Contractor Secrets

Hosted by Tanner Mullen

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547

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Jul 2026

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About the show

It's no secret that a large majority of contractors are too busy working "IN" their business instead of "ON" their business. As a 3rd generation painter, I've first-hand witnessed the struggle of a contractor (my father) as he attempted to manage all aspects of his House Painting Business while still painting and performing the jobs. My passion is to free contractors from the chains of their own business, and truly help them achieve greatness through creating systems, processes, and standards...TUNE IN! Follow @OfficialTannerMullen on Instagram!

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July 27, 202625 min

She Doubled Her Painting Business — Then Hit These Walls

Rebecca from Zellers Painting already hit last year's total sales with months left on the calendar — she's basically doubled the business. But growth exposed the cracks: estimating that isn't dialed in, a brand-new salesperson she can't cleanly hand pricing to, and a $200K operation still being run off an Excel sheet.In this live Business Breakthrough, Tanner walks her through the fixes: using production rates and square-footage pricing (validated by consistent job costing), why the two biggest levers in any business are money and time, and the exact system stack to get her out of the weeds — Quo for phone and missed-call auto-responses, Slack for team communication, and DripJobs job scheduling for visibility and automatic customer updates.If you're a contractor who's growing fast and feeling your systems start to break, this one's a blueprint.⏱️ Chapters00:00 The two biggest levers: money & time01:22 Meet Rebecca — Zellers Painting02:45 The estimating problem after hiring a salesperson04:30 Production rates & square-footage pricing06:45 Job costing: how to know your pricing is right10:00 What else isn't systemized? The real bottleneck12:00 Running a $200K business on a spreadsheet14:45 Why visibility is a lever (the schedule = your money)17:55 Fix your phone: Quo & missed-call auto-responder19:40 Slack + CompanyCam for team communication22:00 Order of operations & the referral to Aiden23:30 Letting go of control: the leadership shiftCoaching Session Signup: https://calendly.com/dripjobs/breakthroughPurchase the 31 Days of Value and build an EMPIRE: https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7Spotify: https://open.spotify.com/show/2v0D0SNSBofqJJE6zApEE1DripJobs Demo: https://calendly.com/dripjobsteam/dripjobsdemoGusto: https://gusto.com/i/tanner269OpenPhone: https://openph.one/referral/8Kc17aqFacebook Group: https://www.facebook.com/groups/173750747824373/?ref=shareFollow me on Instagram: http://Instagram.com/officialtannermullen#roofing #roofingbusiness #contractormarketing #localseo #roofingcontractor #homeservices #businessgrowth

July 20, 202629 min

New Business, 70% Margins, 0 Customers. What Now? - Live Business Breakthrough |Contractor Secrets

Jonathan just launched a permanent lighting business. He has one client, a deposit in the bank, and 90 days to hit three installs a week.In this Business Breakthrough episode, Tanner Mullen coaches Jonathan through the launch of Epic Light, a permanent LED lighting company with 50 to 70 percent margins in a category almost nobody has figured out how to market.The problem: permanent lights are 90 percent want and 10 percent need. Nobody is searching "permanent light installer near me." And every prospect is thinking the same thing you are about to hear Jonathan struggle to answer on camera: why would I pay you $5,000 when I can just buy the lights and put them up myself?Tanner breaks down why the winner in this category will not be the best installer. It will be the best marketer.What you'll learn:- Why whoever spends the most money to get the customer gets the customer- How to anchor every campaign to an event instead of selling the product- The cabinet refinishing trick that turns a want into a need- Why you should stop planning for the busy season you do not have yet- How to stack value on a luxury item so the price stops mattering- Why you need a proprietary offer and how to build one- The objection that will kill your business if you cannot answer it in one sentence- Why Google is a trap for new categories and Facebook is the opportunityThis one applies whether you sell lights, paint, epoxy, cabinets, or anything else people want but do not need.Chapters:00:00 - Cold open01:25 - Meet Jonathan Mann and Epic Light02:07 - How the partnership started and why the margins got them excited03:00 - The 90 day goal: three installs a week, $7,500 to $15,000 in revenue04:13 - Meta ads or guerrilla marketing? Where do you start?05:13 - The neighborhood domino effect and why you cannot control timing07:11 - Whoever spends the most money to get the customer gets the customer08:33 - How do you position a service nobody is searching for?09:15 - Everything is an angle: anchoring to the 4th of July and Christmas10:19 - The cabinet refinishing lesson: turning a want into a need10:58 - Systems, fulfillment, and surviving the holiday rush11:24 - Do not plan for the problem you do not have yet13:17 -Virtual quoting and vetting leads before you drive out14:00 - Vet by income and zip code, then close in person15:07 - What else can you offer to secure the business?16:00 - Value stacking: roof checks, house washing, tutorials, decorators17:11 - Warranty and how the install actually works18:28 - Building a year round value proposition19:13 - You are a marketing company that markets lights20:49 - "Why would I pay you when I can just do it myself?"22:16 - Building a proprietary offer your competitors cannot copy23:29 - Speed to lead and anchoring the sale to an event24:00 - The $30,000 painting job that took 18 months and a Halloween party to close25:32 - Why Google search terms are murky for a brand new category27:19 - The education gap and why you need a brochure27:58 - Final advice: document everything and go winCoaching Session Signup: https://calendly.com/dripjobs/breakthroughPurchase the 31 Days of Value and build an EMPIRE: https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7Spotify: https://open.spotify.com/show/2v0D0SNSBofqJJE6zApEE1DripJobs Demo: https://calendly.com/dripjobsteam/dripjobsdemoGusto: https://gusto.com/i/tanner269OpenPhone: https://openph.one/referral/8Kc17aqFacebook Group: https://www.facebook.com/groups/173750747824373/?ref=shareFollow me on Instagram: http://Instagram.com/officialtannermullen#roofing #roofingbusiness #contractormarketing #localseo #roofingcontractor #homeservices #businessgrowth

July 16, 202646 min

Design, Decide, Delegate | Drip Jobs Partner Spotlight: Alessandro Sanford

In this episode of the DripJobs Partner Spotlight, host Eli sits down with Alessandro Sanford — founder of Kingdom Paintreprenuer and Holiday FX — to break down how to build a painting business (and a 6-figure Christmas light installation business) that runs without you.Alessandro went from being an "accidental painter" who started below zero in a town of 350 people to running multiple businesses remotely. He shares the exact systems, frameworks, and mindset shifts that got him off the tools — including how his holiday lighting business does ~$600K in just 4.5 months a year. Whether you're a painting contractor, a trades business owner, or a service pro looking to scale, delegate, and buy back your time, this conversation is packed with actionable strategy.🔑 What you'll learn in this episode:How to add a Christmas light installation business to your existing painting company, why your past customer base is your biggest untapped goldmine, the "Design, Decide, Delegate" framework for escaping the day-to-day, how to beat perfectionism and finally trust your team, the "Chaos Crusher" brain-dump routine for less stress and better sleep, and the 5 "Kingdom Keys" (Man, Money, Machines, Methods, Men) to building unstoppable momentum.⏱️ Timestamps:00:00 – Cold open: grit, delegation & the 3 pillars01:31 – Welcome to the Partner Spotlight03:40 – The "accidental painter": starting below zero in rural Kansas07:05 – Marketing in small towns vs. big markets (the magnifying glass)09:55 – Holiday FX: a $600K Christmas light business in 4.5 months12:35 – How to start a holiday lighting business from your customer base16:35 – The story behind Kingdom Paint19:25 – The Design, Decide, Delegate framework21:00 – Beating perfectionism (why 85% is enough)26:24 – "If you have one, you have none" + the moment everything changed33:40 – The "Chaos Crusher": brain dumps & Morning Mastery40:00 – The 5 Kingdom Keys to unstoppable momentum43:17 – Why consistency beats skill every time44:27 – Final takeaways & free resources📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs: https://dripjobs.com👉 DripJobs Startup Program: https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#ContractorMarketing #HomeServiceBusiness #AIMarketing #ContractorClick #DripJobs #LocalSEO #GoogleBusinessProfile #TradesBusiness #PaintingContractor #31DaysOfValue #ContractorCoaching #BlueCollarBusiness

July 13, 202630 min

How I Built a 47% Margin Painting Business Using W-2 Employees (Not Subs)

Tired of fighting with low-quality subcontractors in your home service business? In this episode I break down exactly why I run my painting business with 14 W-2 employees across 4 crews — the pros, the cons, and the hiring system that keeps my best people loyal for 9+ years.I own Premium Painting, and my goal was never a $10M company — it's a $2M–$2.5M business with 47–52% gross margins that runs like a franchise I collect dividends from. W-2 employees are how I got there.But it's not all sunshine and rainbows, so I'm giving you the real trade-offs subcontractors vs employees, and the systems that make W-2 actually work.Whether you run a painting company, HVAC, roofing, landscaping, cleaning, or any home service or trades business, this is the W-2 vs subcontractor breakdown I wish I had when I started.📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs:https://dripjobs.com👉 DripJobs Startup Program:https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#PainterMarketing #HomeServiceBusiness #HiringEmployees #PaintingContractor #TannerMullen #31DaysOfValue #ContractorCoaching #BlueCollarBusiness #TradesBusiness #PaintingBusiness

July 8, 202647 min

The Future of Contractor Marketing (AI, SEO & Ads) | Drip Jobs Partner Spotlight: Danny Barrera

The future of contractor marketing is here. In this Partner Spotlight, Danny Barrera — founder of Contractor Click — breaks down how AI, SEO, Google Ads, and Google Business Profile are changing how contractors and home service businesses get leads.Danny sits down with Eli for a raw, value-packed conversation covering both the business and the story behind it. He shares his journey from growing up around his father's concrete business in El Salvador, to working IT at Fox News, to hitting rock bottom during a divorce, to building a digital marketing agency that has now tracked over $600 million in revenue for contractors.He opens up about the lessons his father left him, what real leadership looks like, and why "just showing up" is the ultimate long game.We also dig into the business side: why he rebranded from Concrete Marketing Crew to Contractor Click, how he thinks about niching down, and his bold vision to turn his agency into a self-serve, AI-powered marketing platform serving 100,000 contractors.Plus, Danny drops a practical masterclass on how overwhelmed business owners should approach AI, SEO, websites, Google Business Profile, reviews, and ads — starting with the foundations.⏱️ CHAPTERS00:00 – Intro01:24 – Meet Danny Barrera, founder of Contractor Click02:42 – Growing up around his dad's concrete business in El Salvador09:39 – Grit, faith & learning to forgive14:07 – "I won't be able to see you land"18:04 – Leadership & showing up for his family and team25:58 – Why he rebranded from Concrete Marketing Crew to Contractor Click29:15 – Niching down vs. going broad (marketing agency lessons)31:17 – The vision: an AI-powered marketing platform for contractors34:00 – What's actually working: Facebook, ChatGPT, TikTok & YouTube ads39:06 – A self-serve marketing platform for contractors43:20 – Practical advice for overwhelmed business owners (AI, SEO, ads)47:20 – Closing thoughts📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs: https://dripjobs.com👉 DripJobs Startup Program: https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#ContractorMarketing #HomeServiceBusiness #AIMarketing #ContractorClick #DripJobs #LocalSEO #GoogleBusinessProfile #TradesBusiness #PaintingContractor #31DaysOfValue #ContractorCoaching #BlueCollarBusiness

July 3, 202634 min

SEO Is Dead — It's Search EVERYWHERE Optimization Now | Drip Jobs Partner Spotlight: Mr. Pipeline

Would you know if your last 5 leads came from ChatGPT?In this episode of Partner Spotlight, Eli sits down with Jacob Bartholomew, Senior Account Strategist at Mr. Pipeline, to break down how customers actually find home service businesses in 2026 — and why the SEO playbook from 3 years ago no longer works. Jacob shares how Mr. Pipeline spent a year cracking how to get clients recommended by ChatGPT (with a 90% success rate), what Google's AI Overview means for your rankings, and the new Google update that pulls your social media posts directly under your Business Profile.What you'll learn:- Why "search engine optimization" is now Search EVERYWHERE Optimization- How to show up in Google's AI Overview and ChatGPT recommendations- Why fake or purchased reviews will get your business flagged (and what to do instead)- The simplest way to build social content: your phone, your job site, once a week- How to structure social media video ads that convert (same body, 3 different CTAs)- Why consistency beats everything — the gym analogy every contractor needs to hear📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs:https://dripjobs.com👉 DripJobs Startup Program:https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#PainterMarketing #HomeServiceBusiness #HiringEmployees #PaintingContractor #TannerMullen #31DaysOfValue #ContractorCoaching #BlueCollarBusiness #TradesBusiness #PaintingBusiness

July 1, 202629 min

13 Appointments in 3 Days — The Instant Booking System | Contractor Secrets

Most contractors think they have a sales problem. You don't — you have a friction problem. In this episode of Contractor Secrets, Tanner breaks down operational efficiency for home-service businesses: the law of averages, why supply and demand means you HAVE to stand out, and the single biggest mistake killing your Facebook ad conversions.He shares the exact reason leads fill out your form and vanish — and how removing friction took his funnel to 13 booked appointments in 3 days at a $13 cost per appointment. This is the thinking behind Routemize, the instant-booking tool that checks your service area, vets the right customers, and route-optimizes your schedule automatically.If you're running Facebook ads and not getting the results you want, this one's for you.📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs:https://dripjobs.com👉 DripJobs Startup Program:https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#PainterMarketing #HomeServiceBusiness #HiringEmployees #PaintingContractor #TannerMullen #31DaysOfValue #ContractorCoaching #BlueCollarBusiness #TradesBusiness #PaintingBusiness

June 22, 202621 min

3 Things That Separate 7-Figure Contractors From Everyone Else | Contractor Secrets

After personally coaching over 400 business owners, I've seen exactly what separates the contractors who break through seven figures from the ones who stay stuck in the norm. In this episode, I break down the 3 patterns that show up every single time.Whether you run a painting business, roofing, HVAC, or any home service company, these principles are the foundation for real growth.📘 Grab the 31 Days of Value book on Amazon — every step from this video broken down in detail → https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7🛠️ Check out Routemize — https://routemize.com/💸 Sign up for Gusto and fix your payroll the right way → https://gusto.com/i/tanner269👉 Learn more about DripJobs:https://dripjobs.com👉 DripJobs Startup Program:https://dripjobs.com/startup🔔 Subscribe for more no-fluff content on building a real home service business.#PainterMarketing #HomeServiceBusiness #HiringEmployees #PaintingContractor #TannerMullen #31DaysOfValue #ContractorCoaching #BlueCollarBusiness #TradesBusiness #PaintingBusiness

June 12, 202636 min

This Roofer Was Losing Deals to ONE Thing | Contractor Secrets

Japheth is three months into his roofing business and already running into the wall every contractor hits: he's the bottleneck.He's the closer, the estimator, the admin, the guy meeting every adjuster. So we sat down for a Business Breakthrough and mapped out exactly how to get him out of the way and let the business actually scale.We cover the office admin / insurance facilitator role, why "simple scales" is the only mindset that matters, how to kill friction at every step, package pricing (good/better/best), selling on the spot, and why cutting construction will make him MORE money — not less.Coaching Session Signup: https://calendly.com/dripjobs/breakthroughPurchase the 31 Days of Value and build an EMPIRE: https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7Spotify: https://open.spotify.com/show/2v0D0SNSBofqJJE6zApEE1DripJobs Demo: https://calendly.com/dripjobsteam/dripjobsdemoGusto: https://gusto.com/i/tanner269OpenPhone: https://openph.one/referral/8Kc17aqFacebook Group: https://www.facebook.com/groups/173750747824373/?ref=shareFollow me on Instagram: http://Instagram.com/officialtannermullen#roofing #roofingbusiness #contractormarketing #localseo #roofingcontractor #homeservices #businessgrowth

June 5, 202632 min

He Spent $3,600 on Leads… Here's Why It Failed | Contractor Secrets

A faith-driven roofing founder is doing everything right — viral social media, wrapped trucks, real estate referrals, over-the-top customer service — so why are leads still his #1 bottleneck? In this episode of Contractor Secrets, I break down the single marketing mismatch quietly capping his growth, and how to fix it fast.We get into:• Why marketing an unknown product creates friction (and what to lead with instead)• The "superhero" sales framework: repair first, upsell rejuvenation later• How to know if your ad agency is the right fit — and when to cut ties• Breaking down cost-per-lead: what $3,600 for "40 guaranteed leads" really means• Why retargeting + branded ads beat generic lead-gen pages• Protecting the CEO's time: stop doing the $15/hour work• Building a mission-first, people-first contractor brand that scalesThis one goes beyond roofing — it's about building a business with a mission bigger than profit.Coaching Session Signup: https://calendly.com/dripjobs/breakthroughPurchase the 31 Days of Value and build an EMPIRE: https://www.amazon.com/31-Days-Value-home-service-businesses/dp/B0FQSH32X7Spotify: https://open.spotify.com/show/2v0D0SNSBofqJJE6zApEE1DripJobs Demo: https://calendly.com/dripjobsteam/dripjobsdemoGusto: https://gusto.com/i/tanner269OpenPhone: https://openph.one/referral/8Kc17aqFacebook Group: https://www.facebook.com/groups/173750747824373/?ref=shareFollow me on Instagram: http://Instagram.com/officialtannermullen#roofing #roofingbusiness #contractormarketing #localseo #roofingcontractor #homeservices #businessgrowth