EPISODE 232: 2024 was a tough market for the home improvement industry. Economic uncertainties and rising costs threw a wrench in many contractors' plans, but not for my guest today, Kirk Koskiniemi.

Kirk took his roofing business from $10.4M to $16.7M over the past year AND raised profits at the same time. He and his team achieved this with a single mantra: "Do fewer things better".

In this episode, Kirk lays out the areas they worked on to achieve this amazing feat during a year other home improvement companies were stumbling.

We talk about how he optimized his sales funnel’s various conversion points, increasing average ticket size to drive down marketing costs (even on small repair jobs), what a typical week looks like for his sales reps, and the magic behind “handing out leads like they are diamonds”.

You’ll also find out why their average NSLI (Net Sales Per Lead Issued) went from $5,600 to $10,500 in December when they were low on leads—and why they are thinking of switching sales goals from overall revenue to the highest NSLI.

We finally chatted about how our Accelerate LIVE! event played a major role in his growth with its big learning and networking opportunities.

Hit play now to hear how Kirk simplified his way to success and how you can too.

Key Takeaways:

Introduction (00:00)

Kirk’s 2024 business performance (00:20)

Challenges and benefits of remote management (14:52)

Business growth and sales team focus (15:10)

Sales funnel optimization and marketing strategies (15:52)

Sales rep performance and training (21:12)

Rehash and lead management (30:39)

Accelerate LIVE! event and networking (34:42)

Additional Resources:

⚡ Save your seats for Accelerate LIVE! 2025: https://www.AccelerateEvent.com/

⚡ Learn more about The Wealthy Contractor Success Society: https://www.TheWealthyContractor.com/SuccessSociety

⚡ Brian’s book, The 7 Secrets To Becoming A Wealthy Contractor, is now available. Visit https://www.TheWealthyContractor.com/ for a free copy (just pay shipping).

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The Wealthy Contractor is a podcast for home improvement professionals who want to grow their business, work less, and make more money. Follow us for more!