Our guest today built two home improvement businesses doing $18M combined. And for two years, he ran them on JUST 1 DAY per week.

Not because he checked out.

But because he stopped being the safety net.

In this episode of The Wealthy Contractor podcast, I sit down with Chris Carey, owner of Windows Direct and Baths Direct. We break down the systems, leadership structure, and sales disciplines that replaced owner dependency and allowed his home improvement business to run without him.

Chris didn’t work himself to exhaustion, hoping to earn the right to work less.

He didn’t wait for “one more hire,” “after this busy season,” or “once things calm down.”

Instead, he used fewer workdays to expose what was broken inside his contractor business.

When he wasn’t there to jump in:

👉 Systems had to WORK

👉 Leaders had to LEAD

👉 Prices had to SUPPORT the business (not just close deals)

👉 Accountability became non-negotiable

Inside this conversation, Chris and I reveal:

🔥 Why being “always available” is the fastest way to keep broken systems alive

🔥 The sales system shift that made a 30% price increase possible overnight

🔥 Why chasing growth without structure creates chaos at $10M+

🔥 What actually happens when you keep feeding leads to low performers

🔥 How leadership accountability replaces owner micromanagement

🔥 The counterintuitive move that made a 1-day workweek possible

🔥 Why the business should serve your life (not trap you in it)

In just 37 minutes, you’ll see exactly how to reduce your workload as a contractor (without jobs stalling, margins slipping, or the wheels falling off).

And if you’re honest…

You already know exactly where your business would crack if you stepped away for a week 😬

Key Highlights:

(00:00) Why working 60–70 hours a week is usually a systems problem, not a work ethic issue

(01:44) How Chris built an $18M home improvement business from the ground up

(03:47) The classic first-year mistake that leaves contractors “busy” but broke

(06:00) Why satellite locations can be wildly profitable when you centralize the right systems

(07:14) How an introvert became a top producer… and why sales systems beat personality every time

(07:57) “What’s a sales system?” The moment low prices stopped working

(08:44) The 30% price increase that scared the sales team… and why it worked immediately

(11:10) Why owners must sell first before expecting their team to follow

(12:19) How structured sales systems pushed gross margins past 60%

(13:18) The hidden cost of “keeping them busy” (and why low performers stall growth)

(16:05) Why Chris intentionally paused growth to fix systems (and how that decision paid off)

(18:27) What actually breaks when you hit $10M+ without leadership in place

(20:26) The modern contractor advantage that didn’t exist 15 years ago (Hint: staying stuck is optional!)

(28:42) How a 1-day workweek exposed broken systems and weak leadership

(33:12) Why hiring “industry unicorns” failed (and how promoting the right people built a business that runs without the owner)

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

Additional Resources:

⚡ Get your tickets for Accelerate LIVE! 2026 before we’re sold out! And use code PODCAST26 for $100 off. Go here: https://thewealthycontractor.com/events/accelerate-live

⚡ Learn more about The Wealthy Contractor Success Society: https://thewealthycontractor.com/coaching/success-society

⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

What would you do if the dream you built your entire identity around disappeared overnight?

Kyle Erdmann was born into a home improvement business, sweeping job sites at 12 years old, driving un-air-conditioned box trucks as a teen, and eventually leaving to chase a dream of playing professional baseball.

But a career-ending injury forced him to start over.

What he didn’t know then was that the same company he once returned to reluctantly…

Would become the vehicle for wealth, real freedom, and a business he ACTUALLY loves showing up to every day.

In this episode of The Wealthy Contractor Podcast, Kyle shares how he and his wife took over operations of a second-generation home improvement business, broke through a long-standing growth ceiling, and transformed a stressful $5M company into a $15M operation that simultaneously grew its net profit % by 5X.

Not by doing more.

But by following a PROVEN playbook and doing LESS of the wrong things.

If you’ve ever wondered:

👉 Why am I the bottleneck in my own business?

👉 Why does growth feel harder, not easier?

👉 Is 3-5% profit really the best it gets???

This episode will challenge some deeply held beliefs (and show you a better path forward).

In this episode, you’ll discover:

🔥 Why 3% profit traps most contractors… and the leadership shift that moved Kyle from 3% to 15% net WITHOUT working longer hours

🔥 The invisible reason contractor growth stalls around $5M (it’s not leads, labor, or marketing, and most owners never see it coming)

🔥 How Kyle built a business capable of tripling revenue to $15M in just a couple of years, then proved it by stepping away for 2 full weeks without things breaking

🔥 The hiring decision that felt reckless at first… but made scaling from 10 to 50+ employees possible without chaos or burnout

🔥 The proven playbook Kyle followed to 5X profit, and why trying to “figure it out yourself” almost guarantees you stay stuck

This is a real-world case study in what happens when a contractor stops confusing effort with effectiveness…

And starts building a business designed to scale without them.

Key Highlights:

(00:00) Intro

(02:25) The origin story of a 37-year old $15M contractor

(04:20) Shattered dreams, identity loss, and why vague goals keep contractors stuck

(05:53) The truth about teamwork and competition (and how former athletes lead differently)

(07:20) Why “stud hires” fail, and which DISC profiles to look for when hiring for your team

(08:25) How contractor growth happens WITHOUT relying on the owner

(10:09) Why contractors go broke trying to be good at everything

(11:21) Why paying great leaders $100K+ feels risky (Hint: if you do it right, it isn’t)

(13:54) The selfish habit most owners mistake for leadership

(16:32) What it really looks like when a business runs without the owner

(18:33) How a clear vision turned a vacation idea into a funded 2nd location

(22:18) “Who, Not How” and the mental shift that unlocks real freedom

(23:05) Mentors, identical KPIs, and the realization that this business has a playbook

(29:38) The “3 Justs” that build ownership, accountability, and winning teams

(32:12) The 2-week implementation habit that makes events actually pay off

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

Additional Resources:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live

⚡ Learn more about The Wealthy Contractor Success Society: https://thewealthycontractor.com/coaching/success-society

⚡ Get Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, for FREE (just pay shipping). Visit https://www.TheWealthyContractor.com/

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

Most contractors feel like they’re stuck in a business that never stops demanding MORE.

More leads… more hiring… more problems…

Yet somehow never more profit.

If you’ve ever felt like your home improvement business is controlling you instead of rewarding the effort you’re putting in, this episode is a must!

Because by the end of this conversation, you’ll see exactly how one owner built a simple, repeatable contractor KPI system that scaled a brand-new bath business from $0 to $12M in just 2.5 years — while keeping profit high, culture strong, and stress low.

The system isn’t complicated.

It’s not expensive.

And it’s not reserved for “big companies.”

It’s a straightforward set of KPI principles and leadership disciplines that ANY contractor can put in place, starting TODAY.

In this episode, Chris Hermes of USA Showers pulls back the curtain on the KPI framework, leadership disciplines, and mindset upgrades that helped him:

• Dial in the KPI formula contractors use to hit 15–20% net profit while scaling
• Open new markets quickly without drowning in problems
• Escape the “wearing five hats” trap most owners NEVER get out of
• Earn 760+ 5-star reviews in 2.5 years
• Build a culture where people are HUNGRY for results (instead of waiting to be told what to do)
• And build a business that supports his life… not the other way around

If you want your company to feel easier, simpler, and more predictable so you can scale without burning out…

This is the episode that shows you how.

Key Highlights:

(0:00) Intro

(3:57) How a “raging serial entrepreneur” scaled from $14M to $60M

(5:30) The trajectory of taking a bath business from $0 to $12M in 2.5 years

(7:52) Why Chris built his business around his LIFE (not the other way around), and how other contractors can too

(9:09) The missing discipline most contractors skip… and why it keeps them stuck

(10:11) The Contractor KPI system that makes growth predictable (and keeps your people chasing targets)

(12:26) The wild “USA Showers Jamboree” ritual that keeps the whole team aligned and hungry

(14:23) The real formula behind scaling fast with 15-20% net profit

(16:42) Chaos vs. Discipline: the brutal fork in the road every home improvement owner faces

(17:32) The 33/33/33 trap that silently destroys your profit while tripling your stress

(19:19) The dangerous hiring mistake owners make when they feel overwhelmed… and why “unicorns” won’t save you

(21:00) How to build world-class sales & marketing systems even if you’ve never done it before

(21:51) How being “dumb” in the right rooms unlocks unfair growth

(26:49) The hidden conditioning that holds contractors back from wealth

(29:25) The 2-part mindset shift Chris used to rewire his relationship with money… and actually keep more of it

(30:54) A “success leaves clues” shift that quietly turns small contractors into $20M machines

(36:04) How one “give-back” idea became their biggest culture hack and motivated the entire team

(39:35) The best piece of business advice Chris ever received (and why it still drives his decisions today)

(40:22) Why every contractor (big or small) needs to attend this one event in 2026

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

When a $100 million company can't hit its sales goals for 18 months, what do you do?

You call Charlie Gindele.

In this episode, Charlie walks us through a real-world sales department turnaround that increased close rates by 35% in just 30 days—and kept the momentum going month after month.

But here's what makes this episode so valuable: Charlie uses this case study to break down the exact fundamentals every contractor needs to master, regardless of size.

Whether you're doing $400K a month or $30 million, the principles are the same. The one-call-close process works. Pricing strategy matters more than you think. Sales manager accountability is non-negotiable. And when you get these and other fundamentals right, the results are predictable.

Charlie doesn't just tell the turnaround story—he shows you how to apply these strategies in your own business. From the three questions that force customer commitment before talking price, to why a 40% close rate might actually be a red flag, to how he exited weak sales managers and built a winning culture.

This is a masterclass in sales fundamentals from the wisest man in home improvement.

Key Highlights:

(0:00) Introduction

(1:07) Welcome to Episode 252 with Charlie Gindele

(2:56) The $100M Company That Couldn't Hit Its Sales Goals for 18 Months

(6:03) The "Finance Savings Plan" That Killed Urgency

(11:43) The One-Call-Close Process: 3 Questions That Changed Everything

(16:19) How Integrity & Accountability Increased Close Rates by 35%

(20:36) Changing the Culture from "Stuck" to "Winning"

(23:20) The Fundamentals Work—No Matter Your Company Size

(26:02) The One-Call-Close vs. "Professional Visitor" Sales Models

(30:20) Stop Throwing Leads at the Wall and Hoping They Stick

(31:44) Why Charlie Never Misses Accelerate LIVE!

(33:19) Charlie's Shelby Story: The 2009 GT500KR with 76 Miles

(37:09) Closing Thoughts

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

Additional Resources:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for an extra $100 off: https://TheWealthyContractor.com/events/accelerate-live

⚡ Learn more about The Wealthy Contractor Success Society: https://TheWealthyContractor.com/coaching/success-society

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

When Ken Wood and his partner Mick launched Five Star Bath Solutions in 2019, the top revenue for other locations in their franchise network was roughly $1 million/yr.

When they said they were going to build a $5-6 million business, people looked at them like they were from Mars.

This year, they're hitting $9 million.

But redefining what was possible required some brutal lessons—like learning to "own it before delegating it," accepting that sometimes good people can't scale with your business, and realizing that what got them to $3M would never get them to $10M.

In this raw, tactical conversation, Ken pulls back the curtain on:

• The accountability, tough love, and breakthroughs that happen when you're in a room with other ambitious contractors who are actually implementing and growing.
• The "Hire 3 to Get 1" philosophy that accelerated their growth (and why betting on just one person sets you up to fail)
• Advice for when you want to hire a unicorn on a $70k budget
• Why shifting from loyalty culture to results culture is painful but necessary
• The two responsibilities owners should give up last
• The thing to say to a great person you have to fire (and who to make the bad guy)
• What "working ON vs. IN your business" actually looks like when you're doing $9M and planning for $30M
• And his Stephen Covey-inspired approach to building a business (and life) worth having

Ken also shares the story of bumping into Mick at church after the 2008 crash, how Accelerate LIVE! completely rewired their thinking about what's possible, and why he comes back from every Success Society meeting ready to hit the ground running.

Key Highlights:

(00:00) Introduction

(00:34) Welcome to Episode 251 with Ken Wood

(01:50) From Corporate to Crash to $9M: Ken & Mick's Origin Story

(05:22) The Brutal Lessons That Got Them Here

(06:22) The Event That Opened Their Eyes to What's Possible

(08:54) Why Your Franchise Is Capping Your Growth (And What to Do About It)

(14:08) "Hire Three to Get One"—The Hiring Advice That Changed Everything

(18:38) Are You the "Technician," "Manager," "Builder," or "Visionary?”

(19:43) Why Ken Had to OWN Marketing Before Hiring For It

(26:59) The Last Two Things You Should EVER Give Up as an Owner

(28:50) How to Shift from Loyalty Culture to Results Culture (Without Being a Jerk)

(32:25) The Thing to Say to a Great Person You Have to Fire—And Who to Make the Bad Guy

(38:04) Stop Relying on Aggregators—Find 20% New Lead Sources Every Year

(42:03) Why You Should Work ON Your Business vs. IN Your Business

(43:03) Ken’s Parting Advice: The Peer Group "Worth 5 Times the Price of Admission"

(47:18) Meet The Group That Helped Fuel Ken’s Success

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

👉 Join us for our next Discovery Day on November 11th: TheEntryDoor.Info

Additional Resources:

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/

We've hit a major milestone—Episode 250!

And there's no one else I’d rather celebrate with than Brian Elias, my very first guest on The Wealthy Contractor Podcast and true industry trailblazer.

If you don’t know him, Brian is the founder of 1-800-HANSONS, which he grew into one of the largest home improvement companies in the country before selling to private equity. These days, he's doing it all over again with Refloor—having already scaled to 15 markets across 12 states and selling 50+ jobs per day.

But this episode is about more than Brian’s incredible story. It's about the mindset, marketing psychology, and hard-won lessons that separate struggling contractors from industry titans.

Listen in as Brian E. opens up about:

• Why he’s getting back into face-to-face marketing in 2026 (and which channels he’s targeting)
• The "Mom's Problems" framework that will make your marketing convert
• How you can "reduce to the ridiculous" to close more sales
• The psychological triggers all your marketing messages need to hit
• Where his confidence REALLY comes from (it’s not what you think)
• …And why most contractors are “fishing with the wrong lure”

Whether you're grinding to hit your first million or scaling past eight figures, this conversation will challenge how you think about marketing, leadership, and building the business (and life) you actually want.

👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.

Key Highlights:

(0:00) Introduction

(1:10) Welcome Back: Brian Elias Returns for Episode 250

(2:50) Refloor Update: 15 Markets, 12 States, 50 Jobs Per Day

(6:08) The Joy of Being Outsmarted by Your Own Kid

(8:21) The Power of Faking it Till You Make it

(10:04) Why You Should Treat Sales Calls Like Job Interviews

(12:17) How His Father’s Mistakes Fueled His Success

(14:02) Why Face-to-Face Marketing Is Making a Comeback

(16:16) The Fishing Lure Framework: How to Think About Marketing

(17:43) Using Psychological Triggers to “Romance” Homeowners

(26:59) Why 95% of Cars on the Road Aren't the Cheapest

(29:32) The Hardest Thing About Leadership

(37:18) "Reducing to the Ridiculous": The $129/Month Close

(40:57) Lessons from the First Time Around

(41:40) Hire for Attitude, Not Just Experience

(44:48) Why You Should Interview 8 People Per Day

(47:10) Final Thoughts: Start with the End in Mind

Additional Resources:

⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/

⚡ Get your tickets for Accelerate LIVE! 2026, and use code PODCAST26 for $100 off: https://thewealthycontractor.com/events/accelerate-live

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

⚡ Follow us on social media:

Facebook: https://www.facebook.com/TheWealthyContractor

Instagram: https://www.instagram.com/TheWealthyContractor/

LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/