275: How to Stop WASTING Leads You Already Paid For | Steven Diamond
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00:00
Intro
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01:31
Buying a business with his dad to work 3X harder for half as much
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03:30
From single-digit margins to 15% net profit
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05:45
Why the product itself may be the LEAST important part of the business
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06:57
The 3 fundamentals Brian says every contractor business comes down to
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08:45
Why trying to invent everything yourself can slow you down
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10:32
How getting deep into every department exposed the biggest holes
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13:10
How stronger profit gave them room to grow without piling on debt
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16:17
Why a profitable P&L can STILL leave you with a cash-flow problem
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18:19
The growth advantage of learning from contractors at different stages
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19:22
The marketing problem Steven found that had almost nothing to do with marketing
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20:14
The 3 call center rules that can keep expensive leads from going to waste
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22:11
The hiring shift that helped their call center reps avoid burnout
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23:58
Should contractors be using AI voice and text for follow-up?
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25:20
The numbers that expose where profit is quietly slipping away
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27:15
Why sales training is NEVER one-and-done
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30:36
The companies Brian thinks will win by knowing their numbers
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32:15
Why younger contractors are replacing competition with collaboration
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33:44
How to keep chasing #1 without obsessing over competitors
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35:12
What Steven wants to build next
What happens to your contractor leads after they come in? It could be costing you a lot more than you realize…
Steven Diamond helped grow his home improvement business from $7 million to $12 million while pushing net profit from single digits to 15%.
And some of the BIGGEST opportunities he found were hiding inside the contractor follow-up and appointment-setting process.
In this episode, Steven explains why he came to see the call center as one of the most important parts of contractor marketing…
Because a good lead can become almost WORTHLESS before your sales rep ever gets a real shot at it.
He also gets into the contractor sales training problem that can show up even with experienced reps who think they’re still following the process.
In this conversation, you’ll learn:
🔥 The contractor follow-up number Steven says his team watches before giving up on a lead
🔥 The sales training blind spot that can TORCH consistency… even when veteran reps think they’re still following the system
🔥 Why Brian says shrinking first could actually help some companies make MORE money
🔥 The 2 types of people Steven says make surprisingly strong call center reps… and why he stopped hiring for the obvious profile
🔥 The margin advantage that can change how you approach contractor growth… especially when bigger moves are on the table
If you’re spending more on contractor leads and still wondering where the opportunities are going, this episode will give you a few places to look.
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