The Sales System That Doubled Revenue: Josh Gillow’s Core 10 Playbook

Most contractors don’t have a sales problem — they have a system problem.In this episode, Eric and Larry are joined by Josh Gillow, founder of YES Express and Master Plan Outdoor Living, who shares the painful sales failure that changed the course of his business forever. After getting the door slammed in his face on what should have been a “slam dunk” deal, Josh realized he had no real sales process, no qualification system, and no predictable framework for closing jobs.That moment led to the creation of The Core 10 Sales Playbook — a practical system designed to help contractors stop wasting time, qualify better clients, increase close rates, and sell with confidence.This conversation dives deep into:Why most contractors only close 25–30% of their leadsThe costly mistake of not pre-qualifying buyersHow to stop “performing” on sales calls and start listeningThe 70/30 rule that transforms client conversationsWhy asking better questions closes more jobsHow to build trust and demonstrate value instead of “pitching.”The difference between the “bird dog” and the real decision makerHow scarcity mindset sabotages pricing and confidenceWhy systems, not hustle, create predictable growthJosh also explains how understanding human behavior, communication, and psychology can dramatically increase close rates without sounding scripted or robotic.If you’re a contractor, home service business owner, salesperson, or entrepreneur tired of wasting leads, chasing bad prospects, and running nonstop without results, this episode is packed with actionable insights you can implement immediately.TITLE SPONSOR:Super Tech UniversityDramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info.Click here for a discount: https://supertechu.com/register/podcastoffer/.Here is an entrepreneur's story you will relate to.SPONSOR: C&R MagazineC&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.