Episodes

  • Lead Exponentially: How to Build a Business That Runs Without You | Reed Nyffeler

    Lead Exponentially: How to Build a Business That Runs Without You | Reed Nyffeler
    Jan 16 2026

    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

    Episode Timestamps

    [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
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    37 mins
  • Mastering the Craft: Chris Zimmerman's Blueprint for Roofing Success in 2026

    Mastering the Craft: Chris Zimmerman's Blueprint for Roofing Success in 2026
    Jan 9 2026

    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)
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    55 mins
  • Every Story Matters: How to Build Your Brand Story and Write Your Book with Bill Blankschaen

    Every Story Matters: How to Build Your Brand Story and Write Your Book with Bill Blankschaen
    Dec 26 2025
    About Bill Blankschaen: Bill is the author of "Your Story Advantage" and owner of Story Builders, where he's spent 13+ years helping individuals and businesses develop their stories. He's worked with high-profile names like Dean Graziosi, John Maxwell, and Louis Howes, as well as countless businesses building their brands systematically.The Story Ecosystem Framework:Message Maker - Your core brand storyMessage Multiplier - Your book that scales your messageMessage Monetizer - Coaching programs, trainings, workshops, and digital coursesSeven-Step Brand Story Process: Bill walks businesses through a comprehensive process to develop their brand story, ensuring it resonates with their target audience and builds trust.Key Philosophy: "Your story is about you, but your story is not for you" - This mindset shift helps entrepreneurs focus on serving their customers rather than just promoting themselves.The Story Focus Question: If someone engages with your brand and forgets 99% of everything, what's the ONE thing you want them to remember? This becomes your "meaningful message."Book Resources:Get the book: yourstoryadadvantage.com (includes multiple free bonuses)Also available on Amazon, Barnes & Noble, Books-A-MillionSchedule consultation: mystorybuilders.com/storyTimestamps00:00:18 - Welcome and guest introduction - Bill Blankschaen from Orlando00:00:56 - Ken's excitement about discussing story and brand over roofing00:01:33 - The importance of building a personal brand00:02:30 - Everyone has a distinct advantage through their unique story00:03:03 - The Story Ecosystem: Message Maker, Message Multiplier, Message Monetizer00:03:56 - Discussion of Bill's book "Your Story Advantage"00:04:25 - Bill's 13+ years of experience working with major names00:05:01 - Your breakthrough begins when you start with your story00:05:43 - The importance of story for both influencers AND businesses00:06:09 - Seven-step process for developing brand stories00:06:18 - "Your story is about you, but not for you"00:07:04 - Roofing example: Trust-based decision making00:08:00 - Ken's positioning strategy for higher-end clients00:09:07 - Being intentional about who you want to reach00:09:46 - Copy-paste-tweak: Systemizing your brand story00:10:38 - Defining your key demographic intentionally00:10:46 - Case study: Multi-generational stone masonry company00:12:01 - Reverse engineering marketing from your brand story00:12:28 - The "Roof Wizard" character discussion00:13:00 - Potomac Custom Remodeling brand strategy00:13:56 - Everyone telling the same story across your organization00:14:41 - Many businesses succeed accidentally00:15:10 - Ken at the point of exhausting outbound marketing00:15:30 - The power of brand recognition00:16:00 - Access to the course and bonuses00:16:22 - Working with both individuals and organizations00:17:10 - Your key to success is focusing on your "neighborhood"00:18:10 - The congressman story: "This book is for every American"00:18:26 - Narrowing your focus to punch through Sheehan's Wall00:19:01 - Puddle, pond, lake, ocean analogy for building audience00:19:26 - Ken's two book ideas and the disconnect00:20:05 - Why books differentiate service-based businesses00:20:24 - "You've literally written the book on the subject"00:21:00 - Business books vs. personal brand books00:22:00 - "How to Roof Your Home" concept discussion00:22:32 - Booklets that provide immediate value00:23:00 - The face of the brand concept00:23:40 - Allergist example with multiple locations00:24:20 - The neglected origin story of companies00:25:00 - Telling your story to resonate with customer problems00:25:17 - Ken's company story training00:26:00 - Ken's personal background story begins00:27:00 - Car accident leading to addiction00:27:12 - Three rehabs, jail, attempting to rob a store00:27:46 - The oxycodone epidemic connection00:28:00 - From homelessness to building businesses in 8 years00:28:33 - Meeting his future wife (attorney) and avoiding bankruptcy00:29:01 - Building multiple businesses from nothing00:29:40 - The power of sharing difficult stories00:30:00 - Bill's insight: Restoration and renewal theme00:30:44 - Every story matters philosophy00:31:20 - How to communicate difficult stories carefully00:31:50 - The two book disconnect revealed00:32:00 - Your story exists to support your message00:32:24 - Ken's realization about combining the books00:32:40 - Addiction's impact on American families00:33:05 - Writing for both addicts and family members00:33:45 - Work to be done compartmentalizing the story00:34:00 - Chapters 4 and 5 on building books00:34:20 - Six book starter questions00:34:46 - Both/and thinking instead of either/or00:35:00 - Ken's request for a signed copy00:35:35 - Where to get the book and bonuses00:36:22 - Schedule time to talk: mystorybuilders.com/story00:36:40 - Business owners are building personal brands too00:37:15 - Delivering tactical, actionable value00:38:00 - The collaboration chapter: "If you want to ...
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    45 mins
  • Stop Chasing Numbers: Build a Culture That Lasts | Leadership Expert - James Shin

    Stop Chasing Numbers: Build a Culture That Lasts | Leadership Expert - James Shin
    Dec 5 2025
    Guest IntroductionJames Shin is the author of "The Leader's Soul: 52 Reflections for Unlocking Your Inner Leader" and founder of a leadership consulting practice. Originally from South Korea, James immigrated to the United States 31 years ago to pursue his PhD at Penn State. He spent 20 years at Caterpillar, moving seven times within the company and holding various leadership positions including Plant Manager and Supply Chain Manager. His last corporate role before starting his consulting business was with Cabinet Works Group. James is based in Houston, Texas, and is passionate about people-centric leadership that creates sustainable, long-term results.Key Topics CoveredThe Foundation: Integrity and CompassionIntegrity defined as consistency between what you say and what you doCompassion = Empathy + Action (desire to help)These two characteristics are more important than strategy or resultsWithout consistency, organizations become toxicLeaders must demonstrate these qualities, not just talk about themThe PQVC FrameworkTraditional business prioritizes Cost firstFlip the priority: People → Quality → Velocity → CostWhen executed in this order, sustainable results are guaranteedPeople-first approach leads to better quality, faster delivery, and lower costsThis framework creates loyalty beyond transactional relationshipsThe PDCA ApproachPlan → Do → Check → ActShows consistency in how you think and executeTransforms responsibility from leader-only to team-wideCreates group mentality and shared ownershipPrevents leader from being the sole decision-makerLeading by ExampleYou cannot hold people accountable to standards you don't meetExample: Leaders who aren't present on Saturdays can't demand Saturday workBeing late yourself undermines your authority to address lateness"Do as I say, not as I do" is a failed leadership approachActions speak louder than mandatesPersonal Investment in TeamMeet with people regularly (not just your direct reports)Ask about their personal goals: weight loss, home buying, family plansUnderstand what they like and don't like about the businessThis opens trust and creates genuine connectionBut don't make it mechanical—keep it authenticThe People-Centric PhilosophyPlant manager example: Going to shop floor daily wasn't required, but built trustPeople came with problems first, then with problems AND solutionsCorinth, Mississippi story: Concerns about foreigner in Deep South proved unfounded"People are people"—universal principle across cultures and backgroundsSustainable long-term results come from investing in peopleChallenges of Leading Younger GenerationsLeadership is tougher now due to entitlement and social media distractionsDifferent work ethic than previous generationsOlder employees rarely call in sick; younger ones struggle with consistencyHowever: Young people can dominate "just by showing up and doing what they're supposed to"Opportunity exists for those willing to be reliableMistakes and LearningMaking mistakes is inevitable in entrepreneurship and leadershipThe only real failure is quittingBiggest mistake: Not learning from your errorsSuccess comes from treating mistakes as lessons learnedJim Thorpe example: Shoes stolen before Olympics, won two golds in mismatched shoes—didn't quitLong-Term Culture vs. Short-Term GoalsDangerous to fixate only on short-term quarterly goalsNeed to balance: Short-term actions within long-term vision"What does good look like?"—keep that vision alive2008-2009 financial crisis example: Short-term actions necessary, but maintain long viewDissect failures: Internal factors vs. external factorsShare analysis with team so they understand and recommitDiversity and Different PerspectivesHiring people with different backgrounds brings different thoughtsKen's example: Female VP approaches problems differently than he doesMore measured, planned approach vs. "fire and brimstone"Diversity in thought leads to better solutionsThe Trust FactorTrust is related to integrity and compassionTrust opens opportunities that closed doors can'tGetting to know people builds trustTrust allows for honest conversations about performancePeople need to see you're invested in them, not just their outputKey Quotes"Leadership is not about the results—it's about who you are at the core, so people can emulate what you do.""Integrity is basically the consistency between what you say and what you do.""Compassion is feeling plus action—empathy plus the desire to help.""People, Quality, Velocity, Cost—if you execute in that order, I can guarantee you'll have sustainable results.""Once you have trust, it opens up a lot of opportunities.""Making mistakes, you can learn a lot from them. But quitting is actually destined to be a failure.""Trust your wings and fly. Birds on branches aren't afraid of the branch breaking because they trust their wings.""Leadership becomes tougher nowadays because of entitlement and social media distractions.""You can take over the ...
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    32 mins
  • AI is Replacing Google Search: What Business Owners Must Know Now | Jason Michael Perry

    AI is Replacing Google Search: What Business Owners Must Know Now | Jason Michael Perry
    Nov 21 2025
    Guest Introduction

    Jason Michael Perry is the Founder & Chief AI Officer at PerryLabs, a consulting company helping businesses navigate the AI landscape. He's the former CEO of mygroove and author of "The AI Evolution: The Role of the Chief AI Officer." Based in Baltimore, MD, Jason has eight years of experience in technology leadership and hosts the "Thoughts on Tech & Things" podcast.

    Key Topics Covered

    The AI Revolution Context

    • We're in the "AOL days of AI"—as early as the internet was before e-commerce existed
    • The top 5 companies by valuation (Nvidia, Apple, Microsoft, Google, Amazon) didn't exist 51 years ago
    • Microsoft is the oldest at 50 years, demonstrating how quickly technology reshapes industries
    • AI is predicted to be bigger than the internet or personal computer revolutions

    The Death of Traditional Search

    • Google is experiencing declining search traffic for the first time ever
    • Users are shifting to ChatGPT, Claude, and Perplexity for information discovery
    • Traditional PPC, display ads, and organic search strategies are becoming less effective
    • The concept of "Google Zero"—when organic search traffic from Google reaches zero

    Discovery in the AI Era

    • AI models typically return 2-3 options instead of 10-20 like traditional search
    • These become the new "organic search results" that businesses must optimize for
    • Listing sites and "top 10" aggregators are currently dominating AI search results
    • Agent-to-agent (A2A) commerce is emerging where personal AI agents talk to business chatbots

    Action Steps for Business Owners

    1. "ChatGPT Yourself" - Search for your business in multiple AI platforms (ChatGPT, Claude, Perplexity)
    2. Identify Sources - See where AI is pulling information about your business
    3. Learn New Terms - Research Answer Engine Optimization (AEO) and Generative Engine Optimization (GEO)
    4. Monitor Listing Sites - Ensure presence on aggregator sites AI models trust
    5. Prepare for Change - Diversify discovery channels beyond Google

    The Blue-Collar Impact

    • AI will affect ALL businesses, including traditionally "hands-on" industries
    • Discovery methods are changing even for local service businesses
    • Customer interactions through chatbots are becoming normalized
    • Future possibilities include robotics for physical tasks (delivery, construction, etc.)

    Technology Optimism

    • Jason views AI as a "great equalizer" similar to eyeglasses—bridging human limitations
    • Compares to how Star Trek inspired real technological innovation
    • Technology creates opportunities for people with disabilities
    • Humanity's nature will determine outcomes more than the technology itself

    Real-World Examples

    • Amazon testing delivery robots with autonomous vehicles
    • Neo robot ($20K) controlled remotely by humans wearing VR headsets
    • Google's AI Overview and dedicated AI search platform
    • Airlines implementing agent-to-agent booking systems
    Key Quotes

    "Right now we're in the AOL days of AI. We're in the time as if you were talking about the internet before Amazon and e-commerce has been defined."

    "This is the infancy of this cycle that we're gonna be on and just like AOL, which was a huge company doesn't exist today, who knows what the next company's gonna be over the next 50 years."

    "Have you ChatGPT yourself? Have you looked at yourself in Perplexity? Have you looked for your business on Claude?"

    "Relying on Google to be the saving Grace for your business is like relying on the Yellow Pages to be the thing that's gonna continue to drive traffic to your business."

    "This is that opportunity to be number one in ChatGPT while your other competitors aren't even thinking about it."

    Resources Mentioned
    • Book: "The AI Evolution: The Role of the Chief AI Officer" by Jason Michael Perry
    • AI Search Tools: ChatGPT, Claude, Perplexy
    • Companies Referenced: Google, Amazon, Microsoft, Apple, Nvidia, Warby Parker
    • Concepts: AEO (Answer Engine Optimization), GEO (Generative Engine Optimization), Google Zero, Agent-to-Agent commerce
    Connect with Jason
    • Website: www.jasonmperry.com
    • LinkedIn: linkedin.com/in/jasonmperry
    • Podcast: Thoughts on Tech & Things
    • Company: PerryLabs
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    30 mins
  • Building the Future of Roofing CRMs: Blake Grissom & James Wolfgang Kuntz on BuilderLink, Retail Roofing, and Industry Innovation

    Building the Future of Roofing CRMs: Blake Grissom & James Wolfgang Kuntz on BuilderLink, Retail Roofing, and Industry Innovation
    Oct 31 2025
    About the GuestsBlake Grissom - Charleston, South CarolinaPreviously featured on The Kitchen Table Podcast approximately one year agoHad a record-breaking year in insurance restoration following South Carolina's largest stormRecently launched his own roofing companyExperiencing the "baptism by fire" of starting during a non-storm yearCo-founder/partner in BuilderLink CRMLinkedIn: https://www.linkedin.com/in/blake-grissom-0993bb26b/James Wolfgang Kuntz - Austin, TexasDecade of experience in the tech/software industryWorked with VC and private equity-backed software companiesFormer "understudy" to industry leader KurtRecently completed major multi-family/commercial projectsOperating in one of the most saturated roofing markets (Texas)Believes in collaboration over competitionCo-founder/partner in BuilderLink CRMLinkedIn: https://www.linkedin.com/in/wolfgangkuntz/Major Industry Issues Discussed1. The Retail Roofing ShiftInsurance carriers sending "drop letters" forcing replacements at 10-20 years (non-hail markets) or 5 years (hail markets)ACV policies and percentage deductibles ($15K-$40K deductibles mentioned)Interest rates affecting housing market turnoverTexas statistics: 47% of insurance claims denied in recent yearInsurance restoration alone is no longer sustainable2. Current CRM LimitationsAcculynx acquired by Verisk (October 1, 2025) for ~$1 billionMost "CRMs" are actually project management toolsNot built for retail/multi-trade operationsPoor support for roofing + siding + windows + doors + guttersData migration costs often $10,000+ extraLack of true sales enablement features3. The Need for DiversificationRetail encompasses: repairs, replacements, shingle, coating, metal, solarMultiple payment options and financing requiredNeed for quick proposal generation (5 minutes vs. 1-2 hours)Professional proposals that don't look like Microsoft Word documentsSystems that support premium pricing ($1,000/square achievable)BuilderLink CRM FeaturesCore Functionality:True CRM (not just project management)20+ lead acquisition channels supportedMulti-channel sales strategy (omnichannel approach)Storm data mapping toolAI voice assistants for follow-upAutomated follow-ups via SMS, phone, ringless voicemail, emailCall center integration capabilitiesIntegrations:QuickBooks (true integration)Calendar systemsABC Supply (MVP), other supply houses post-MVPEagle ViewHoverCompany Cam alternative built-inCAD tools for blueprints and designsSupported Industries:Roofing (insurance & retail)SidingWindows & DoorsGuttersSolarFull General Contractor workLandscapingWater MitigationAny home service businessData Migration:Turnkey migration service includedAssessment process to understand current systemsIdentify gaps in processesTeam deployed to assistFree/low-cost for early adoptersEliminates typical $10,000+ migration costsUser Experience:User-friendly for typical roofing salespersonNot overly customizable (avoiding Job Nimbus complexity)Training programs includedAI-powered training featuresProcess and procedures built into the systemLive in one application vs. 6-7 subscriptionsBeta Program DetailsLaunch Timeline:MVP (Minimum Viable Product) launching Q4 2025Expected mid-to-late December 2025Perfect timing for slow season implementationBeta Program:Originally 30 spots, expanded to 50 totalApproximately 25 spots remaining (as of recording)AI agent qualification call upon signupFeedback from beta users heavily valuedEarly adopter benefits include:Discounted ratesGrandfathered pricing long-termFree/low-cost migration assistanceDirect input on product developmentHow to Join:Visit: BuilderLink.comFill out beta user applicationAlternatively, join waitlistInvestment opportunities also available for select investorsFounder:Sean (founder of BuilderLink)4+ months of research before developmentBuilt by contractors who understand the pain pointsFocus on recurring revenue, not just upfront costsInvestment & Business PhilosophyKen Baden's Journey:Invested $500,000 in coaching/consulting over 18 monthsAdmits to having an "addiction problem" with learning (now in recovery)Scaled back investments to focus on implementationCurrently planning group coaching program for retail roofingFocus on teaching $1,000/square systemsKey Success Principles Discussed:Collaboration Over Competition - "People at the top collaborate, people at the bottom compete"Cross-Market Networking - Learn from contractors in different statesInvest in Yourself - Best ROI you'll ever getBe a Student of the Game - Continuous learning is essentialKnow Your Strengths/Weaknesses - Leverage others' expertiseGet Out of Your Own Way - Drop the egoThe Importance of Paying for Education:Forces attention and commitmentCreates accountabilityProvides access to networks and connectionsAccelerates learning curveInvestment psychology: "I get my attention when I'm paying for something"Market Conditions & TrendsTexas Market (James):High saturation similar to DallasMany contractors moving into ...
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    46 mins
  • Why Recession is Your Opportunity: Business Growth Strategy with Doug C. Brown

    Why Recession is Your Opportunity: Business Growth Strategy with Doug C. Brown
    Oct 24 2025
    About Doug C Brown:Former President of Sales & Training for Tony Robbins and Chet Holmes organizationManaged 166 people, helped grow company 10x during tenureImproved closing rates from 17.8% to 43.2% (sustained for 7 years)Improved front-end sales from 12.7% to 21.2%Has worked with 352+ industries over 30+ yearsNotable clients include: Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, CBRE, E-Myth, Deepak Chopra, Brian Tracy, 1-800-GOT-JUNKHelped grow one company from $48M to $110M in two yearsEducation: Berklee College of MusicKey Insights:The Power of Standing Out: Doug's story of sending flowers to Tony Robbins' assistant demonstrates the importance of differentiation—standing out from a crowd of 5,000+ peopleThe $400K Follow-Up Failure: Doug invested $400,000 in his building (windows, doors, roof, solar, complete renovation) and explicitly told contractors he could provide referrals. Result? Zero follow-ups, zero referral requests from any contractorEconomic Downturn Strategy: When businesses fear economic uncertainty, they typically pull back on the two things that ensure survival: sales and marketing. This creates opportunity for those who push forwardThe Four Flow Formula:Lead flow (consistent lead generation)Work flow (converting leads efficiently)Relationship flow (building long-term customer relationships)Mind flow (addressing limiting beliefs and mindset)= Cash flowLimiting Beliefs: Doug shares his personal story of limiting beliefs from childhood (being told he'd never be a professional musician like his grandmother) and how Tony Robbins' content helped him overcome themBusiness is Business: Across 352 industries, Doug has found that business fundamentally operates the same way—money in, money out equals loss, break-even, or profit. The principles are universal.Paid in Full vs. Payment Plans: Doug discusses how shifting clients to pay upfront increases their commitment and engagement, benefiting both partiesMarket Share in Downturns: Economic uncertainty is the best time to gain market share while competitors retreat, positioning yourself for exponential growth when markets recoverResources Mentioned:Tony Robbins Personal Power programsChet Holmes "The Ultimate Sales Machine"Jay Conrad Levinson "Guerrilla Marketing" seriesHarvey Mackay "Swimming with the Sharks"Tim McGraw "Live Like You Were Dying"Contact Doug C Brown:Email: Doug@CEOSalesStrategies.comPhone: 832-549-4836LinkedIn: dougbrown123Instagram: @Doug_C_BrownNewsletter: CEOSalesStrategies.com/newsletterWebsite: CEOSalesStrategies.comAccurate Timestamps00:00:00 - Introduction and welcome00:00:33 - Meet Doug C Brown (not the hockey player!)00:01:26 - Recent health scare and fresh perspective on life00:03:44 - Connection to Tony Robbins background00:04:24 - Official title: President of Sales and Training for Tony Robbins00:04:40 - Managing 166 people at Robbins organization00:04:47 - How Tony Robbins' cassette tapes changed Doug's life00:06:01 - First meeting with Tony Robbins at the Biltmore Hotel00:06:40 - Winning a raffle invitation and guest speakers (Harvey Mackay, Tony Robbins)00:07:40 - The bodyguard incident - trying to meet Tony00:08:13 - Finding Tony in the courtyard - the chance encounter00:09:01 - Making Tony laugh and the famous shoulder punch00:10:00 - The brilliant bouquet of flowers strategy00:11:00 - Tony calling Doug out at the 5,000+ person event00:11:52 - Beginning work with Chet Holmes in the chat homes industry00:12:30 - Becoming #1 coach at $65K/month (vs $10K average)00:13:12 - Tony Robbins and Chet Holmes companies merging00:13:33 - The Las Vegas boardroom meeting with 40 people00:13:46 - Improving closing rates from 17.8% to 43.2%00:14:00 - Front-end sales improvement from 12.7% to 21.2%00:14:32 - Company growth 10x during tenure00:14:48 - Working with major corporations (Procter & Gamble, CBS, Enterprise, CBRE)00:15:40 - The $400,000 building renovation story00:16:00 - CRITICAL POINT: Not one contractor followed up or asked for referrals00:17:26 - Exploiting notable client relationships00:17:46 - Importance of systematic, predictable processes00:18:40 - Response to impressive Tony Robbins story and internal company results00:19:02 - Working across 352 industries00:19:33 - 30+ years of formal consulting experience00:19:39 - All businesses are fundamentally the same00:20:27 - The math and metrics most businesses ignore00:21:02 - List of home services companies worked with00:21:28 - Working with Long Home and Fence (Maryland)00:22:10 - Consulting vs. coaching vs. advisory work00:23:16 - Finding ideal right-fit buyers00:23:43 - Common optimization points missing in businesses00:24:42 - CBS Television case study - selling like the 1950s00:25:01 - Intuit case study - $100M division turnaround00:25:41 - Company growth from $48M to $110M in 2 years00:26:00 - Childhood limiting beliefs and mindset work00:26:40 - Client example: first paid-in-full sale00:27:18 - Why clients pay more attention when ...
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    52 mins
  • From Correctional Officer to Storm Chasing Queen: Taylor Baires on Building a Roofing Empire

    From Correctional Officer to Storm Chasing Queen: Taylor Baires on Building a Roofing Empire
    Oct 17 2025

    Guest: Taylor Baires

    • Owner: Varadero Roofing Group
    • Founder: Solutions Beyond the Storm (Consulting)
    • Background: Construction, Law Enforcement, Roofing Sales
    • Location: Florida (travels nationwide for consulting)

    Key Discussion Points:

    • The psychological advantage women have at the door
    • Why retail training makes superior storm chasers
    • Growing up in a GC family and learning work ethic
    • Transition from law enforcement to roofing
    • Partnership structure and business ownership
    • Current state of Florida insurance market
    • Rising deductibles and their impact on the industry
    • The future shift toward retail roofing
    • Self-insurance trends in Florida
    • Importance of continuous training and education
    • Building reputation in storm restoration consulting

    Memorable Quotes:

    • "Sales is more of a lifestyle than just a job"
    • "Nobody's coming to save you—you have to earn everything"
    • "Storm chasers after retail training is like being in a candy store"
    • "Women either do door-to-door or they don't—when they do, they crush it"
    Timestamps

    00:00 - Introduction and Welcome

    00:42 - Meet Taylor Baires and pronunciation guide

    01:00 - Taylor's roofing company: Varadero Roofing Group

    01:27 - Storm chasing consulting and recent South Carolina trip

    02:15 - Women in the roofing industry discussion

    02:30 - The unfair advantage women have in door-to-door sales

    03:30 - Why homeowners trust women at the door more

    04:18 - Taylor's origin story: Born into the industry

    05:00 - Growing up on construction job sites

    05:12 - Father's influence and learning hard work early

    06:20 - Sweeping parking lots and earning money as a kid

    06:55 - Father's GC business and local market focus

    07:30 - Growing up hating storm chasers

    08:00 - How Taylor became a storm chaser herself

    08:40 - Current consulting approach and client relationships

    09:20 - Consulting services: Training vs. hands-on work

    09:50 - Why fresh storms are "like a candy store"

    10:15 - Retail training makes storm restoration easy

    11:40 - True retail selling vs. offering cheap alternatives

    12:40 - Getting retail vs. storm experience first

    13:05 - Taking over Varadero Roofing Group in 2020

    14:00 - Previous career as correctional officer

    15:00 - Why construction welcomes people with any background

    15:40 - The future of insurance restoration

    16:05 - Florida's insurance crisis and rising deductibles

    17:10 - Self-insurance trends in Florida

    17:30 - How to connect with Taylor for consulting services

    18:00 - Importance of investing in multiple training programs

    18:30 - Contact information and social media

    19:10 - Closing remarks
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    20 mins