Guest: Reed Nyffeler - Author, franchisor operating in 49 states & 9 countries Books: "Transform Through Purpose" and "Lead Exponentially" Contact: readnyffeler.com

Key Topics:

• Construction to franchise journey
• Security franchise model with proprietary software
• New low-cost franchises: Filter Go, window cleaning
• Franchise vs. entrepreneur: personality determines path
• Lead Exponentially framework for delegation
• Great Grandma vs. Grandma leadership analogy
• 6-month test: Can your business grow without you?
• Stewardship of time and talent for next generation

[00:00:00] Introduction & Reed's Background

[00:00:48] Construction Beginnings - Block layer at 14, father's home building business

[00:01:51] Career Evolution - DeWalt Power Tools, early tech, Christmas lights

[00:03:10] Discovering Franchising - The gap between skills and business knowledge

[00:04:01] Franchise Value - Recipe for success, pricing, systems, exit strategy

[00:08:00] Security Franchise Deep Dive - 49 states, Uber-like software, hundreds of millions in revenue

[00:12:00] Target Audience - Military veterans and former police officers

[00:15:00] New Low-Cost Franchises - Filter Go, window cleaning, no money down model

[00:18:00] Cross-Selling Strategy - Leveraging existing clients for warm leads

[00:20:20] Franchise vs. Entrepreneur - Personality assessment and path selection

[00:21:40] Great Grandma Analogy - Recipe creators vs. recipe perfectors

[00:24:00] The $20 Payroll Story - Learning what NOT to do

[00:26:40] Lead Exponentially Framework - Six-month test: business vs. job

[00:28:20] Teaching for Employee Benefit - Motivation beyond paycheck

[00:31:00] Five Levels of Leadership - Aligning leadership with organization size

[00:33:00] Where to Find Reed - Books, website, resources

[00:35:00] Final Wisdom - Stewardship and multigenerational impact

[00:36:15] Closing & Consulting Info

Guest: Chris Zimmerman

• Owner, At Your Service Roofing and Remodeling
• Co-founder, Master Your Craft (with John Lombard)
• 15+ years in roofing industry
• Owens Corning Platinum Preferred Contractor
• Based in Cincinnati, OH with branch in Cleveland

Key Topics Discussed:

Industry Transformation (2024)

• Market down 20-40% for most contractors
• Chris achieved best year ever despite no major storms
• The "thinning of the herd" is finally happening
• Shift from storm-dependent to sustainable business models

New Ventures with John Lombard:

1. Scientific Hail Damage Testing Service - Methodical testing to determine actual hail damage vs. "magnetic hail"
2. AI-Powered Claims Assistance Tool - Downloads expertise from Chris, John, and industry leaders to help contractors communicate effectively with insurance carriers

The Great Pivot: Restoration to Retail

• Burned company to the ground (Labor Day 2024)
• Eliminated 2 of 5 divisions
• Complete restructuring of leadership and processes
• Unified process for repairs, retail, and claims
• Eliminated door knocking entirely
• Focus on referral partnerships over cold leads

Three Mindset Shifts for Retail Success:

1. Price - You can charge premium prices in retail (just like restoration)
2. Opportunity - Build referral networks, don't rely on door knocking or expensive marketing
3. Service - Run every appointment through the same process regardless of type

Insurance Industry Challenges:

• COVID doubled claim costs while premiums stayed regulated
• Carriers forced into "poor behavior" due to financial constraints
• Fraud was "priced in" but became unmanageable
• Homeowners deserve indemnification regardless of carrier challenges

Communication is King:

• "If your skill level is a 4 and your communication level is a 9, your effectiveness is a 4" - John Lombard
• Understanding the "why" behind strategies vs. memorizing scripts
• Most contractors can't effectively "sell value"

Industry Red Flags:

• "Insurance claim specialist" = UPA violations
• Flexing on social media vs. building sustainable business
• Short-term thinking vs. long-term wealth building
• Lambos in year 2-3 = cash flow problems ahead

Advice for New Roofers:

1. Develop strong work ethic first
2. Read books constantly (1% better with each one)
3. Block out the noise and social media drama
4. Treat roofing as a career, not a job
5. Build reputation over revenue
6. Focus on long-term strategy
7. Take advantage of training resources (NTS, Master Your Craft)

Master Your Craft Details:

• Online community: $1,000-$1,500/month for 20 users
• 15-35 pre-recorded 2-hour trainings
• 3 new trainings monthly (Chris, John, + guest expert)
• Private trainings available
• Free Owens Corning University classes
• In-person classes: ~$500-600/ticket

Resources Mentioned:

• Master Your Craft
• NTS (National Testing Services)
• RSRA (Roofing & Siding Restoration Alliance) - Adam Bensman
• Owens Corning University
• Power Home Remodeling

Key Quotes:

• "Your reputation is your net worth"
• "It's way harder to sell restoration than retail these days"
• "The problem with arguing with a fool is that people from a distance can't tell who's who"
• "Slow down, make your money, do good, help people out—that good's gonna come back to you"
• "Keep it stupid simple" (KISS principle)