-Contractors-
Stop Wasting Ad Spend. Start Growing Smarter.
The Contractors’ Edge Podcast gives you the tips, tools, and tactics you need to dominate your industry.
Get The Business, Marketing, & Industry Solutions You Need
With The Contractor’s Edge
Hosted by Mike Stiers and Anthony Brown, this is where home-service business owners come to learn what it really takes to win. From smarter sales and data-driven marketing to leadership that builds unstoppable teams, each episode drops an Edge of the Week, plus real, in-the-trenches insight you can use right now. Tune in for strategies on helping you close more jobs, building a better culture, and growing your profit year after year.
We’re giving you the edge, now let’s get to work.
- How To Scale Without More Trucks: Productivity, Labor, and Profit Hacks With Will Blake
An uncomfortable truth? There's no way to "market" your way out of operational chaos. In this episode, Mike Stiers and Anthony Brown sit down with Will Blake, contractor operator and founder of PER4MANCE.IO, to talk about scaling your company without adding trucks, crews, or more production problems. Will breaks down why “sales is for the show, production is for the dough,” and how contractors lose money when marketing spend gets ahead of operations. You will hear real numbers, industry benchmarks, and practical ways to improve your install revenue, gross margin, labor efficiency, and net operating profit. This weeks EDGE: - Why top-line sales is an overrated KPI and where to shift focus - How production efficiency directly changes your marketing percentage - A simple framework for cost per lead, conversion, and installed gross margin - The $120,000/month install crew benchmark (and what it means if you are under it) - Why daily huddles and job photos prevent sloppy production - How pay-for-performance can increase productivity and stabilize labor costs Timestamps: 00:26 Market Trends and Opportunities 02:37 Navigating Cost Challenges in Home Services 08:52 Sales vs. Production: The Core of Business Success 13:30 Optimizing Lead Management for Growth 15:40 Understanding Metrics and KPIs 18:47 The Role of Training and Specialization 22:23 The Importance of Data Tracking 25:08 Understanding Gross Profit and Operational Efficiency 29:16 The Path to Sustainable Growth 32:26 Navigating Business Efficiency and Lead Generation 39:34 Learning from Growth Challenges 48:36 Implementing Performance-Based Pay Systems 58:24 The Importance of Culture in Business Growth Connect With The Contractors’ Edge Hosts: Mike Stiers on LinkedIn: https://www.linkedin.com/in/michaelstiers/ Anthony Brown on LinkedIn: https://www.linkedin.com/in/anthony-brown-419009106/ Podcast Sponsored by: Will Blake and his team at Perf4rmance.IO Sold the job? Great. Now keep the profit. Per4mance.io is a pay for performance platform that helps you recruit and keep top talent, motivate installation teams, and simplify the whole process with clearer bonuses and less labor chaos. Trusted by 50+ companies and 1,000+ tradesmen in North America. Exclusive Contractors’ Edge offer: book your demo using this link to get 2 free months. Offer ends March 31. Tell Will’s team you heard it on Contractors’ Edge. https://per4mance.io/contractors-edge-demo Greenbaum Stiers Strategic Marketing Group The all-in-one marketing solution for contractors and business owners looking to create predictable growth and revenue. Learn more about our services and methods at www.greenbaumstiers.com Visit The Contractors’ Edge Website: www.yourcontractorsedge.com #marketingplan #contractormarketing #Homeservicebusiness #contractorperformancepay
- Contractors Edge Takes on Vegas (World Of Concrete Insights + Industry Talk)
The World of Concrete wasn't just about "concrete". Mike and Anthony recap their time in Las Vegas, and break down what they saw across the halls, why networking after hours is where the real value lives, and what contractors can learn from how exhibitors position, differentiate, and pull people into their booth. If you’ve been thinking “I just need more leads,” this episode will be another reminder to find the leak in your funnel first. Better close rate, faster follow-up, tighter lead management, and a sharper offer will beat “more spend” every time. Important Timestamps and Takeaways: 1:05 First time at World of Concrete, Anthony's Vegas culture shock 6:10 Best part of the show: branding, messaging, and booth “magnets” 10:30 The different halls and what contractors can learn from each in 2027 13:10 Networking after hours bringing more value than the expo itself 16:20 Chuck-in-a-truck to billion-dollar companies 20:10 Why trade shows are still alive and strong 23:00 What we heard at our booth: contractors think they need more leads 25:10 Fix the machine first: close rate, speed-to-lead, routing, margins 28:00 Differentiation: are you investing enough in how you present your company? 31:00 The “100 mph walk-by” lesson and booth energy 34:00 Karaoke, Fremont Street, and the fun side of conferences 37:30 Marketing trauma: why contractors say “Google Ads doesn’t work” 40:00 Why Google Ads is still a good place to advertise (if ran correctly) 43:00 B2B can generate leads too, and manufacturers should build brand 47:00 Final thoughts: why contractors should attend WOC next year Connect With The Contractors' Edge Hosts: Mike Stiers on LinkedIn: https://www.linkedin.com/in/michaelstiers/ Anthony Brown on LinkedIn: https://www.linkedin.com/in/anthony-brown-419009106/ Podcast Sponsored by: Will Blake and his team at Performance.IO Sold the job? Great. Now keep the profit. Per4mance.io is a pay for performance platform that helps you recruit and keep top talent, motivate installation teams, and simplify the whole process with clearer bonuses and less labor chaos. Trusted by 50+ companies and 1,000+ tradesmen in North America. Exclusive Contractors’ Edge offer: book your demo using this link to get 2 free months. Offer ends March 31. Tell Will’s team you heard it on Contractors’ Edge. https://per4mance.io/contractors-edge-demo Greenbaum Stiers Strategic Marketing Group The all-in-one marketing solution for contractors and business owners looking to create predictable growth and revenue. Learn more about our services and methods at www.greenbaumstiers.com Visit The Contractors' Edge Website: www.yourcontractorsedge.com
- The Math Behind A $3M Contractor's 30% Growth Year
If you are doing around $3,000,000 and want to grow 30% this year, you don't need more marketing ideas, you need clear math. In this episode of Contractors Edge, Mike Stiers and Anthony Brown walk through the exact numbers behind growing a $3M home service company to $3.9M in under a year, using real KPIs and a real budget plan. Example Math: Revenue goal: $3.9M Marketing budget (10%): $390,000 Needed: 390 sales, 1,794 raw leads Average CPL: $217 Target ROAS: 10:1 If you want predictable growth, this is how you build it. Timestamps: 00:25 (The $3M to $3.9M plan) 01:20 The truth: “You don’t have a marketing problem, you have a control problem” 02:20 The commitment rule: budget off next year’s goal, not last year’s comfort 03:30 Marketing % range for growth 05:15 The engine KPIs that actually steer the business (with formulas) 19:00 Where the money goes: SEO baseline (why it is pushups, not implants) 21:10 Meta as a support channel (branding, remarketing, lead gen realities) 25:00 Google demand capture: why Search + LSAs matter most at the bottom of funnel 28:30 When to reallocate between Google Ads and LSAs 34:10 The weekly dashboard contractors should actually watch 36:20 The warning: marketing does not fix missed calls or weak close rate 39:00 Forward-looking budgets: why “10% of last year” keeps you stuck 42:00 The payoff: when growth is done right, your marketing % usually drop Connect with the hosts: Mike Stiers on LinkedIn: https://www.linkedin.com/in/michaelstiers/ Anthony Brown on LinkedIn: https://www.linkedin.com/in/anthony-brown-419009106/ Learn more about The Contractors Edge approach to data-driven marketing and the home service industry at https://yourcontractorsedge.com/ You can also plug your numbers into our KPI Calculator on the site to see exactly what your lead, appointment, and sales targets should be. Sponsored by Greenbaum Stiers Strategic Marketing The all-in-one marketing solution for growth-minded home service contractors and business owners. Learn more at https://www.greenbaumstiers.com/home-services-industry-kpi-calculator/
Get The Business, Marketing, & Industry Solutions You Need
Contractor Pro Tip: You can’t fix what you don’t measure.
If you want consistent growth, you have to take control of your numbers. Track your weekly KPIs, cost per lead, lead-to-appointment rate, close rate, and average ticket to see what area needs the most attention. What gets measured gets managed, and what gets managed gets profitable.
The contractors dominating their markets aren’t the ones working harder, they’re the ones making decisions from data.
Meet the Voices Behind The Contractors’ Edge
I’m Mike Stiers, co-founder and president of Greenbaum Stiers Strategic Marketing Group. I cut my teeth running marketing for The Basement Doctor, then built an agency so contractors wouldn’t have to guess their way through growth. I’m obsessed with clean math and real-world execution: leads that turn into booked appointments, appointments that run, and sales that stick. My why is simple. When a home service company gets its brand, marketing, call center, sales force, and installers working in sync, owners get their time back, teams get stability, and homeowners get problems solved the right way.
Contractor’s Edge matters to me because our industry needs straight talk and field-tested playbooks, not hype. This show is where we translate KPIs into decisions, share what actually works across markets, and bring operators, not theorists, to the mic. If a listener can tighten speed-to-lead today, raise close rate next week, and plan budgets with confidence for next year, we did our job. This podcast is about turning good companies into predictable machines.
I’m Mike Stiers, co-founder and president of Greenbaum Stiers Strategic Marketing Group. I cut my teeth running marketing for The Basement Doctor, then built an agency so contractors wouldn’t have to guess their way through growth. I’m obsessed with clean math and real-world execution: leads that turn into booked appointments, appointments that run, and sales that stick. My why is simple. When a home service company gets its brand, marketing, call center, sales force, and installers working in sync, owners get their time back, teams get stability, and homeowners get problems solved the right way.
Contractor’s Edge matters to me because our industry needs straight talk and field-tested playbooks, not hype. This show is where we translate KPIs into decisions, share what actually works across markets, and bring operators, not theorists, to the mic. If a listener can tighten speed-to-lead today, raise close rate next week, and plan budgets with confidence for next year, we did our job. This podcast is about turning good companies into predictable machines.
I’m Anthony Brown, co-host of The Contractor’s Edge and Senior Business Growth Strategist at Greenbaum Stiers Strategic Marketing Group. This show means a lot to me because it gives me a chance to reach beyond the clients I work with every day and help more contractors take control of their growth. I’ve seen too many great operators spin their wheels, not because they can’t sell or don’t know their trade, but because no one ever taught them how to build a marketing system that actually works. That’s what this podcast is about. It’s built for the people who get their hands dirty and don’t have time for guesswork.
We talk about what really moves the needle, like getting your phone ringing with the right kind of leads, closing more jobs, and turning your marketing from a guessing game into a growth engine. My goal is simple: to help contractors win with clarity, confidence, and a plan that finally makes sense. If it helps you run tighter appointments, close more jobs, or finally take control of your marketing, then we’ve done our job.
Why Listen To Us?
Together, with the help of our expert marketing team, we’ve helped home service companies across the US insert the correct strategies, branding and lead generation tactics to scale their business year over year.
Whether you’re a $2M or $40M company, The Contractors’ Edge Community is for you.
This isn’t just a podcast. It’s conversation powered by industry leaders and trusted partners who understand your business from the inside out. We get your world, and this is the resource you need to win it.
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Real-world insights for contractors who want to grow smarter
From the Mic to the Jobsite
Explore practical articles on marketing, sales, leadership, and KPIs: built from real conversations with contractors and industry experts who know what actually works in the field.
Most contractors face the same challenges
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We’re able to create data-driven marketing strategies designed specifically for contractors. The result? Predictable revenue, stronger lead flow, and a foundation for long-term success.
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