Passionate Discipline to Routine

Foreign. Hey everybody, it's Jim Johnson, the head coach at Contractor Coach Pro and your host here on Contractor Radio. I am pretty pumped about the guest that we're going to be bringing on today. I literally did not know him until I was introduced to him yesterday. Had the opportunity to talk with him a little bit here before the show. And this guy's game is strong in more ways than one, both from a business perspective and from a health perspective. And we want to talk about both of those things with them. But before we do, we got to keep those lights on, do what we do. And so here's a little word from our partners over at Hail Trace.

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What's going on, man? How are you?

I am. I'm pretty jacked up about this interview because we got to talk a little bit before this and you and I actually have a lot of things in common about our background and how we got into this. Would you mind bringing our audience up to speed? Like where did it all start for you and kind of what got you to where you are today?

Yeah, so I mean, basically, you know, similar to you, I was running gyms, started in high school obviously and and wanted to be bigger. Everybody wanted to be bigger in high school. And so right out of high and playing sports obviously and then right out of high school got a gym membership and met some guys at the gym and they got me a job there and started out selling gym memberships and then I was like this sitting, I don't really care about this. I like to the working outside, I want to, I want to train people, I want to talk to people, help people. So switched over to the personal training side of things and started learning as much as possible and getting as many certifications and things of that nature that I, that I could to expand my knowledge and become a better trainer and obviously better in the sales aspect too when I'm talking to clients. And I did that for 12, 13 years, was a regional manager for different chains of gyms and while doing that actually not only did it help with my sales ability, but at one gym in particular I worked very closely with a extremely wealthy business owner that owned this chain of gyms, but also owned a variety of other businesses. And so I was like his right hand man and got to learn a lot about business from him and how things operated on the, the backside, which a lot of people don't see in any business, you know. So it was, it was super cool. And that's kind of how I've accelerated and took, taken off into other businesses from there.

Yeah, that's kind of why we even have a business here at Contractor Coach Pro is a lot of guys are really good at selling or maybe they're really good at putting it on or installing whatever it is that they do, but they're not necessarily great at business. You know, that's a whole different animal. Understanding your finances and process and accountability and culture, leadership, all these things that really are going to determine whether our business is successful or not. So how'd you get into, to the roofing thing? Like a health club world? I get all that, but how'd you get into, how'd you get into the roofing deal?

So in the gym I met a, met a girl, obviously it's always a girl and she's now my wife, but met her, we've started dating and as you know the hours in the gym, you know you're there. Especially when I was a regional manager and I was going from different gym to gym. I'd be there at 5 in the morning. The only slow time in the gym was kind of 12 to 4, but that was my time to work out. So then I had to get a workout in and then wouldn't get home till 8 or 9 o' clock at night and trying to start this relationship and, and everything else. And I just, I didn't want to put the hour, those hours in and I wanted a little bit more flexibility in my schedule and where I was able to work From. And so I actually had a buddy from that I knew from the gym that was in roofing. And he said, man, you're phenomenal at sales. You should really look at getting into this. And it just. To me at the time, and this was, you know, 10, 12 years ago, it just seemed too good to be true. And I didn't believe it. I didn't believe the stuff he was telling me, the amount of money that he was making. And then he started sending me pictures of his paychecks. And it was like 2000 one week, and then 5000 one week and 10, one week was 28, 000. And I was like, okay, we gotta. We gotta figure this out. And so I. I quit cold turkey. Went to work for another company and got. As soon as I walked in, they hired me. No real interview process, nothing. Gave me some magnets for my. I didn't even have a truck. I had a Jeep. Gave me some magnets for my Jeep, some boots, some cards, T shirts. Said, all right, here's a lead. Go do it. Didn't teach me anything about what I was doing. Had no idea. Had grown up around construction my whole life. My dad was a custom builder for 47 years. So I knew a lot about construction, but not necessarily about roofing. So. But they didn't teach me anything. It was just no training. They just threw it at me. And I said, well, if you're not going to train me, this. That makes sense. I went home and talked to my girlfriend at the time, and I said, we got to figure this out because they're not training me, and if I'm gonna have to figure it out on my own anyways, we might as well do it on our own. And so I started a company and took about eight, nine months to really get going from scratch. And before I even really started bringing home any money, I was reinvesting everything back into the business. My wife was working a job making like 400 a week at the time. And we were eating, you know, ramen noodles or whatever. And I remember we had a living room with no furniture on the floor. Like, we just sat on the floor and there was a tv and that was it. So.

She must really like you.

I think she does. She says she does. She stuck around for about 10 years, so I'm hoping she's. She's in it for the long haul, but. But yeah, she held it down for me for. For a long time. And we went through some. Some rough times without anything. So as soon as I started making money, I Said, well, that's it. You stay at home, take care of the kids, do whatever you want, and live life. So that's what she does. She's at home right now with our two kids, and we got a third one on the way. So her.

Her ROI was really good.

It was, it was, it was extremely good.

It's pretty awesome.

Yes.

So, so now perimeter roofing in Georgia. I think anybody watching the show, if you guys are listening, you can't see Todd, but if you're watching the show on YouTube, Todd, you're a big dude, man. It looks like you might have pushed a little iron over the time. Have you always worked out?

Pretty much. I mean, my dad worked out when I was growing up, and so I would, you know, go in the gym with him growing up, and then when I got into high school, I would always take weightlifting. I really wasn't a big kid in high school and obviously didn't know what I was doing once I got into the gym industry, then I started learning more and more and started competing in bodybuilding when I was 19, won a couple shows, won the Teen Atlanta when I was 19, and. And then took some time off, went on a little sidetrack that kind of derailed me for a while, and then got my life back together and got back into bodybuilding and straightened everything back out.

So seems like a lot of us about that time in our lives tend to get off the rails a little bit. Maybe we'll come back to that, if you're open to.

Absolutely.

So you said, hey, I'm just like, that's an unusual story. Just so you know, I, I, most of the time you hear I was working for somebody and I was there for a little while. Like, not just a few days or a couple weeks whenever you were there, but, you know, a month, two, three, a year. And then, hey, I don't really vibe with their culture or I could do it better or why am I making that guy all that money when I'm not getting anything from them and they go off and start their own? So for you to just literally go, hey, I can do this. I can figure it out. What were some of the. The biggest mistakes that you made during that first seven, eight months?

The biggest mistake I made early on, and it might not necessarily been in the first seven or eight months, but the biggest mistake I made early on was growing too fast. Not from a number of people standpoint, but from a location standpoint. So, you know, this was 10 years ago or so, and, you know, I was young and obviously wanted to look cool. So I thought the more states we were in, the cooler it looked. And so we were in seven states, but I had one or two people in each state. And, you know, and so we weren't able to. To service a large area. We couldn't get to every client. We couldn't give every client the. The kind of service that they deserved. People were dropping the ball. Um, so I scaled back. And we're in three states now. Well, four. Four states now. But we did that, and our numbers went through the roof. Is that you? I think that's me.

That's okay. No big deal. Those things happen on. On. On the show. It happens to me every once in a while.

It's. I think one of my Google voice numbers comes through my computer.

I was gonna say, I think that's a Google voice number. Because I've had that exact same thing happen to me before. For. So you thought, hey, a bunch of locations would make a bunch of money and found out that that maybe not be the right route. What would that. What did it help you do? Whenever you brought it closer, whenever you brought it in and reeled everything back.

In, we were able to, you know, a few different things. We were able to hone in on. On targets or on target areas and really kind of flood the market with advertising and know that no matter how many leads came in, we could handle them all because we had the manpower versus everybody being so spread out. The other thing was that we had an office and everybody right here to where we were also able to give those people the service and the quality that they deserved and all the crews local versus We. We need to do two builds in South Carolina tomorrow. So we got to send two crews up there and get them a hotel. And so we're saving money in different avenues as well. And less stressful sending people around to different areas. So. And it's just more efficient.

So, yeah, I, you know, I. I've always been of this thought process, dominate your market, saturate your market first. And once you've done. Because there's always room to grow in most markets, once you have that pretty much dominated, then take it and go to that next place. That's pretty cool. Good advice. I see a lot of guys do that, and fortunately for you, you were able to really back in and control it. Most guys wouldn't be able to. They would keep chasing it a lot of times out of just pride.

That's what I was about to say. I think 100. It's. It's pride. And it's, you know, I think it's also the reason why a lot of people don't open businesses or open secondary businesses or whatever it may be is because it's pride. And I, I do a lot of public speaking and I tell everybody I've failed and screwed up way more times and, and had way more businesses fail and lost way more money than the successful ones I have. It's just the successful ones stand out a lot more. And that's what people know me for. So you can't be scared to fail and you can't be scared to take a step back if you know that it's the best thing for you. You got to stop worrying about what people think.

So you started this business from scratch pretty much without a whole lot of knowledge, if any, other than some background from building. What'd you do to gain that knowledge? How did you like? Because it seems like you gained it fairly quickly, within first seven, eight months, you know, some people takes years. What'd you do to gain that information?

So I watched a ton of YouTube videos. I tried the whole fake it till you make it thing. That doesn't work out. So I watched a ton of. Ton of YouTube videos. I went to as many training courses as I could on anything at any supply house, whether it was shingle related tpo, you know, a code, whatever it may be. I just wanted to learn as much as possible. Not only to add, you know, more certifications to my resume, so to speak, but also just to meet more people, make more connections, learn more about the business as a whole. And so I did a lot of that. And then I also, when I was out in the field, I played dumb with adjusters, so I would always play, hey man, I'm new at this. Anything that you can, you know, help me with. Even if I was six months in a year in sometimes I would still play dumb just so I could try to learn more, especially if it was an older guy or an older. Sometimes you get an older guy that's got an attitude. But sometimes if they can take you in like a father figure and teach you something, it makes them open up a little bit more. And so I'd play that card all the time. And I learned a lot from adjusters and ladder assists and things of that nature. Just being out in the field as.

That'S, that's an awesome piece of advice right there too. Guys that do the insurance restoration world, which I've got some experience in that myself. I will never forget his name. His name was Bo Bohannon. He was about, I don't know, five foot.