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In this episode of the Commercial Painting Podcast, host David Chism welcomes Mike Green, a seasoned sales professional with a unique journey from college basketball to the commercial painting industry. Mike shares his story of transitioning from a potential career in professional sports to a successful role in sales and business development. He discusses the challenges and triumphs of self-generating leads, the importance of maintaining a consistent prospecting routine, and the value of building a strong referral network. Mike emphasizes the significance of having a structured sales process and the impact it can have on closing rates and overall business success.

Throughout the conversation, Mike and David explore the dynamics of sales roles in the painting industry, highlighting the benefits of a hybrid model where sales reps are trained in both business development and estimating. They discuss the importance of hiring individuals with a competitive spirit and a proven track record, regardless of their prior experience in the trades. Mike shares insights on how to motivate sales teams to take initiative and generate their own leads, especially during slower seasons.

The episode also touches on Mike's recent transition to the roofing industry, where he applies his sales expertise to train and lead a team at Ironhead Roofing. He reflects on the similarities between the two industries and the importance of having a system in place to ensure success.

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Ironhead Roofing

mike@ironheadroofing.com

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⁠⁠⁠Podcast website⁠⁠⁠

Request a FREE 1-Hour Consultation with David Chism

EPISODE SPONSORS

⁠The Wooster Brush Company⁠

⁠⁠⁠The Commercial Painting Industry Associate⁠⁠⁠ (CPIA)

DC Marketing Group

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In this episode of the Commercial Painting Podcast, hosts David and Aaron discuss the recent events surrounding Charlie Kirk, exploring their personal reactions, the impact of his death, and the broader implications for free speech and faith in society. They reflect on the importance of civil discourse, the need for open conversations, and the lessons learned from Kirk's life and legacy. The discussion emphasizes the significance of standing up for one's beliefs while fostering understanding and respect among differing viewpoints.

You’ll also hear:

• Why understanding the influence of public figures like Charlie Kirk is essential.
• Why the impact of Charlie Kirk's death has resonated deeply with many.
• How we are leading our businesses and families in light of this tragedy.
• The need for civility and respectful discourse in political discussions.
• Family discussions about values and beliefs are important for growth.

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⁠⁠⁠Podcast website⁠⁠⁠

Request a FREE 1-Hour Consultation with David Chism

EPISODE SPONSORS

⁠The Wooster Brush Company⁠

⁠⁠⁠The Commercial Painting Industry Associate⁠⁠⁠ (CPIA)

⁠DC Marketing Group⁠

If you enjoyed this episode, remember to like, share, and subscribe!

FEATURED GUEST

Yale Rosen

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Insurance is one of those topics every contractor needs but few want to dig into. In this episode, Aaron sits down with Yale Rosen, Risk Advisor at Risk Strategies, to break down the insurance essentials that commercial painting contractors should understand. Yale explains what matters, what to watch for, and how to work with a broker who actually adds value (instead of showing up once a year at renewal).

You’ll also hear:

• The difference between insurance and risk management.
• When smaller contractors can get by with direct-to-carrier vs. when it’s time to bring in a broker.
• How safety culture, claims handling, and deductible choices can impact premiums.
• Why shopping insurance the wrong way can hurt your pricing.
• The growing importance of cyber coverage and when it’s worth it.

And as a bonus, Yale shares his unique path from minor league baseball in the Padres organization to helping contractors nationwide protect their businesses.

Whether you’re new to commercial work or running a multimillion-dollar operation, this episode gives you practical takeaways to strengthen your insurance strategy.

CONNECT WITH OUR GUEST

Risk Strategies

Yale on LinkedIn

CONNECT WITH US

⁠⁠⁠Podcast website⁠⁠⁠

Request a FREE 1-Hour Consultation with David Chism

EPISODE SPONSORS

⁠The Wooster Brush Company⁠

⁠⁠⁠The Commercial Painting Industry Associate⁠⁠⁠ (CPIA)

⁠DC Marketing Group⁠

If you enjoyed this episode, remember to like, share, and subscribe!