Success Beyond The Brush

SIGN UP FOR A TASTE OF COACHING HERE 👇👇👇 Get coaching with SCOTT LOLLAR hereGet coaching with RICK HOLTZ here******************************In this episode of Success Beyond The Brush, Scott Lollar sits down with Rick Holtz to break down what it really takes to manage your management team effectively.Most contractors rely on gut feelings when evaluating their team—but that’s where things start to break down.Scott and Rick unpack how to move from emotional leadership to measurable leadership by focusing on clear expectations, consistent follow-up, and honest communication.They also dive into the uncomfortable—but necessary—side of leadership: having hard conversations, addressing performance issues, and knowing when it’s time to move on from someone.If you’ve ever felt unsure about how your team is actually performing—or struggled to hold people accountable—this episode gives you a practical framework to lead with clarity and confidence.🔑 Key Takeaways Why managing based on “feelings” leads to poor leadership decisions  The importance of metrics + feedback from the field How to ask better questions to uncover real team performance  Why clear expectations without follow-up destroys culture How to structure difficult conversations without creating defensiveness  The role of emotional intelligence in leadership  Why most team issues are actually process problems, not people problems How to know when it’s time to let someone go  Creating a culture where feedback flows up, down, and across🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/✨ Free Discovery Call with Rick Holtz👉 https://calendly.com/rick-fjo/60min🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting4ContractorsRick Holtz - President, H.J. Holtz & Sons, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - No Questions Asked Mistake (00:54) - Welcome to Success Beyond The Brush (02:39) - Spring Warranty Call Surge (03:57) - Why Callbacks Kill Profit (06:08) - Set Expectations In Sales (08:46) - Put Standards In Contract (09:45) - What Warranties Cover (12:42) - Midpoint Break - Connect With Scott Today! (13:35) - Schedule Warranty Work Fast (16:29) - Walkthroughs And Punch Lists (20:29) - Final Takeaways (22:59) - Wrap Up And Subscribe

Springtime brings more than just busy schedules—it brings callbacks, warranty claims, and profit leaks.In this episode, Mark Black and Scott Lollar break down the real truth about warranties in the painting industry—what they should cover, what they shouldn’t, and how poor systems can quietly drain your bottom line.They discuss: Why most warranty issues actually start in the sales process How vague contracts open the door to customer abuse  The dangers of “no questions asked” warranties  Why callbacks are profit killers, not just inconveniences The importance of final walkthroughs and “punch-as-you-go” systems How to properly set expectations for long-term results  Why goodwill matters—but boundaries matter more If you’ve ever felt frustrated by warranty calls or callbacks that shouldn’t exist, this episode gives you a practical framework to fix it—without hurting your customer experience.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting4Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting4ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - No Questions Asked Mistake (00:54) - Welcome to Success Beyond The Brush (02:39) - Spring Warranty Call Surge (03:57) - Why Callbacks Kill Profit (06:08) - Set Expectations In Sales (08:46) - Put Standards In Contract (09:45) - What Warranties Cover (12:42) - Midpoint Break - Connect With Scott Today! (13:35) - Schedule Warranty Work Fast (16:29) - Walkthroughs And Punch Lists (20:29) - Final Takeaways (22:59) - Wrap Up And Subscribe

Many contractors excel at sales or production… but fail in the space in between.In this episode of Success Beyond The Brush, Mark Black and Scott Lollar discuss one of the most overlooked opportunities to create a premium customer experience: the pre-production phase.After the contract is signed but before the project begins, many companies unintentionally create frustration, uncertainty, and doubt due to lack of communication and unclear expectations.Mark and Scott break down how contractors can: Maintain trust after the sale  Reduce customer anxiety during long scheduling timelines  Build systems that create a “white-glove” experience  Improve referrals and repeat business  Eliminate common pre-production breakdowns The reality is simple: customers don’t just evaluate your craftsmanship — they evaluate your communication.If your company wants to stand out as a premium service provider, your pre-production systems must be just as strong as your sales and production systems.Key Topics Covered Why the period between sale and production is critical  The psychology of customer uncertainty  How silence damages trust  Building a structured pre-production workflow  Using CRM automations to improve communication  Setting expectations with timelines and touchpoints  Pre-production checklists for materials, colors, and logistics  Why premium pricing requires premium experience  How great communication increases repeat business and referrals🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Hunter Handoff and Brand Promise (01:01) - Welcome To Success Beyond The Brush (01:49) - Defining Pre Production Wasteland (03:02) - Wait Times and Lost Clients (05:55) - Psychology of Silence (08:27) - Communication and Time Respect (10:17) - Restaurant Waitlist Analogy (13:09) - Fear Reduction and Liaison Role (15:35) - Automation and Pre Production Systems (18:58) - Set Expectations Early (19:23) - Stay In Touch While Waiting (19:50) - Painter Story Communication Gap (20:45) - Midshow Break (22:16) - Pre Production Email Template (24:55) - Scope Colors Materials Prep (27:48) - Avoid Last Minute Scramble (29:44) - Day One Walkthrough Handoff (34:56) - White Glove Service Mindset (36:09) - Thanks For Listening to Success Beyond The Brush!

👉 Book your FREE discovery call with Rick today 👈Most contractors have revenue goals… but very few have a clear plan to reach them.In this episode, Scott Lollar interviews Rick Holtz, owner of HJ Holtz & Sons Painting and a Consulting4Contractors coach, about the practical process of turning business vision into measurable results.Rick shares how his company shifted from operating without structured planning to building a culture centered around clear targets, financial visibility, and team accountability.They discuss how successful companies: Use historical data to set realistic growth expectations  Align leadership teams around shared goals  Track KPIs consistently throughout the year  Adjust plans when conditions change  Balance financial performance with team wellbeing  Know when to expand services or stay focused on core strengths Rick also explains how transparency with employees around company performance creates stronger engagement, motivation, and trust — especially when profit sharing or performance incentives are involved.Key Topics Covered Why goals without a plan rarely produce results  Using historical data to build realistic projections  Balancing revenue targets with operational capacity  How leadership teams collaborate to set company goals  Why KPIs should go beyond just revenue numbers  Tracking labor efficiency and reducing costly “go-backs”  Creating clarity around team roles and expectations  The importance of communicating company goals to employees  Using visual tracking tools to drive team accountability  How to know when to hire key management roles  Avoiding ego-driven business decisions  Working the plan instead of constantly chasing new ideasWhether you’re trying to scale past your current revenue plateau or simply want more control over your business results, this episode provides a practical framework for creating intentional growth.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/✨ Free Discovery Call with Rick Holtz👉 https://calendly.com/rick-fjo/60min🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting4ContractorsRick Holtz - President, H.J. Holtz & Sons, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Team Goal Wall Chart (00:52) - Welcome to Success Beyond The Brush (02:27) - Why Plans Matter (03:07) - Building Annual Plan (05:08) - Management Team Buy In (06:30) - Raising The Bar (07:48) - Beyond Revenue KPIs (09:01) - Non Money Targets (11:16) - Inclusive Planning Culture (14:55) - Saying No To Services (19:44) - Companywide Goal Rollout (22:21) - Coaching With Consulting4Contractors (23:42) - Transparency Builds Culture (24:55) - Tracking And Adjusting (25:23) - Business Rhythm Checks (26:38) - Monthly And Job KPIs (28:38) - Avoiding Catastrophic Q1 (29:48) - March Goalboard Turnaround (32:44) - Visual Goals And Buy In (35:43) - When To Hire Leaders (39:16) - Strategic Timing For Hires (42:48) - Coaching Invite And Wrap

Hiring is one of the most consistent challenges facing contractors, regardless of company size. In this episode, Mark Black speaks with Rick Holtz about how successful painting companies approach hiring, onboarding, and training new team members — especially as the busy season approaches.Rick shares insights from managing a large team of 60+ field employees, including how his company maintains steady staffing throughout the year, how they evaluate potential hires, and why company culture plays such a significant role in retention.The discussion highlights the three traits Rick believes every successful hire must have: skill (or willingness to learn), dependability, and a positive attitude. Without all three, long-term success becomes difficult for both the employee and the company.They also explore practical topics such as: • How to handle seasonal hiring fluctuations • How to structure training time without damaging job profitability • The importance of crew leaders embracing their role in developing new hires • The challenges of setting compensation ranges when hiring skilled employees • How company culture influences employee referrals and retentionWhether you're hiring your first employee or your fiftieth, this conversation reinforces that the fundamentals of leadership, culture, and accountability remain the same at every stage of business growth.It’s about who you are.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Mark Black — Owner, Men In White Painting, Mt. Vernon, ILRick Holtz - President, H.J. Holtz & Sons, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Three Key Traits (00:45) - Welcome To Success Beyond The Brush (01:32) - Gear Up For Spring (02:14) - Seasonal Hiring Rush (03:22) - Winter Workers Dilemma (04:38) - Team Culture Hook (05:22) - No Need For Layoffs (07:14) - Ideal Candidate Profile (10:01) - Hiring Process Walkthrough (10:51) - Training And Job Costing (12:33) - Ninety Day Integration (13:08) - Fire Faster Gut Check (14:15) - Welcoming New Hires (16:27) - Visit Us Online For A Free Discovery Call! (17:21) - Hiring Ads Teaser (17:28) - Hiring Ads That Work (18:26) - Referral Bonuses And Culture Fit (19:42) - Finding Skilled Painters (21:01) - Why New Hires Leave (22:34) - Field Training And Skill Gaps (25:18) - Building A Skill Checklist (26:27) - Onboarding And Owner Orientation (29:47) - Pay Ranges And Wage Compression (32:52) - Wrap Up And Key Takeaways (34:13) - Podcast Outro And Next Steps

What happens when your biggest customers are actually your biggest problem?In this episode of Success Beyond The Brush, we revisit a conversation that Scott originally had on the Beyond A Million DollarPodcast, sitting down with Phil VanderLaan of PMV Painting to unpack a journey that many contractors quietly experience: growing revenue while losing profit.Phil shares how a major commercial project left his company over $200,000 in debt, why his new construction work was draining his margins, and how a strategic shift toward profitable services transformed his business.Through disciplined focus, better financial visibility, and the courage to say no to the wrong customers, Phil repositioned his company for sustainable growth and long-term scalability.PMV Painting operates with a strong leadership structure, a highly efficient spray division, and, at the time of the original recording, saw a clear roadmap toward a $3M revenue target — all without sacrificing culture or quality of life.  Today, PMV is well beyond that mark, and maintaining all of those identifiers of a healthy and growing contracting business. If you've ever felt stuck between growth and profitability, this episode provides a practical roadmap for making smarter decisions about customers, services, and leadership.🔗 Links from This EpisodePMV Painting in Kalamazoo, MI.✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting4ContractorsPhil VanderLaan — CEO, PMV Painting, Kalamazoo, MI.🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Profit Wake Up Call (01:08) - Welcome to Success Beyond The Brush (02:37) - From Canada to Painting Startup (05:21) - Early Growth and New Builds (06:44) - Floor Coatings Detour (08:06) - Spray Booth and Staying in Lane (09:10) - Commercial Expansion and Thin Support (10:34) - The Exchange Project Crisis (11:55) - Finding a Coach and Turning Around (13:25) - Cutting Unprofitable Work (15:11) - Mid Episode Break (16:12) - Repaint Focus and Debt Free (18:20) - Scaling the Spray Division (20:06) - EOS Org Chart and Team Structure (22:15) - Culture Benefits and Hiring (25:10) - Tech Stack That Runs It (27:04) - Future Plans and Letting Go (30:09) - Advice on Profit and Coaching (32:09) - Wrap Up and Next Episode

Spring brings more than warmer weather for painting contractors — it also brings a flood of marketing pitches, lead generation promises, and pressure to spend money fast.In this episode of Success Beyond The Brush, Mark Black and Scott Lawler break down how contractors should think about marketing spend, where most owners go wrong, and how to actually measure whether marketing is producing results.Scott explains why mature companies often spend far less on marketing than newer businesses, how past customers and referral databases can become your most profitable lead source, and why many contractors are making emotional marketing decisions instead of data-driven ones.They also unpack the difference between cost per lead and cost per acquisition, why that distinction matters, and how contractors can build a marketing plan that supports growth without burning cash.If you’ve ever thrown money at Google, Facebook, magazines, billboards, or a marketing company and hoped it would solve your pipeline problems, this episode will help you approach marketing with much more clarity and control.In this episode, Mark and Scott discuss: Why contractors need a real marketing budget instead of guessing  A practical marketing spend range for most painting companies  Why many mature companies spend far less because they mine their database well  How newsletters and client databases can become high-ROI marketing assets  Why Google and Facebook leads are not created equal  The difference between branding and true lead generation  Why cost per acquisition matters more than clicks, impressions, or vague reports  How to hold marketing agencies accountable without treating them like adversaries  Why consistency in marketing activity matters more than dabbling in everything  The key reports and metrics owners should review every month Key takeawayMarketing should never be treated like a vending machine. Contractors need to know how many leads they actually need, what those leads are costing, how many are converting into jobs, and whether the return justifies the spend.If you found this discussion helpful, you may also want to listen to Episode 12 where we explore how data-driven thinking helps contractors create predictable growth and make smarter financial decisions.🔗 Links from This Episode🎧 Episode 12✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Welcome To Success Beyond The Brush - Marketing Spend Edition (01:38) - Spring Rush Lead Sellers (04:58) - Database Newsletter Strategy (08:08) - Build Your Database Automation (09:07) - Google Versus Facebook Leads (11:53) - Set Budget Three To Six (14:13) - Track Leads And ROI (17:29) - Cost Per Acquisition Matters (18:31) - Branding Traps Magazines Billboards (22:41) - Working With Marketing Agencies (23:46) - Revenue Goals Lead Targets (25:49) - Hold Partners Accountable (30:57) - Consistency Beats Random Tactics (33:30) - Action Steps And Wrap Up (34:33) - Final Takeaway Measure Honestly

Incentives Drive Behavior — So What Are You Really Paying For?Most contractors think a salary is a compensation plan.But according to Consulting for Contractors’ Scott Lollar, that mindset might be quietly costing your company money.In this episode of Success Beyond The Brush, Mark Black and Scott Lollar break down how contractors should think about compensation plans for overhead positions — especially sales and production leaders.Instead of paying fixed salaries regardless of performance, Scott argues that anyone directly responsible for revenue or production should have a meaningful portion of their income tied to results.Why?Because incentives drive behavior.When compensation is structured correctly, it creates motivated “hunters” who are focused on hitting revenue targets, protecting gross profit, and driving company growth.When it's structured poorly, it often creates comfortable employees who earn the same paycheck whether the company wins or loses.Scott and Mark unpack:• Why 100% commission sales roles often outperform salary models • The difference between estimators and true salespeople • Why paying commission on gross profit instead of revenue matters • The hidden risks of promoting technicians into management roles • How draws against commission help bridge the training period • Why operations leaders should also have performance-based compensation • How company-wide profit sharing can align the entire teamIf you’ve ever struggled with questions like:“What should I pay a salesperson?” “How do I motivate my operations team?” “Why are my overhead employees expensive but not productive?”This episode gives you a framework for designing compensation plans that reward performance while protecting your company’s profitability.In This Episode, We CoverWhy salary alone is not a real compensation planThe difference between estimators, salespeople, hunters, and farmersHow commission structures motivate better performanceWhy compensation should be tied to gross profit instead of revenueThe pros and cons of base salary vs draw vs commissionHow to structure incentives for production managers and operations leadersWhy company-wide profit sharing can align the entire team🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Hunters Not Order Takers (00:51) - Welcome to Success Beyond The Brush (02:37) - Sales Pay Philosophy (05:17) - Promoting Techs Pitfalls (10:09) - Training Period And Ramp (14:05) - Base Vs Commission Draws (17:13) - Midshow Breakx (19:37) - Comp Plans For Ops Leaders (24:05) - Hiring Ads And Right Fit (26:21) - Pay On Gross Profit KPIs (29:30) - C4C Help And Role Clarity (31:50) - Profit Sharing For Everyone (36:12) - Wrap Up And Next Steps

Leadership isn’t a destination. It’s a mirror.In this episode of Success Beyond The Brush, Mark Black sits down again with Rick Holtz of Holtz & Sons Painting for a powerful conversation on personal development, servant leadership, and the uncomfortable growth required to build a sustainable company.Rick shares his journey from “brute force” leadership as a young second-generation contractor to developing a culture built on accountability, boundaries, and authentic care for his team. They discuss:Why your company reflects your personal growth (or lack of it)The difference between being nice and being fairHow leadership evolves through discomfortThe danger of trying to “arrive” at leadershipWhy authenticity matters more than tacticsHow protecting employees can sometimes hurt your businessWhy boundaries are essential — even for nice guysThe responsibility of helping your team grow beyond where they startedRick also shares how he built a multi-million-dollar residential painting company not by hiring perfect people — but by developing them.If you’re a contractor who wants to grow but feels tension between being “the nice guy” and holding people accountable, this episode will challenge you in the best way.Because leadership isn’t about tactics.It’s about who you are.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Mark Black — Owner, Men In White Painting, Mt. Vernon, ILRick Holtz - President, H.J. Holtz & Sons, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Company Mirrors You (00:36) - Welcome To Success Beyond The Brush (01:54) - Leadership Development Begins (03:05) - Second Generation Lessons (03:44) - Nice Versus Fair (06:29) - Brute Force Fails (08:43) - Growing Into Servant Leadership (13:34) - Motivation And Developing People (16:43) - Midroll And Growth Challenge (17:21) - Staying The Best Requires Change (22:16) - Authenticity And One Life (30:14) - Accountability And Discomfort (32:37) - Final Takeaways

In this episode of Success Beyond The Brush, Mark Black and Scott Lollar tackle one of the most overlooked — and most expensive — weaknesses in a contracting business: job documentation.From unclear scopes to missed closets, from time overruns to frustrated customers, this conversation exposes the hidden costs of vague work orders and poor internal communication.You’ll hear real-world stories — including a garage door contract written by the customer — and practical strategies to create documentation systems that:Protect your profitEmpower your crewEliminate constant phone callsImprove scheduling accuracyDeliver a true white-glove experienceIf you want freedom in your business, better documentation isn’t optional — it’s foundational.🎯 In This Episode, We Cover:Why unclear scope destroys profitabilityHow exclusions protect you from conflictProduction rates vs. “lick your finger and guess” estimatingWhy crews need time budgets per substrateThe power of electronic color schedulesHow poor documentation creates management bottlenecksWhy scaling without systems creates burnoutHow technology (like project management platforms) simplifies everything💡 Key TakeawayIf your phone rings all day with clarifying questions, your customers try to take advantage of your miscommunications with your crew leaders, or your constantly giving guidance that should've been communicated beforehand, you don’t have a people problem — you have a documentation system problem.Solve it once. Fix it forever.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - The Contractor Who Had No Clue: A Jobsite Wake‑Up Call (00:51) - Podcast Intro: Why Job Documentation Drives Profit & Satisfaction (02:00) - Mark’s Work Order Story: ‘How Do You Know What to Do?’ (04:33) - Why Documentation Matters: Contracts, Scope, and Protecting Everyone (05:09) - Garage Door Lesson: When the Customer Has to Write the Contract (07:38) - Paperless Systems & Crew Handoffs: Stop Losing Critical Notes (09:51) - Bare-Minimum Work Order Essentials: Scope, Prep Levels, Photos, Notes (12:40) - From Proposal to Work Order: Checklists, Tools, and Owner-Proof Processes (15:08) - The Customer Experience Problem: Tree Crew Confusion & the Restaurant Analogy (19:04) - Crew Leader vs. Unprepared Tech: Setting Expectations on Day One (19:32) - Production Meeting + First-Day Walkthrough: Preventing Scope Confusion (21:00) - Handling Exclusions (Closets, Gutters, ‘Paint the Whole House’ Traps) (23:05) - Time Budgets & Production Rates: Turning Estimates into Hours and Materials (28:16) - Managing to the Plan: Tracking Progress, Scheduling, and Teaching ‘Job Math’ (31:07) - Color Schedules & Digital Work Orders: Making Job Info Mobile and Foolproof (32:52) - Tech Stack + Systemizing Away Constant Phone Calls (E-Myth Mindset) (35:56) - Scaling for Freedom: Build Documentation Systems Early + Final Wrap-Up

In this episode of Success Beyond The Brush, Mark Black sits down with Rick Holtz, owner of a $6 million painting company with 50+ field employees, to unpack what it actually looks like to transition from operator to CEO.If you’ve ever wondered:Does stress triple when revenue triples?What does a real week look like for a $6M company owner?When should you hire production vs. sales?How do you scale without losing your company’s heart?Rick shares candid insights about letting go of ego, building systems, stopping exceptions, and evolving from “hero problem-solver” to coach and culture builder.This episode is for contractors who want to grow — but grow the right way.What You’ll Learn in This EpisodeWhy scaling doesn’t mean more stress — it means better perspectiveThe CEO metrics Rick watches every single weekWhy production/operations is your first key hireThe hidden chaos created by “just this one exception”How to transition from ego-driven owner to empowering leaderWhy soft skills are just as important as craftsmanshipHow to grow without becoming “the Walmart of painting”What business feels like when you’re no longer the bottleneckKey Takeaways1️⃣ Scaling Changes Your Role — Not Just Your RevenueAt $2M, you’re in the weeds.At $6M, you’re looking at systems, KPIs, and leadership development.But that transition doesn’t happen accidentally — it takes intention.2️⃣ Stop Making ExceptionsOne of the biggest growth breakthroughs Rick shared:“One of our goals one year was for me to stop making exceptions.”What works at $1M creates chaos at $4M.3️⃣ Production First. Sales Second.If you're a $1M company wondering who to hire first:✔ Hire production/operations ✔ Keep selling yourself ✔ Add sales support once production runs smoothly4️⃣ Growth Should Be Demand-DrivenRick didn’t grow because he wanted bigger numbers.He grew because:“The pressure of our success created demand.”That’s a completely different mindset than chasing volume.5️⃣ Soft Skills Are a Competitive AdvantageTechnical skill matters.But customer experience is what creates legacy clients.“I want our clients to feel like Chick-fil-A, not the DMV.”That’s a culture decision.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Mark Black — Owner, Men In White Painting, Mt. Vernon, ILRick Holtz - President, H.J. Holtz & Sons, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - The Pitfalls of Saying Yes in Business (00:41) - Introduction to Success Beyond the Brush (01:21) - Meet Rick Holtz: Scaling a Painting Business (02:49) - The Role of a CEO in a Growing Company (04:01) - Balancing Sales, Production, and Finance (06:21) - The Importance of Consistency and Systems (15:47) - Weekly Structure and Meetings (17:31) - Implementing Lessons and Resources (18:31) - The Morning Routine of a CEO (19:21) - Adjusting to a New Work Schedule (20:53) - Focusing on Processes and Procedures (21:28) - The Importance of Soft Skills (23:29) - Balancing Growth and Company Culture (27:23) - Key Hires for Scaling a Business (29:28) - Promoting from Within vs. Hiring Externally (31:36) - The Responsibility to Employees and Clients (33:13) - Reflecting on Business Growth and Success (35:27) - Conclusion and Final Thoughts

In this listener Q&A episode, Scott Lollar shares his origin story—how an entrepreneurial streak as a kid (yard work, snow shoveling, even cleaning an elderly couple’s home) eventually led to painting, then scaling companies, and finally launching Consulting4Contractors (C4C).From there, Scott and Mark tackle big questions contractors face: how to choose a coach in a noisy market, how to stop living in the “firefighter” mode as an owner, how to think about hiring key people when cash feels tight, and what it takes to stop being the center of the business. Along the way, they reference practical frameworks like the “5 Whys,” the urgent-vs-important quadrant, and the idea of building a vertical org chart where people truly own outcomes.What we cover in this episodeScott Lollar’s “through the trenches” background (and how painting started with one question: “Can you paint my house?”)“Experts, not influencers” — how to evaluate coaches and consultants in a crowded spaceWhy information isn’t the problem—and why accountability and support change everythingHow owners get organized when everything feels urgentSolving recurring chaos with systems: Toyota “5 Whys” and process thinkingAutomate / Eliminate / Delegate (and why planning prevents constant emergencies)Hiring to grow: the “chicken or egg” question and how to think about overhead paying for itselfBuilding a team so you’re not the center: vertical org chart, clear ownership, KPIs, reporting loopsLeadership growth: when you need a GM/VP-type role and how to avoid the Superman complexNotable frameworks & references mentionedThe E-Myth (and the concept of building systems for recurring problems)Toyota “5 Whys” root-cause methodUrgent vs. Important (Eisenhower / Covey quadrant thinking)Free to Focus by Michael Hyatt (freedom zone, planning, delegation)“Don’t call me unless you have three solutions” (problem-solving culture)Key takeawaysIf you’re putting out the same fires every week, the fix is almost always a process, not more effort.Coaching isn’t about more content—it’s about getting unstuck, building momentum, and staying accountable.Hiring isn’t only about “can I afford it?”—it’s about what revenue/profit gap the role can close.To stop being the center, you need clear ownership, measurable expectations (KPIs), and a consistent reporting loop.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: Experts, Not Influencers (01:14) - Success Beyond the Brush: Episode Overview (01:42) - Listener Q&A: Scott's Background in the Painting Industry (02:44) - The Journey: From Entrepreneurial Beginnings to Consulting (09:21) - The Value of Coaching: Why Choose Consulting4Contractors (20:03) - Organizing as Business Owners: From Firefighting to Efficiency (20:59) - Identifying and Solving Recurring Problems (21:50) - The Power of Planning and Delegation (23:02) - Time Management Strategies (23:59) - Operating in Your Freedom Zone (26:30) - Creating a Culture of Independence (28:41) - Balancing Growth and Financial Stability (32:52) - Building a Self-Sustaining Team (39:38) - Conclusion and Next Steps

In this episode, Mark Black and Scott Lollar break down why scheduling is one of the biggest hidden profit leaks in a contracting business. They unpack how going over budget doesn’t just cost you on the job — it steals capacity from the next job (the “double whammy”), why “my board is full” is meaningless if it isn’t tied to revenue targets and headcount, and how crew sizing, overtime, job rounding, and even supply runs can quietly wreck production. If you want more predictable revenue, smoother operations, and fewer end-of-job surprises, this one is a must-listen.What you’ll learn in Episode 10Why scheduling = capacity, and capacity dictates revenueThe “double whammy” of going over budget:You lose margin on the current jobYou lose revenue you could’ve produced on the next jobThe KPI mindset shift: when a job hits budget, everything after is free workWhy over-staffing jobs “just to give Joe somewhere to go” creates inefficiencyWhy a 2-person crew often outperforms a packed 4-person crew (and how to run 4 as “two crews of two”)The danger of letting the schedule drift because “it’s only a couple hours”Why 36–38 hours/week becomes a massive annual revenue leak at scaleWhen overtime actually helps production (and profitability)Why you still need to track “FTE” (full-time equivalent) even with subcontractorsWhy “we’re good” updates are meaningless unless you track % complete vs. hours burnedThe “don’t send the whole crew back tomorrow” rule:push the next job forwardsend a leader back to wrap up for a couple hoursWhy estimates should be rounded to workable scheduling units (8s/16s/32s)Skill levels and scheduling: don’t build your schedule around weaknesses — train and cross-train🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo Video (YouTube)👉 https://youtu.be/0IUmPWk4GRI✌️ Operations Module 2.0 Update Video (YouTube)👉 https://youtu.be/JTHtbLXyMBI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction to Scheduling in Operations (00:26) - The Importance of Efficient Scheduling (01:07) - Wecome To Success Beyond The Brush (02:15) - Diving into Scheduling Challenges (03:16) - Operational Realities and Capacity (05:50) - The Impact of Over-Budget Jobs (12:20) - Optimizing Crew Sizes and Job Efficiency (18:54) - Balancing Operational and People Components (22:19) - The Importance of Manpower in Achieving Revenue Goals (22:55) - Understanding and Expanding Your Production Schedule (27:01) - The Role of Technology in Scheduling (29:05) - Effective Project Management and Communication (36:16) - Addressing Skill Levels and Cross-Training (40:02) - Conclusion and Final Thoughts

📝 Episode SummaryRisk management isn’t about playing scared — it’s about playing smart.In this episode of Success Beyond The Brush, we dig into the reality that as your painting business grows, so does your exposure to risk. From everyday jobsite mistakes to insurance blind spots, safety shortcuts, and financial vulnerabilities, this conversation reframes risk as something to be managed, not avoided.Through real-world examples — including costly adhesion failures, overlooked safety protocols, and underinsured scenarios — we explore how contractors can protect their companies without slowing momentum or stalling growth.If you’ve ever felt like you’re constantly reacting instead of leading, this episode will help you rethink how defense, systems, and preparation actually fuel long-term success.🎯 Key Topics CoveredWhy growth naturally increases risk for contractorsThe danger of “everyday work” when protocols are skippedHow experience can actually create safety blind spotsThe difference between fear-based leadership and defensive leadershipInsurance gaps contractors don’t realize they haveLead, asbestos, and pollution exposure in the coatings industryWhy safety is a leadership responsibility — not just OSHA complianceFinancial risk created by vague scopes, contracts, and handshake dealsHow managing risk properly allows your reward to grow alongside it🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: Everyday Risks in Paint Contracting (01:16) - Introduction: Success Beyond the Brush (02:15) - Understanding Risk Management (07:05) - Insurance and Financial Risk (11:35) - Safety Protocols and OSHA Compliance (17:28) - Financial Risks and Contracts (21:42) - Conclusion: Managing Risk for Sustainable Growth

Many business owners come up through the trades as high performers and lone wolves. Meetings can feel “too corporate,” expensive, inconvenient, or uncomfortable — especially when owners don’t know what to say or fear saying the wrong thing.The result? Meetings get avoided entirely… and communication suffers.The One Meeting Every Company NeedsScott explains why monthly all-company meetings are essential regardless of size:Casting vision and directionReinforcing stability and future workloadCreating trust and transparencyHelping employees understand why they should stayPeople don’t just work for paychecks — they work for purpose, security, and belief in the plan.What Belongs in an All-Company MeetingYou don’t need a long agenda — just consistent structure. Effective meetings may include:Company performance vs projectionsVision and annual goalsSafety training & OSHA documentationAdministrative updatesRecognition and appreciationLight financial education (without overwhelm)Most importantly, the meeting should not be a one-person monologue — sharing leadership builds buy-in.Financial Transparency: How Much Is Too Much?Scott outlines why some transparency is critical, but excessive detail can backfire.Using rolled-up categories (COGS, expenses, net) educates teams without exposing sensitive owner compensation — and prevents false assumptions about profitability.Crew Leader & Foreman MeetingsWeekly or bi-weekly crew leader meetings allow owners to:Mentor leadersDiscuss work-in-progress and hotspotsAddress personnel issuesAlign schedules and expectationsIf leaders aren’t supported, neither are the people they lead.Sales & Operations MeetingsFor growing companies, Scott recommends:Sales meetings for accountability, KPIs, and pipeline clarityOperations meetings for job handoffs, production planning, staffing, and backlog awarenessClean handoffs eliminate confusion, wasted time, and poor client experiences.The Power of Stand-Up MeetingsShort daily check-ins help teams confirm whether tomorrow’s plan will actually work — early enough to avoid last-minute chaos, late-night texts, and unnecessary stress.Why Meetings Must Be Non-NegotiableMeetings only work when they are:Held consistentlyStarted on timeProtected from interruptionsSupported by a simple agendaCanceling meetings sends a message — and your team hears it loud and clear.Final TakeawayMeetings aren’t about control — they’re about community, clarity, and confidence.Today’s workforce wants to feel connected, valued, and part of something bigger. Well-run meetings deliver exactly that.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: The Importance of Vision in the Workforce (01:17) - Welcome to Success Beyond the Brush (01:29) - The Great Debate: Company Meetings (02:12) - Diving into Company Meetings (03:36) - The Value of Regular Communication (05:01) - Types of Essential Meetings (06:57) - Overcoming Resistance to Meetings (07:48) - Structuring Effective Meetings (11:53) - Transparency and Financial Discussions (16:16) - Additional Key Meetings for Business Success (24:59) - The Role of Standup Meetings (26:58) - Consistency and Structure in Meetings (35:40) - Conclusion: Building Strong Companies

In this episode of Success Beyond The Brush, Mark and Scott dive into one of the biggest profit-killers for contractors: diversifying too much, too quickly, for the wrong reasons.From wanting to please customers…to scarcity mindset…to having “a guy” who used to do tile 13 years ago… This conversation exposes the real risks behind saying “yes” to work that falls outside your core lane.Mark opens up about his own struggles with chasing new services, overextending his team, and getting stuck personally finishing commitments that were never profitable. Scott breaks down why owners need to understand profit centers, data tracking, scalability, manpower, and the emotional traps that cause them to make terrible decisions.Whether you're a painting contractor doing small carpentry on the side, or a growing company tempted by commercial opportunities, this episode delivers clarity, structure, and the tough-love reminders that contractors desperately need.🔑 Key Topics CoveredThe “Superman Complex” and why contractors struggle to say noScarcity mindset vs. optimistic overconfidenceHow diversification overloads teams and kills moraleWhy “we have a guy who can do that” is NOT a strategyTracking profitability by service line (hashtags, job types, etc.)Determining true profit centers in your businessWhen adding ancillary services actually makes senseScalability and trainability — the two silent killersThe risks of chasing big commercial jobs before you're readyWhy clarity on who you are (and are NOT) creates business freedom🔥 Episode Highlights“Just because you can do a thing doesn’t mean you should.”“When you say yes to the wrong stuff, you don’t have time to say yes to the right stuff.”“Your team doesn’t want to be handyman generalists—they want to be experts.”“If one person on your team is the entire reason you offer a service, you don’t have a business model—you have a dependency.”“If it’s not a hell yes…it’s a no.”🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: The Eternal Optimist's Dilemma (00:27) - The Passion and Proficiency Debate (01:48) - Welcome to Success Beyond the Brush (03:05) - The Struggle of Saying No (04:24) - The Superman Complex (05:33) - Determining Your Core Competencies (08:23) - The Pitfalls of Diversification (09:15) - Tracking Profitability and Data (18:13) - Scalability and Trainability (24:22) - Final Thoughts and Advice (30:57) - Conclusion: Wrapping Up

Where to Spend Your Marketing Dollars: Buyers, Brand, and Better ROIWhen you’ve got a limited marketing budget and a dozen people shouting “We’re the answer!”, where do you actually put your dollars?In this episode of Success Beyond The Brush, host Mark Black sits down with Scott Lollar from Consulting4Contractors to unpack how painting contractors can make smarter, data-driven decisions about marketing spend—without getting hypnotized by shiny objects or agency hype.Scott walks through how to reverse-engineer your marketing budget from your revenue targets, average job size, and close rate, and why tracking cost per lead and cost of acquisition is non-negotiable once you start spending real money. They compare branding vs. direct-response marketing, dig into Google vs. Facebook, Angi and other lead services, billboards, TV/radio, Every Door Direct Mail, door hangers, and more—showing where each fits in your overall strategy.You’ll also hear why past customers are your most underused marketing asset, and how a simple, consistent newsletter can beat out expensive ad campaigns when it comes to profitability and long-term growth.Whether you’re a one- or two-person shop just starting to spend, or a multi-million-dollar contractor wrestling with a six-figure marketing budget, this conversation will help you think more clearly about the why behind every marketing dollar.In this episode, you’ll learn:How to back into your marketing needs using revenue targets, average job size, and close ratesThe difference between buyers (Google searchers) and shoppers/scrollers (Facebook)Why Scott’s personal guideline is ~6% max marketing spend—and when 10% can still be okayHow to calculate and track cost per lead and cost of acquisitionThe real role of branding: billboards, TV, radio, vehicle wraps, and social postsWhy ignoring your past customer list is one of the biggest marketing mistakes contractors makeHow to build a simple annual marketing calendar that keeps you out of “panic spend” modeWhat to look for (and watch out for) when hiring a marketing agencyHow newsletters, case studies, and helpful local content keep you top-of-mind and profitableIf you’re tired of just “throwing money at marketing” and hoping your calendar fills up, this episode will help you start acting like a true manager of systems—especially your marketing system.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - The Big Mistake Young Contractors Make (00:50) - Introduction to Success Beyond the Brush (01:02) - Where Should Your Marketing Dollars Go? (02:43) - Understanding Your Marketing Needs (04:18) - The Importance of a Web Presence (06:25) - Building Your Brand (09:37) - Tracking Marketing ROI (12:13) - Maximizing Marketing Spend Efficiency (19:25) - Opinions on Common Marketing Avenues (22:51) - Introduction to C4C's Marketing Systems (23:21) - Evaluating Service Referral Agencies (24:56) - The Effectiveness of Print Advertising (26:22) - Proximity Marketing Strategies (28:07) - Television and Radio Ads: Branding vs. Direct Response (32:06) - Creating a Marketing Calendar (34:40) - Working with Marketing Agencies (38:35) - Building Trust Through Branding (44:06) - Final Thoughts on Effective Marketing

In this powerful episode of Success Beyond The Brush, Mark Black and Scott Lollar sit down with special guest Rick Holtz of H.J. Holtz & Son to tackle one of the biggest challenges facing contractors today — employee retention. With over 55 field employees and decades-long tenures on his team, Rick shares the intentional systems and leadership mindset that have helped him build a loyal, high-performing workforce.This conversation dives deep into how vision, onboarding, personal connection, leadership training, accountability systems, and emotional intelligence all work together to create an employee experience that keeps people engaged and committed long-term.🔑 Key Topics Covered:Why most contractors struggle with employee retention post-COVIDThe power of personal connection between owners and employeesRick’s 3-hour executive onboarding process for every new hireWhy vision and company language matter more than perksHow to discipline without emotional conflictTraining crew leaders in emotional intelligence and soft skillsWhen to invest in an employee — and when to terminateHow documentation protects both the company and the teamWhy employee experience is just as important as customer experienceUsing role play to train leadership in real-world scenariosCreating a culture where accountability feels safe, not threatening💬 Memorable Quotes:“There’s no such thing as bad employees — only bad places to work.” – Rick Holtz“Your culture is taught, not hoped for.”“We don’t discipline for conflict — we discipline for broken agreements.”“Employees are yearning to belong to something bigger than themselves.”🎧 Episode TakeawayRetention is not a hiring problem — it’s a leadership and culture problem. When owners become intentional about vision, connection, training, and accountability, loyalty follows.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, ILRick Holtz - H.J. Holtz & Son, Inc., Richmond, VA🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: The Importance of Employee Connectedness (00:47) - Welcome to Success Beyond the Brush (01:23) - Introducing Rick Holtz and Employee Retention (01:58) - The Challenge of Employee Retention (02:26) - Rick Holtz's Approach to Employee Connection (05:36) - Onboarding and Setting Expectations (08:01) - The Importance of Vision and Goals (12:36) - Handling Employee Accountability (15:13) - Training Leaders for Better Management (18:24) - Addressing Accountability in the Workplace (19:40) - Consulting for Contractors: Building Better Systems (20:27) - Welcoming New Employees: A Leadership Challenge (22:14) - Training Crew Leaders for Success (26:38) - Role Playing for Better Employee Interactions (31:36) - Fostering Open Communication and Employee Growth (34:22) - Conclusion and Final Thoughts

In this episode of Success Beyond The Brush, Mark and Scott dive deep into one of the most critical — and often misunderstood — subjects in contracting: Key Performance Indicators (KPIs). While many business owners rely heavily on instinct and gut feelings, this conversation unpacks why real growth, sustainability, and profitability come from data-driven decisions.Scott explains how KPIs allow business owners to remove emotion from decision-making, giving clarity on everything from job profitability and labor efficiency to headcount planning and break-even analysis. The discussion walks through how properly configured financial systems — especially QuickBooks — become the backbone of clean, actionable reporting.You’ll learn why simply tracking revenue isn’t enough, how job costing reveals your most (and least) profitable services, and why tracking billable vs. unbillable labor hours can make or break your margins. Scott also breaks down the importance of running your company on an accrual basis, understanding your gross profit vs. net profit, and maintaining clear visibility into cash, receivables, and liabilities.Mark shares real-world experiences from running Men In White, including how tracking data exposed unprofitable services like popcorn ceiling removal — even though those jobs felt “easy” and stayed busy. Once the data was visible, strategic changes drastically improved profitability.The episode also introduces Consulting for Contractors’ Scorecard System, a centralized dashboard that gives owners real-time visibility into:Revenue vs. projectionsClose ratios by count and dollarsCrew production and job performanceHeadcount requirementsLead source profitabilityBacklog and scheduling healthScott emphasizes that growth is not about chasing big revenue numbers — it’s about building a balanced business engine where leads, labor, sales, and production stay aligned. Without that balance, even fast-growing companies become financially unstable.If you’ve ever wondered:“Why am I busy but not profitable?”“How many people do I actually need to grow?”“Which jobs or services are secretly hurting my business?”This episode gives you the framework to finally answer those questions with confidence.🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts:Scott Lollar — Founder, Consulting 4 ContractorsMark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production:Siren Mastering — Original music, artwork, transcripts, show notes & audio engineeringhttps://www.sirenmastering.com (00:00) - Introduction: Emotions vs. Data in Business Decisions (01:01) - Welcome to Success Beyond the Brush (01:39) - Deep Dive into Key Performance Indicators (KPIs) (04:19) - Common KPIs and Their Importance (06:45) - Tracking Job Profitability and Cost of Goods Sold (10:28) - The Role of Headcount in Business Growth (14:07) - Building a Data-Driven Business (16:01) - The Importance of Accurate Financial Data (26:35) - Weekly and Monthly Data Tracking (35:23) - Conclusion: Control Your Business with Data

Episode SummaryIn this episode of Success Beyond The Brush, Scott and Mark tackle one of the biggest misconceptions plaguing small painting businesses: confusing revenue with profit. Just because your business “did” $500,000 doesn’t mean you, the owner, made $500,000. The guys break down what revenue actually means, how to calculate real take-home pay, and why ignoring your financials is one of the fastest ways to get stuck—or go out of business.They unpack the four key financial metrics every contractor should track, why gross profit under 40% is a red flag, how labor burden gets overlooked, and why accurate job costing and bookkeeping are non-negotiable. If you’ve ever wondered why your revenue keeps going up but your bank account isn’t, this episode is your wake-up call.Key Topics Covered• Revenue vs. Real Profit– Why “I made half a million dollars” is almost always inaccurate – The difference between top-line revenue, net profit, and owner’s compensation – How business structure (LLC vs S-Corp) impacts the numbers• The Four Numbers That Actually MatterScott’s essential KPIs for managing a healthy painting business:Revenue — the fuel of the businessCost of Goods Sold (COGS)Gross ProfitExpenses & Net Profit• Understanding Labor Burden– Why a painter making $25/hr actually costs $30+ – What to include in burden: taxes, insurance, PTO, training, benefits, unproductive time – How inaccurate burden leads to fake gross profit numbers• The Danger of Not Knowing Your Numbers– Contractors bragging online while unknowingly operating at a loss – How bad bookkeeping, misclassified transactions, or unpaid bills distort reality – Why monthly reviews of financials are essential• Growth, “Death Valley,” and Break-Even Planning– The common revenue ceiling around $750K for owner-operators – Why hiring overhead staff temporarily depresses owner income – C4C’s concept of “Death Valley” and breaking through to $1.2M+ – The importance of calculating true break-even (including owner’s draw and debt payments)• Does Cutting Expenses Actually Help?– Why “saving on paperclips” isn’t the path to better income – Why increasing bill rate often has more impact than cutting overhead – The realities of dynamic pricing and being a “lifestyle business”• Accurate Bookkeeping as a Strategic Weapon– Why a well-structured chart of accounts matters – Common mistakes contractors make in QuickBooks – Real-world situations where messy books hide serious problems – How proper bookkeeping reveals fraud, double charges, incorrect vendor billing, and moreKey TakeawaysRevenue isn’t income — and saying “I made $500K” doesn’t mean anything until the expenses, labor burden, taxes, and COGS are calculated.Gross profit under 40% = trouble. Target 45–50% to stay healthy.Labor burden matters. Your labor rarely costs what you think it costs.Know your break-even — including owner’s pay and debt.Cutting expenses isn’t the path to wealth. Revenue and bill rates are far more powerful levers.Accurate bookkeeping is foundational. Clean numbers = intelligent decisions.Growth requires planning, not luck. Most contractors hit a ceiling and stall without understanding their financials.Episode Quote Highlights“How in the world can you run a business when you're not actively looking at this information?” — Mark“Revenue is important, but what you actually put in your pocket matters more.” — Scott“Under 40% gross profit, you will struggle to pay your bills.” — Scott“You can’t double your business because you heard someone online say it. You need a real plan.” — Scott🔗 Links from This Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Operations Module Demo (YouTube)👉 https://youtu.be/0IUmPWk4GRI📲 C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 C4C Facebook Community👉 https://www.facebook.com/consulting4contractors/💼 C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to Be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Hosts: Scott Lollar — Founder, Consulting 4 Contractors Mark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production: Siren Mastering — Original music, artwork, transcripts, show notes & audio engineering https://www.sirenmastering.com (00:00) - Introduction: The Importance of Understanding Your Numbers (01:10) - Misconceptions About Revenue and Profit (03:54) - Breaking Down Key Financial Metrics (08:44) - The Cost of Goods Sold and Labor Burden (12:09) - Strategies for Growth and Managing Expenses (15:29) - The Role of Accurate Bookkeeping (28:27) - Conclusion: Becoming a Better Business Owner

Episode SummaryMost painting contractors are estimating, not selling—and it’s costing them jobs, margins, and quality clients. In this episode, Mark Black and Scott Lollar unpack one of the biggest pillars in a successful painting business: building a professional, customer-centric sales process that wins the middle third of your opportunities and elevates your customer experience.You’ll hear the difference between being an estimator versus a true salesperson, how to uncover client pain points, why prospects don’t care about features and benefits, and how to qualify leads before you ever show up. Scott and Mark also dive into warming up your prospects before the estimate, setting upfront agreements to eliminate ghosting, delivering proposals on the spot, and confidently asking for the sale.If you're ready to stop being an order taker and start leading clients through a structured, repeatable, trust-building process that closes more work, this episode is foundational.Key Topics Covered• Sales vs. Estimating: Why Most Contractors Get It WrongScott explains why the industry incorrectly uses “sales” and “estimating” as interchangeable—and how that mindset keeps you from closing higher-value work.• Why Clients Don’t Buy Paint Jobs—They Buy ExperiencesClients assume you’re insured, professional, and use quality products. What they really want is clean, reliable, on-time, predictable service.• The Power of Asking About Pain PointsHow simple questions (“What frustrated you about the last contractor you hired?”) reveal what matters most to the customer.• Pre-Qualification That Saves You TimeUsing tools like online schedulers, intake question sets, and pre-calls to make sure your time is spent on high-value leads.• Warming Up the AppointmentHow automated emails, texts, and expectation-setting videos increase trust before you even knock on the door.• Delivering Proposals on the SpotWhy the highest close rates happen when you present your proposal immediately—while rapport and interest are at their peak.• Up-Front Agreements to Eliminate GhostingHow to confidently ask for follow-ups, commitments, next steps, and clarity around decision-making.• Talking About Budget Without AwkwardnessScripts, approaches, and mindset shifts to reduce sticker shock and align investment with value.• Closing the Middle ThirdThe top third is automatically yours. The bottom third will never buy. The middle third is where professional salesmanship lives.• The Follow-Up Process That Actually WorksWhy phone follow-up beats automated texts and emails, and how persistence wins jobs without being pushy.Episode Highlights“We’re not selling paint—we’re selling an experience.”“Features and benefits are boring. Pain points tell the real story.”“If you show up and deliver an estimate while breathing, you’ll get one-third. Sales closes the middle third.”“The warmest moment for a sale is when you’re standing in their driveway.”“Stop letting clients ghost you—set agreements upfront.”“If the job exceeds your average close rate threshold, talk about it in real time.”--------------------------------------🔗 Links from this Episode✨ Free Discovery Call with Scott Lollar👉 https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website👉 https://consulting4contractors.com/⚙️ Watch Consulting 4 Contractors’ Operations Module Demo👉 https://youtu.be/0IUmPWk4GRI📲 Connect with C4C on Instagram👉 https://www.instagram.com/consulting4contractors/👥 Join the C4C Community on Facebook👉 https://www.facebook.com/consulting4contractors/💼 Connect with C4C on LinkedIn👉 https://www.linkedin.com/company/70241567📧 Want to be a Guest?Send us an email → [email protected]🎧 Credits🎙️ Host: Scott Lollar — Founder, Consulting 4 Contractors🎙️ Host: Mark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production: Siren Mastering — Original music, artwork, transcripts, show notes & audio engineering // https://www.sirenmastering.com (00:00) - Introduction: Selling an Experience, Not Just a Paint Job (00:35) - Welcome to Success Beyond the Brush (01:40) - The Importance of a True Sales Process (02:49) - Differentiating Sales from Estimating (04:21) - Understanding Client Needs and Pain Points (07:12) - Qualifying Leads Effectively (09:53) - The Role of Technology in Sales (11:18) - Building a Professional Sales Process (13:55) - Delivering Proposals and Closing the Sale (17:34) - The Follow-Up Process (34:13) - Conclusion: Elevating Your Sales Approach

Episode OverviewIn this episode of Success Beyond The Brush, hosts Mark Black and Scott Lollar break down one of the most overlooked—but most powerful—drivers of profitability in a painting company: client access and communication.From online scheduling to pre-qualification filters, to expectation-setting and reducing friction at every stage of the sales process, this episode teaches you how to make your business easier to hire and easier to trust—without sacrificing standards or wasting time on unqualified leads.Whether you're running solo or managing multiple estimators across different territories, this conversation will help you build systems that increase your close rate, improve client experience, and eliminate the bottlenecks slowing down your growth.Key Topics Covered• Why “Access” Is the New Competitive AdvantageScott explains how buyer behavior has changed—clients want convenience, clarity, and autonomy. And the companies that provide frictionless access win the job first.• The Power of Online SchedulingWhy letting prospects book appointments on their own time leads to better-qualified leads, less phone tag, and higher conversion rates—even if you're hesitant to give up control.• How to Pre-Qualify Without Losing the RelationshipPractical ways to filter out low-quality jobs using questions, dropdown menus, budget minimums, and expectations—while still showing professionalism and respect.• Disqualifying GracefullyScripts and strategies for saying “no” politely and confidently, without making prospects feel dismissed or undervalued.• Reviewing Appointments in AdvanceWhy every salesperson should scan their upcoming schedule days ahead—catching red flags, unrealistic requests, or no-fit appointments before wasting time on the road.• Communication Trends in 2025From text-based purchasing to AI bots (and their limitations), Scott shares what real customers expect today—and what younger generations increasingly prefer.• Automating Without Becoming “Impersonal”How to use automation to remove bottlenecks, free up time, and scale your business without losing authenticity.• Pre-Estimate Videos That Warm Up the ClientThe simple PCA Expo-inspired video strategy that reduces no-shows, increases trust, and sets expectations before you ever arrive.Key TakeawaysBeing easy to work with beats being the cheapest.Online scheduling doesn’t replace qualification—⁠it enhances it.When in doubt, automate simple touches (texts/emails) rather than calling for everything.Disqualification can be respectful—and clients appreciate honesty.Capacity is your biggest limiter; talking to everyone is not a scalable system.Expectation-setting before the estimate dramatically improves the experience.Favorite Quotes“We’re not painters—we’re providing experiences. Painting just happens to be the medium.” —Scott Lollar“Every time you say the word ‘call,’ you’re limiting your growth.” —Scott“Make it easy for people to connect with you and schedule that first appointment, if nothing else.” —Scott“Access is part of the experience—before the brush ever hits the wall.” —Mark Black🔗 Links from this Episode✨ Free Discovery Call with Scott Lollar 👉  https://consulting4contractors.com/discovery-call/🏗️ Consulting 4 Contractors Website 👉 https://consulting4contractors.com/⚙️ Watch Consulting 4 Contractors’ Operations Module Demo 👉 https://youtu.be/0IUmPWk4GRI📲 Connect with C4C on Instagram 👉 https://www.instagram.com/consulting4contractors/👥 Join the C4C Community on Facebook 👉 https://www.facebook.com/consulting4contractors/💼 Connect with C4C on LinkedIn 👉 https://www.linkedin.com/company/70241567📧 Want to be a Guest? Send us an email → [email protected]🎧 Credits🎙️ Host: Scott Lollar — Founder, Consulting 4 Contractors🎙️ Host: Mark Black — Owner, Men In White Painting, Mt. Vernon, IL🎵 Production: Siren Mastering — Original music, artwork, transcripts, show notes & audio engineering // https://www.sirenmastering.com (00:00) - Introduction and Episode Overview (01:15) - The Importance of Client Access and Communication (02:08) - Online Scheduling and Pre-Qualificationc (03:48) - Handling Appointments and Pre-Qualification Questions (07:38) - Personal Anecdotes and Client Experience (13:13) - Trends in Client Communication and Automation (22:08) - Conclusion and Final Thoughts

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

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

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

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

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

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 [email protected] 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

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

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

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

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

---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...

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 ...

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...

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 "

In this episode, Scott and Mike dig into a couple more questions they receive from their own coaching clients, and other contractors.In this episode, you'll hear their thoughts on: How to plan for when your schedule starts to thin outWhat a good "backlog" looks like from their vantage points (it's not what you might think)Leveraging customer flexibility to your advantageMaking good use of a CRM tool for attracting cold leadsJob minimums and how they can help your company in the long runAlso In This Episode: Open invitation for a free discovery call with Scott LollarConsulting4Contractors’ WebsiteCheck out this video of our Operations Module, one of our flagship Done-For-You tech offeringsJoin our communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsMike Katounas: Owner, Home Works Painting, Chantilly, VA; Coach, Consulting4ContractorsJustin Hange: Original music, artwork, transcripts, audio engineering

If you've ever wondered whether hiring our subcontractors is the right thing to do, or whether having a project manager within your business makes sense or not, then our first Q&A episode with Scott & Mike is a must-listen! Scott & Mike will cover: Best practices when it comes to hiring out subs Where they find the best subs for their companies How to handle customer questions about subcontractors Whether a project manager is a necessary hire or not Paying subs in as convenient a way as possible. Also In This Episode: Open invitation for a discovery call with Scott LollarConsulting4Contractors’ WebsiteCheck out this video of our Operations Module, one of our flagship Done-For-You tech offeringsJoin our communityConnect on LinkedInSubmit to be a guest on our podcastCredits: Scott Lollar: Host & Founder of Consulting4ContractorsMike Katounas: Owner, Home Works Painting, Chantilly, VA; Coach, Consulting4ContractorsJustin Hange: Original music, artwork, transcripts, audio engineering

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

In this episode, we sit down with Nick Lauro, owner of Lauro Painting in Montgomery County, Pennsylvania.  Nick isn’t afraid to confront his own shortcomings and come out a better owner for it.Are you frustrated with the lack of growth and success in your painting business?  If Nick’s story has anything to offer it’s this: Maybe it’s not your leads. Maybe it’s not your employees. Maybe it’s not your location. Maybe it’s you.Listen In For:Nick’s transformation from a me-focused business to an others-focused businessKey things that helps Nick assess his company’s healthWays Nick keeps employee health and growth a top priorityAlso In This Episode:Open invitation for a discovery callScott Lollar, founder of Consulting4Contractors Nick Lauro, owner of Lauro PaintingConsulting4Contractors WebsiteLauro Painting on FacebookLauro Painting’s WebsiteSee a demo of C4C’s proprietary painting business tech stack in actionJoin our communityConnect on LinkedInSubmit to be a guest on our podcastCredits:-Hosted by Scott Lollar-Guest speaker: Nick Lauro, Lauro Painting-Music, artwork, transcripts, mixed by Justin Hange

In our very first episode, Scott sits down with Mike Katounas, fellow Consulting4Contractors coach, to find out about how Mike got his start, scaled his business to the multi-million dollar company it is today, and shed some insight on how they specialize helping business like yours scale to $1,000,000 annual revenue and beyond.Main TopicsMike's start in the painting industry with his dad's company (1:45)Mike's first few years on his own (7:50)Scott and Mike's thoughts on Mike scaling his painting business to the next level (17:50) Mike's business philosophy and approach to company culture (26:35)Additional ResourcesSchedule A Free Discovery Call With Scott HereConnect with us on LinkedIn HereHome Works Painting in Chantilly, VACheck out our webinars where Mike does some live demos of the Operations Module system he implemented for his company, and that we can also do for yours!