Beyond $1,000,000 Podcast

Consulting4Contractors

Host Scott Lollar is a 35 year veteran of the painting industry, and founder of Consulting4Contractors. The Beyond $1,000,000 Podcast serves as a touchpoint to painting contractors who have hustled, sacrificed, and worked hard to get their business to where it is today. Now, you need the guidance, expertise, experience and team to make it into the multi-million dollar company of your dreams. You'll hear stories and interviews from "Brothers of the Brush" and "Sisters of the Sprayer" who have been where you are and are charting a new course for their company's success. Listen in and go beyond $1,000,000! read less
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Episodes

The Vibrant Vision of Kunst Painting: A Conversation with John Busick
2d ago
The Vibrant Vision of Kunst Painting: A Conversation with John Busick
Episode 19 is all about the enduring legacy of a family business that has withstood the test of time as John Busick, the fifth-generation owner of Kunst Painting, opens up about steering a historic painting company into the future. From learning how to clean deuces in the back yard for 25 cents a bucket, to a narrative rich in lessons about navigating the future of his family's business, John's journey epitomizes the transformative power of embracing one's heritage. Our insightful chat uncovers the complexities of managing a workforce in high-cost living areas, the craft of structured career development, and the delicate dance with California's subcontracting laws that keep this painting enterprise thriving.Step inside the highly cohesive culture of Kunst Painting, where the switch from donuts to Mexican bread on Fridays is more than a menu change—it's a reflection of a company that values its people above all. John Busick shares how nurturing a supportive environment, complete with personal growth opportunities and a clear career path, has cemented a strong team ethos. This episode is a stirring testament to the role of employee recognition, the significance of in-house training, and the magnetic company culture that fosters long-term loyalty. Join me as we explore the secret ingredients to maintaining a dedicated workforce that feels more like a family than a collection of colleagues.Wrap up your day with a dose of genuine appreciation for the wisdom that only a seasoned business owner like John Busick can offer. Our engaging conversation spans the gamut from the joys of annual team-building adventures to the strategic steps necessary for scaling a business. As we dig in, you'll find the true wealth of Kunst Painting lies not in its paint buckets, but in the richness of experiences and unwavering commitment to excellence that defines the company. We know this conversation with John will resonate with so many paint contractors out there.  Listen in now!About John:John Busick is the 3rd generation owner of Kunst Painting Inc. His grandfather Bob Kunst (John’s mother’s father) founded the company in 1958. John grew up in the family business, painting during the summer months while finishing college. In 2008, he joined the family business full-time.Today, John oversees all facets of the company and is thrilled to be able to offer real, growing, career oriented-opportunities to his Kunst Painting Inc. team. John also loves being involved in the community where he donates his time and resources as a Down Syndrome Association North Bay Board Member, a Miracle League North Bay Founder, and gives back to the painting industry through the PDCA National organization. When he is away from the office, John spends time with his family, coaches his kid’s sports teams, enjoys many outdoor activities and competes in ultra marathon races. Like his father (Mike) and grandfather (Bob), John has a passion for people, and intends to continue the legacy of service, integrity, and value for decades to come.John also developed a cloud-based operations solution for the painting industry, which also serves adjacent sectors, called Workglue.  Obsessed with systems, workflow, and customer service John is Workglue’s visionary leader. John originally saw Workglue as a simple solution to run his staff of 30+ painters. It was such a game-changer, he wanted to help other business owners reap the benefits of more time out of the office. Hence, Workglue was born. Today, John continues to be Workglue’s biggest advocate for simplicity, key features, and developing new partners. ----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeKunst Painting's WebsiteKunst Painting on FacebookKunst Painting on InstagramKunst Painting on LinkedInCheck out Workglue, John's Cloud-Based solution for Paint ContractorsCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsJohn Busick: Chief Solutionist, Kunst PaintingSiren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Generational Evolution of a Painting Business(14:53) - Running a Painting Business(28:53) - Employee Retention and Career Development(34:30) - Contractor Growth and Team Building(41:05) - Advice for Up and Coming Paint Contractors
Planning Your Goals for a New Year // Insights with Mike Katounas and Rick Holtz
Jan 22 2024
Planning Your Goals for a New Year // Insights with Mike Katounas and Rick Holtz
This episode of the Beyond $1,000,000 Podcast sees industry veterans (and C4C coaches) Mike Katounas (Home Works Painting) and Rick Holtz (H.J. Holtz & Son, Inc.) return to unpack the essential steps for laying the groundwork for a prosperous new year. We tackle the art of reflection on past performances, setting ambitious yet attainable team goals, and the significance of ironing out standardized processes to enhance service delivery. With our combined years of experience, we also delve into the nitty-gritty of setting financial targets, executing a strategic plan, and the pivotal role of marketing in your company's growth trajectory. Listen as we share our seasoned insights on navigating the unique challenges of the first quarter, particularly in colder climates, and the importance of maintaining profitability through savvy scheduling and promotions. We also discuss strategic hiring to support your business's expansion, and the perils of delaying this crucial step. With gratitude to Mike and Rick for their invaluable contributions, this conversation is a must-listen for anyone in the painting industry gearing up for success in the year ahead.EPISODE CHAPTERS(0:00:57) - Planning for a Successful New YearBest practices for annual planning, setting goals and financial objectives, and the importance of marketing for growth strategies.(0:13:22) - Planning For Success In Different Quarters of the YearFront-loading the year with profitable work and proactive planning can set the tone for business success in cold weather climates.(0:17:22) - Strategic Hiring and Planning for GrowthProactive hiring and strategic planning ensure successful growth and prevent burnout.Links from this EpisodeOpen invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsMike Katounas: President, Home Works Painting, Chantilly, VA; C4C CoachRick Holtz, Jr. : President, H.J. Holtz, Inc., Richmond, VA; C4C CoachJustin Hange/Siren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Introduction(00:57) - Planning For A Successful New Year(13:22) - Planning For Success In Different Quarters of the Year(17:22) - Strategic Hiring and Planning for Growth
Mastering Onboarding, Training, and Team Communication // A Q&A Bonus Episode With C4C
Jan 8 2024
Mastering Onboarding, Training, and Team Communication // A Q&A Bonus Episode With C4C
Join us on the Beyond a Million Dollar Podcast as we engage in a compelling conversation with industry experts Mike Katounas and Rick Holtz about the transformative power of training and development in the paint contracting world. As we navigate the challenges posed by a shrinking workforce, Rick introduces us to the on-the-job training strategy at H.J. Holtz & Son, Inc., where a veteran employee mentors others with the support of an operations manager. We dissect the importance of bespoke systems and consistency in business growth, and Mike weighs in on the complexities of managing subcontractors at Home Works Painting, emphasizing the necessity for clear expectations and protocols to uphold standards.Listen in as we tackle the critical issue of onboarding and employee retention, confronting the startling statistic that sees some companies losing as many as one in four new hires. Discover how effective communication and avoiding menial tasks for new recruits can transform their experience. We delve into successful integration strategies, such as creating training rooms and standardized operating procedures, alongside the merits of exposing new hires to different crew leaders for diverse experiences and feedback. Our discussion underscores the investment in systematic training and onboarding as a cornerstone for nurturing a skilled and dedicated workforce.We also share insights into the inner workings of a healthy organizational strategy, revealing how structured crew leader and operations meetings bolster team cohesion and communication. You'll get a glimpse into the use of scorecards for tracking performance, the utilization of technology to keep teams aligned, and the pivot towards collaborative meeting structures that empower team members and enhance accountability. Through real-world experiences, Rick and Mike affirm the impact of frequent, but, more importantly, focused meetings in creating a united company culture and driving business success. Tune in for a treasure trove of practical advice on refining your company's training, onboarding, and communication practices for lasting growth.  It's a great episode with Scott, Rick, and Mike!EPISODE CHAPTERS(0:01:20) - Training and Development for Contractors(0:10:05) - Improving Onboarding and Employee Retention(0:20:05) - Operations and Crew Leader Meetings(0:36:37) - Company Meetings and Communication StructureEPISODE CHAPTERS WITH SHORT KEY POINTS(0:01:20) - Training and Development for ContractorsTraining, mentorship, systems, and subcontractors are crucial for sustaining growth and skilled labor in the painting industry.(0:10:05) - Improving Onboarding and Employee RetentionEffective onboarding and training are crucial for integrating and retaining new hires in a company's culture.(0:20:05) - Operations and Crew Leader MeetingsNature's organizational strategies include bi-weekly meetings, scorecards for tracking progress, and technology for schedule changes and job assignments.(0:36:37) - Company Meetings and Communication StructureEffective meeting structures foster accountability, consistency, and communication, contributing to a goal-oriented team dynamic.Links from this EpisodeOpen invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsMike Katounas: President, Home Works Painting, Chantilly, VARick Holtz, Jr. : President, H.J. Holtz, Inc., Richmond, VAJustin Hange/Siren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Introduction(01:20) - Training and Development for Contractors(10:05) - Improving Onboarding and Employee Retention(20:05) - Operations and Crew Leader Meetings(36:37) - Company Meetings and Communication Structure
From Rockstar Aspirations to Painting Success // The Entrepreneurial Journey of Ron Rice
Dec 28 2023
From Rockstar Aspirations to Painting Success // The Entrepreneurial Journey of Ron Rice
Listen in as we explore the intriguing journey of Ron Rice, owner of Ron Rice Painting. Discover how Ron transitioned from being an aspiring rockstar/DJ and part-time painter in college to becoming a successful painting contractor in San Diego. He opens up about the challenges he faced and the lessons learned while building his business. Ron's humility and constant hunger for growth make his story a compelling and inspirational one, providing valuable insights for anyone considering becoming a paint contractor, or any entrepreneur.Our conversation takes you through the early years of Ron's painting business in California, highlighting the hurdles he had to overcome in a tough market. You'll hear about how Ron keeps his focus fluid between commercial projects to residential repaints and the decision to step away from being a painter himself to manage the growth of his company. Also, we explore the changes and evolution of his business model, from starting with just himself and an operations assistant to a fully functional crew. The episode wraps up with an honest discussion about business growth, where Ron shares his weaknesses and how he relies on his team to stay organized. He emphasizes the importance of revenue and how he plans to grow his business by hiring more staff. We also touch on his experience with business coaching and how it has positively impacted his business. Overall, this episode provides a realistic and insightful view of entrepreneurship in the world of painting contracting.  Thanks for listening, and thank you Ron for joining us!About Ron:Ron Rice, the owner of Ron Rice Painting & Consulting (RRPC), is a painting veteran with over 30 years of experience. In 1987, he started painting part-time while juggling college courses. He discovered that he had a knack for the craft of painting and enjoyed helping others reach their vision for their home and office projects. After a stint as a foreman for Woods Painting in Nashville, Tennessee, he ventured out on his own and started Changes Painting.After his success in Nashville, Ron traded the cold winters of the Southeast for the endless sun of San Diego, and in late 2000, he founded Ron Rice Painting & Consulting. Since then, Ron and his team have completed thousands of jobs. From new construction to remodels to everything in between, Ron and his team would love to be your choice of professional painters in San Diego County. Contact us today to learn how we can deliver the best value in residential or commercial painting.Family & the Community: Outside of the office, Ron dedicates time to family–his two amazing daughters, Machalla and Sadie; a beautiful granddaughter, Mila; his talented wife, Tori; and his rescued fur-kids–two dogs (Tigre and Blanco) and two cats (OC Freddie and Bowie). An active Rotarian, Ron sits on the board of his Rotary Club, La Mesa Sunrise Rotary, and can often be spotted around town doing service work. Sometimes you can find him onstage–either singing and playing guitar with his rock band, A Month of Sundays, or doing improv comedy at local clubs--- EPISODE CHAPTERS ---(00:00) Ron Rice PaintingRon Rice shares his journey from aspiring rockstar to successful painting contractor, discussing challenges and lessons learned.(06:33) Starting a Painting Business in CaliforniaRon shares his experience starting a painting business in California, focusing on commercial projects and learning about running a successful business.(10:54) The Evolution of a Painting BusinessRon shares his journey, employee model, revenue projections, and adaptability in the changing market.(23:41) Growing a Business and Overcoming WeaknessesRon Rice shares his painting business goals, reliance on team, use of technology, and plans for growth through hiring and revenue.(38:19) Transformation of Business Through Coaching Ron shares his journey of starting a successful painting business with guidance from Scott and C4C, emphasizing systems, client communication, and sales.----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeRon Rice Painting's WebsiteRon Rice Painting on InstagramRon Rice Painting on FacebookCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsRon Rice: Owner, Ron Rice PaintingSiren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Ron Rice Painting(07:21) - Starting a Painting Business in California(11:42) - The Evolution of a Painting Business(24:28) - Growing a Business and Overcoming Weaknesses(39:06) - Transformation of Business Through Coaching
From Garage Floors to Spray Guns // Chris Soule's Entrepreneurial Journey in Cabinet Painting
Dec 23 2023
From Garage Floors to Spray Guns // Chris Soule's Entrepreneurial Journey in Cabinet Painting
Listen in as I chat with Chris Soule, the ambitious entrepreneur behind Clean Cut Painting, about his remarkable transition from an auto body shop apprentice to a successful business owner in East Hampton, Connecticut. Chris's candid storytelling takes us through his initial struggles and the formative experiences that led him to venture into entrepreneurship, including the challenges of a flyer campaign that didn't pan out and how a harsh winter incidentally kickstarted his career through an insurance restoration job. Our discussion shines a light on the key decisions and moments that have shaped his journey, from leaving a difficult boss, dealing with a toxic culture, and learning his business's true statistics.Throughout our conversation, we uncover the strategic evolution of Clean Cut as Chris shifted his business to specialize in cabinet painting—a move that not only doubled his revenue but also streamlined operations and amplified efficiency. We delve into the importance of creating a company culture rooted in core values, the art of marketing through exceptional customer experiences, and the critical role of communication and setting clear goals. Chris's story is a testament to the power of focusing on your strengths and leveraging a personalized and profound customer experience to position your company as a regional leader.Wrapping up our time together, we focus on the intertwining of business growth and personal development, with Chris opening up about his leadership philosophy and the steps he took to ensure his company's profitability and sustainability. From the impact of financial literacy on business success to the importance of fostering a high-achieving workplace culture, our exchange offers valuable insights for anyone looking to make their mark in any service industry, not just painting! Don't miss out on this inspirational episode as Chris generously shares his experiences, with a view to the future that includes inspiring his team, educating others in his business philosophy, and moving toward the million dollar mark!EPISODE CHAPTERS WITH SHORT KEY POINTS(0:00:00) - From Auto Body Apprentice to Business OwnerChris Soule shares his journey from auto body shop to successful painting business, navigating challenges and growth in East Hampton, Connecticut.(0:13:58) - The Journey to Becoming Cabinet ExpertsA painting company's strategic shift to specializing in cabinet painting resulted in doubled revenue and streamlined operations.(0:20:01) - Building Culture of Values and GrowthTransforming a toxic company culture through core values, tough personnel decisions, and strategic shifts in services and investments.(0:34:25) - Enhancing Marketing Through Customer ExperienceNature's power of referral marketing through personalized gestures, strategic gift-giving, and prioritizing client satisfaction for exceptional experiences.(0:41:47) - Effective Communication and Setting GoalsCommunication, customer service, personalized approach, morning updates, end-of-day reports, CARE acronym, setting goals, separation season, $900,000 mark, cabinet painting, resource and time limitations.(0:50:49) - Business Growth and Personal DevelopmentLeadership intensity, purpose-driven work, understanding business fundamentals, coaching and peer networking, systemizing operations, and understanding financials for profitability.Links from this EpisodeOpen invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeClean Cut Painting's WebsiteClean Cut Painting on InstagramClean Cut Painting on FacebookClean Cut Painting on YouTubeCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsChris Soule: Founder, Clean Cut PaintingJustin Hange/Siren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Introduction(01:00) - From Painting Apprentice to Business Owner(13:58) - The Journey to Becoming Cabinet Experts(20:01) - Building Culture of Values and Growth(34:25) - Enhancing Marketing Through Customer Experience(41:47) - Effective Communication and Setting Goals(50:49) - Business Growth and Personal Development
Navigating the Sales Landscape // Carl Utter's Journey to Training the Best in Paint Contractor Sales
Dec 7 2023
Navigating the Sales Landscape // Carl Utter's Journey to Training the Best in Paint Contractor Sales
Join us for an insightful conversation with Carl Utter, founder of Contractor Growth Strategy. Carl's story is both fascinating and inspiring; from a thriving musician to a starving salesman, and eventually becoming a successful sales trainer with a specialty in the painting industry. He shares his invaluable lessons from his early days of selling insurance door-to-door and his unique approach to reframing objections. Carl also provides valuable advice for commercial painters looking to develop new accounts.We don't just stop at Carl's journey. Together, we explore the philosophy of sales and emphasize the importance of sales training in the residential and commercial trades. You'll learn why a structured sales system is vital in today's competitive market, how to build rapport and trust with customers, and why focusing on doing more things right rather than dwelling on mistakes is the way forward. You'll also get a peek into the traditional sales system used by many contractors - referred to as "show up, throw up, screw up, and follow up" - and understand why it's not as effective anymore.Listen in as we go deeper into the sales strategies and techniques specifically designed for painting contractors. Carl reveals the best-selling system for painting contractors and the key elements that make it work, such as setting am agenda, taking control of the sale, and presenting the offer persuasively. We also discuss the concept of pre-engineered agreements and getting something in return for providing a free estimate. This episode is packed with insights and actionable advice, whether you're a painting contractor who sells, employs estimators or sales employees, or simply looking to improve your sales strategy. Don't miss out!--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------(0:00:00) - Sales Trainer's Journey and SuccessesCarl Utter shares his journey from musician to sales trainer, discussing the importance of reframing objections and advice for commercial painters.(0:09:22) - The Importance of Sales TrainingSales philosophy, training, and structured system are crucial for effectively communicating value and closing sales in the residential and commercial trades.(0:21:00) - Painting Contractors' Selling Strategies and TechniquesTraditional sales system flaws, better alternative, conviction in what you sell, mutually agreed agenda, taking control, persuasive offer, pre-engineered agreements, tapping into emotions, positive customer experience.(0:35:33) - Sales Training and Business GrowthInvest in a solid sales system for increased closing ratios and job sizes. Role-play and repetition bring value. Carl shares his successful sales training program.(0:40:48) - Don't Go It Alone: Get A Coach On Your SideScott and Carl offer valuable insights and support to help you reach your goals. Check out the show notes for a Discovery Call to take your business to the next level.----Links from this Episode----Watch Carl's Webinar with C4C on Client-Centric Selling hereOpen invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeContractor Growth Strategy's WebsiteContractor Growth Strategy on FacebookContractor Growth Strategy on LinkedInContractor Growth Strategy on TwitterEmail Carl at carl@contractorgrowthstrategy.comCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsCarl Utter: Founder, Contractor Growth StrategyJustin Hange/Siren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Sales Trainer's Journey and Successes(09:13) - The Importance of Sales Training(21:00) - Painting Contractors' Selling Strategies and Techniques(35:33) - Sales Training and Business Growth(39:10) - Don't Go It Alone: Get A Coach On Your Side
Mastering the Sales Process & KPIs: Tips from Mike Katounas, C4C Coach and Owner of Home Works Painting
Nov 1 2023
Mastering the Sales Process & KPIs: Tips from Mike Katounas, C4C Coach and Owner of Home Works Painting
Unlock the secrets of successful sales processes for contractors with our guest, Mike Katounas of Home Works Painting. Expect to be enlightened on the nuances of pre- and post-appointment communication, the role of setting clear expectations, and how to handle customer relationships. Mike introduces us to his go-to tool, YouCanBookMe, which helps him maintain a steady line of contact with his clients and prepares them for the arrival of an estimator.In a post-appointment scenario, Mike lets us in on his follow-up strategy which robustly incorporates sending estimates, follow-up texts and emails, and making phone calls. He successfully uses Monday.com for automating his follow-ups, but he also emphasizes the irreplaceable value of personal contact in sales. Moreover, if you've wondered about what to do when you don't hear back from customers, Mike provides some insightful answers. He also brings to light key performance indicators he relies on to track his business performance. Mike doesn't just focus on the customers, he also shares valuable insights into his methods for tracking leads, managing schedules, and optimizing resources to meet job demands. Learn how he keeps a two-person crew unscheduled throughout the year to accommodate unforeseen events and urgent requests. Explore his techniques for monitoring estimates, closing ratios, and the KPIs that help him run his business efficiently and effectively. By the end of this episode, you’ll have gained a comprehensive understanding of the sales process in the paint contracting business through the lens of an expert who’s been there and done that.  ----- EPISODE CHAPTERS ------(0:00:00) - Introduction & Overview(0:01:02) - Understanding the Sales Process(0:01:35) - Appointment Scheduling and Communication(0:03:55) - Pre-Appointment Process and Automation(0:04:38) - Importance of Follow-ups and Communication(0:08:36) - Post-Estimate Follow-up Process(0:23:36) - KPIs & What to Look For(0:45:50) - Conclusion and Final Thoughts----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsMike Katounas: President, Home Works PaintingJustin Hange/Siren Mastering: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Introduction & Overview(01:02) - Understanding the Sales Process(01:31) - Appointment Scheduling and Communication(03:55) - Pre-Appointment Process and Automation(04:38) - Importance of Follow-ups and Communication(08:36) - Post-Estimate Follow-up Process(23:36) - KPIs & What to Look For(45:49) - Conclusion and Final Thoughts
Differentiating Your Company, Team Communication, and Hiring // Listener Q&A with Mike Katounas and Rick Holtz
Oct 17 2023
Differentiating Your Company, Team Communication, and Hiring // Listener Q&A with Mike Katounas and Rick Holtz
Our first bonus episode!Join us as we explore what truly sets a painting company apart from the rest with C4C coaches Mike Katounas, Rick Holtz, and yours truly, Scott Lollar. We share the unique features that set Home Works Painting and H.J. Holtz and Son, Inc. apart - whether it's rigorous background checks on staff, a six-year warranty, or color consultation services for those struggling with color selection. Mike and Rick discuss how they weave these points into our marketing and sales process, ultimately securing us more jobs.We move on to the crucial topics of professionalism, tenure, and communication in our service. We tackle the differences between painting a commercial building and a residential home, emphasizing the value of a stable and invested customer base. Mike, Rick, and I underscore the importance of consistent communication with customers, from daily reports to reaching out multiple times before stepping foot in a customer's home.In our final discussion, we dive into the complexities of business growth and the challenges that come with strategic role transitions. We highlight the importance of understanding your own strengths and weaknesses, and the value of hiring others that possess differing skillsets from you. We also delve into the nuances of building relationships with designers and contractors, revealing how it can add more value to your business. Tune in for invaluable insights and practical advice for every painting company striving to reach new heights.----- EPISODE CHAPTERS -----(0:01:11) - Differentiating Your Company in Painting(0:08:09) - Professionalism, Tenure, and Communication in Service(0:15:12) - Business Growth and Strategic Role Challenges(0:23:28) - Navigating Communication and Building Relationships(0:37:58) - Building Relationships With Designers and Contractors(0:40:21) - Building Partnerships for Business Growth----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsMike Katounas: President, Home Works Painting, Chantilly, VA Rick Holtz: President, H.J. Holtz & Son, Inc., Richmond, VAJustin Hange: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Listener Q&A with Mike Katounas and Rick Holtz(01:09) - Differentiating Your Company in Painting(08:09) - Professionalism, Tenure, and Communication in Service(15:12) - Business Growth and Strategic Role Challenges(18:51) - C4C Is Here For You(23:28) - Navigating Communication and Building Relationships(37:58) - Building Relationships With Designers and Contractors(40:21) - Building Partnerships for Business Growth
Transforming the World of Paint Contracting: An Insightful Journey with Tom Droste, the Visionary Behind Estimate Rocket
Sep 27 2023
Transforming the World of Paint Contracting: An Insightful Journey with Tom Droste, the Visionary Behind Estimate Rocket
We're excited to have Tom Droste, co-founder of Estimate Rocket along with his wife Kathy, who took an unexpected leap from accounting into the world of software development. Prepare to be captivated by his fascinating journey, from his early interest in the burgeoning computer industry to developing his first estimating program for a humble plumber. Hear about the genesis of personal computers for use in estimating, the thrill of the early tech world, and how Tom honed his skills to create a software that caters to the unique needs of different trades.Estimate Rocket was born from an understanding of the commonalities across trades and was designed to be flexible and adaptable. Tom shares how the power of word-of-mouth helped the growth of his company and how he identified the underserved trades sector. He takes us through the features of Estimate Rocket, from estimating to the allocation of projects, and how it exponentially improves ROI in marketing for contractors. A deep dive into the use of "tags," the importance of a reliable information repository, and the science behind determining project success makes this a must-listen for anyone in the trade and contracting field.Wrapping up our chat, Tom talks about the company's supportive team, his innovative Collaborative Tuesdays program, and the dynamic changes in the contracting world. He discusses how virtual communication is revolutionizing the industry, particularly in the context of the Covid-19 pandemic, and how Estimate Rocket can be a game-changer in the sales process. With his eye on the future of painting, Tom's insights are enlightening and inspire a sense of curiosity about the future of the trades industry. Join us on this exciting voyage with Tom Droste, a visionary who's transforming the world of contracting with his innovative software.About Tom Droste:Tom has a passion for developing great technology to solve real world problems and helping customers implement them successfully. Some of Tom’s hobbies include hiking, bike riding, and cooking. He’d like to travel to Spain and Alaska some day, his favorite color is red, and he has a rescue dog named Daisy.--------- EPISODE CHAPTERS ---------(0:00:00) - Tom Droste's Journey to Estimate Rocket(0:08:57) - Estimating Program for Painting Contractors(0:14:43) - Estimate Rocket within the Painting Industry(0:20:46) - Estimate Rocket Features(0:27:14) - Tags and Estimating ROI in Marketing(0:37:36) - Estimate Rocket Support Team, Collaborative Tuesdays, Changes(0:43:34) - Wrap-up & Estimate Rocket for Sales and Painting--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------(0:00:00) - Tom Droste's Journey to Estimate RocketTom Droste's journey from accountant to co-founder of Estimate Rocket, early PCs, and his first estimating program for a plumber are discussed.(0:08:57) - Estimating Program for Painting ContractorsTom Droste shares his journey of developing cloud-based software for the trades, adapting it to fit their needs, and growing the company through word of mouth.(0:14:43) - Estimate Rocket within the Painting IndustryTom shares insight into overcoming the "long, slow, sass march of death" and Estimate Rocket's features for the painting industry.(0:20:46) - Estimate Rocket FeaturesEstimating, sales, proposals, coordination, scheduling, knowing numbers, and Estimate Rocket are discussed.(0:27:14) - Tags and Estimating ROI in MarketingTags, ROI, lead sources, closing ratio report, emotional decision-making, and cookbook for business are discussed to determine marketing success.(0:37:36) - Estimate Rocket Support Team, Collaborative Tuesdays, ChangesEstimate Rocket's support team, Collaborative Tuesdays program, and sales process discussed, utilizing email and phone calls for leads, tags for defining status, and virtual communication for pre-qualifying leads.(0:43:34) - Wrap-up & Estimate Rocket for Sales and PaintingEstimate Rocket's tools, hiring salespeople, robotic painting, and AI are discussed to make quoting and estimating easier and faster.----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeEstimate Rocket websiteEstimate Rocket on FacebookEstimate Rocket on YouTubeEstimate Rocket on TwitterCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsTom Droste: President & CEO, Estimate RocketJustin Hange: Original music, artwork, transcripts, show notes, audio engineering (00:00) - Transforming the World of Paint Contracting: An Insightful Journey with Tom Droste, the Visionary Behind Estimate Rocket(00:13) - Intro (00:54) - Tom Droste's Journey to Estimate Rocket(08:57) - Estimating Program for Painting Contractors(14:43) - Estimate Rocket within the Painting Industry(20:46) - Estimate Rocket Features(26:04) - Find Out More About Consulting4Contractors and Estimate Rocket(27:13) - Tags and Estimating ROI in Marketing(37:36) - Estimate Rocket Support Team, Collaborative Tuesdays, Changes(43:33) - Wrap-up & Estimate Rocket for Sales and Painting
Creating a Million-Dollar Business with Kevin Wooten of Carolina Painting & Pressure Washing
Aug 30 2023
Creating a Million-Dollar Business with Kevin Wooten of Carolina Painting & Pressure Washing
Imagine building a successful painting business from scratch, starting at your father's company and turning it into a million dollar machine. That's exactly what Kevin Wooten, owner of Carolina Painting and Pressure Cleaning, has accomplished. In our conversation, Kevin gives us a peek behind the curtain, revealing the unique business model that has set his company apart. He explains his innovative employee structure - a five-person team with a unique pay system that balances fair compensation and profitability.What does it take to keep a small business afloat? What strategies work best when the goal is growth? Kevin helps us unravel these threads. He shares his significant shifts in marketing approach, swinging back to the traditional direct mail strategy and experimenting with Google AdWords. He discusses the challenges of running a self-sufficient business model, the potential pitfalls of outsourcing, and how he monitors his business through data. It's a deep dive into the mechanics of running a successful small business in the contracting space.As we conclude our fascinating chat, Kevin turns mentor, sharing his wisdom on how to build a business that not only survives but thrives. He talks about the importance of a solid foundation, cultivating a family-like culture within his team, and planning for the future. He discusses his unique payment system, his approach to retirement planning, and gives tips for those aspiring to reach the million-dollar mark. For anyone nurturing a dream of building a successful business from the ground up, this conversation with Kevin is a treasure trove of insights and practical advice. Don't miss it!About Kevin Wooten:Kevin Wooten is the founder and lead estimator of Carolina Painting & Pressure Cleaning, Inc. He has lived in Lexington, South Carolina his entire life, going to Lexington High School and graduating in 1987. He loves the outdoors and the beach, boating, camping, snowboarding, ping pong, and pool. He is very detailed and strives for 100 percent customer satisfaction while providing his team with an enjoyable workplace. He’s worked hard to ensure that his residential painting company has a broad net of communities, including Irmo, Chapin, Columbia and includes his home town of Lexington.----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteConsulting4Contractors on YouTubeCarolina Painting & Pressure Cleaning, Inc. websiteCarolina Painting & Pressure Cleaning, Inc. on FacebookCarolina Painting & Pressure Cleaning, Inc. on InstagramCarolina Painting & Pressure Cleaning, Inc. on YouTubeCarolina Painting & Pressure Cleaning, Inc. on PintrestCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment from InnerView Advisors, C4C's trusted hiring and HR resourcing partner (limit 1 per company)Connect with C4C on InstagramJoin the C4C community on FacebookConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4ContractorsKevin Wooten: Founder, Lead Estimator, Carolina Painting & Pressure Cleaning, Inc., Lexington, SCJustin Hange: Original music, artwork, transcripts, show notes, audio engineering----- EPISODE CHAPTERS WITH SHORT KEY POINTS -----(0:00:01) - Lessons From a Successful Painting BusinessKevin Wooten shares his journey of starting a million dollar business, strategies for marketing and keeping a lead funnel full, and how he left his father's business.(0:10:24) - Business Model and Employee StructureKevin Wooten discusses his painting and pressure washing business, his five person team, payment system, and decisions for smaller jobs.(0:20:54) - Marketing and Office Management in ContractingKevin Wooten shares his marketing strategy, discussing Every Door Direct Mail (EDDM), and direct mail, and his current strategies.(0:30:51) - Google AdWordsKevin Wooten shares expertise on Google Adwords, negative keywords, Zoho Social, and Every Door Direct Mail (EDDM) to maximize ad spend.(0:37:41) - Business Management and Estimating StrategiesKevin focuses on sales, profitability, data monitoring, customer service, and self-sufficiency to manage his business.(0:47:28) - Successful Business Building and Future PlanningKevin Wooten cultivates a family-like culture, shares advice on retirement and business structure, and discusses marketing, Google Adwords, and negative keywords.(0:58:27) - Growth in BusinessKevin shares strategies for building a successful business, including developing a family-like culture, unique payment system, and marketing tactics. (00:00) - Lessons From a Successful Painting Business(09:50) - Business Model and Employee Structure(19:49) - Marketing and Office Management in Contracting(28:01) - Google AdWords(36:08) - Business Management and Estimating Strategies(44:35) - Successful Business Building and Future Planning(50:21) - Growth in Business
Unlocking Human Behavior for Better Hiring and Stronger Relationships with Art Snarzyk
Jul 26 2023
Unlocking Human Behavior for Better Hiring and Stronger Relationships with Art Snarzyk
---Click here to purchase an platinum assessment and enter code "ASSESSMENT50" to receive 50% off 1 assessment per company---Ever wondered how understanding people’s behavior can change the dynamics of your business? Today we are privileged to have Art Snarzyk, a certified behavioral analyst, and founder of InnerView Advisors, who explains the nuances of behavioral analysis and its impact on the hiring process. Art has an incredible journey from corporate management and running a painting company, to developing a passion for understanding people's behaviors and helping others with the "people" side of their organizational transformations.Art introduces us to his special combination of behavioral sciences, including what he sometimes refers to as a "DISC assessment on steroids".  However, his methodology is much more than that, serving as a profound tool for measuring behavior, motivators, skills, and acumen. He emphasizes how these assessments are instrumental in providing a comprehensive picture of potential employees, identifying their hidden potential, and assisting businesses to find the perfect fit. He also shares how these evaluations can help validate our intuitive decisions and underscores the importance of acknowledging the individual's value to the organization and communicating effectively with them.Finally, Art elaborates on the significance of assessments in hiring and the insights they can offer. He underlines how these tools can boost both business and personal relationships by fostering a better understanding of ourselves and others. From entrepreneurs and managers to those intrigued by human behavior, this discussion is brimming with insights and tools that can aid in making smarter decisions in business and life. Join us to glean more insights from Art’s expertise in behavioral analysis!About Art Snarzyk:In management and and hiring since 1996, Art spent years in corporate America and another 9 as the owner of a successful painting company. He knows first-hand the hassle, expense, and headache of trying to hire quality employees.Let him introduce you to a scientifically tested and proven way to attract, hire and retain the best people for your company.  You’ll no longer need to rely on intuition, skewed references, and subjective work history to make your hiring decisions.  The best are out there and you deserve them!https://innerviewadvisors.com/----Links from this Episode----Click here and enter the code "ASSESSMENT50" at checkout to receive 50% off one platinum assessment (limit 1 per company)Live Demo of Platinum AssessmentPart 1 - Live Demo Team AssessmentPart 2 - Live Demo Team AssessmentOpen invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteInnerView AdvisorsInnerView Advisors on FacebookArt Snarzyk on LinkedInCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings.Connect with C4C on InstagramJoin the C4C communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsArt Snarzyk: Owner, InnerView Advisors, St. Peters, MOJustin Hange: Original music, artwork, transcripts, show notes, audio engineering----- EPISODE CHAPTERS WITH SHORT KEY POINTS -----(0:00:00) - Behavioral Analysis in Consulting for ContractorsArt shares his journey from corporate management to owning a painting company, and his use of behavioral analysis to better understand people and manage them.(0:07:11) - Assessing and Choosing Employees EffectivelyDISC, motivators, skills, and acumen help businesses find and develop employees.(0:14:14) - Assessments for the Right CandidatesArt Snarzik of Interview Advisors evaluates candidates using DISC, motivators, skills, and acumen.(0:25:54) - Engaging and Managing People EffectivelyArt's specialized assessment methodology is used to measure behavior, motivate, hire right person, anticipate potential problems, and get through the "honeymoon meeting" to the place where people can be effective in their best roles.(0:31:14) - Intuition and Assessments in HiringAssessments provide insight into a candidate's suitability for a role, uncovering potential and informing hiring decisions for admin, project managers, sales, and operations.(0:37:39) - Importance of Assessments for HiringArt shares insights on job descriptions, assessments, value, communication, and intuition in hiring.(0:44:37) - Improve Business and Personal RelationshipsDISC assessment measures behavior, motivators, and skills to inform decisions, with intuition and job descriptions aiding the process.----- EPISODE HIGHLIGHT-----Clear and Balanced Decision Making Importance | 0:13:16 - 0:14:14 (58 Seconds)Scott:Number four is Acumen. Art:It sounds interesting or weird, but really, it's, "Do you think clearly?" Don't you wish knowing an employee is coming in that they're going to make clear and balanced decisions? That's important. So it's really not an intelligence marker, but it's really, do you factor in the important things when you make decisions? And people factor in different things as they think through a problem and the way they think through a problem is important and different roles require different sets of ways of thinking about things, you know? I want, my accountant to think about things differently than I do, you know, my hazardous response [person] to.You know, it's just so it's really important to get in their head and see, are they going to make great decisions? Or do they lean too heavily on delegating things to other people? Do they rely too much on a system rather than their own abilities? So it's a good thing to understand about a person on the way in the door or as we develop more. (00:00) - Intro(00:25) - The Beyond $1,000,000 Podcast(01:04) - Art's Journey from Pai...
From Painter to Multi-Million Dollar Business Owner: John Neubert's Journey to Success in the Painting Industry
Jun 21 2023
From Painter to Multi-Million Dollar Business Owner: John Neubert's Journey to Success in the Painting Industry
Can you imagine building a multi-million dollar painting business without the help of YouTube, social media, or influencers? John Neubert, owner of Neubert Painting in Brook Park, Ohio, did just that and he's here to share his incredible journey. From starting out as a painter to earning his MBA and transitioning into a business owner and sales manager, John has valuable insights to offer contractors looking to grow their businesses and succeed in the world of painting.In this episode, we explore John's unique approach to summer direct mail marketing campaigns and his strategy for scaling up his workforce during peak months. He also shares insights on managing and training a large workforce, implementing safety measures, and the challenges of finding and retaining employees in a competitive market. Plus, get an inside look at John's compensation and management style, his company's meeting rhythm, and how he maintains a strong company culture with bonus programs and employee engagement activities.As John shares his keys to contractor success, you'll learn the importance of staying focused on growth and giving employees autonomy. He also offers advice on the investment required to hire people and the need to manage cash flow. Whether you're a growing contractor or an experienced business owner, you won't want to miss the wisdom and insights from this seasoned painting business owner. Join us as we uncover John Neubert's incredible journey and his invaluable lessons along the way.About John Neubert:John founded Neubert Painting in 1975. He has both grad and post-grad degrees from Cleveland State University. John has spent over 40 years in the residential painting industry, and hopes to continue on this path, in the direction of growth and success.----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteNeubert Painting in Brook Park, OhioNeubert Painting on InstagramCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings!Connect with C4C on InstagramJoin the C4C communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsJohn Neubert: Owner, Neubert Painting, Brook Park, OhioJustin Hange: Original music, artwork, transcripts, show notes, audio engineering----- EPISODE CHAPTERS WITH SHORT KEY POINTS -----(0:00:00) - Building a Multi-Million Dollar Painting BusinessJohn Newbert shares his journey of transitioning from painting to business ownership, sales management, and more.(0:12:47) - Summer Direct Mail Marketing StrategyJohn Newbert's success is discussed, including his direct marketing campaigns, customized mailings, and scaling up workforce.(0:18:23) - Managing and Training a Large WorkforceSafety meetings, training workshops, certification program, employee retention, legal spray booth discussed.(0:28:02) - Compensation and Management StyleJohn Newbert pays employees well, has strategies for finding and keeping them, and has an exit strategy with financial compensation and bonus programs.(0:34:06) - Company Meeting Rhythm and Hiring StrategyJohn organizes the company with to-do lists, meetings, recruiting, goals, spending strategies, employee training, safety, and retention.(0:41:56) - Painting Company Culture and BonusesNewbert Painting's culture focuses on people, with bonus systems, events, and celebrations.(0:48:28) - Keys to Contractor SuccessJohn Newbert advises on transitioning to a larger business, investing in people, managing cash flow, and giving employees autonomy.(0:50:16) - Spending Wisely as a ContractorJohn Newbert shared strategies for managing crews, finding and keeping great employees, and hosting events to stay focused on growth and success.----- EPISODE HIGHLIGHTS -----Year Round Work Expansion | 0:08:27 - 0:09:57 (90 Seconds)0:08:27 ScottSo at what point did you start adding some non-seasonal work, or year round work, or whatever you call it in your business? When did you start doing more of the you know bread and butter normal, whatever you want to call it versus just your seasonal work. ?  0:08:42 JohnWe probably started doing some of that about 30 years ago, but we really weren't. We really weren't that good And we didn't really know what we were doing. And I'd say, in the last 20 years, we've, we've, we're way more serious about it And we our model for interior work is to hire experienced painters, and we don't, we don't, we have, we do have painters we've trained from scratch. But it's far more efficient to hire a professional painter that's already been trained by somebody else And that and that's so. That's, that's how we hired. So we've worn so much through the years by some of the people we've brought on And we have very low turnover in our full time jobs. I mean, my head cabinet guy's been with me about 25 years and I have, i have, i have probably we have 10 inside painters. I'd say half of them have been with us over 10 years.  0:09:34 ScottWow, okay, so you start developing a segment of your workforce that is year round, and then you have the second component, which is seasonal work, and that is essentially extra work.  0:09:50 JohnThat's, that's correct. It's a. It's a pretty simple business model. It's pretty tight. It's a pretty tight model And we don't vary too much about it.  Summer Workforce Scaling | 0:17:36 - 0:18:21 (45 Seconds)0:17:36 ScottOkay, let's talk about Your summer workforce. I don't doesn't matter the time frame, but you know those three, four, five months You scale up and how many people painters now I'm talking about will you add for those peak, those peak months?  0:17:54 JohnThis year. This year will go from around around maybe 15, 20 employees up to about 75 and And and that's. That's not I mean, and that sounds like a lot, but we might. When I was younger, my peak year was 130 people in the summer, so which was crazy out of your mind. I don't know if I could find that many people today and paint costs are way more, way higher than they were back then, sure so?  Meeting Rhythm and Delegation | 0:33:29 - 0:35:12 (103 Seconds)0:33:29 ScottTell me a little bit about ...
Transforming a Struggling Business into a Profitable Venture // Phil VanderLaan of PMV Custom Finishes
May 29 2023
Transforming a Struggling Business into a Profitable Venture // Phil VanderLaan of PMV Custom Finishes
Discover the secrets to transforming your business and skyrocketing your profits in our fascinating conversation with Phil VanderLaan, owner of PMV Custom Finishes in Kalamazoo, Michigan. We discuss Phil's inspiring journey, from his time at college in Grand Rapids to founding and growing his own successful painting company. You'll learn about navigating the "Dutch mafia" in Southwest Michigan, the importance of asking for advice early, and the hard work that went into building a multi-million dollar business.Join host Scott Lollar, host of the Beyond $1,000,000 Podcast and owner/coach at Consulting4Contractors as Phil opens up about the strategic changes he made to maximize profitability and his "aha moment" when he realized he had the wrong people in the wrong seats. Through others' advice, including his own father-in-law's, Phil looked at the sectors of his business that were losing money and overcame his fear of "firing customers" and raising prices. By narrowing down his customer base, he saw positive results and used various funding options to expand his spray division's capacity and capabilities.Finally, we delve into the operations, staffing, and company culture of PMV Custom Finishes. Phil shares his insights on streamlining his spray operation for increased efficiency, implementing the EOS entrepreneurial operating system, and the significance of reaching out for help. We explore PMV's org chart, revenue targets, and their unique "secret sauce," which includes a family-first benefits package, hiring based on skill and personality, and empowering those with no painting experience whatsoever. Don't miss this eye-opening conversation with Phil VanderLaan as we take you on his journey to success.About Phil VanderLaan:Phil VanderLaan founded PMV Custom Finishes in 2001 and has maintained an active role in company operations and management ever since. He also provides oversight of the company and its growth.Phil holds a builder’s license and is a member of the Home Builder’s Association of Western Michigan. He and his wife, Katie, are the proud parents of three children, Taylor, Drew, and Mackenzie. They live in the Kalamazoo area and are active members of their community.----Links from this Episode----Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsitePMV Custom FinishesPMV Custom Finishes on InstagramCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offerings, and what PMV Custom Finishes utilizes as part of their tech-stack!Connect with C4C on InstagramJoin the C4C communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsPhil VanderLaan: Owner/President, Project Manager – Finishing Division, PMV Custom Finishes, Kalamazoo, MIJustin Hange: Original music, artwork, transcripts, show notes, audio engineering-------- EPISODE CHAPTERS ---------(0:00:00) - IntroductionPhil VanderLaan's journey from college to owning a painting company, the 'Dutch mafia' in Southwest Michigan, and hard work to grow his business are discussed.(0:13:53) - Maximizing Profitability Through Strategic ChangesPhil VanderLaan pivoted from college to landscaping, then to eventually to owning a painting business, overcame fear of firing customers and raising prices, and used economic opportunities to expand capacity and capabilities.(0:19:11) - PMV's Operations, Staffing, and CulturePhil discussed streamlining his spray operation, EOS principles, org chart, revenue targets, and PMV's family-first benefits package.(0:27:06) - Growing Business With Tech & PlanningPhil VanderLaan shares his journey from college to owning a painting business, discussing software, tools, EOS process, delegation, transparency, and advice for entrepreneurs.--------- EPISODE HIGHLIGHTS ---------(0:9:13) - Knowing Your Numbers I thought I knew my numbers, but come to find out I didn't. But yeah, we got into commercial. It was a natural progression in our business. I didn't have project management staff.I didn't have the money to hire somebody to do that. And so I, I found work where I could put, you know, two to four painters on site and kind of put 'em there and forget about 'em for six to eight weeks while I did other things. (0:11:52) - How To Crawl Out Of A Bad JobThe general contractor that was running that project got fired at the end and we had outstanding change orders totaling about $80,000. And like I said in debt over $200k and the heat was on, the stress was on.And I just remember sitting at my office late one night, at my work office, just scratching my head, trying to figure out, do I want to keep doing this? How do I get to a better spot?  I see other business owners that are making money and I, I figured there's gotta be something here that I'm missing.And so I just did a Google search and searched painting. I think I searched "coaches", "painting coaches", and that next day you and I started talking and that was really the start of the transition.(0:14:27) - Drains Vs. GainsWorking with you, Scott, the first step that we took was to evaluate our spray booth division and try to determine, " Is this a drain on the  business or is this actually pumping money into the business?" And we soon realized that we started to find wrong people in the wrong seats.And so we made some changes internally and in the spray booth to try to get that more profitable. And then we did the same thing in our field, and we started looking at all the jobs and realizing that there were sectors of our business that were basically losing money. And then the areas in our business or the customer base there was a small section of that was actually making money.And so we determined that our new construction was a drain. All of the work that we were doing on new construction to keep our guys busy throughout the year was actually stealing all the profits from the work that of our repaint work. That was actually the only thing making money. (0:15:31) - You Might Need To Fire Your CustomersWe kept talking about firing customers and that was a concept that I just wasn't comfortable with. Be...
Embracing The Holtz Way: A Multi-Million Dollar Story // Rick Holtz of H.J. Holtz & Son, Inc.
May 15 2023
Embracing The Holtz Way: A Multi-Million Dollar Story // Rick Holtz of H.J. Holtz & Son, Inc.
Join us for an inspiring conversation with Rick Holtz, the third-generation owner of H.J. Holtz & Son, and newest coach with the Consulting4Contractors team.  We uncover the secrets of transforming a family business from a $300,000 company to a multi-million-dollar organization employing over 60 people. You won't want to miss this insightful journey as Rick shares his experiences of taking the reins of his family's business and scaling it in just 12 years through embracing challenges and opportunities.Throughout our discussion, we dive into what it takes to be a successful owner and leader, including the essential aspects of delegation, trusting others, and fostering a strong company culture. Rick provides valuable insights into "The Holtz Way," the core values that have driven H.J. Holtz & Son's success, emphasizing teamwork, customer care, and the importance of trust in building a thriving business. By understanding and embracing these principles, Rick has been able to elevate his family business to new heights.Get ready to absorb invaluable advice for growing contractors as we explore the importance of mentorship, reflection, and self-confidence. Learn how to find the right people to collaborate with, invest in their capabilities, and trust in their potential. Hear about Rick's experience with delegation, embracing challenges, and his vision for the future of his company. This episode is packed with knowledge and inspiration you won't want to miss!About Rick Holtz:Having joined his father and grandfather’s business in 1994, Rick has been vital in the growth and modernization of H.J. Holtz & Son, Inc. Now President, he has been instrumental in initiating relationships with contractors not only in the Richmond area, but in Charlottesville, Fredericksburg, Williamsburg, and Tappahannock, VA to name a few. He has also added technology to the business and is making the most of modern amenities such as specialized computer software, digital photography, and paint removal equipment. Rick has maintained and built on the strong work ethic and professionalism set forth by his father and grandfather. He is respected for his determination and integrity in his business and with his family.----Links from this Episode----Open invitation for a free discovery call with Scott Lollar/Rick HoltzConsulting4Contractors’ WebsiteH.J. Holtz & Sons, Inc.H.J. Holtz & Sons on Instagram"The Holtz Way" Company ValuesCheck out this video of Consulting4Contractors' Operations Module, one of our flagship Done-For-You tech offeringsConnect with C4C on InstagramJoin the C4C communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsRick Holtz: President, H.J. Holtz & Son, Richmond, VA; Coach, Consulting4ContractorsJustin Hange: Original music, artwork, transcripts, show notes, audio engineering----------------------------------------------Episode Highlights:* Taking Over a Family Business | 0:14:19 - 0:15:28 (69 Seconds)Rick:And I feel like that was a real key to me And one of the biggest things people will say oh, you're a third generation business. Having your dad build a business and you come in is easy. That's not easy. Building a business from scratch is not easy. And I have the utmost respect for people like that. But coming into a business that has someone else's personality and someone else's name on it, that has its own challenges as well.* Learning to Be an Owner | 0:20:29 - 0:21:44 (76 Seconds)Rick:But I think the first major thing he really did is taught me what it meant to be an owner. Bill at first was like, "Do you go to the paint store?" And I was like, "Yeah, I go to the paint store. I'm a painter." (Bill) "Come on, you can't go to the paint store anymore." And I'm like, "Really, but I like those people there, they're nice people!" (Bill) "No, an owner of a paint company does not go to the paint store." And that's such an elementary thing, and it's very basic. But that was a pinnacle kind of statement for me, because it was something I did for how many years? What, maybe almost 20 years or something like that, or 16 years, 16 years? And all of a sudden not to do it anymore? So I had to understand what it meant to be an owner and to get things done through other people, cause that's really hard.  ----------------------------------------------Episode Chapters/Summaries:(0:00:00) - Growing a Multi-Million Dollar Painting Company (9 Minutes)Rick Holtz, the third-generation owner of H.J. Holtz & Son in Richmond, Virginia, shares his story of how he took his family’s business from making $300,000 in revenue to a multi-million-dollar business with over 60 employees. We discuss the challenges of taking on an existing business and the importance (but eventual impossibility) of consistently saying yes to opportunities and getting the business in front of more people. (0:09:11) - Building a Multi-Generational Business (11 Minutes)Rick shares his journey of taking over his family's business and scaling it to a $5 million business in 12 years. He talks about the difficulties he faced during the financial crisis of 2008 and how he relied on the help of Bill Silverman, his personal coach, to get back on the right track. He also discusses the importance of relying on others and learning from their experiences in order to grow and succeed.(0:20:29) - Becoming a Successful Owner/Leader (6 Minutes)Rick shares the importance of understanding what it means to be an owner, and how to delegate and trust other people to grow and shine in their roles. Rick's journey of learning how to become more of an owner, delegating and allowing his team to flourish, and the importance of alignment and culture in his business is discussed. The need for an orchestrated system of roles and how marketing, sales, production and human resources must all work together for success is also discussed.(0:26:15) - The Holtz Way (3 Minutes)We discuss the core values at H.J. Holtz Son and the importance of teamwork, caring for customers and employees, and understanding the importance of trust in creating a successful business. We explore how building a culture of trust and caring for each other can result in higher quality work, increased customer loyalty, and greater profits for the company. By understanding the "
Invest In Your Team and Quit Trying To Be Superman // Mark Black of Men In White Painting
Jan 21 2023
Invest In Your Team and Quit Trying To Be Superman // Mark Black of Men In White Painting
Consulting 4 Contractors is so glad to welcome Mark Black, owner of Men In White Painting, to the podcast.  Mark started Men In White, located in Mt. Vernon, Illinois, after a few "false starts" in the painting industry. We admire Mark, not only for his vision of what's possible, but his determination, humility, and not trying to do everything on his own.Here's a great quote from show host Scott Lollar that sums up who this episode is for:"Mark is classic entrepreneur and entrepreneurs chase shiny objects every day...if that's you  Mark's a kindred spirit...I would say over the last four months... I've seen a lot of growth...[and] if you're going to grow in a significant way and [Mark's] talking towards the $2,000,000 this year, you are going to have to stay in your lane and ascend to more of a CEO level and mentor  and be more leadership and monitor your data and let your people do their thing or else you're gonna get stuck."Mark's story isn't just hustling and picking yourself up by the bootstraps. It's taking a good, honest look at what you're good at, what you're not good at, leveraging the strengths, delegating the weaknesses, then creating a company culture where loyal employees feel like family.Mark has long blown past "Death Valley" (between $500k and $750k annual revenue), and we hope his story inspires you to do the same.Listen In For:How Mark started a painting business before Men In White, and why he thinks it failedHow volume of jobs wasn't the thing holding Mark and his company back from growthUnique (but very doable) ways that Mark helps create a company culture in which people love to workHow Men In White leveraged various professional inputs (including Consulting 4 Contractors) to open a second location and increase their service areaAlso In This Episode:Open invitation for a discovery callScott Lollar, founder of Consulting 4 Contractors Mark Black, owner of Men In White Painting, Mt. Vernon, IllinoisConsulting 4 Contractors WebsiteMen In White Painting on FacebookMen In White Painting on InstagramMen In White Painting’s WebsiteSee a demo of C4C’s proprietary painting business tech stack (used by Men In White Painting) in actionJoin Consulting 4 Contractors' Facebook Community to connect with other contractors like you!Connect with Consulting 4 Contractors on LinkedInSubmit to be a guest on the podcastCredits:-Hosted by Scott Lollar-Guest speaker: Mark Black, Men In White Painting-Music, artwork, transcripts, mixed by Justin Hange