • Creator
    Brian Kaskavalciyan
  • Years Active
    2016 - 2026
  • Episodes
    288
  • Rating
    Explicit
  • Copyright
    © 867159
  • Show Website
    The Wealthy Contractor

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