Learn to leverage international talent to grow and scale your business. In this episode, Guy Salani shares the gritty, high-conversion systems he used to scale a roofing sales and marketing company to $12M in four years without ever touching a hammer.
From turning ex-addicts into high-performing call center reps, to training teachers into 7-figure closers, to building a conversion machine that ran on Google PPC and HomeAdvisor leads this is a masterclass in sales operations, team building, and scalability.
✅ How to build a world-class call center with local talent
✅ The exact sales training system that fueled a 45% close rate
✅ How Guy kept marketing costs under 3.5% of revenue
✅ Structuring comp plans that reward performance (without killing margins)
✅ Why technicians should never be your closers
✅ How same-day closes and two-legged appointments built predictable revenue
✅ Scaling with simplicity: why clarity greater than complexity in sales systems
✅ Leveraging mission-driven hires from recovery communities
✅ The power of emotional storytelling in sales especially in home services
✅ Why firing top reps can be the best move for your culture
If you're building a sales-driven business especially in home services this is required watching.
00:00 Learn to leverage international talent
02:00 From real estate hustler to roofing sales CEO
04:30 How Guy built 4 construction companies and burned out
06:00 From miserable to $12M: How home sales saved his life
09:00 85% demo rate and 45% close rate explained
12:00 Why he recruited reps from women’s recovery groups
14:30 Niche product offers that outperformed big-ticket roofing
17:00 Why they avoided storm chasing, cold calls & insurance jobs
19:00 Training system: 3 days/week, roleplay-heavy, script-first
21:00 Comp plans that created hunger without hurting profit
24:00 Two-legged rule: no pitch unless all decision-makers present
26:30 When to ride along, when to coach, when to cut
30:00 Why same-day closes made their model work
32:00 Sales vs tech: why the best closers aren’t your installers
35:00 Options selling and emotional decision-making
38:00 Systemizing lead assignment by sales rep personality
41:00 Culture rules: simplicity, speed, structure
44:00 Why he fired his top reps and the team got better
47:00 Closing thoughts for founders building sales teams
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