Scale or Stall: The Three Core Pillars Separating Restoration Giants From Stuck Operators

Most episodes of this show feature a single guest sharing their unique path through the industry, but today we are completely flipping the script. In this special roundtable edition of Restoration Pros Unplugged, host Clinton James brings together two of the sharpest tactical minds in the home services space: Chris Nordyke of Floodlight Consulting Group and Nikole Mackenzie of Momentum Accounting. 

If you are a restoration business owner generating anywhere from two million to ten million plus in annual revenue and you feel like you have hit a glass ceiling, this transparent, no-nonsense conversation is your blueprint to breaking through.

The panel tackles the real friction points that keep growing companies stuck in a loop of high stress and stagnant margins, unpacking the business across three critical domains: sales, marketing, and financials.

- Chris Nordyke targets the foundational flaws in traditional B2B sales pipelines, challenging owners to aggressively move past the old school "candy and smiles" route marketing model. He explains how minor behavioral changes can transform underperforming field reps into high-producing B2B sales assets. 

Chris introduces the power of the "pain-seeking question" as the definitive tool to disrupt entrenched vendor relationships and secure lucrative commercial accounts. Furthermore, he analyzes the toxic internal friction between sales reps and operations teams, outlining how to build a unified system where fulfillment consistently executes on the promises made in the field.

- Nikole Mackenzie exposes the operational vulnerabilities hidden within fragmented back-office structures. From relying on well-meaning spouses and office managers to fighting chaotic data streams inside job management software, many operators are completely blind to their job-level profitability. 

Nikole demystifies cost structures by introducing the 50/30/20 framework, designed to inject simplicity into complex financials. She details how clean, standardized charts of accounts enable companies to implement precise department-level benchmarks and execute technician incentive programs that maximize cash flow. Crucially, she explains how tracking true cash health protects growing businesses from looking profitable on paper while bleeding capital in reality.

- Clinton James grounds the conversation in the shifting realities of digital lead generation, detailing how rapid developments in AI search engines threaten to make legacy marketing tactics obsolete. He breaks down what it takes to prevent your brand from becoming an "invisible restorer" to modern consumers and outlines how to claim dominant local visibility outside of low-margin third-party administrator networks.

To bridge the gap between theory and execution, Clinton, Chris, and Nikole pull back the curtain on a collaborative, highly exclusive live intensive they are hosting this summer. The Restore Scale Dominate workshop is a rigorous, two-day event taking place on August 27th and 28th in San Diego, California. Hosted inside a functioning multi-million dollar restoration facility, this application-only masterclass is strictly limited to forward-thinking owners who want to walk away with fully customized strategic asset toolkits, standard charts of accounts, and live interactive operational audits. 

Listen in for a masterclass on cross-department execution, and discover how to claim your market before your competitors beat you to the punch.

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Apply for the Live Intensive Workshop:

Ready to sit in a room with elite peers, dissect your market's data, and install these frameworks directly into your business? Space is strictly limited to ensure high-level collaboration. Secure your seat before the early bird pricing expires on July 18th.

Apply to attend here: restorescaledominate.com

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Scale Your Lead Generation:

If you want to stop guessing on your ad spend, optimize your local maps presence, and ensure your business dominates both Google and AI search engines, let's look at your market together. Book a free digital strategy session with the Water Restoration Marketing team:

waterrestorationmarketing.com/discovery-call/

Transcript

SPEAKER_00 0:00

Like if you want to keep more of the money that you're making, if you want to stop losing jobs to competitors who figured out something that you haven't in your market, this is the conversation for you.

SPEAKER_02 0:09

I think I was really fortunate before I came into restoration, I had a background in B2B sales, and so I was able to learn from some of the very best.

SPEAKER_01 0:16

The very first restorer that we ever worked with was this 23-year-old. He's gone from like zero to ten million dollars in three years, and so this is not an event for just anybody to attend.

SPEAKER_02 0:27

There's great hotels, there's great restaurants. It's kind of right in the heart of a key part of San Diego there, so I think I think the location is gonna be awesome.

SPEAKER_00 0:35

Restorescaldominate.com. You can apply to attend the event. Again, the event is going to take place in San Diego California.

SPEAKER_01 0:44

I think that's really probably the biggest value that someone would get from coming to this is learning from your peers. And you're all from different parts of parts of the country, too.

SPEAKER_00 0:53

August 27th and 28th. Um, that is a Thursday and a Friday. Let's go, baby. Welcome to the Restoration Pros Unplugged Podcast. In each episode, we're going to bring you insightful interviews and discussions with top restoration industry leaders. We're also going to delve into their business, the strategies that make them successful, and most importantly, the valuable lessons they learned along the way. I'm your host Clinton James. I'm also the Chief Marketing Officer at Water Restoration Market. We're a digital marketing agency dedicated to helping restoration companies nationwide secure more high-value water jobs. Now, this show aims to provide you with the knowledge and tools you need to excel in the restoration industry. So sit back, relax, and enjoy the show. And welcome everybody to a very special episode of the Restoration Pros Unplugged Podcast. Now, my audience knows uh that we traditionally interview a guest. Um, we go through uh what's working, what's not working in the restoration industry, but today we're gonna do things a little different. Um, instead of you interviewing one guest, I've got two of the sharpest people that I know in the restoration industry sitting down with me today. We're gonna be talking about something that we've been building together that I think the restoration community and our audience should be really, really excited about. So if you're a restoration company and you're an owner doing anywhere from, let's say, two million to 10 plus million in revenue a year and you want to grow, um this is gonna be an episode for you, right? This is something that I want you to listen to. Like if you want to keep more of the money that you're making, if you want to stop losing jobs to competitors who figured out something that you haven't in your market, this is the conversation for you. Uh, we're gonna cover three main things that determine whether a restoration company scales or it stalls. I'm talking sales, I'm talking marketing, and I'm talking financials. And then we're gonna tell you about a special event we're putting together down in San Diego in August of this year. Um, where we're gonna go really dig deep into each one of these sections there. So I'm gonna keep instead of me talking, why don't I introduce the two folks that I have on today's podcast here? First, um I have Chris Nordick. Uh, Chris is with Floodlight Consulting Group. He's been a guest on the podcast before. Um, thank you for joining us today, Chris.

SPEAKER_02 3:15

Yeah, I'm super happy to be a part of it. I like both you guys and I'm excited to collaborate.

SPEAKER_00 3:20

I mean, I know you like me. I know Nicole's on the call, so you have to act like you like her. But let me make a second introduction here. Uh, I have Nicole McKenzie uh from Momentum Accounting. Uh Nicole also has been on the podcast before. Thank you for joining us today.

SPEAKER_01 3:35

Thanks for having me back. Excited to do this with you guys.

SPEAKER_00 3:37

Awesome. Um, so the three of us have been talking over the last few weeks about really the challenges that we see from each one of our perspectives working in the restoration industry for the last few years. Um, Chris, talk to me a little bit about from a sales standpoint, what is a consistent challenge that you see when you're working with these restoration companies in their approach to closing business and generating relationships that are going to lead to more commercial opportunities?

SPEAKER_02 4:04

Yeah, great, great question. I think probably the biggest thing, uh, biggest challenge that restorers confront when they're working with their BDRs and trying to get the most out of their reps that are in the field is that getting out of this Candy and Smiles kind of route marketing approach to B2B sales. Um, you know, I think I was really fortunate before I came into restoration. I had a background in B2B sales. And so I was able to learn from some of the very best in terms of how do you um how do you get decision makers across the finish line to actually start sending you work, to change their behavior and shift from whatever contractor they've worked in the past to actually switching over to your company. And and just doing donut drops, you know, doing pizza lunches, filling candy jars, that kind of stuff, and doing all the networking and trade shows is not enough. And so a big part of what we help companies do is just little behavior tweaks, little behavior tweaks that they can teach their BD reps to approach the job differently. And it um it often is literally as simple as teaching them a few key questions, discovery questions, to drive the right kind of conversation with a prospect, literally. But it but of course, behavior change is tough, right? And so there's a lot of restorers that have just they haven't either they don't have the experience themselves as owners, which is really common, right? Where they came up in the business swinging the hammer, doing the thing, owning other small businesses, and they never had their own professional sales training. So they just feel like a fish out of water trying to coach their BD rep. But um, in this workshop, I'm gonna hit on like how do you turn on the sales switch, both on the operations side of our business, but then also how do we get our BD reps activated? I think all of us, many of us owners hear about these sales reps that do a million, two million, three million, four million bucks a year. And we're like, ah, I can't get my gal or my guy over 500 grand. You know, what's the deal? You know, the deal is there's probably just a few behavior tweaks that you could teach your rep that would completely change their trajectory. And that's just one example of what we're gonna cover during the workshop.

SPEAKER_00 6:25

I I like it. You you've I've heard you use the term flipping the sales switch, right? Um, what does that actually look like in a restoration company? Like from an increase in revenue or an increase in commercial opportunities.

SPEAKER_02 6:38

Well, part of part of it is when when I talk about flipping the switch, it's thinking differently about our business and thinking differently about sales. A lot of times, uh the way a restoration company normally starts is that the owner tells all their friends and family that I'm starting a restoration company, call me if anything happens. And and the really good ones, they get they get enough business to get them to that million bucks, maybe two million bucks, purely on reputation and referral. And they're never ever forced to really even think about sales. And so part of flipping the switch is first of all, starting to think proactively about okay, what is it going to look like for me to have a saleser up in the field? But two, what does it look like for ops and sales to work together? Right. And the reason why that's so important is to get the operations activated around what is sales, what is sales relative to their role, say as a mitigation manager, a technician, a PM, versus the shiny shoes galer guy that's out in the field doing the golf tournaments and like taking people to lunch and all that kind of stuff. A lot of times, these two people, your sales rep and your ops team, never collaborate or co-mingle. In fact, they they kind of get irritated by each other, you know, because the ops guys, the technicians, they just think all that sales rep, all they do is just play and take people to lunch and buy people drinks. When of course the reality is totally different. And so when I talk about this, and this is one of the things we'll cover in the workshop is how do you actually get your salesperson and your ops team aligned? And it's so important because the number one thing that kills a great sales rep in our industry, and I'm sure this is true of roofing and other home services, is when the service team fails to deliver on the promises that sales rep made in the field. Absolutely. It's the number one way to kill a sales rep's performance because what does it do? Like people that have been in sales that are watching this, they know when the company fails to deliver, that sales rep's got egg on their face. Like I'm the jerk, you know, that told them, Oh, you gotta try us, it'll be better. And then it's not. And so one of the things we'll talk about in this workshop is well, how do we navigate that conversation between sales and ops and create a real healthy relationship, right? Where the sales rep has good ex the proper expectations, because they don't always. Sometimes we have unreasonable expectations that nothing's ever gonna go wrong. But then also the operations understands the weight and the impact of what that sales rep's doing in the field. They have a better kind of bird's eye view of what that sales rep's doing day-to-day to bring business in, to put bacon on the table for everybody else.

SPEAKER_00 9:22

I can I can imagine the owner listening right now that understands that friction that exists in his corporation or in his business right now. He's got his sales reps out there trying to do everything they can to bring in new business. And it's like you mentioned it's there's a little bit of unhealthy friction that exists between sales and fulfillment there, right? Um, and we're gonna dig really deep in that um during that workshop. Um, Nicole, kind of a similar question for you, right? So you have been in the restoration sandbox now for years. What's the financial reality when you walk into a restoration company for most of those businesses right now?

SPEAKER_01 9:58

Yeah, so in in almost every case, when we talk to a new restoration company, the biggest thing we see is that the finance function is very fragmented. So as a restorer, you might have a CPA, and your CPA comes around, you know, when it's time for taxes, and you have somebody doing the books, and that could be an offshore bookkeeper or your office manager. A lot of times it's your spouse. Um, you've got a job management system, like an Albi or a Dash or a PSA, and there's data in there, but you can't really get like good quality data out of it. They're trying to mess around with using classes and QuickBooks. Uh, and then meanwhile, you have really lovely cash flows. So you're trying to figure out you know, what's what's our source of truth of who actually owes us money. And so one of the reasons I was super drawn to working with and uh in the restoration industry was because of that complexity. So over my career, I probably worked with every single type of business out there. And the very first restorer that we ever worked with was his 23-year-old. He'd gone from like zero to $10 million in three years. And so his business, while he had really good growth and was good at selling, all of his cash was just like going out the door because he had no idea how to control it. Um, and so we were able to come in and really put in some really good systems so so that he was able to see um not only like what are my profit margins, but what should they actually be? We'd see a lot of restoration owners um that have fine bookkeeping, but in terms of actually understanding like what should the numbers be that I should be going after, that what is a healthy restoration uh sorry, what are healthy margins for a restoration business? What should WaterMet look like? What should my rebuild margins look like? Um what should my content margin look like at a department level, right? And then at the job level. And then overall, is my business actually healthy and profitable and is it generating cash? So a lot of times um when we work with our clients, we'll look at their books and we on on paper they look profitable, but then we actually look at their cash. Well, at the end of the day, after they've taken distributions, after they've bought equipment, after they paid back debt, they're actually running a cash flow negative business. And so by coming in, we can uncover some of these things and show them a here's what the numbers um or here's where you're losing money, here's where the the the buckets leaking, so to speak, so that we can actually, as as you guys are helping with new revenue coming in, how do we make sure that that we keep that revenue? Um and so how we work with our clients is a lot of times we will coach and mentor the internal person and help them uh be a resource for them because they were put in this role and they're wearing 10 other hats. They were put in this role of like owners, hey, you're gonna come in and manage the finances of the business. And then I want to ask you really hard questions um that you probably don't know the answers to. So we want to empower them to be able to do their best work at their job and then also give the business owner the financial insights that they just haven't had before so that um they can actually control the they control their own destiny and and actually control what the outcomes uh uh that the business generates.

SPEAKER_00 13:06

I like that. I've heard you talk a lot about job level profitability, right? And most of the restoration companies that you start working with initially, how many of them have that kind of visibility, right? Or how many of them have an office manager that's supposed to be their bookkeeper that has the insight to pull those numbers?

SPEAKER_01 13:23

Yeah. Well, a lot of times what I hear is, well, we have Alvi set up, but we're not really using it for job capturing. Um, but a lot of that is it's the there's the pieces have to go together, right? We have to set up the systems and processes on the accounting side. So, like if bills are coming in, we need to make sure that we're tagging them against the job. We get to make sure that talk about the chart of accounts, which is basically that's the foundation of your house. That's the data structure of everything. So if we set that up, that's then that integrates with your job management system, right? So we can see our different expenses tagged against our different jobs and our different revenue line items, and we can splice and dice the data so we can see not only job level profitability, but how is each department doing? So then we can start compensating people and giving um our PMs bonuses based on the performance of their individual service line. But without having that structure and that data, we can't really incentivize people. Some of the best people, um, there's this guy named Larry in this mastermind group we're a part of, and he's got his stuff so dialed, his numbers so dialed that he's able to compensate down to the technician level with little bonuses based on their performance. And he's one of the most profitable um restoration companies that I've seen, specifically because he's able, he has the data that then he can't incentivize people by having those numbers.

SPEAKER_00 14:45

I I like that. Um, and these are the kind of insights that we really want to bring to all of our audiences, right? So Chris uh hosts the Head Heart and Boots podcast. Uh Nicole has been become a fixture uh in restoration industry events. Um, and I think we all agree that we've got value that we can show the restoration community. So we kind of put our heads together and decided, hey, why don't we put together a live event, right? Um, in the beautiful city of San Diego, California. Um, Nicole, I think this was kind of you and Millie's brainchild initially, wasn't it?

SPEAKER_01 15:18

It sounds like it. So I think I had just gotten back from San Diego. I love San Diego. So I'm in California. Um San Diego is awesome. I was just there a couple of months ago. But yeah, I think what we found with you guys were so complimentary in what we do. Like in my mind, every every restore needs us, right? We've we've complement all the areas of the business um that is going to cover all their bases to make them successful. And so we were really excited about hey, is there something we can do? I think the the biggest thing though that we were excited about was actually getting these guys in the same room because they're going they're going to learn a lot more from each other than they are from us, quite honestly. Right. Like when I first started my business 10 years ago, uh the biggest value I got was being in communities with other firm owners because, like, hey, what are you doing for this? What technology are you using? What's worked for you? What hasn't worked? And it just will 10 times your speed rather than trying to figure out your own. It's like talk to people that have actually tried it and done it before and learn what's worked. And uh, I think that's really probably the biggest value that someone would get from coming to this is learning from your peers. And you're all from different parts of parts of the country too. So you're not directly competing with the guy next door. It's like we've got people that are gonna be flying in from all over.

SPEAKER_00 16:34

Yeah, I uh a hundred percent agree with that. And and where the kind of the light switch flip for me is we've hosted uh a couple of masterminds with our existing clients over the last two years. We've gotten anywhere from a half dozen to a dozen of our clients in a hotel room together for a day or two, really masterminding, talking about what's working in their restoration business, what's not working, and using each other as peers to bounce ideas, uh thoughts, and best practices off of. And I thought, man, if I could get my clients, my handful of clients that I wanted to bring to the table in front of Nicole and Chris, that would be a great opportunity for them to kind of help them with the areas of the business that they can do the best job impacting, right? And you guys have clients, and we all have an audience in the restoration space. And I think in a two-day event that we're gonna host this August down in San Diego, we're going to give uh a handful of restorers an opportunity not only to uh network and mastermind amongst themselves, but give them some expertise and some insight from each one of us and our businesses and how much value we can bring to the table. Um, for me, one of the things that I really am hearing nonstop about is AI search, right? Every restoration company that I talk to, they not only want to show up on Google, but they want to be the best known restorer when it comes to AI. Um, and there's some myths out there uh with marketing agencies about how they can and can't impact AI. There's some best practices to where a business can really set them up for success in the new AI search era. And I really want to get as many restorers together in a room and kind of dispel the myths and give everybody best practices, not just for using my agency, but like best practices that they can walk away from this event and put into place immediately that will drive their visibility, not just on Google, but also on all of these AI tools that are out there. So um I guess we've been kind of hinting at it the entire interview, but let's talk a little bit about the actual event itself. So that's gonna be this August, uh both the 27th and 28th, down in San Diego, California. Not a bad place to visit if you uh if you've never been there. Um, Chris, tell the audience a little bit about the facility in which we're hosting this two-day event in.

SPEAKER_02 18:40

Yeah, so we're really uh fortunate. Um we've got a we've got a friend in the business who has a very large restoration operation down there in the San Diego market, and they've got a really nice training room that'll accommodate all of us. So um we'll be in familiar surroundings uh in that respect. But yeah, so we've got a great host uh restorer that um we're gonna be um in their facility. Nearby, there's great hotels, there's great restaurants. It's kind of right in the heart of a key part of San Diego there. So I think I think the location is gonna be awesome.

SPEAKER_00 19:13

Uh agreed. Um, Nicole, you're a big fan of Southern California, aren't you?

SPEAKER_01 19:18

I am. Well, I was going to ask. I was going to ask. We were talking about uh trying to fit in some golf while we're there. So either the day before or day after.

SPEAKER_00 19:25

So if anybody's into that, uh I I think we might be able to put together a small group to do uh a little golfing either on a Wednesday uh or on that Saturday there. So uh, but we're gonna have two action-filled days of not just uh sessions, but also some activities. So what on Wednesday night we're gonna have a welcome dinner, and for those that are attending, we'll provide details on that. Um, Thursday and Friday, they're gonna be on that awesome uh restoration facility that Chris and Chris mentioned in uh in San Diego. Uh Thursday night, we're gonna be taking the group out to dinner. And on Friday night, we're gonna have a nice activity uh that we're gonna be scheduling. But this is not an event for just anybody to attend, right? Because I know we've got a big audience with this podcast. Chris has a big audience with his podcast. Uh, Nicole has a big social media uh following. Um we want to be specific um and intentional about the restorers that we bring into the room. So um, Nicole, if you could describe the perfect avatar of the restorer that you think is gonna get the most value out of this session.

SPEAKER_01 20:27

Yeah, I I think somebody that's uh that's curious, that wants to grow, that doesn't have figured out. I mean, there's definitely different inflection points, I think, in any business, right? We get stuck at these these walls. And so if you feel like you're at the point where you have been the same size for a while and you're stuck and you want to grow beyond that and you keep spinning your wills, you're you're probably if you've come to this, I think you'll be in a better place where you'll be able to probably get over that hump. So that's that would be that would be my uh my recommendation.

SPEAKER_00 21:02

I like that. Let's give the uh the people uh a taste of what they're actually gonna get if they're in that room. So, Nicole, your session is called, I believe, Where did all my money go? Right?

SPEAKER_01 21:12

And then keep it straight, keep it real.

SPEAKER_00 21:14

That that's a big thing in restoration, right? For owners. Um, you're gonna walk them or the session's gonna walk them through knowing uh exactly where those dollars and cents lie. Can you give them some quick like insights as to what you're going to be specifically talking about?

SPEAKER_01 21:29

Yeah, so we're gonna share a framework. Uh the framework we call the 50-30-20 role. I like, I'm a big fan of taking complexity and making it simple. And restoration with all the moving parts is one of the most complex, uh, I think financially systems. And so we're gonna take that and make that simple, give you a very clear framework that you can walk away with. We're gonna give you a standard chart of accounts that you can walk away with and have your current bookkeeper implement it for you. We're gonna talk about what benchmarks you should be looking at. Like how does your business compare to other restoration companies? Um, we're gonna talk about some some cash flow levers. So how do you manage cash better? And then also if you were to go sell your business or if you have a banker that's looking at your company, like what are they actually looking at? And how do we present our financials and tell the story so that if you do want to sell your business eventually one day, um you're ready, you're ready to do that. And uh someone's actually you're your books are actually gonna make sense when they look at them.

SPEAKER_00 22:31

I I like to hear that. And again, guys, um, this is not going to be a pitch fest, right? You're not gonna listen to us or sponsors, um, just sit there and beat you over the head about buy my stuff. We really want to make sure that we're delivering value in the room where you'll have takeaways that you can implement in your business immediately that are gonna drive growth, right? Um, Chris, similar question for you flipping the sales switch in your business. Um, what's the one thing restoration owners are gonna walk out of your session with that really changes how they operate starting the following Monday morning?

SPEAKER_02 23:02

Yeah. Well, I think I'm I'm gonna do, I'm gonna cover three essential areas in the business that will drive sales literally the week after they get back. Um, first one is close rate. I'm gonna I'm gonna introduce a very simple flow and process and some best practices that can instantly jump your close rate. We have a client we're working with right now, four weeks into our close rate project, one of their locations up 12 points in close rate, 48 to 60 percent. Think about the math on that, the power of just affecting a better close rate with the work that's already coming back in. So we're gonna talk about that. I'm gonna introduce what we call our operational selling system, which really deals with all the different points in our customer interaction, our service delivery, where we have an opportunity to sell, to earn the next job, to earn a commercial job. Um, so we're gonna talk about that, what we teach operations teams. And then lastly, I'm gonna leave people with a couple really key behaviors that they can introduce to their BD rep back home to help them make the transition from route marketer, candy and smiles marketer to actual B2B sales rep. And one of those things I'm gonna teach is what I call the pain-seeking question. Commercial decision makers, they almost never switch vendors because you're cute, funny, you bring them great candy. Real operational decision makers change vendors because they have a problem or an unmet preference or an irritation they're experiencing with their current vendor. And the pain-seeking question is the thing that unlocks the door to that opportunity with that person. We got to find out what people's pain is. And we're I'm gonna teach a very specific approach that they can then take back and relay to their BD when they get home.

SPEAKER_00 24:50

I love that. Uh, my session is called the Invisible Restore. And really, what it's about is how um the changes that we're seeing in AI search and how they're impacting restoration companies and what you guys need to do to make sure that you're not the ones getting left behind. We're actually gonna run a live AI search audit for attendees that are in the room, look who's showing up, why, and walk through like a practical checklist um to help close that visibility gap, right? I'm also gonna be covering some of the best AI tools in the restoration industry. We've got a couple of uh guests that are gonna be there from Live Switch um and some of the other uh uh uh uh other businesses that I think you guys are gonna get a real kick out of. The the goal across all three sessions um is the same. We want you to leave with something that you can actually use, not theory, like a game plan there. So again, um we're going to drop in the uh show notes uh and the description a link to apply to attend the event. Um you can also visit a website that we've got dedicated to the event. Restorescaledominate.com. You can apply to attend the event. Again, the event is going to take place in San Diego, California, uh August 27th and 28th. Um, that is a Thursday and a Friday. Um tickets for the event for owners are gonna be $499. But what we're going to do, because you know, I want the audience to get some some value out of listening to today's podcast, we're running an early bird special. So if you're purchase your tickets prior to July 18th, you're gonna have a discount. You're gonna save some, so save yourself about $150, and you can get your ticket for $349. So um, before we wrap things up today, Nicole, leave the audience with one more thought about why they should be in the building for the restore scale dominate event in August.

SPEAKER_01 26:37

Well, from my perspective, the one thing that we see uh is people wait too long, right? They they go a year losing money every month, they don't know why, and then it gets too late. So they've lost a couple hundred thousand dollars over the course of the year, they start taking out debt. And so every day that you wait and you don't make a change and you don't take action, um, you could be losing out. So I would say now's the time to take action. Now's the time to change your business and uh let's go, baby.

SPEAKER_00 27:07

All right, and like Nicole said, now is the time to go to restore uh scaledominate.com and apply to to be in the room there. Chris, for you, um, leave the audience with uh with some additional nuggets, some additional reasons why they want to be in the room in San Diego in August. Yeah.

SPEAKER_02 27:22

Well, I would just say, listen, for the restorers watching this, uh, if your close rate is under 70% right now, you're you're gonna you're gonna leave with some strategies to impact that directly to the tune of could be hundreds of thousands of dollars that you would recover in this year's PL and and your growth targets. Um, just coming to fix your close rate is is just one outcome you're gonna have. But if your sales rep is producing less than a million bucks a year, you're also gonna walk away with some very concrete strategies to take back to them to immediately get lift in their sales results.

SPEAKER_00 27:56

I love that. Um, for me, it's simple, man. If your phone's not ringing the way it used to, if the TPAs aren't generating enough opportunities for you, um, if heaven forbid your BDs aren't out there creating new commercial opportunities and you need to become the most visible restoration company in your service area, um, that's what I'm there to talk about. I'm here to give you guys actionable things that you can do, whether you work with my agency or you work with somebody else or you do the stuff in-house, something that you can take away from that conversation in August, that session in August, and apply it to your business to get that phone ringing, get you more calls from homeowners and business owners in your area that have restoration needs. So um, with that being said, we're super excited to invite everybody out. Well, we're gonna invite some people out, not everybody out, but we want, you know, if you're listening to this podcast, we want you to go to restorescale dominate.com, fill out the application. We'll be in touch, and uh, and hopefully we'll be seeing all of you along with Chris and Nicole down in San Diego uh August 27th and 28th. So I want to thank you, Chris, for jumping on the podcast so we could talk a little bit about this event. Uh Nicole, I also want to thank you for jumping on the podcast today to talk about the event. Uh, I'm super excited to get in the room, uh, to spend some time with you guys because you guys are brilliant minds in the restoration industry. I love also being in a room full of restorers, right? Because they all share valuable insights that, you know, people that aren't in their market can use and apply to what they're doing there. So um thanks for joining us uh for an episode of the Restoration Pros Unplug Podcast. And again, go to restorescaldominate.com, click apply now, fill out the information, and we hope to see you in August down in San Diego. Thanks, everybody. Thank you for listening to the Restoration Pros Unplug Podcast. If you like what you heard today, be sure to subscribe, share, and also leave us a five-star review. We'll be back with more interviews and discussions with restoration industry leaders really soon. In the meantime, if you're a restoration company looking to add more high value water jobs, you can reach me and my team at War Restoration Marketing.net. Again, that's War Restoration Marketing.net. I look forward to hearing from you so.