In this conversation, Ryan, Heath, and Ronnie discuss the journey of Avco Roofing, exploring their personal backgrounds, the company's culture, and the importance of relationships in the roofing industry. They delve into marketing strategies, recruiting and training sales teams, and the structure of sales management. The discussion emphasizes the core values of love and support within the company, highlighting how these principles drive their success and foster a positive work environment. Chapt...
Jul 04, 2025•1 hr 11 min
In this conversation, Chris Hoffman shares insights from his journey in the family business, emphasizing the importance of culture, values, and strategic growth. He discusses the challenges of marketing, cost management, and the role of HR in fostering a high-performance culture. Chris highlights the need for effective sales strategies and the importance of understanding the customer journey to drive success. Chapters 01:27 The Family Business Journey 05:18 Importance of Purpose and Values 09:22...
Jun 26, 2025•41 min
In this session during Transform '25, Coach JC shares his journey of personal growth and the importance of going 'all in' on oneself. He emphasizes the significance of having a strong purpose, vision, and the role of leadership in achieving success. Through personal anecdotes and motivational insights, he challenges the audience to overcome limiting beliefs and strive for excellence in both personal and professional realms. The session culminates in a call to action for attendees to reflect on t...
Jun 19, 2025•1 hr 22 min
In this conversation, Lance Bachman shares his insights on business growth, emphasizing the importance of tracking metrics, personal branding, and effective marketing strategies. He discusses the concept of being 'the funnel' in business, the significance of scaling and selling companies, and the necessity of investing in people and culture. Throughout the talk, he highlights the value of social media, the need for a strong sales philosophy, and the critical role of recruiting in building succes...
Jun 12, 2025•46 min
In this engaging conversation, Randy Hurtado shares his journey from IT security to becoming a successful roofing contractor and business owner. He discusses his family life, including his commitment to adoption, and the values that guide his work ethic. Randy also delves into the roofing industry's evolving landscape, emphasizing the importance of collaboration, customer experience, and the role of financing in business growth. He offers insights into private equity and shares his daily routine...
Jun 05, 2025•48 min
In this conversation, Ryan and Josie discuss the journey of Josie Parks, from his humble beginnings in a construction family to becoming a successful entrepreneur. They explore themes of faith, resilience, and the importance of community in business. Josie shares insights on integrating faith into his work, the significance of taking action, and the strategies he used to excel in door-to-door sales. The discussion also covers recruiting and training sales teams, building leadership, and the valu...
May 29, 2025•32 min
Summary In this episode, David Reed discusses effective sales strategies for contractors, focusing on managing new leads, conducting pipeline reviews, and accurate sales forecasting. He emphasizes the importance of timely lead engagement, understanding compelling reasons for customer inquiries, and quantifying the costs of inaction. The conversation also highlights the need for structured pipeline reviews to improve sales outcomes and the significance of accurate forecasting in driving business ...
Nov 21, 2024•32 min•Season 3Ep. 22
Summary In this episode, David Reed discusses effective outbound prospecting strategies for commercial contractors, focusing on cold calling techniques, the use of technology for targeted outreach, and building a robust outbound sales engine. He emphasizes the importance of establishing rapport, utilizing tools like Solar Scout and Convex, and understanding customer pain points to drive successful sales conversations. Takeaways Outbound prospecting is crucial for commercial contractors. Cold cal...
Nov 14, 2024•28 min•Season 3Ep. 21
Overview Welcome to the Growth-Minded Contractor Podcast, sponsored by Sales Transformation Group. In this episode, we’re rewinding back to RoofCon in Orlando, where industry leaders shared invaluable insights and strategies for contractors. We’ll dive into the highlights, including my talk, Unlocking Elite Performance and Your Sales Team , along with memorable presentations from other industry experts. From Sam Taggart’s GimmeBubblePoints for Eat What You Kill to Heath Hicks’ $200 Million Journ...
Nov 07, 2024•30 min
Summary In this conversation, David Reed and Nick discuss the growth and success of Legacy Decks and Outdoor Living. Nick shares insights into the company's structure, sales strategies, and the importance of personal development for employees. They also explore the significance of community engagement and how the company gives back through various initiatives. The discussion highlights the importance of client education, pre-qualification processes, and the impact of a strong organizational cult...
Oct 24, 2024•37 min
Summary: In this conversation, David Reed discusses the essential components for building an eight-figure sales team, focusing on pipeline management, effective sales processes, prospecting strategies, product diversification, recruiting, onboarding, forecasting, and employee retention. He emphasizes the importance of follow-up, understanding sales metrics, and creating a strong company culture to drive growth and success. Takeaways Pipeline management is crucial for forecasting and success. Con...
Oct 17, 2024•42 min
Take aways: • Milestone Methodology : Break your sales process into clear, measurable milestones. This ensures consistency and predictability at each stage, helping your team stay on track and move prospects efficiently through the funnel. • Common Mistakes : Rushing through the discovery phase, failing to qualify leads properly, and neglecting follow-up. These mistakes create inefficiencies and can lead to lost deals. • Coaching and Training : Ongoing coaching is essential. Provide regular feed...
Oct 10, 2024•34 min
Summary In this episode of the Growth Minded Contractors podcast, David Reed discusses the critical mistakes new business owners make when hiring their first salespeople. He emphasizes the importance of avoiding the law of compounding consequences by not hiring friends or family, setting clear expectations for new hires, and having difficult conversations when standards are not met. Reed also highlights the significance of core values in maintaining a strong team culture and ensuring accountabil...
Sep 26, 2024•26 min
Summary In this conversation, David Reed discusses insights gained from a private equity workshop, focusing on key financial metrics such as EBITDA, revenue growth, customer acquisition costs, and the importance of diversifying client bases. He highlights the value adders and detractors that private equity firms consider when evaluating businesses, emphasizing the need for accurate data and robust systems to enhance business valuation. Takeaways Private equity firms look for companies with at le...
Sep 19, 2024•30 min
Summary: In this conversation, David Reed interviews Ryan Shantz, former CEO of SumoQuote, about roofing technology and the importance of a structured sales presentation. They discuss the need for contractors to focus on the customer and their needs, rather than just selling themselves. Ryan emphasizes the importance of creating a customer journey and mapping out every touchpoint to ensure a seamless experience. They also touch on the acquisition process and the significance of having solid fina...
Sep 12, 2024•41 min
Summary In this podcast episode, David Reed discusses the onboarding process and the first 30, 60, and 90 days for a new roofing salesman. He emphasizes the importance of establishing core values, understanding the company's history and vision, and aligning the salesperson's goals with the organization's goals. Reed also highlights the need for clear expectations, training on sales processes and SOPs, and building relationships within the team. He emphasizes the importance of tracking KPIs, coac...
Sep 05, 2024•33 min
Summary In this episode, David Reed interviews Lance Ziegler, a growth consultant, about his experience working with small businesses in the contracting industry. They discuss the unique challenges contractors face when transitioning from a solo operation to running a full-fledged sales operation. They also talk about the Roof Warrior event, which focuses on door-to-door sales in the roofing industry. Some key takeaways from the event include the importance of scheduling, effective onboarding pr...
Aug 29, 2024•34 min
Summary Luke McCormack, CEO of McCormack Partners, shares insights on recruiting and leading in the roofing industry. He emphasizes the importance of investing in employees and developing their skills and personal growth. Luke highlights the need for a strong cultural fit when hiring and suggests using personality tests to assess compatibility. He also stresses the significance of having a clear vision for the company's future and communicating it to the team. By focusing on these areas, busines...
Aug 22, 2024•41 min
Summary In this episode, David Reed interviews Andy Hobica from Hobica Services, a family-owned HVAC company in Phoenix, Arizona. Andy shares the history of his company and how they have expanded their services to include plumbing, electrical, and wine cellars. They discuss the importance of building relationships with customers and the power of online reviews. Andy also shares his sales process, which includes calling customers on the way to their homes, wearing booties, and engaging in convers...
Aug 15, 2024•43 min
Summary In this episode, David Reed and Martin discuss the next evolution of sales and how technology can improve sales training and coaching. They highlight the importance of having the right characteristics, knowledge, and skills for successful selling. They also emphasize the value of real-time feedback and learning from the best reps in the organization. The conversation explores the challenges in coaching and training sales reps and provides insights on how to effectively implement a coachi...
Aug 08, 2024•35 min
Summary In this episode, David Reed discusses the second half of the week one onboarding process for sales professionals. He focuses on three primary areas: presentation, discovery process, and follow-up nurture strategy. He emphasizes the importance of establishing a large gap during the presentation to create a sense of urgency for the prospect. In the discovery process, he highlights the need to understand the prospect's compelling reason and quantify the cost of not taking action. He also em...
Aug 01, 2024•31 min
Overview • Introduction : Brief introduction to the company’s vision, goals, and key values. • Systems Setup : Instructions for logging into company systems and understanding the Perform Platform. • Initial Expectations : Overview of daily, weekly, and monthly expectations for new hires. • Mindset and Culture : Importance of a positive mindset, commitment to excellence, and integration into the team culture. Host Information • Name : David Reed • Title : VP of Sales, Sales Transformation Group •...
Jul 25, 2024•29 min•Season 3Ep. 3
In this episode of Growth Minded Contractor, hosted by David Reed, we delve into a crucial update regarding the Fair Labor Standards Act (FLSA) and the changes that have taken place as of March 11th 2024. Tune in as we explore the latest developments, implications, and how they impact businesses and employees alike. Gain valuable insights to ensure compliance and navigate changes effectively in this ever-evolving landscape. Join us for an informative discussion that promises to shed light on ess...
Mar 19, 2024•20 min
In this episode, David Reed's got your back as he breaks down how to brace yourself for the upcoming insurance changes. Get ready to learn all about what you need to do. Let's get it!
Mar 05, 2024•30 min
Ask yourself this question: is the culture of your company family-like? Or is it like a professional sports team? Because trust us, there's a difference. In this episode, Ryan and David touch on the importance of company culture... and how it directly impacts business success. Believe us, you DO NOT want to miss this episode! Upcoming events: https://salestransformationgroup.regfox.com/roof-warrior-2024 More info: https://www.salestransformationgroup.com/...
Feb 27, 2024•29 min
In this episode of Growth Minded Contractor, we delve into the world of roofing with a special focus on Hostetler Roofing, a leading name in the industry. Join Ryan as he sits down with Jake Faulkner, Residential Sales Manager, to uncover the secrets behind their success. From their humble beginnings to their current status as a reputable company in our industry, Jake shares valuable insights into the strategies, challenges, and innovations that have propelled Hostetler Roofing to the top. Wheth...
Feb 20, 2024•32 min
In this episode, co-host David Reed is back with another insightful conversation. Join him in learning about all things objection handling. Objection handling is a crucial aspect of the sales process where a salesperson addresses a prospect's concerns regarding the product or service being offered, ensuring the sales journey continues smoothly. Join us to explore the nuances of responding to objections in a way that not only alleviates concerns but also bridges any knowledge gaps for the custome...
Jan 23, 2024•33 min
And... we're back! Happy New Year everyone. In this episode, we dive deep into the intricate world of commission structures for contractors. Co-host David Reed unravels the complexities, providing insights into effective commission models, common pitfalls to avoid, and strategies to motivate your sales team. Whether you're a seasoned contractor or just entering the field, understanding the nuances of commission is vital for business success.
Jan 16, 2024•24 min
Join us this week for a discussion on #RoofCon2023! Our co-host, Ryan Groth, was a keynote speaker this year and his experience was nothing short of incredible! Don't miss out on getting the behind the scenes scoop!
Nov 21, 2023•32 min
Tune in this week as host David Reed delves into the intricacies of prospecting in the contracting world. Gain valuable insights and practical strategies to expand your client base, from mastering initial outreach to optimizing your online presence. David shares real-world examples and actionable tips, making this episode a must-listen for both seasoned contractors and those new to the industry. Subscribe now to elevate your prospecting game and propel your contracting business toward sustainabl...
Nov 14, 2023•28 min
