Chuck Thokey Interviews Sean Winkle

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All right, everybody, this is going to be a little bit of a different format for the Contractor radio with Contractor Coach Pro. I know that you're used to seeing Jim Johnson, Nathan Tebidau, or John Townsend, but today you got me for one reason. We have a special guest today that I wouldn't allow anybody else to interview just because this guy is an absolute beast. And I want to introduce everybody to Sean Winkle. Sean, man, thanks so much for coming on Contractor Radio.

Yeah, man, I appreciate it. It's cool to hear somebody just kind of speak like that and, you know, be talked about as someone that you wouldn't want anyone else to interview, you know, as one of those, especially being like, you know, a role model in the industry for me, you know.

So I appreciate that, man. I, I want to have everybody understand your story because it's. When you think of Shawn Winkle, you think of the. You only think of the beast that we see on social media. We don't always look at what happened prior.

You know, we all have past.

We all came from somewhere. And don't take this as a dig or anything, but is it right to say you went from the gutter to selling and owning gutters?

I mean, yeah, I mean, yeah, it's crazy because I've even thought about a slogan like that, you know, because I mean, I really did, you know, and the. We'll get to it, you know, as we go along. But it's funny how, you know, all of a sudden you're just an overnight success, you know?

Yeah, yeah, yeah. And I know that, that your path is. Has not been that overnight success. And I kind of want to start from the beginning. I don't want to make this like Goonies where I'm third grade. No, but I, I want to start from the beginning to, you know, where did your addiction start?

So I was, man, it's crazy. I was 23 years old, man. I was a sergeant in the army. And you know, I was, I was in a relationship and had two little girls with, with a beautiful woman and, and I had never lost anything my whole life. You know, I had, I was good at football and all baseball and all this cool stuff and I was, you know, it always seemed like I could have a group of people around me all the time. And so I'd never experienced loss. Right. And then, you know, I came home from work one day and, and you know, we had had some issues along the road and I come home and she was gone. And I didn't know what to do. I had never lost anything, never knew how to cope with any type of grief or anything like that. And so I was, I was managing a club downtown also as a security manager on a big night club downtown, Little Rock in. Where anything you want is accessible. Right. And so the, the first person that offered anything to me and I used to turn down all the time, I did it because at the time I was in this, this stage of like, depression really, you know, and, you know, so I used it and it was methamphetamine, the very first drug I ever did in my life.

And.

And for the next 12 hours or so, I didn't think about it or my girls really. And so when I sobered up and, and started getting my mind back right there, the first thing I thought about.

Right.

And so, you know, I tell people all the time it's just kind of a joke, but it's really, I mean, it's. Reality is I got high one more time for three years, you know, and because it. I didn't want to deal with those feelings ever again. And. And so I just maintained that that numb and heartless emotionless dude that I was, you know, so, yeah, that's how it started.

So how did you get clean? How. Because obviously that's not an easy process, man.

It. It was not a first try success, I assure you. You know, I had, I was as. As my social media is now. I've always been kind of a loud guy and, you know, kind of documented my life really, you know, as far as social media goes. And, and so I, I would get, you know, pulled over or something and, and have a simple possession charge and. And then I Would get out of jail with no help and no, no way to get past it or education. And I'd go right back to it because I didn't know anything anymore. It took me about three months to lose every bit of, of mentality and life strengths that I had, you know, and so I never, never relearned it. And then, you know, the last time, it was July, it was June 26th of 2019. I got pulled over for the last time. You know, I mean, and it was, I was facing some serious, some serious charges. I had a, you know, quite a bit of possession charge and. But I, the big one was I got in a fight with a guy in the, in the street and there was a drug deal gone bad and the guy ended up going blind. And, and so that, that, that's a violent crime. And they, they, of course, I boxed my whole life, so they charged me as if I was, as if I used a weapon, right? And so I basically got the same charge for a simple street fight as you would have if you shot somebody in the shoulder, right? And, and so then I go in and I'm like, I'm facing some serious time. I give up. I'm like completely desperate and like hopeless. There is no way I'm coming out of this. And. And all of a sudden it walks in some guys to the jail that starting what's called the PACT program and it's called the Peers Achieving Collaborative Treatment. And what it is, is it's people that have lived the same life I lived and done the same dumb stuff I've done and have found a way to make it out on the other side and be productive members of society. And it worked, right? Like, I latched on to the fact that, wait a minute, somebody has done this and lived this life and are now living a life that I want, right? And that's what did it for me. You know, couldn't no counselor or doctor tell me how to get clean because I, in my mind, they, they probably knew what they were talking about. But in my mind, you never lived it. So I don't have to listen to you, right? Because, because when you're coming through something like that, it's always the blame game. Your fault, your fault, never mind. You know, and so, yeah, I graduated that program and met some people along the way that have continued to shape my life and continue to reach out. And I got those phone numbers that I can call whenever the time times get tough and, and those urges come back because they do. I mean, it's a battle It's a battle, you know, I think it would be the rest of my life. And the. The only thing about addiction that I can. Can say now is when you make a decision to get clean and now. And if you're dealing with anybody listening, if you're dealing with family that's going through it, man, like, they mean what they say when they say they're done. You know, they do. It's easier to say when you can't get it right. It's easier to say when life's hard and you don't have access to it. But if they don't learn how to cope with things and get those support groups and make the decisions that follow the big decision, that was what did it for me. So.

Once you got out of it, you said you were done. What happened next? So you went through this whole deal in 2019. And so what happened next?

Okay, so, you know, there was the option to go, go home. And I was scared to death to do that, right? And so I was like, man, I don't think I'm ready yet. I've been in jail for six months and. And I didn't think I was ready because it's. I wanted to not go back that bad that I even. I went to a rehab from then. And then I finished that rehab, and then I moved into the director of the program that I was in. In jails. He had Kim free houses in the. In the free world. And so I moved into those before I ever even transitioned into a normal at all life, right? And I started working for Ace Glass Commerce, installing commercial glass for schools at 11 an hour. At 27 years old, okay, I made enough money to put gas in my trucks about it. And then July, I did that all the way till July 27 to 2020. And that was the day that. But we're actually. This day two years ago. This is going to blow your mind, Chuck. This day years ago, Brad Barron messages me on Facebook. I just got the memory on it this morning. I looked and says, hey, man, I'm coming to South Carolina tomorrow. You got an interview on the 27th, right? So that was two years ago today, the 25th. And that was the day that I would have followed that guy. He was my commander in the army, my very first one. And. And I would have followed him to McDonald's if that's what he said. He was open and. You know what I mean? But that was the day that changed my life. You know, they brought Cornerstone to Arkansas. I was the first Arkansas hire. And, man, it's been a. It's been a blessed two years ever since.

And that's. That is so neat that we decided to do this podcast on the day that you had gotten contact, said, hey, let's. Let's sit down and talk.

And I didn't even think about it when we planned this. I didn't even. Only reason that I know that is because it popped up. I made a Facebook status, and it popped up on a memory this morning that two years ago today was whenever I made the status that Brad had done messaged me about moving back home, and there we are. So we. We met at a Panera bread on the 27th. Chuck did an interview where the CEO said some words that changed my life. And then we launched Cornerstone Construction, Arkansas from an Airbnb couch.

And that is. Dude, that is fantastic. I got the chance to get to know Brad through Hunter and Hunter and Connor when they invited me out to sit down with all their managers. And I think it was a few days after that that I get a phone call. Either a phone call or a message from you, and just ask me for help. Hey, man, I just want to reach out and just get some. Some information from you, I think is what you said.

Yeah, man. Yeah. So, you know, whenever you. Whenever you're the first Arkansas, like the first hire, and I was the only one from Arkansas, you know, like, they brought two guys down from Greenville and Brad, and then Walker came down and, you know, he said some. He's. The word that he said in an interview is something that. That I've. That I've hung onto and is probably a big driving factor into why I work the way that I do for this company. But, yeah, it's. There wasn't really anybody to teach me how to do this, you know, and so it wasn't like I had somebody spoon feeding me leads or had somebody spoon feeding me information or how to do this. It was me and Brad. Brad being the only person here that had ever sold the roof at all. Right. And Brad was so busy branch managing and trying to figure out how to get an office to go that I had to figure out how to make the field happen. Had some good success. Sold 18, like, my first 30 days out. Right? And don't get me wrong, that sounds great, but there was 14 days where I got told no. Every door I touched, you know, until I finally got the yes. And then I just started manifesting a process, and it wasn't long. About three months later, I was taught I was selling more than anybody else. In the company. And. And then, you know, it wasn't very long after that that they, well, we need a sales manager in Arkansas. Right? And so then I was like, oh, Lord, now I got people depending on me. And I've been doing this four months, you know. And so that was where you came into play. As I had looked. And I had been all over the roofing community pages and all over, you know, talking to all these different people, Becca Switzer and Ryan Groff and Sam Taggart and all these people. But I had not seen anybody post about being a sales manager. Right. Which is a very different difficult task than what just selling is, you know. And so, yeah, that was why I reached out. Brad had told me, said, man, look, Chuck is. Chubby's just one of those guys that, you know, that his process works and it's proven and is. He actually helps. And. And there was a couple of things about you that stood out that I grabbed onto. Right? Like. And one of those things. And I'm just gonna go ahead and say it. One of those things being I talked to several people, and every time. Every single time, okay, the first conversation was, now who. How do. Who do I contact about getting paid? Huh? And I'm like. I'm like, you know, it. It blows my mind, Chuck, because this industry, all over them sold at the roofing community pages is help your friend and help your neighbor and help, help that and, oh, look at what we do. And every single time I talk to anybody aside from you and Becca, okay, Every single person I talked to, first thing was about payment. All right, who do you. Who do I get in contact with To. To. To pay me for my. For my conversation. And I get it. Some people do that for a living. Chuck, I've had zoom calls, conversations, hour long conversations and talks with you on the phone. And never once have you even mentioned no, you know, that. That meant that stands out to me. You know, that that's. And that's. What? If I've got any question about management that I don't. Don't know how to answer, you're who I'll call. Like you, along with Brad and other management, has literally developed me as who I am today. And it's cool, man. I'm forever grateful.

I really appreciate that, man. So during my time inside of home improvement, inside of my time as a manager, I've always lived by. I've heard it and lived by it is, you know, if you do the right thing, the money's going to come, and it's for me I didn't even become. I was one of the top sales reps in the country in mortgage. And the money came so fast. And my wife, when I told her that I wanted to become a sales manager, I mean, she was devastated because she knew that the gravy train was about to be over. But that moment that I was able to help somebody the first time, where they were going to have to go back to a $30,000 a year job. And now, I mean, this person that I helped is still making three, four hundred thousand dollars a year. And that does something to you. Just like with you, it's not always about the money. And I wanted to have your story about medicine, but, you know, there's so many people that come under you, and that is worth more than anything you ever get paid. And so, you know, I know that Becca's the same way. She has that part of art of gold that just wants to help.

You know, it's. And I have, I'm real big about sending the female reps that I have to Becca, right? Becca knows how to use that, that female Persona without, without having to play this little game, you know, to try to make sales happen. Like, she knows how to be a sales rep as a woman in a man's industry, right? Which is total bogus, right? Because like, if you're, if you're not hiring female sales reps, you're insane, right? Like, you just, and you just, you just, you need to grow up 20, 22, you know what I mean? Because we got. I mean, Brianna gave me a run for my money last year, and I mean, I had to. I, you know, I started sales managing, so my sales kind of backed off a little bit, and because I'm trying to focus on the team and do that whole thing. And. And so she actually passed me up and I was like, dude, no way. So, like, I've turned it on in the last quarter, right, and passed her back up. And it's been an ongoing joke since then, but when it comes like that, I want to get back to what you were just talking about over a second. I have a whole bunch of people that are under me now, right? And my solar cells team, and they've got more experience than me in abundance, right? Like, abundance between five of them. They sold $35 million in solar last year, okay? And I sold a million dollars in the month of February, right? Like, that's, that's the extent of my solar career. Whenever I'm trying to recruit like $35 million worth of CL closers you know, but. But I got the job done. And regardless of what, of what goes on, when you're a closer, you're a closer. And that's the same thing in hiring Bud, you know, you're. You got to close them. But it's the self fulfillment that I get out of the people that I watch go from situations that I was in. Right. That's the, the biggest value to me in this industry is it has given me a platform to make a change. Right. Like a legitimate change. And there's $35 million worth of closers. Hey, they had money when they came over, man. I love them to death, you know, and those guys are crucial to our team and always will be. But the ones that didn't have nothing, and that came from other roofing companies not selling a dime because they didn't know how to. And the company wouldn't take time to teach them and then to watch them now, as she's the number two rep in the whole company. Right. That right there, dude, is worth way more than the quarter million I've made this year, you know, Way more. It's. Yeah, I mean, it's.

Yeah. I mean, I'm right there with you. The, the feeling you get, the hair that stands up on your arms. Just when you think about it, that every time you see her and see the big smile on her face, knowing that you. You didn't just change a life, you change lives. Because it's a domino effect.

Yeah.

That she's going to take the knowledge that you gave her, she's going to pass it on. That's.

That's just human nature, you know, it's so cool, man. Like, you know, I didn't. I had Brad there to fall back on with any, like, life problems that. Because I was in the army before I was an addict. Right. So I was really good at doing exactly what I was told. Right. I was never good at making my own decisions in life because I never got. I never had. I never had to do it. Right. And so by learning how to. How to do this and having to go and reach out and make these relationships right here without anybody making it happen or telling you to and just realizing, oh, crap, I'm gonna fail if I don't figure out and swallow my pride and go ask for help by people that obviously. Right. Know what they're doing. And so that. And that created kind of a. A double. A pro and a con for me. Right. Like, the pro is. Is my reps. My reps are going to teach themselves how to do this job, right? And my reps are gonna, and I'm not gonna take it any, I'm not gonna take it easy on them. And I'm even harder on my friends, right? Because I've hired some people and had to terminate employment on friends, right? Because that's just the nature of the beast. Not everybody. I'd rather have to terminate somebody than watch them lose everything they have because they're just not made for it, right? But my reps, my reps know how to self educate, right? And my reps know how to. I, I, I say it all the time and I'll censor it here, but you mess it up until you figure it out, right?

Yeah.

And, and that's the truest statement that you're ever going to hear if anybody in sales say, I can go knock a door and get past it. At ease now. But when I first started, I knocked 500 before I got that first. Yes. And when they did, I said, are you sure? You know, like, I got so many no's, man, that I asked the lady if she was sure and I was like, yeah, it was, they were like, probably shouldn't say that. And I was like, yeah, no, I panicked. You know, I've had no 500 times. Just expected it, you know, Really? I was like, sure. Now I'm like, you know, I look back now I'm like, oh my God, it was terrible, you know, but yeah, I did, I said, are you sure? And she just, I think she just lay over, felt sorry for me because I was sweating so bad. It was August, you know. But yeah, man, it's, it's been a crazy that the whole platform that it's give me and, and you know, when I first started, my why and purpose was like to get my little girls back because I had lost them, right? And, and so I go through the court proceedings and, and you know, it's still an ongoing battle and things like that. But I realized that, you know, when I was growing up, my biological dad was never there. I have a phenomenal dad, right? I got a father, hear me? But my boss with dad was never there. You know, my first last name was not Winkle, it was Godfrey, you know, and, and so somebody took me in and raised me no different than he raised his own daughters right beside me, right? But I wanted to, it was my responsibility, not my purpose, to make sure that when my girls are ready, daddy's there and daddy's successful and daddy's somebody that they can be proud of and not what I saw when I met my dad. Right. And here we go. Thanks. Nope. Nope. Okay. All right. And so I realized that what I was doing was. Was just what I was supposed to do and not a reason, not a purpose or why.

Okay.

And. And I'm not going to take all the credit for that. Hunter Baloo helped me with that. You know, he said, man, I love you to death row, but that's your responsibility to do that for your kids. You know, he said, that's not your purpose in life. So I did some soul searching, man. And I went through this fearless 44 challenge that you know a little bit about. Right?

Yeah.

And. And I found that I've got a gift, you know, I mean, that. That I have been given a gift in sales and marketing. Right. I've been given a gift to take a story that was. That was terrible. And that I hated. And I. Oh, I hated it. Right. But I'm able to take that story and transcribe it into an entire company of people and translate the person I was then into who I.