Head Heart & Boots

In this episode of Head, Heart, and Boots, Brandon and I sit down with Alejandro to unpack what ten years inside one of the toughest jiu jitsu cultures in the country can teach us about leadership, loyalty, and personal growth. We dig into how a broken season in his life led him to a mentor who changed everything, why the Daisy Fresh laundromat became a proving ground for world class competitors, and how the same principles that shape great fighters also shape great teams. Hope you enjoy Chris Why You Should Listen [00:02:36] How one mentor’s belief and availability created lifelong loyalty and a culture people wanted to be part of [00:11:03] What living and training in an old laundromat taught fighters about discipline, discomfort, and eliminating excuses [00:21:00] The long, unglamorous process behind becoming a world class grappler and why consistency beats talent over time [00:25:39] How wrestling and jiu jitsu build confidence, emotional control, and character in kids and adults alike [00:36:05] How Alejandro revived a dead high school program by applying the same leadership principles that shaped him on the mat   Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

In this episode of Head, Heart, and Boots, Brandon and I dive into what Netflix got right about radical candor and how restoration leaders can use it to build healthier, faster-growing teams. We pull insights from No Rules Rules, share how we’re applying those same principles inside FP Restoration, and talk about how fear of feedback quietly kills trust, growth, and leadership potential. hope you enjoy - Chris Why You Should Listen [00:03:40] How Netflix built a culture of radical candor and why it became a competitive edge [00:10:00] What happens when leaders reward truth instead of politics [00:18:00] How we’re using radical candor inside FP Restoration to drive real growth [00:27:00] Creating safety and structure so your team can speak up with honesty [00:38:00] Why someone has to go first if you want a culture built on trust Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

I’ll be real. Finance used to feel like the boring side of business. But the deeper we’ve gone, the more I’ve realized the numbers tell the story. In this one, Chris and I sit down with Jim Emerich of Backbone CFO to talk about how to turn financial chaos into clarity, and clarity into growth. Jim breaks down what most owners get wrong about money, how to build incentive comp that actually pays, and why mastering cash flow is the key to scaling without stress. Thanks for Listening, Brandon Key Takeaways [00:01:00] Why finance isn’t boring, it’s your growth engine [00:06:00] Ambition vs. contentment, the mindset that keeps you sane [00:10:45] Incentive comp that motivates and pays out [00:17:30] Open-book management and the power of transparency [00:25:40] Avoiding the owner’s draw trap [00:32:00] Lifestyle business vs. enterprise value [00:38:50] Pricing, margins, and funding real growth [00:45:10] Building a business banks and buyers love [00:52:00] Final gut check, are you the constraint Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

I’m Chris, and in this episode Brandon and I talk about what year-end planning really looks like when you stop chasing perfect dashboards and start leading with purpose. We unpack what worked for Floodlight this year, how we intentionally ran lean to leap ahead, and why your team’s buy-in depends on more than KPIs. What We Cover [00:01:12] Planning Q4 like an investor and how we turned red months into green growth [00:05:11] Why most leaders undervalue strategic planning and treat it like a checklist [00:08:57] Mission before metrics and how to build KPIs that actually drive vision [00:14:25] The “100 Point Week” system for sales reps and why simple wins [00:20:06] How C-suite dashboards actually work with 3 to 4 key metrics [00:31:38] Aligning sales and operations around customer experience, not just numbers [00:53:36] Tommy Mello’s story about building a dream big enough for others to fit inside it Key Takeaways Plan on purpose, not by habit. Use fewer, clearer KPIs. Simplify tracking so reps can sell, not babysit CRMs. Make your mission about people, not profit. Audit your own leadership because culture is the real KPI. If you’re leading a restoration or home-service company and planning for next year, this episode is your field guide for making 2026 different.   Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

In this episode, Brandon and I wrestle with a tough reality: what happens when disagreement turns into dehumanization, and free speech no longer feels safe? I share how one of my posts spiraled into thousands of views and heated comments, leaving me questioning how we’ve arrived at a place where words can provoke violence, and why leaders often stay silent. Brandon brings a veteran’s perspective on what’s at stake when we forget the sacrifice that secured our ability to speak freely. This isn’t about politics-it’s about leadership, humanity, and protecting the freedom to have hard conversations. -Chris Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

In this one, Chris and I talk fitness, sleep, supplements, and how to keep your body in the game while leading in the restoration industry. Late-night emergency calls, unpredictable schedules, and high-stress jobs can wreck your health if you don’t have a plan. We share how morning training, sleep tech, diet balance, and smart supplementation keep us sharp so we can show up strong for our teams and clients. We even dig into creatine for brain energy and the truth about TRT vs. enclomiphene. Thanks for listening, Brandon Key Takeaways [00:04:30] Morning training: 4:15 a.m. alarm = momentum and accountability. [00:06:30] Injury hacks: Train smart with machines/isolation to stay strong under stress. [00:13:50] Creatine boost: 5g for muscle, 15g supports brain energy—huge for long shifts. [00:18:30] Sleep tech: Pod covers, less caffeine/screens, smarter wake-ups for recovery. [00:26:50] Diet freedom: 1g protein/lb, meat + fruit, and guilt-free “when in Rome” meals. [00:34:20] Hormones: Low T? Get labs. Options from enclomiphene to TRT explained. [00:45:30] Energy hack: Exogenous ketones give clean focus without the crash Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

Brandon and I get real about extreme ownership in leadership - not theory, but the daily behaviors that drive results. We cover how to move a struggling team member without micromanaging, why cadence beats intention, and how sales management tools like PDI and golden hours create momentum. If you lead in restoration, construction, or home services, this is your playbook for execution. WHY YOU SHOULD LISTEN: [00:01:52] Extreme ownership - own outcomes, not just standards [00:04:44] Check-ins that work - midweek nudges and fast feedback loops [00:07:15] What you walk past - quick correction prevents drift [00:10:23] Cadence - EOS rhythms plus mid-cycle verification [00:12:26] Sales example - coach golden hours and first-rep awkwardness [00:16:58] PDI - daily interaction builds momentum and confidence [00:21:09] Force multipliers - promote leaders and give bandwidth to lead hope you enjoy, Chris Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

What’s up, friends! This week Brandon and I are coming to you from our brand-new HHB studio: vaulted ceilings, windows to the world, and a backdrop so good it deserves a tattoo. And for our first show in this space, we went big. We sat down with David Gonzalez and Mark Mushlitz from K4K Construction, guys who are pioneering 3D printed concrete homes. Yes, literally printing houses. This isn’t sci-fi anymore. It’s happening now, and it has massive implications for construction, restoration, and how we think about the homes we live in. Thanks for listening, Chris Why You Should Listen: [00:04:41] 3D Printed Homes Explained – How concrete is layered to build faster, stronger walls. [00:06:56] Early Adoption – Texas leads the way with hundreds of 3D printed homes. [00:09:03] Economics – High upfront costs, but major labor and waste savings. [00:13:10] Speed – Walls in days, not months. [00:15:01] Commercial Use – Walmart already testing large-scale builds. [00:20:08] Design Freedom – Curves, arcs, and finishes beyond square boxes. [00:23:44] Durability – Fire, water, and pest resistance with better insulation. [00:32:04] Restoration Impact – Resilient rebuilds that ease client trauma. [00:39:16] AI + 3D Printing – Smarter programming, faster adoption. [00:43:36] Next Generation – Why trades and future builders should pay attention now.   Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

AI isn’t just hype, it’s already changing how service companies capture leads, close deals, and keep customers happy. In this episode, Chris and Brandon dive into the most practical, boots-on-the-ground conversation we’ve ever had about AI for the trades. Our guest, Nick D’Urbano, CRO and co-founder of Distance, brings a wild career path, from Deloitte M&A to running growth for Victoria’s Secret overseas, to his mission of helping restoration, plumbing, and HVAC companies stop letting revenue slip through the cracks Why you should listen:   [00:03:37] Nick’s career path and how e-commerce growth strategies translate perfectly into service industries. [00:10:19] Why your call intake process is probably leaking revenue—and how to fix it before spending more on marketing. [00:16:30] The cost of missed calls, after-hours gaps, and the “storm surge” scenario where AI can save six-figure jobs. [00:23:35] Offensive vs. defensive AI strategies—when to focus on lead capture vs. protecting the leads you’ve already paid for. [00:33:37] How far AI voice has come—and why it’s no longer the clunky, robotic call bot you’re picturing. [00:44:21] Using AI across different channels (voice, SMS, chat) to meet customers where they’re at—in real time. [00:50:51] The opportunity to use AI for proactive customer check-ins to prevent small frustrations from turning into slow-pay invoices. [01:01:47] The three main ways Distance helps companies capture more leads and book more jobs.   Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

If you're mid-career and wondering why the grind feels heavier, or you're trying to make peace with a shift in your role - this one’s for you. I finally understood what was really happening in my brain. That realization gave me clarity, and confidence. [00:05:27] Crystallized vs. fluid intelligence: Once you know which one you’re operating from, you stop competing with 25-year-olds. [00:07:02] The “definition of done” lens changed how I lead younger, faster thinkers, and freed up my bandwidth. [00:11:27] John Eldredge’s 6 stages of manhood helped me figure out what stage I skipped... and how I went back to reclaim it. [00:22:05] I no longer need the applause. That’s when I realized it’s time to share the stage, not dominate it. [00:44:18] -Thanks for listening, Chris and Brandon   Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews.More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST.Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it.Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle.See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

Ever wonder what it really takes to build an M&A machine inside the restoration world? This week, we sit down with Jeff Moore, the guy leading the charge at ATI Restoration, to get into the weeds on what he’s learned after buying 40+ companies in five short years. We dig into: Why culture eats EBITDA for breakfast 44:00 The million-dollar HR screwup that still makes Jeff cringe 08:25 Why earnouts suck (his words, not ours) 10:55 How misjudging people can cost you a hell of a lot more than money 33:41 What most folks misunderstand about ATI (and big players in general) 49:18 Why PE-backed rollups fail—and what separates a win from a write-off 40:52 It’s not just M&A talk—this is about identity, reputation, trust, and straight-up hard-won leadership scars. thanks for listening, Chris and Brandon Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies Spotlight on Floodlight: Your Secret Weapon for Sales & Scaling This isn’t a paid plug. It’s real talk from the front lines. If you’ve ever thought, “How do I get a VP-level sales leader or even a sales team without hiring full-time?” Floodlight has the answer. Fractional Sales Leadership They act as your outsourced VP of Sales, taking full responsibility for training, managing, and growing your sales team. No six-figure hire needed. Clients often close 20 to 50 percent more deals within six months, thanks to data-driven coaching, CRM setup, scripts, and performance reviews. More at floodlightgrp.com/sales Commercial Sales MasterCourse A self-paced, video-driven B2B sales course designed specifically for restoration teams. Perfect for building commercial revenue and getting free from TPA handcuffs. Covers mindset, prospecting, pipeline building, LinkedIn lead generation, and includes a $250 discount with code SALESBOOST. Details at floodlightgrp.com/courses Tailored Consulting & Coaching Floodlight’s Propel Your Business methodology offers a full-circle roadmap: financials, sales, marketing, leadership, recruiting, productivity. All built for contractors. These aren’t “life coaches.” They’re former restoration owners who’ve lived the chaos and know how to scale out of it. Explore more at floodlightgrp.com Live Training, Tools & Strategic Partnerships Floodlight also delivers live onsite and virtual training, keynote speaking, and leadership tracks covering operations, project management, and strategic growth. Bonus: They’ve vetted tools like Xcelerate, Liftify, and Sureti. Floodlight clients get access to exclusive discounts on tech that actually moves the needle. See all partnerships at floodlightgrp.com/partners Why it matters for you as a listener You don’t need to figure this stuff out alone. If you’re serious about sales growth, operational clarity, exit readiness, or leadership development, Floodlight is already helping folks like you scale smarter. And you get it from industry insiders. People who’ve sat in your chair, survived the fires, and built systems that actually work.

In this episode, we get into the weeds with David Obert and Aaron Brunko to figure out what’s actually driving the dip in claim volume, and what it means for us on the ground. Spoiler: It’s not just the weather. We break down six key contributors, from deductible creep to increased competition, and dig into how AI, estimating, and people power are reshaping the game. Check it out: [00:08:00] Why claim volume feels low, and what the data really says [00:14:00] The impact of at-home workforces and tech-driven loss prevention [00:19:30] New players, new pressure: PE-backed firms and claim share [00:31:00] How centralized estimating is shifting the role of the estimator [00:49:00] AI, automation, and the next 18-36 months in scope writing [01:02:00] What contractors should focus on right now (hint: people) Big takeaway: This isn’t a time to coast, it’s a time to compete. How we make clients feel matters more than ever. Invest in your people. Dial in your process. Use tech to amplify, not replace. thanks for listening, Brandon and Chris Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

Some people build their businesses one fire at a time. Sadiq Isu builds with the end in mind, and it shows. Brandon and I sat down with Sadiq to talk about what it looks like to lead with clarity. He’s an immigrant who bought, built, and sold restoration companies, and did it on purpose. No scramble, no guesswork. Just steady, strategic growth with people and legacy at the core. This isn’t theory. It’s what happens when you trade short-term wins for long-term impact. Why You Should Listen: [08:22] From night shift to ownership, Sadiq’s first few years in the U.S. [16:41] Why he builds every company from the exit backward [24:12] How he 2–3x’d his company’s value before selling [26:00] The one trait that makes a partnership work [33:44] Faith, family, and values, not just talk, but operational strategy [40:35] What restoration leaders are missing, and how to course-correct [49:01] How to build a company that reflects who you are, not just what you do If you're building something to last, this one’s worth a listen. -Chris   Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start Assessment Know Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

The Father, the Builder, the Balance - This one's personal. Chris and I sat down to talk about the real stuff behind building a business, being husbands, dads, friends—while staying ambitious. If you're in that tension too, you'll feel seen in this one. Why You Should Listen: [04:47] Building can cost more than you think, especially at home. [06:10] Chris opens up about losing his dad and the emotional wreckage that followed. [16:32] What does it mean to live like a Renaissance man? [35:57] You don’t have to carry the whole business to win big. [44:44] “Are you ready to not matter to your business?” The exit nobody prepares for. [54:13] If you’re a dad or a son, this is your call to lean in. No business strategy here, just two guys wrestling with what really matters. -Brandon Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

Look—most of us in this industry have lived through tough stretches. When claim volume dries up or margins get squeezed, the gut reaction is to cut, freeze, survive. But Brandon and I are asking a better question: What if this slowdown is the wake-up call your business needed? This conversation is all about what to do now and how to build a company that thrives tomorrow. We're not peddling theory—we’re sharing the stuff we’ve seen work, and what we’re doing ourselves. Why you should listen: [08:29] Why the “gravy train” of program work is over—and what replaces it. [13:20] How to trim cost without cutting muscle: smart spend vs. emotional spend. [20:16] A full-time estimator for $1,400/month? Why offshore labor isn’t just for tech startups. [27:23] The #1 reason VAs and fractional hires fail—and how to fix it. [32:16] Still using mid-level PMs to babysit losses? There’s a better way. [46:26] In-house trades vs. subs: what costs you more when things slow down? [51:42] Fractional leadership: when to stop hiring full-time and start hiring smarter. [58:05] AI isn’t replacing your team—but it might replace your excuses. [63:52] Is your tradeshow spend actually doing anything? How to rethink it. [70:23] Want to fix a $500K revenue problem? Here's how to sell your way out. You’re not stuck. But you might need a new playbook. —Chris Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

Brandon here. Look — I get it. Financial episodes don’t usually light people’s hair on fire. But this one? This one’s different. Chris and I sat down with Jim Emerich and Melissa Zinni from Backbone CFO — and I walked away with real answers to questions I’ve been wrestling with in my own business. This convo was way more than spreadsheets and P&Ls. We got into the real mindset traps that keep us stuck — and the strategic moves that can unlock margin and cash flow. Why you should listen: (34:42) Why business owners freeze — and how to break through indecision. (41:42) Controller vs. CFO — know the difference, save your business. (13:40) Expanding locations? Avoid the cash flow sucker punch. (47:43) What 20% profit actually looks like — and how to get there. (57:52) How one company saved $50K by ditching a bloated setup. (51:15) Self-insurance and group captives — the financial hacks nobody’s using. This one’s loaded with takeaways. If you're trying to scale smart and stop leaving money on the table, don't skip it. Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

Hey friends, Brandon here. This one hit different. Chris and I sat down with Holden Looper, CEO of Blue Shield Environmental and second-gen leader in the Southeast Restoration family. Still in his 20s, Holden’s already building something of his own — with a foundation of grit, integrity, and values that run deep in his family’s business. We talked legacy, leadership, and how to do family business in a way that actually works. If you're navigating the generational handoff or raising kids in the business, this episode is a blueprint for how to do it with intention.   [00:04:00] – Thrown Into the Fire (Literally) [00:13:00] – Transparency at Home [00:41:45] – Launching Blue Shield Environmental [00:51:24] – Advice for Family Businesses   Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

Hey friends this is Chris. In this episode, Brandon and I dive into the unique internal culture of 1Tom Plumber alongside guests Leah Hanlon (one of the OGs from Icon Restoration) and Alvaro Leal (Rocky's right-hand man). This isn’t just a recap of a Discovery Day or another 1Tom Plumber promo—it's a transparent look behind the curtain at how intentional culture creation drives growth, team loyalty, and operational excellence. There's a lot of real talk about leadership, trust, "failing forward," and fostering a tight-knit work family. [00:08:23] – Why Employees Stay (Leah’s Perspective) [00:15:25] – Fail Forward Culture [00:38:51] – Working Interviews: Secret Weapon  [00:51:56] – Hiring Systems and Final Takeaways   Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

So we jumped into this episode to wrestle with something that's been front and center lately in our client work—and in our own Floodlight team:-Why isn't our “training” sticking?-Why do good people still hesitate or fall short after a solid onboarding or rollout? It’s because we’re mistaking knowledge transfer for skill transfer. Let me break that down. I’ve been thinking a lot lately about this gap that keeps showing up—between what we think we’re doing as leaders and what’s actually happening in the trenches with our teams. And man, I’ll be honest… for a long time, I confused training with coaching. I thought if I gave a killer talk, showed the playbook, or laid down some well-crafted processes, then boom—problem solved. We’re off to the races. But that’s not how real transformation works. Not even close. [00:04:20] Training ≠ Coaching [00:10:20] The Ego Trap [00:15:14] Coaching Gold: The Wayne Story [00:34:08] Values = Leverage [00:46:03] Two Tactical Nuggets   Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies

What’s up, folks? It’s Brandon from Head, Heart, and Boots. In today’s episode, Chris and I sit down with James from LiveSwitch to talk about some seriously cool tech that’s changing the way businesses handle customer interactions—especially in the restoration game. This isn't just about fixing damage; it’s about making real, human connections when your customers are in crisis. If you’ve ever wanted a way to connect with people on a deeper level, especially when they’re stressed out and at their lowest, LiveSwitch is here to make that happen. [00:02:08] - What is LiveSwitch? [00:05:56] - Restoration Use Case [00:12:00] - Emotional Connection [00:16:33] - QR Code Lead Gen [00:20:20] - Sales & Training [00:40:30] - Pricing [00:45:42] - Accountability & Safety   Thank you sponsors! Liftify is for restorers who are looking to accelerate their online reviews. Consistent and fresh Google Reviews are critical to growing your online presence and establishing trust with your brand. Don’t leave it to chance; partner with Liftify and let them capture the feedback your team has earned.  https://www.liftify.com/floodlight  AnswerForce transforms the restoration industry by providing round-the-clock answering solutions.  Their skilled team ensures no call goes unanswered, capturing and qualifying leads, scheduling appointments, and enhancing customer satisfaction. Benefit from industry expertise, scalability, and customized scripting while saving costs compared to in-house solutions. With AnswerForce, your business growth potential becomes limitless. https://www.answerforce.com/floodlight C&R Magazine is the industry’s oldest and longest-running media outlet. The team brings restorers all the current news, developments, education and resources that impact our business and the teams we lead. From print media to podcasts, C&R ensures the industry news you need is accessible from anywhere.  https://candrmagazine.com  Actionable Insights. The Actionable Xactimate Profile by Actionable Insights offers live guidance for more accurate and complete estimates in Xactimate, preventing costly errors and improving your team's workflow. It's an essential upgrade for enhanced estimating accuracy and efficiency. https://getinsights.org/floodlight  Did you know... Only 30% of businesses listed for sale actually find a buyer? Even more striking, just 10% of those sell for the price their owners anticipated or higher, meaning only 3% of all business owners achieve their desired sale price. By focusing on understanding and enhancing your enterprise value, you can significantly boost your chances of joining that successful 3%. Business Health & Value Assessment Start AssessmentKnow Your Enterprise Value. See Your Potential Gaps. Complete this assessment in less than 15 minutes and receive a free assessment for your business that includes: A Lite Valuation Of Your Business Your Value Multiplier Per Your Industry Health Assessment Per Our PYB Methodology Business Value & Growth Roadmap Tailored For You Value Acceleration Strategies