06 - Fix Your Lead Problem Without Spending More with Megan Beattie

06 - Fix Your Lead Problem Without Spending More with Megan Beattie

Megan Beattie of Tony Hoty & Associates has built her reputation helping home improvement companies solve one of the biggest challenges in the industry: generating quality leads.  From call centers and home shows to retail marketing and lead management, Megan shares why many contractors are struggling today after the post-pandemic boom years and what it takes to create a consistent flow of opportunities without relying solely on expensive digital marketing. She explains why successful companies focus on people and process first, and why the person answering the phone may be one of the most important employees in the entire business.  One of the most valuable parts of the conversation centers around communication. Megan breaks down why great salespeople and call center professionals ask better questions, stay curious, and avoid sounding scripted or demanding.  From handling one-party appointments to creating better customer experiences at home shows and events, she shares practical strategies that help lower resistance, build trust, and increase appointment quality. Her philosophy is simple: questions lead to confessions, and the companies that learn how to listen will always have an advantage.  Lessons for Dwellers *  Why questions lead to better sales conversations  *  How to reduce resistance when setting appointments  *  The role call centers play in creating quality leads  *  What separates successful home show programs from unsuccessful ones  *  Why people and process matter more than marketing tactics alone Connect with Megan Beattie on LinkedIn: @MeganBeattie [https://www.linkedin.com/in/meganbeattieattonyhoty/] Chapters 00:00 Introduction to the Podcast and Guest 01:00 The Lead Generation Crisis 04:39 Foundational Steps for New Businesses 07:10 The Importance of Call Center Staff 08:39 Handling One Party Appointments 11:52 Educating Call Center Staff 14:43 Effective Communication Techniques 18:21 The Role of Tone in Sales Conversations 20:25 Creating a Positive Customer Experience 23:06 Navigating Pressure in Sales Conversations 25:35 The Importance of Home Shows 29:28 Maximizing Lead Generation at Events 34:10 Ask Allen: Home Show Strategies 45:01 Consulting and Resources for Sales Success Connect with your host Allan Langer on LinkedIn: @AllanLanger [https://www.linkedin.com/in/allanlanger/] Check out Allan Langer's website: The 7 Secrets Sales Academy [https://allanger.com/] Visit our Title Sponsor: Paradigm Vendo [https://info.paradigmvendo.com/partners/selling-in-the-dwelling-podcast/?utm_source=sellinginthedwelling.com&utm_medium=podcast&utm_campaign=Advertising+-+Selling+in+the+Dwelling+Podcast+Vendo] The Best software for the in-home sales industry! Visit our sponsor for the Ask Allan segment of the show: Destination Motivation [https://www.increaseoursales.com/] Increase your close rate and decrease your cancellations!

05 - How Contractors Can Win in an AI-Driven Marketplace with Greg Cummings

Greg Cummings of Power 100 has spent years studying what separates great home improvement companies from average ones. Through interviews with industry leaders and Power 100's contractor ranking platform, Greg has seen firsthand that long-term success isn't built on flashy marketing or rapid growth alone. The companies that rise to the top consistently invest in leadership, culture, customer experience, and a reputation that stands the test of time. He shares why some contractors get stuck in the dangerous middle stage of growth while others break through to become industry leaders. A major focus of the conversation is the rise of AI and what Greg calls "AI Findability." As homeowners increasingly use AI-powered tools to research contractors, trust, transparency, and third-party validation are becoming more important than ever. Greg explains why customer experience now outweighs product alone, how AI is changing the way consumers make buying decisions, and why companies that focus on doing the right things consistently will be the ones that win in the years ahead. Lessons for Dwellers * Why AI Findability matters for future growth * The leadership traits shared by top-performing companies * How culture impacts customer experience and profitability * What contractors need to know about the changing buyer journey * The difference between growth and sustainable growth Connect with Greg Cummings on LinkedIn: @GregCummings Chapters 00:00 Introduction to Selling in the Dwelling 02:49 Understanding Power 100 and Its Impact 05:39 The Shift in Consumer Behavior 08:27 AI and Its Role in Home Improvement 11:19 The Importance of Company Culture 14:35 Navigating the Danger Zone in Business 17:19 Attributes of a Great Sales Rep 20:36 Defining Great Leadership 23:18 Advice for Young Entrepreneurs Connect with your host Allan Langer on LinkedIn: @AllanLanger [https://www.linkedin.com/in/allanlanger/] Check out Allan Langer's website: The 7 Secrets Sales Academy [https://allanger.com/] Visit our Title Sponsor: Paradigm Vendo [https://info.paradigmvendo.com/partners/selling-in-the-dwelling-podcast/?utm_source=sellinginthedwelling.com&utm_medium=podcast&utm_campaign=Advertising+-+Selling+in+the+Dwelling+Podcast+Vendo] The Best software for the in-home sales industry! Visit our sponsor for the Ask Allan segment of the show: Destination Motivation [https://www.increaseoursales.com/] Increase your close rate and decrease your cancellations!

04 - Want More Leads? Then Stop Ignoring LinkedIn! | Mandy McEwen

Mandy McEwen of ModGirl Marketing and Luminetics believes the future of sales belongs to the people willing to build real relationships online.  After starting her career in home improvement sales with companies like Sherwin-Williams and Renewal by Andersen, Mandy discovered the power of relationship-driven marketing long before personal branding became a trend. What began as teaching herself online marketing while selling windows eventually evolved into building successful agencies that help professionals grow their visibility, authority, and business through LinkedIn and authentic content creation. One of the biggest takeaways is how overlooked LinkedIn still is within the home improvement industry. While many sales reps rely entirely on company-provided leads, Mandy explains how building a personal brand can create long-term opportunity, referral relationships, and trust within your local market.  From sharing before-and-after projects to posting authentic content and simply showing more personality online, the goal isn’t just more visibility, it’s building real human connection in a world increasingly filled with automation.  Lessons for Dwellers * Why people buy from humans, not polished sales pitches * How LinkedIn can create opportunities for in-home sales reps * Why authenticity outperforms overly polished marketing * How to become the trusted expert in your market * Ways AI can support—not replace—the human side of sales Connect with Mandy McEwen on LinkedIn: @MandyMcEwen [https://www.linkedin.com/in/mandymcewen/] Connect with your host Allan Langer on LinkedIn: @AllanLanger [https://www.linkedin.com/in/allanlanger/] Check out Allan Langer's website: The 7 Secrets Sales Academy [https://allanger.com/] Visit our Title Sponsor: Paradigm Vendo [https://info.paradigmvendo.com/partners/selling-in-the-dwelling-podcast/?utm_source=sellinginthedwelling.com&utm_medium=podcast&utm_campaign=Advertising+-+Selling+in+the+Dwelling+Podcast+Vendo] The Best software for the in-home sales industry! Visit our sponsor for the Ask Allan segment of the show: Destination Motivation [https://www.increaseoursales.com/] Increase your close rate and decrease your cancellations!

03 - From Zero to Millions: The Rilla Story with Sebastian Jimenez

Most sales reps don’t fail because they lack talent—they fail because they have no idea what they’re doing wrong. That’s the gap Sebastian Jimenez set out to solve with Rilla, a platform built around one simple but powerful idea: capture real sales conversations and turn them into coaching opportunities. What started as a rough concept evolved, through years of trial, error, and market pivots, into one of the fastest-growing sales technology companies in the industry. At the core is a completely different approach to growth. Instead of avoiding mistakes, the focus is on learning from them, fast. By reviewing conversations the same way athletes study game film, sales reps can see exactly what worked, what didn’t, and where they lost the deal. That level of visibility, paired with AI-driven feedback, creates what Sebastian calls “human reinforcement learning,” a system where reps improve through constant iteration, not guesswork. The result isn’t just better performance, it’s faster development, stronger teams, and a clear competitive edge. Lessons for Dwellers *  Why most sales reps plateau, and how to break that cycle  *  How reviewing your sales calls like game film accelerates growth  *  The concept of “human reinforcement learning” in real-world sales  *  Why fast failure leads to faster success  *  How AI is transforming sales coaching and development  *  What elite teams do differently to improve faster Connect with Sebstian Jiminez on LinkedIn: @SebastainJiminez [https://www.linkedin.com/in/sebastian-jimenez-690149149/] Check out: Rilla.com [https://www.rilla.com/] Connect with your host Allan Langer on LinkedIn: @AllanLanger [https://www.linkedin.com/in/allanlanger/] Check out Allan Langer's website: The 7 Secrets Sales Academy [https://allanger.com/] Visit our Title Sponsor: Paradigm Vendo [https://info.paradigmvendo.com/partners/selling-in-the-dwelling-podcast/?utm_source=sellinginthedwelling.com&utm_medium=podcast&utm_campaign=Advertising+-+Selling+in+the+Dwelling+Podcast+Vendo] The Best software for the in-home sales industry! Visit our sponsor for the Ask Allan segment of the show: Destination Motivation [https://www.increaseoursales.com/] Increase your close rate and decrease your cancellations!

02 - The Future of Sales Presentations with Dean Curtis of Ingage

In this episode of Selling in the Dwelling, Allan Langer sits down with Dean Curtis, CEO of Ingage, the incredible software presentation platform that is transforming the industry. They both break down how modern in-home sales is shifting—and why the traditional “flip book” or linear presentation is quietly killing your close rate.  Dean shares how Ingage was built to solve a real problem: sales reps need to be able to think, move, and respond in real time. From his background in tech with Apple and Oracle to leading a platform used across the home improvement industry, he explains why the future of selling isn’t about better scripts - it’s about better experiences.  One of the biggest shifts? Sales reps can now review exactly how they presented - what they showed, when they showed it, and how long they stayed there - just like a football team reviews game film. That level of visibility turns every appointment into a coaching opportunity, helping reps refine their approach and improve faster than ever. You're not going to want to miss this very "Ingaging" episode! Lessons for Dwellers *  Why a rigid sales process is costing you deals  *  The power of a non-linear, customer-led presentation  *  How reviewing your “sales film” makes you better, faster  *  Why better experiences are beating better products  *  How technology can elevate (not replace) great salespeople  *  The role of curiosity and coaching in building stronger teams Connect with Curtis Dean on LinkedIn: https://www.linkedin.com/in/deanc23/ [ttps://www.linkedin.com/in/deanc23/] Check out Ingage.io [https://ingage.io/] Chapters 00:00 Introduction to Selling in the Dwelling 01:55 The Origin Story of Ingage 05:40 Dean Curtis' Career Journey 09:38 The Evolution of Ingage's Focus 13:26 The Nonlinear Sales Process 17:08 The Importance of Customer Experience 20:56 Ingage's Role in Sales Training 24:53 Leadership Style and Company Culture 28:37 Future Trends in In-Home Selling 32:26 Hiring for Curiosity and Ownership 36:13 Advice for Young Entrepreneurs Connect with your host Allan Langer on LinkedIn: @AllanLanger [https://www.linkedin.com/in/allanlanger/] Check out Allan Langer's website: The 7 Secrets Sales Academy [https://allanger.com/] Visit our Title Sponsor: Paradigm Vendo [https://info.paradigmvendo.com/partners/selling-in-the-dwelling-podcast/?utm_source=sellinginthedwelling.com&utm_medium=podcast&utm_campaign=Advertising+-+Selling+in+the+Dwelling+Podcast+Vendo] The Best software for the in-home sales industry! Visit our sponsor for the Ask Allan segment of the show: Destination Motivation [https://www.increaseoursales.com/] Increase your close rate and decrease your cancellations!