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Stop Wasting Money. Grow Your Business With The Contractors' Edge.

You keep losing estimates, but you have no idea what your salesperson said inside the home - or whether they even  asked for the sale. Your bid rate can be one of the most expensive blind spots inside a home service company. It's easy to track your lead source, cost per lead, appointment set rate and close rate, but once your salesperson walks through the homeowner’s front door, the information usually disappears. When estimate don't close, it normally comes down to:  The price was too high. The homeowner wasn't serious. They wanted more estimates. They needed to talk to their spouse. Is that actually what happened? Or did your salesperson skip discovery, rush the presentation, choose which option to offer, mishandle the objection or leave without directly asking for the business? It's harsh, but can be more common than we realize.  In Episode 32 of The Contractors’ Edge, Mike Stiers and Anthony Brown sit down with Pat Brien, co-founder and CEO of AdaptClose, to expose what's happening during the in-home sales appointments owners and managers cannot attend. The appointment data in this episode revealed that 70% of the analyzed in-home sales calls never directly asked the homeowner for the sale. So in reality, you may not have a lead problem. You could just be paying to create qualified opportunities and sending them into homes with salespeople who are not consistently following your process. What would change if you could see every appointment? AdaptClose records in-home sales conversations, evaluates them against your company’s actual sales process and identifies exactly where each representative is winning or losing the homeowner. In this episode, you’ll learn why estimates are being lost, how to coach every salesperson without ride-alongs, and how AI can expose the sales mistakes costing your company revenue. Episode 32 Timestamps 01:27 Meet Pat Brien and AdaptClose 04:00 Why 70% of analyzed calls never asked for the sale 06:16 What owners think happened versus what the recordings reveal 08:29 Low bid rates and appointments that never receive an estimate 10:48 How AdaptClose works during an in-home appointment 11:46 Coaching the salesperson before the next appointment 13:31 Identifying performance patterns across your sales team 17:03 How one branch improved its win rate by 15 percentage points 19:33 What winning in-home conversations have in common 21:14 How to measure whether sales coaching is working 24:08 Getting sales representatives to adopt the technology 26:25 Fixing communication between sales and production 28:03 Building your existing sales process into AdaptClose 30:30 Recording consent and creating value for the homeowner 33:06 Turning sales meetings into evidence-based coaching 35:15 The AdaptClose features creating the most value 37:40 CRM integrations and better appointment documentation 41:01 The future of AI sales coaching in home services 44:19 Coaching and tracking door-to-door sales teams 46:07 Three takeaways for contractor owners Your Contractor Homework Pull your last 10 lost estimates. For each appointment, determine: Did the salesperson directly ask for the business? Did they complete every step of your sales process? Did they uncover the homeowner’s real problem? Did they present clear options? Did they document the actual objection? Did they complete the required follow-up? Do you have evidence-or only the salesperson’s version of what happened? Before you spend another dollar generating leads, find out what's happening to the opportunities you have already paid to create. Learn more about AdaptClose: https://adaptclose.com/ Connect with Patrick Brien, CEO of AdaptClose: linkedin.com/in/patrick-brien Need help identifying where your marketing, call handling, sales process or operations are costing your company revenue? Consult with our in home service business and marketing experts at The Contractors’ Edge: https://yourcontractorsedge.com/#form Your first call is 100% free.  Connect with Michael Stiers: linkedin.com/in/michaelstiers Connect with Anthony Brown: linkedin.com/in/anthony-brown-419009106 Hit subscribe for more contractor-focused tips, tools and tactics designed to help you build a stronger, more profitable home service business.

The homeowner has an urgent foundation problem. Your team knows they can provide the solution. Why are you waiting two weeks for an engineering plan?  Time kills urgency, and time is money for foundation repair businesses. Every additional day a homeowner waits is more time to reconsider the project, delay the repair, or find another contractor who can move faster. In Episode 31 of The Contractors’ Edge, Mike Stiers and Anthony Brown sit down with Scott Wyssling and Heath Harpster of Wyssling Consulting to discuss how the right engineering partner can help foundation repair contractors match homeowner urgency, install faster, stay within budget, and protect their margins. Wyssling Consulting is able to provide foundation repair plans within a 24-to-48-hour turnaround once the required project information is received. But their speed is only part of what matters with choosing the right engineering firm.  A strong engineer should look beyond the visible damage, and helps you fix the complete problem so it does not come back to bite your business six months later. Tune into this episode for:  - Why 2 week engineering delays can cost you urgent jobs - How Wyssling provides foundation repair plans within 24 to 48 hours - What to consider when choosing the right engineering firm - What your team should provide for the fastest turnaround - How clear photos, measurements, and site plans keep projects moving - How Wyssling’s in-house CRM supports faster communication - Why root-cause engineering can prevent callbacks and warranty expenses - Why engineers need strong relationships with foundation repair companies Episode 31 Timestamps 07:17 When contractors involve engineers too late 08:26 How engineering delays disrupt production 12:16 Wyssling’s 24-to-48-hour turnaround 14:53 What contractors should provide for faster plans 16:27 How Wyssling’s in-house CRM speeds up the process 19:44 The rotting rim board that revealed a bigger problem 24:14 Preventing callbacks and warranty expenses 27:58 What callbacks actually cost your company 33:08 How to evaluate an engineering firm 35:38 Engineering red flags contractors should watch for 45:10 Three takeaways for contractors Your Contractor Homework Before sending your next project to an engineer, make sure your team provides clear photos of the damage and surrounding conditions, accurate measurements, and a detailed site plan created in ArcSite or similar software - and then see how fast they give you detailed plan that expands into the root cause. Connect with Mike or Anthony on Linkedin: 👉 https://www.linkedin.com/in/michaelstiers 👉 https://www.linkedin.com/in/anthony-brown-419009106 Connect with Scott Wyssling: 👉 https://www.linkedin.com/in/scott-wyssling-5b2aa77 Connect with Heath Harpster: 👉 https://www.linkedin.com/in/heath-harpster-pe-p-eng-54033147 Learn more about Wyssling Consulting: 👉 https://www.wysslingconsulting.com/ Learn more about The Contractors’ Edge: 👉 https://yourcontractorsedge.com/ Subscribe for more contractor-focused tips, tools, and tactics designed to help you build a stronger, more profitable home service business.

Marketing becomes confusing when you don't know your numbers or which platform is best to grow your home service business. Should you invest more in Google Ads? Increase your LSA Budget? Expand your service area? Try Meta? Send emails? Change your offer? The answer depends not only on your company’s current position in the eyes of the homeowner, but also on your strategy, budget, and internal team’s ability to manage lead flow. In Episode 30, marketing experts Mike Stiers and Anthony Brown clear up the confusion by sharing the exact benefit of each platform contractors need to consider, and when to pull the trigger on execution. Whether you need more leads, or you're looking to grow your local footprint - learn how your business goals, available demand, services, market, capacity, and revenue targets all impact the strategy. Episode 30 Timestamps 01:24 How homeowners move through the buying process 02:08 The role of Meta 02:55 Google Ads, LSA, SEO, and Google Business Profile 06:06 Which marketing platform is best? 08:13 Why copying competitors is not a strategy 10:34 How marketing channels work together 11:28 The mistake Mike made when cutting brand advertising 15:32 Why cost per lead can send you in the wrong direction 19:49 Where to invest an additional $5,000 or $10,000 22:34 Creating revenue from estimates already provided 26:35 Three common contractor marketing situations 28:13 What to do when you cannot connect marketing to revenue 30:11 When owners should stop managing marketing themselves 33:45 Your contractor homework Your Contractor Homework Write down every marketing channel your company pays for. Then identify: The job it is hired to do Whether it captures, creates, or monetizes demand What success looks like How it connects to appointments, sales, and revenue If nobody can explain why a channel exists or what success looks like, reconsider the strategy before investing another dollar. Need help identifying the right marketing mix for your home service company? Connect with us for a free coaching call: 👉 https://yourcontractorsedge.com/#form Subscribe for more contractor-focused tips, tools, and tactics designed to help you build a stronger, more profitable home service business.