Episodes

  • Ep 210 - "The Gas Pedal, the Brakes, & the Transmission"

    Ep 210 - "The Gas Pedal, the Brakes, & the Transmission"
    May 26 2026
    In this episode, I sit down with former NCAA champion and Olympian Les Gutches for one of the most fascinating conversations we’ve had on the show. What started as a conversation about wrestling quickly turned into a masterclass on resilience, discipline, business, leadership, and life. Les shares stories from his childhood in Southern Oregon, growing up fast while helping care for his sick mother, and how those early experiences shaped his mindset forever. We dig into the relentless work ethic that carried him from local wrestling clubs all the way to undefeated NCAA championship seasons and the Olympics. Les talks about getting thrown into practices with older, tougher athletes from a young age, and how constantly being pushed beyond his comfort zone became one of the biggest advantages of his career. But what really surprised me was hearing how much of his success in business came from lessons learned off the mat. Les explains how working as a commercial lender taught him to read financials, recognize patterns, and learn directly from wealthy business owners. We also unpack his framework for successful partnerships, why every business needs a gas pedal, a brake pedal, and a transmission, plus some incredible stories from his real estate, gym, and liquor store ventures. We finish with a conversation about health, longevity, and discipline as a business owner. At 53, Les is still training consistently and thinking long-term, not just about money or success, but about having the energy and physical capacity to enjoy life decades from now. This episode is packed with practical wisdom and stories I know you’ll remember. Hope you enjoy -Chris Why You Should Listen: [00:05:00] Les shares the responsibility and pressure of helping care for his sick mother as a young child — and how those early experiences shaped his mindset [00:08:30] How constantly training with older, tougher wrestlers built the resilience that eventually carried him to NCAA and Olympic success [00:17:20] A powerful story about quitting wrestling, learning ownership, and the parenting lesson that changed his trajectory [00:27:45] Why real confidence comes from preparation — and how that applies in sports, business, and leadership [00:44:50] Les breaks down his “gas pedal, brake pedal, transmission” framework for business partnerships and why most entrepreneurs build teams the wrong way [01:00:20] A practical conversation on health, longevity, and why successful business owners can’t afford to neglect their physical fitness 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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...
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    1 hr and 9 mins
  • Ep 209 - "The Intelligence We Miss"

    Ep 209 - "The Intelligence We Miss"
    May 19 2026
    In this episode of Head, Heart and Boots, Brandon and I sat down with J. Brad Britton for one of the most meaningful conversations we’ve had on the podcast. J. Brad spent decades leading inside the Cutco and Vector organizations, but this episode centers on something far deeper - his relationship with his son Sam and how that journey completely changed the way he thinks about leadership, communication, and human potential. What stuck with us most was hearing J. Brad talk about realizing Sam understood far more than anyone had assumed for years. It forced him to rethink not only his parenting, but the way we all judge people based on surface behavior instead of curiosity and empathy. We also dug into leadership lessons from Cutco, coaching young salespeople, and why presence and encouragement matter so much when developing people. This episode is thoughtful, emotional, and packed with perspective that applies far beyond business. Hope you enjoy Chris Why You Should Listen: [00:05:42] The moment J. Brad realized his son understood far more than anyone had believed for years [00:14:18] How raising a child with apraxia reshaped his perspective on leadership, patience, and communication [00:24:07] Why curiosity and empathy matter more than assumptions when working with people [00:36:12] Leadership lessons from decades inside the Cutco and Vector organizations developing young salespeople [00:49:03] A powerful conversation about fatherhood, encouragement, and learning to truly see the people in front of you 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    1 hr and 8 mins
  • Ep 208 - "Sales Is a Contact Sport"

    Ep 208 - "Sales Is a Contact Sport"
    May 12 2026
    In this episode of Head, Heart, and Boots, Brandon and I sit down with our teammate Clinton Tierney to talk sales, leadership, and the mindset it takes to win in today’s restoration market. Clinton’s story is incredible—college athlete turned mold technician turned multi-million dollar producer and sales leader—and you can hear how every season shaped the way he approaches business development today. We spent a lot of time unpacking what actually creates successful salespeople. Not gimmicks or scripts, but consistency, volume, discipline, and learning how to fall in love with the process instead of obsessing over the outcome. Clinton shares some really practical insight from his years in the field, including how he built relationships, uncovered customer pain points, and developed the habits that made him successful. One of my favorite parts of this conversation was hearing Clinton talk about coaching sales reps. So many companies promote great producers into leadership roles, only to realize later that coaching people requires a completely different skill set. Clinton has a real gift for developing others, and that comes through loud and clear in this episode. If you lead a sales team, own a restoration company, or are just trying to become better at business development, this conversation is packed with practical takeaways and a ton of encouragement. Hope you enjoy Chris Why You Should Listen: [00:07:08] How Clinton went from an $8-an-hour mold tech to a multi-million-dollar producer in restoration sales [00:10:20] The sales culture lessons he learned inside a company that scaled from $3M to over $50M [00:21:22] Why great salespeople fall in love with the process—not just the outcome [00:24:26] The two sales disciplines Clinton says matter most: volume and face-to-face meetings [00:35:03] What Clinton learned transitioning from top producer to sales leader—and why most reps struggle in management roles 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    50 mins
  • Ep 207 - "Your Company Feels Like Nothing - That's the Problem"

    Ep 207 - "Your Company Feels Like Nothing - That's the Problem"
    May 5 2026
    In this episode of Head, Heart and Boots, Brandon and I sit down with Nick D’Urbano again- this time not to talk AI, but to dig into branding. And honestly, this one hit different. Nick’s built and scaled multiple 8- and 9-figure brands, and what stood out is how clearly he sees something most of us miss: brand isn’t your logo, your colors, or your website- it’s how people feel when they interact with your business. We spent most of the conversation unpacking that idea. What does it actually mean to build a brand? It starts way deeper than marketing. It’s your principles, your standards, how your team behaves, how you treat customers, and whether all of that is consistent. If you ask 10 people what your company stands for and get 10 different answers, you don’t have a brand. Nick also challenged the way most restoration companies think about this. In an industry where people are going through some of the hardest moments of their lives, there’s a massive opportunity to build a brand around how you show up for them, not just the job you do. That idea of being “human-centered” stuck with me. We wrapped this by connecting it back to execution- how communication, consistency, and even AI tools like Distance play a role in reinforcing your brand at scale. Because at the end of the day, your brand is being built whether you’re intentional about it or not. Hope you enjoy Chris Why You Should Listen: [00:02:10] Why most people misunderstand branding and how it goes far beyond logos, colors, or marketing [00:08:34] How to define real company principles that actually guide decisions instead of just sounding good on a wall [00:16:12] Why consistency across your team and customer experience is what truly builds a strong brand [00:27:45] The opportunity restoration companies have to create a human-centered experience in high-stress situations [00:38:20] How communication, systems, and even AI tools can reinforce your brand as you scale 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    57 mins
  • Ep 206 - "Build It So You Don't Have to Be There"

    Ep 206 - "Build It So You Don't Have to Be There"
    Apr 28 2026
    In this episode of Head, Heart, and Boots, Brandon and I sit down with Rocky Hensley to break down his latest exit and what actually drove the valuation behind the deal. Rocky shares how private equity approached the opportunity, why he chose his partner, and what most owners misunderstand about timing a sale. We dig into the simple framework he uses to build valuable companies, centered around strong profitability and removing owner dependency. Rocky explains why these two factors matter more than anything else when it comes to scaling and eventually selling a business. The conversation also dives into growth strategy, including why sales is the true driver of scale and how plumbing and restoration can work together when executed the right way. Rocky challenges the way most operators think about expansion and where they spend their time. This episode is a look at where the industry is heading, from private equity trends to the shift toward owning the full customer relationship. If you are building, scaling, or thinking about an exit, this one will give you a clearer lens on what actually matters. Hope you enjoy Chris Why You Should Listen: [00:00:43] Inside Rocky Hensley’s latest exit—and why private equity paid future earnings at an 18x multiple [00:07:12] The simple 2-rule framework Rocky uses to decide when to sell a business (and why most owners get it wrong) [00:12:10] The “20% net profit + no owner dependency” formula that makes a company instantly valuable [00:25:19] Why sales—not operations—is the real driver of scale (and the costly mistake most owners make) [00:33:00] Why most restoration companies fail to leverage plumbing—and how the top operators actually win with it [00:45:53] Where private equity is really going: owning the entire customer, not just one service line [00:54:41] The hiring philosophy that got validated in a massive PE deal—and why “good” employees are a liability 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    59 mins
  • Ep 205 - "Unsexy Work Builds Real Business"

    Ep 205 - "Unsexy Work Builds Real Business"
    Apr 21 2026
    In this episode of Head, Heart, and Boots, Brandon and I sit down with Chris Matts, founder of Marketing Ninjas, to talk about what actually drives growth in restoration and why most marketing misses the mark. Chris shares his path into entrepreneurship, how he found the restoration industry, and why he chose to focus on helping companies generate more opportunities through outbound and relationship-driven strategies. We dig into the difference between branding and direct response, why business development reps are still one of the most important roles in a restoration company, and how marketing should support, not replace, relationship building. This conversation is a practical look at how work really flows in this industry and what it takes to stand out in a crowded market. Hope you enjoy Chris If you're interested in Marketing Ninjas - check out more at this LINK Why You Should Listen: [00:06:12] How Chris Matts found the restoration industry and why he saw it as a massive, underserved opportunity [00:14:27] Why most restoration marketing fails and the common mistake of relying too heavily on ads instead of relationships [00:21:05] The real role of business development reps and why they are still the most consistent driver of revenue [00:30:18] The difference between branding and direct response and how to use both effectively in your market [00:42:11] How top restoration companies actually generate work by owning referral relationships, not just waiting on inbound leads 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    1 hr and 8 mins
  • Ep 204 - "You're the Bottleneck. Now What?"

    Ep 204 - "You're the Bottleneck. Now What?"
    Apr 14 2026
    In this episode of Head, Heart, and Boots, Brandon and I sit down with Sam Chapman, owner of Merit Restorations and partner in CaseCo and 1-Tom Plumber, to talk about building businesses, leading people, and the real work behind growth. Sam shares his journey from a blue collar upbringing to building multiple companies, and how he’s approached scaling through partnerships, culture, and intentional leadership. We also get into the hard lessons. From avoiding accountability to rebuilding a broken culture, Sam walks through what it took to reset his team and raise the standard across the business. This is a conversation about ownership, discipline, and doing the internal work required to lead well at home and in business. Hope you enjoy Chris Why You Should Listen: [00:02:48] Sam’s origin story growing up in a blue collar family and how watching his dad build a business shaped his drive to create something of his own [00:16:14] How CaseCo evolved from flipping houses into a high end custom home and commercial construction company and the strategic decisions behind that growth [00:22:32] Why Sam partnered with 1-Tom Plumber and how he’s using it to drive more mitigation opportunities and expand his restoration business [00:29:42] The moment his restoration company’s culture broke and what it took to rebuild the team, reset standards, and create real accountability [00:46:43] A raw look at the mental and emotional toll of entrepreneurship and the personal work required to lead well at home and in business 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    51 mins
  • Ep 203 - "Restoration Done Right: The Clean Claims Standard"

    Ep 203 - "Restoration Done Right: The Clean Claims Standard"
    Apr 7 2026
    In this episode of Head, Heart, and Boots, I sit down with Lane Larsen, founder of Clean Claims, to unpack what is happening at the intersection of restoration, technology, and insurance. As the industry continues to evolve, Lane brings a unique perspective on how software, data, and process are reshaping the way claims are handled and how contractors can position themselves to win in a more complex environment. We dig into the origin of Clean Claims, the problem it was built to solve, and how improving claim quality, documentation, and communication can create better outcomes for contractors, carriers, and homeowners alike. Lane shares how fast technology is moving, what that means for operators on the ground, and why those who embrace better systems and cleaner processes will have a major advantage in the years ahead. This conversation is both strategic and practical. From reducing friction in the claims process to building stronger relationships with carriers and adjusters, it is a look at how the right tools and mindset can elevate the entire business. If you are trying to stay ahead of where the industry is going, this one will help you think differently about what comes next. Hope you enjoy. Chris Why You Should Listen: [00:03:15] How Clean Claims is simplifying field documentation, remote monitoring, and process enforcement by replacing multiple apps with one technician-friendly system [00:08:17] Why “process enforcement” matters so much in restoration and how removing human inconsistency can improve documentation, compliance, and payment speed [00:17:09] What it looks like to onboard new technicians fast and why simple, intuitive software can dramatically shorten the learning curve [00:31:10] A look at where AI, estimating, ESX integration, and automated rebuild scoping are headed and how quickly field operations may change [00:38:29] Why Lane believes restoration still operates like the Wild West and how better standardization could improve trust between contractors and carriers 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 BusinessYour Value Multiplier Per Your IndustryHealth Assessment Per Our PYB MethodologyBusiness Value & Growth Roadmap Tailored For YouValue 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.
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    56 mins