From Garage Floors to Spray Guns // Chris Soule's Entrepreneurial Journey in Cabinet Painting

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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Kunst Painting's Website
• Kunst Painting on Facebook
• Kunst Painting on Instagram
• Kunst Painting on LinkedIn
• Check out Workglue, John's Cloud-Based solution for Paint Contractors
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• John Busick: Chief Solutionist, Kunst Painting
• Siren 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

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 Year
Best 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 Year
Front-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 Growth
Proactive hiring and strategic planning ensure successful growth and prevent burnout.

Links from this Episode

• Open invitation for a free discovery call with Scott Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Mike Katounas: President, Home Works Painting, Chantilly, VA; C4C Coach
• Rick Holtz, Jr. : President, H.J. Holtz, Inc., Richmond, VA; C4C Coach
• Justin 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

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 Structure

EPISODE CHAPTERS WITH SHORT KEY POINTS

(0:01:20) - Training and Development for Contractors
Training, mentorship, systems, and subcontractors are crucial for sustaining growth and skilled labor in the painting industry.

(0:10:05) - Improving Onboarding and Employee Retention
Effective onboarding and training are crucial for integrating and retaining new hires in a company's culture.

(0:20:05) - Operations and Crew Leader Meetings
Nature'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 Structure
Effective meeting structures foster accountability, consistency, and communication, contributing to a goal-oriented team dynamic.

Links from this Episode

• Open invitation for a free discovery call with Scott Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Mike Katounas: President, Home Works Painting, Chantilly, VA
• Rick Holtz, Jr. : President, H.J. Holtz, Inc., Richmond, VA
• Justin 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

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 Painting

Ron Rice shares his journey from aspiring rockstar to successful painting contractor, discussing challenges and lessons learned.

(06:33) Starting a Painting Business in California

Ron 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 Business

Ron shares his journey, employee model, revenue projections, and adaptability in the changing market.

(23:41) Growing a Business and Overcoming Weaknesses

Ron 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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Ron Rice Painting's Website
• Ron Rice Painting on Instagram
• Ron Rice Painting on Facebook
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Ron Rice: Owner, Ron Rice Painting
• Siren 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

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 Owner
Chris 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 Experts
A 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 Growth
Transforming a toxic company culture through core values, tough personnel decisions, and strategic shifts in services and investments.

(0:34:25) - Enhancing Marketing Through Customer Experience
Nature'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 Goals
Communication, 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 Development
Leadership intensity, purpose-driven work, understanding business fundamentals, coaching and peer networking, systemizing operations, and understanding financials for profitability.

Links from this Episode

• Open invitation for a free discovery call with Scott Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Clean Cut Painting's Website
• Clean Cut Painting on Instagram
• Clean Cut Painting on Facebook
• Clean Cut Painting on YouTube
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Chris Soule: Founder, Clean Cut Painting
• Justin 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

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 Successes
Carl 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 Training
Sales 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 Techniques
Traditional 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 Growth
Invest 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 Side
Scott 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 here
• Open invitation for a free discovery call with Scott Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Contractor Growth Strategy's Website
• Contractor Growth Strategy on Facebook
• Contractor Growth Strategy on LinkedIn
• Contractor Growth Strategy on Twitter
• Email Carl at carl@contractorgrowthstrategy.com
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Carl Utter: Founder, Contractor Growth Strategy
• Justin 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

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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Mike Katounas: President, Home Works Painting
• Justin 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

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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Mike Katounas: President, Home Works Painting, Chantilly, VA 
• Rick Holtz: President, H.J. Holtz & Son, Inc., Richmond, VA
• Justin 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

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 Rocket
Tom 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 Contractors
Tom 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 Industry
Tom 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 Features
Estimating, sales, proposals, coordination, scheduling, knowing numbers, and Estimate Rocket are discussed.

(0:27:14) - Tags and Estimating ROI in Marketing
Tags, 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, Changes
Estimate 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 Painting
Estimate 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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Estimate Rocket website
• Estimate Rocket on Facebook
• Estimate Rocket on YouTube
• Estimate Rocket on Twitter
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Tom Droste: President & CEO, Estimate Rocket
• Justin 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

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 Lollar
• Consulting4Contractors’ Website
• Consulting4Contractors on YouTube
• Carolina Painting & Pressure Cleaning, Inc. website
• Carolina Painting & Pressure Cleaning, Inc. on Facebook
• Carolina Painting & Pressure Cleaning, Inc. on Instagram
• Carolina Painting & Pressure Cleaning, Inc. on YouTube
• Carolina Painting & Pressure Cleaning, Inc. on Pintrest
• Check 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 Instagram
• Join the C4C community on Facebook
• Connect on LinkedIn
• Submit to be a guest on our podcast

Credits: 

• Scott Lollar: Host of the Beyond $1,000,000 Podcast & Founder of Consulting4Contractors
• Kevin Wooten: Founder, Lead Estimator, Carolina Painting & Pressure Cleaning, Inc., Lexington, SC
• Justin Hange: Original music, artwork, transcripts, show notes, audio engineering

----- EPISODE CHAPTERS WITH SHORT KEY POINTS -----

(0:00:01) - Lessons From a Successful Painting Business
Kevin 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 Structure
Kevin 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 Contracting
Kevin Wooten shares his marketing strategy, discussing Every Door Direct Mail (EDDM), and direct mail, and his current strategies.

(0:30:51) - Google AdWords
Kevin 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 Strategies
Kevin focuses on sales, profitability, data monitoring, customer service, and self-sufficiency to manage his business.

(0:47:28) - Successful Business Building and Future Planning
Kevin 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 Business
Kevin 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