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

In this episode, Carson and Gavin break down one of the most overlooked (and misunderstood) parts of growing a profitable construction business: knowing exactly who you should be selling to and who you should not.

We walk through how we’ve built our own Ideal Customer Profile (ICP) for Schifsky Companies, the types of projects we actively pursue, and the red flags we look for to avoid bad jobs before they ever hit the schedule. If you’ve ever felt like you’re busy but not profitable, this episode will help you understand why.

We cover:

• How to define your ideal customer (beyond just budget)

• The types of jobs that create leverage vs. chaos

• What to look for in the first conversation to qualify or disqualify a lead

• Why saying “no” to the wrong projects is the fastest way to grow

• How your ICP should shape your marketing, sales process, and operations

Whether you’re doing design build, service work, or trying to move into larger, higher margin projects, this episode will help you get clarity on who you should be building for and how to build a business that actually scales.

In this episode, we break down our 2025 business results, the wins, the lessons, and the realities of what it took to get there. More importantly, we lay out our big vision for 2026—where we’re going, how we’re scaling, and what we’re building next.

We also introduce a new chapter for The Six Figure Exit, including bringing new guests onto the show and expanding how we help business owners grow stronger, more profitable companies in the year ahead. If you’re serious about growth, discipline, and long-term success, this is where it starts.

In this episode of The Six Figure Exit, I sit down with Chad from Dan’s Construction & Excavating to dive into the world of excavation and how he built his company from the ground up. Chad shares his journey of getting started in the industry, the challenges he faced early on, and the key decisions that helped grow his business into a success.

We talk about: - How Chad got into excavation and started his company - The biggest challenges in the excavation industry and how to overcome them - Lessons learned in scaling an excavation business

- Advice for anyone looking to start or grow a construction/excavation company

If you're an entrepreneur in the trades or thinking about breaking into excavation, this is an episode you won’t want to miss!

📢 Listen now and learn from Chad’s experience in the dirt-moving business!

I share my personal story of buying my family business and how it shaped my career. From my humble beginnings to where we are today, I walk you through the steps I took to navigate this major life and career transition.

Family and business can be a challenging mix, and the emotions tied to such a transaction are often just as complex as the financials. I open up about how I approached these dynamics, how I balanced respect for family relationships with the need to establish my own vision, and the valuable lessons I learned along the way.

You’ll hear about the practical side of the transaction — the negotiations, planning, and execution — as well as the emotional hurdles I faced. I also share what I wish I had done differently and the advice I’d give anyone looking to step into a similar situation.

Whether you’re considering taking over a family business, in the midst of such a transition, or just curious about the behind-the-scenes reality of entrepreneurship in a family setting, this episode is packed with raw insights, practical advice, and inspiration for your own journey.

Tune in to Episode 49 of The Six Figure Exit and learn how I turned a family legacy into a thriving enterprise — and how you can do it, too.

In this episode, Carson and Gavin dive into the essentials of starting a snow removal business—a venture full of potential for those in seasonal markets but challenging to master without the right strategy. Drawing on Carson's experience with Schifsky Companies and his background in high-stakes outdoor services, they break down everything from the initial equipment investments and pricing strategies to understanding seasonal cash flow and securing reliable clients. They also share insights on creating efficient routes, managing unexpected winter challenges, and using early wins to fuel long-term growth. If you’ve ever thought about snow removal as a business or want to diversify your seasonal offerings, this episode has the practical advice you need to hit the ground running.