246: Building a “Humble Heroes” Sales Culture | Michael Flores
-
00:00
Introduction
-
00:56
Meet Michael
-
03:56
Scaling from $20M to 300+ Employees
-
05:43
Marketing is the Key to Contractor Growth
-
07:36
Creating a Strong Sales Culture of “Humble Heroes”
-
12:44
Recruiting Salespeople with Predictive Index
-
14:37
10-Step Sales Training Process Explained
-
17:44
No Room for Bad Attitudes in Company Culture
-
19:29
Managing Sales Culture Across Locations
-
26:32
How a Profit First Mentality Allows Giving Back
-
28:55
Dream Manager Program & Investing in Employees
-
35:24
Using IT & Tech to Boost Marketing & Sales
-
38:16
Why Michael Needs Less Leads
-
43:20
Final Advice: It’s All About Relationships
When Michael Flores joined Expo Home Improvement, they were under $20 million in revenue. Today? Over 300 employees, 5 locations, and a sales team of 75.
But here’s the twist… Michael says they actually need LESS leads. And that’s just one of the counterintuitive lessons he shares about building a sales culture in this episode. 🤯
Listen in as we chat about:
Why Michael recruits using the Predictive Index (and the personality types that crush it in sales)
The 3 types of sales cultures (and which one you want in your company)
The role of frontline leaders in coaching and mentoring reps (sometimes a pat on the back, sometimes a kick in the pants)
Why personal style matters in sales presentations, and how his team tailors their approach to fit Texas markets (“a little more country, a little more city”)
How Expo Home manages culture with 300+ people across 5 locations: daily huddles, monthly town halls, and value-driven leadership roles
Two titles you’ve probably never heard before: Dream Manager and Chief Ministry Officer — and the impact those roles have had on retention and morale
How they’ve embraced AI and the tech stack that fuels their sales and marketing machine
Why fewer, higher-intent leads are now driving more sales
Why “It’s all about relationships,” isn’t just a cliche— it’s the best advice Michael’s ever received.
If you’ve ever wondered how to scale with a winning culture, keep your sales team hungry but humble, and finally get marketing working for your reps, this one’s worth the listen.
👉 Subscribe to hear more stories, strategies, and secrets that top contractors use to grow their home improvement businesses and enjoy more success, wealth, and freedom.
Additional Resources:
⚡ Learn more about Discovery Day at The Wealthy Contractor Success Society: https://TheEntryDoor.info/
⚡ Learn more about The Profit Masters: https://www.TheProfitMasters.com/
⚡ Follow us on social media:
Facebook: https://www.facebook.com/TheWealthyContractor/
Instagram: https://www.instagram.com/TheWealthyContractor/
LinkedIn: https://www.linkedin.com/company/TheWealthyContractor/
Join The Success Society
Get coaching, systems, and accountability inside our private community of growth-minded contractors. Build profit, freedom, and a business that runs without you.
