Why Better Leads Beat More Leads with Guest Scott Berman

1.5M Leads Per Year. Learn How He Does It. With Guest Dave Azer

Dave Azer, Vice President of Marketing at Jacuzzi Bath Remodel, generates over 4,000 leads a day for the company's dealer network. Not a month or a week. A day. That comes to 1.5 million leads a year across roughly 40 sources. Leads run anywhere from $20 to $425, and Dave will tell you the cost of any single one is almost irrelevant. What he watches is net sales. On The TruCoach Podcast, Dave joins Brian Gottlieb in breaking down the system behind one of home improvement's biggest lead operations: how he vets a new source, why he pulls one vendor out for every one he adds in, and the $3,000 market test that tells him whether a source is worth scaling. He explains why he confirms appointments by listening to the recording of the first call instead of chasing a second confirmation call, and what that did to conversion on his highest-performing leads. Plus he gets into where AI voice agents earn a place in the call center and where operators run to them too fast. And he lands on the advice from an early mentor that still runs his operation: always follow the data. The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com [http://truvolv.com/].

Why Better Leads Beat More Leads with Guest Scott Berman

Most home improvement operators answer the growth question the same way: get more leads. Scott Berman thinks that's how you go broke. Berman is the founder and CEO of Florida Window and Door [https://www.floridawindowanddoor.com], which has grown into a window and door business billing north of $100 million a year. He tracks revenue per lead by source and knows what each source is worth before he spends a dollar on it. In this episode of The TruCoach Podcast, Berman joins Brian Gottlieb to break down the math he watches every night: high-intent versus low-intent leads, why a Google lead and an aggregator lead can't carry the same cost, and how he backs into what he can pay per lead from the revenue each source returns. He explains his "liability light" model for opening markets, the smallest location with the fewest people, installation and service centralized at corporate, and a branch that turns a profit at three to four million in revenue. He also gets into what he found inside the companies he bought from private equity: good people with no leadership, overhead nobody would cut, and a structure that was there but unfed. Berman also walks through his new platform Heavyset [https://heavyset.tech], the scheduling tool he built after watching his own call center take too long to set a single appointment. It lets customers book by text against real-time sales availability, confirms the appointment with AI, and now sets more than half of Florida Window and Door's leads. Berman's experience and proven track record make this episode a master class in leads management. The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com [http://truvolv.com/].

Knock Knock. Who's There? The Canvassing Playbook with Guest Megan Beattie

Megan Beattie grew a West Michigan home improvement company to around $10 million in about four years, building it on door knocking, special events, and a database she mined for everything it had. No inbound leads, no aggregators, no fancy website. The industry calls her the lead queen, and she’s part of Tony Hoty Consulting [https://tonyhody.com/], who advises more than 500 home improvement companies on building the lead sources most operators have written off. On this episode of The TruCoach Podcast, Megan joins Brian Gottlieb to break down why canvassing fails and what winners do differently. She names the two things that have to be in place before a single canvasser knocks on a door, why bringing in an outside canvas leader usually backfires, and the 90-day path from entry-level canvasser to van leader to canvas manager. Spoiler alert: a well-run program runs under 10% fully loaded, a packed van writes three to five appointments a day, and one Minnesota client did close to $400,000 in April sales from two canvassers. There's also call center hours, AI's real role on the phones, hot-setting appointments at shows, DISC testing for new hires, and why the word 'door-to-door' in a job ad scares off the exact people you want to hire. Plus Megan makes the case for canvassing the products everyone else ignores - fences, garage coatings, decks - where the field is wide open. The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com [http://truvolv.com/].

The One Decision That Changes a Home Improvement Business with Brian Kaskavalciyan

Brian Kaskavalciyan rebuilt his career at 40 after watching five companies crash. That experience became the foundation of everything he runs now: The Wealthy Contractor [https://thewealthycontractor.com] podcast and its nearly 300 episodes, Accelerate Live, and Success Society, the mentorship community for home improvement operators who don't want to figure it out alone. He's also a TruCoach mentor and a Truvolv investor. In this episode of The TruCoach Podcast, Brian gets into why most operators stay stuck despite knowing exactly what they need to do, why "who you have to become" matters more than the next marketing tactic, and the difference between low-leverage and high-leverage work inside a home improvement business. He tells the story of John O'Leary, a contractor who ran a $600,000 business for 20 years before climbing down off a roof one afternoon, telling his foreman he wasn't coming back, and going to learn how to be a businessman. Seven years later, he was financially free. Brian also gets into the tension between running the day-to-day and building something that doesn't need you, the promoted-to-admin trap that buries managers in paperwork, and why most home improvement owners are the bottleneck inside their own business without seeing it. The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com [http://truvolv.com/].

The Secret to Building a Winning Team with Vince & Anthony Nardo

Vince and Anthony Nardo, Truvolv investors and TruCoach mentors, spent forty years building a family home improvement business with their father. Vince ran it as president, Anthony as CFO. They grew it past a thousand employees and multiple states before selling to private equity. In this episode of The TruCoach Podcast, Vince and Anthony unpack what they learned along the way. They start with what their mother drilled into them early: business stayed in the office, family stayed at the Sunday dinner table, and they were a family with a business, not a family business. That distinction shaped how they made decisions. They get into where most home improvement operators get stuck: making decisions without a real financial plan, confusing cash with profit, and expanding into new markets without modeling the cash requirements first. They cover why they simplified their product mix when they realized they were spending 80% of their time on 20% of their profit, and why dollars per crew day became a more useful number than margin for everything from staffing to forecasting. They also get into what they say was the pivot point in their growth: getting outside their own four walls and learning from operators who'd already been there - or were right there with them. Peer groups, mentors who shared what they knew early on, the questions you only think to ask once you've heard someone else ask them first. It's the same belief TruCoach is built on: the business can't outgrow the team, and the team grows fastest by learning from people who've already done the work. The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com [http://truvolv.com/].