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In this episode, Tom sits down with Brian Gottlieb, an industry leader who has built and sold multiple home improvement businesses for hundreds of millions of dollars. They discuss key performance indicators (KPIs), leadership strategies, and how to scale a business the right way. If you’re...

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In this episode, Tom sits down with Brian Gottlieb, an industry leader who has built and sold multiple home improvement businesses for hundreds of millions of dollars. They discuss key performance indicators (KPIs), leadership strategies, and how to scale a business the right way. If you’re serious about growing your company, this conversation is packed with actionable insights.

Episode Highlights:
[00:00] - Introduction to Brian Gottlieb and his incredible background in the home improvement industry
[01:21] - The importance of forecasting and how it helps scale a business
[03:31] - Why most contractors make the mistake of scaling too soon
[04:31] - How to know when it’s the right time to scale your business
[06:48] - The power of team alignment and why your employees must perform well even in your absence
[08:38] - Brian’s journey: Starting with $3,000 and a folding table to building a multi-million dollar company
[09:58] - The 7% rule: Setting aside money for marketing to ensure business growth
[12:45] - The key signs that indicate it’s time to hire a salesperson
[13:43] - How training and company culture play a bigger role than raw talent
[16:04] - The importance of specialization and eliminating complexity in your business
[20:43] - Why giving employees a mission, not just a job, leads to long-term success
[22:40] - The lowest level of acceptable behavior defines your company culture
[27:53] - The critical role of leadership in empowering employees and removing bottlenecks
[29:45] - How to align your business goals with your employees' personal growth
[33:04] - Why Brian believes HVAC and pool maintenance are the best trades to enter today
[37:50] - How to structure KPIs for every role in your business, including admin staff
[40:46] - Brian’s upcoming book Beyond the Hammer and why it’s a must-read for contractors
[47:17] - Where to find more about Brian and sign up for updates on his book

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Tom Reber is an entrepreneur, business coach, podcaster, leader of The Contractor Fight, creator of Contractor Fight TV and HGTV host. Tom's content has helped hundreds of thousands of home improvement contractors improve their lives and businesses.

The Contractor Fight is the ultimate resource for becoming an uncommon contractor!
Pick a fight with mediocrity. Live Unafraid.

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