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/