What separates average salespeople from top performers? Experience, confidence… and knowing exactly what to say when it matters most.

In this episode of The Six Figure Exit, Carson and Gavin sit down with Steven, a sales professional with over 20 years of real-world experience closing deals, building relationships, and navigating tough client conversations. Steven shares his journey through the highs, lows, and lessons that shaped his sales career, along with practical advice that sales reps at any level can apply immediately.

Throughout this episode, Steven breaks down common mistakes salespeople make, explains how to communicate value instead of competing on price, and walks through live role play scenarios that demonstrate how to handle real objections that cost reps jobs every day. From building trust with clients to controlling conversations and closing with confidence, this episode is packed with tactical strategies designed to help you win more work and increase your income.

If you are in sales, business development, or client facing roles especially in the construction, service, or blue collar industries this conversation will give you tools you can use on your very next sales call.

n this episode, Carson and Gavin dive deep into what it truly means to build your worth not just as a business owner, but as a person and leader in the landscape and construction industry.

They break down the connection between doing hard things and developing real confidence. From pushing through uncomfortable conversations, taking on challenging projects, investing in personal growth, and holding higher standards, they explain how discipline and adversity shape the way you see yourself and how others value your work.

Carson and Gavin discuss why many contractors struggle to charge what they’re worth, how imposter syndrome shows up in growing businesses, and why confidence is earned through action not just knowledge. They share personal experiences from building their companies, lessons learned from mistakes, and practical ways to raise your personal and professional standards.

If you want to grow your business, attract better clients, command higher project values, and become the type of leader people trust, this episode will challenge you to rethink how self-worth directly impacts your pricing, performance, and long term success.

This conversation is for contractors, business owners, and anyone who wants to grow into a stronger, more confident version of themselves both in business and in life.

In this episode, we sit down with Matt Finlayson to unpack his story of getting started in the excavation industry, from the early days of learning the trade to building something of his own from the ground up.

Matt shares what it really takes to break into excavation, the risks he took early on, the mistakes he learned from, and the mindset shift required to go from operator to business owner. We talk about equipment, cash flow, finding work, hiring help, and the realities of running a blue collar business when the stakes are high and the margins are tight.

This episode is for anyone in the trades who’s:

• Just getting started

• Thinking about going out on their own

• Scaling from one machine to a real operation

• Or trying to avoid the mistakes most contractors make too late