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Leadership isn't just about managing people—it's the foundation that builds extraordinary brands. In this candid exploration of business growth, Ty Cobb-Backer reveals how leadership philosophies directly impact brand development and market presence.

At its core, effective leadership requires mastering self-management before attempting to guide others. Leaders must inspire trust, cast clear vision, make difficult decisions, and develop the art of delegation. As Ty shares from personal experience, "People do what you inspect, not what you expect"—highlighting how active monitoring and feedback drive desired outcomes far more effectively than simple expectations.

This leadership approach transforms a simple roofing company into a powerful marketing organization that builds both homes and people. Your brand exists in three crucial media spaces: rented (social platforms), earned (reviews/referrals), and owned (website/email lists). Each requires strategic attention to create the omnipresence that generates trust. Remember, most potential customers need 11-13 touch points before making that first call.

What truly separates thriving brands from struggling ones is culture. When team members feel empowered to contribute ideas without fear of rejection, they take ownership. This ownership mentality—visible when employees proudly wear company gear off-clock or enthusiastically recommend services to friends—creates an army of authentic brand ambassadors who amplify your reach exponentially.

Ready to transform your leadership approach and build a brand that stands for more than just products or services? Listen now to discover how vulnerability, transparency, and empowerment create the unshakable culture that turns customers into believers and employees into champions.

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The roof over your home protects everything you value, your family, possessions, and the structural integrity of your biggest investment. Yet most homeowners don't think about their roof until water starts dripping from the ceiling. By then, damage has already begun.

In this value-packed episode, Ty Cobb-Backer reveals his proven seven-part framework for effective roofing communication that helps contractors connect with homeowners on a deeper level. This isn't about high-pressure sales tactics or quick closes, it's about genuinely serving homeowners by addressing their real concerns and providing solutions that deliver lasting peace of mind.

Ty walks through each element of the framework from creating a compelling hook that resonates with homeowners' emotions to positioning yourself as a trusted guide rather than just another contractor. You'll learn how to reframe pricing conversations around value and protection rather than cost, craft clear action plans that build confidence, and deliver calls to action that feel helpful rather than pushy.

What sets this approach apart is its authenticity. Throughout the episode, Ty shares candid stories of both successes and failures, emphasizing the importance of making things right when mistakes happen. The focus remains squarely on building relationships through what he calls "the three-legged stool" – creating repeat customers, generating referrals, and earning positive reviews.

Whether you're a roofing contractor looking to improve your sales approach, a homeowner wanting to understand what to look for in a quality contractor, or an entrepreneur in any field seeking to build stronger customer relationships, this episode delivers actionable insights you can implement immediately. Listen now to transform your approach to communication and discover why a solid roof isn't just about shingles – it's about providing genuine peace of mind.

Welcome to The Brandon T. Adams Audio Experience, hosted by entrepreneur, investor,...

Listen on: Apple Podcasts Spotify

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

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https://www.iheart.com/podcast/269-behind-the-toolbelt-271027110/

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"Men and women lie, numbers don't." These words from sales expert Shai perfectly capture his data-driven approach to transforming the home services industry. After 16 years mastering the art of in-home sales, Shai has helped over 1,000 sales representatives close more than $300 million in deals and built his own company from zero to $20 million in just 18 months.

What separates Shai's approach from conventional sales wisdom is his emphasis on systems over charisma. While many sales leaders focus on personality and motivation, Shai builds step-by-step processes that can be taught, measured, and replicated. This systematic approach allows companies to scale rapidly without sacrificing quality or consistency.

The foundation of Shai's success lies in how he engineers company culture from the ground up. Before launching Title Remodeling, he and his business partner identified 50 specific traits they wanted in team members—not generic qualities like "hardworking" but specific lifestyle preferences and values. This intentional culture-building creates an environment where people genuinely want to work, strengthening recruitment and retention.

Their setter-closer model exemplifies this systematic approach: 22 door knockers set appointments that 17 closers then convert to sales. Each role has clear metrics (door knockers must set four demonstrations weekly; sales representatives must generate $50,000 quarterly), removing subjectivity from performance evaluations. This clarity creates confidence among team members, who understand exactly what's expected and how to succeed.

Perhaps most fascinating is Shai's focus on velocity—the speed at which leads convert to sales, projects get completed, and teams get paid. This emphasis on momentum explains why his retail door-knocking approach generates approximately $2 million monthly without relying on insurance claims or storm damage work. By knocking today for appointments tomorrow (or even today), his team creates consistent cash flow regardless of weather conditions.

For those struggling with confidence in sales, Shai offers practical wisdom: focus on small wins rather than just closed deals. Getting to the kitchen table for a presentation or convincing a homeowner to let you inspect their roof are victories worth celebrating. This incremental approach builds momentum that eventually leads to greater success.

Ready to transform your sales approach? Check out One Cal

Welcome to The Brandon T. Adams Audio Experience, hosted by entrepreneur, investor,...

Listen on: Apple Podcasts Spotify

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

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Behind the Tool Belt returns to its roots with an inside look at leadership development and relationship building through a conversation with TC Backer sales leader Ben Catlin.

• Ben shares his journey from Michigan to Pennsylvania, including his early influences in music and sports
• Family connections played a key role in shaping Ben's character and work ethic
• Breaking into sales happened gradually through college experiences and car sales
• The transition from car sales to construction came from prioritizing family time
• Leadership capital refers to the trust bank built through consistent behavior and communication
• Effective leadership empowers team members to think for themselves rather than following directives
• Creating relationships across departments breaks down communication barriers
• TC Backer differentiates itself through customer-focused approaches rather than one-size-fits-all solutions
• Standard Operating Procedures (SOPs) help maintain consistent quality even in challenging situations
• Continuous learning and staying open to new perspectives drives company growth

Welcome to The Brandon T. Adams Audio Experience, hosted by entrepreneur, investor,...

Listen on: Apple Podcasts Spotify

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

https://podcasts.apple.com/podcast/id171271486

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https://www.iheart.com/podcast/269-behind-the-toolbelt-271027110/

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Life is too short to waste time with regret, shame, and guilt that keep us from taking action. The difference between a winner's and loser's mentality lies in taking responsibility versus making excuses for why things can't be done.

• Winners understand that goals sometimes require intense dedication and hard work
• Living in the past and making excuses like being too old or having no time keeps us stuck
• Instead of using tragedy as an excuse, use it as inspiration to carry on someone's legacy
• When someone you love passes, fulfill their dreams and aspirations for them
• Everyone deserves a second chance to transform their life
• The time to act is always now, not someday in the future

Get off the couch and do something with your life today. Stop waiting for the perfect moment and start building the life you want right now.

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

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Ty reflects on his 17-year entrepreneurial journey and shares profound insights about the evolution from survival-mode business operator to purpose-driven leader. His candid examination of what drives entrepreneurs reveals how serving others becomes the ultimate secret to sustainable success.

• Four phases of the entrepreneurial journey: survival, status, freedom, and purpose
• The trap of getting stuck in survival mode when first starting a business
• Moving beyond status-seeking behaviors like trying to impress others
• Finding healthy fears versus unhealthy fears that hold you back
• Recognizing that what got you here won't keep you here as your business grows
• The counterintuitive principle that giving is most powerful when you don't have enough
• Creating legacy through community involvement and charitable initiatives
• Developing leadership skills by delegating effectively and helping others grow
• Building organizations where you don't need to take all the credit
• Learning to rebound from mistakes rather than being defined by them
• The importance of surrounding yourself with people who elevate your thinking

If you think somebody out there could gain something from this episode, please share it with them. Until then, have a good week and we'll see you next week.

Welcome to The Brandon T. Adams Audio Experience, hosted by entrepreneur, investor,...

Listen on: Apple Podcasts Spotify

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

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Rachell Smith shares her journey from dealing with anorexia to becoming a personal trainer who helps others transform their relationship with fitness and nutrition through sustainable lifestyle changes rather than quick fixes.

• Balancing work as both a licensed vet technician and personal trainer
• Overcoming misconceptions about fitness that lead to disordered eating
• Understanding that proper nutrition requires adequate calories from proteins, carbs, and healthy fats
• Focusing on longevity rather than just aesthetic results
• Building muscle mass to prevent age-related decline and maintain quality of life
• Using holistic approaches including supplements like creatine to address health issues
• Fighting inflammation through nutrition and practices like cold plunges
• Recognizing the connection between gut health and overall wellbeing
• Creating lasting habits through consistency rather than motivation
• Surrounding yourself with supportive people who encourage healthy choices

If you're ready to start your fitness journey, reach out to Rachell Smith at RaeSmithFitness.com or find her on social media with the same name.

Welcome to The Brandon T. Adams Audio Experience, hosted by entrepreneur, investor,...

Listen on: Apple Podcasts Spotify

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

https://podcasts.apple.com/podcast/id171271486

1https://open.spotify.com/show/3sNj9u1DaJTSqk88ZWkBns?si=94538ab990df48cf

https://www.iheart.com/podcast/269-behind-the-toolbelt-271027110/

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Effective leadership and strong company culture form the essential foundation for building a successful, enduring brand that resonates both within your organization and throughout the marketplace.

• Leadership requires specific attributes: inspiring trust, communicating vision, making difficult decisions, and mastering delegation
• Holding onto responsibilities too long rather than delegating can significantly hinder business growth
• Great leaders function as crisis managers and counselors without having a standard playbook
• Brand awareness starts internally with a team that believes in themselves and the company mission
• Nothing is more rewarding than seeing team members proudly wear company branding in their personal lives
• Creating a contagious company culture that spreads from internal teams outward is the key to authentic brand presence

Through leadership, you'll learn to utilize your brand, create an omnipresence, stand the test of time, and take your business to the next level.

To watch or listen to your favorite episodes of Behind The ToolBelt, Brick By Brick plus much more content, go to our YouTube Channel and subscribe.

We are streaming on all major Podcast Platforms

https://podcasts.apple.com/podcast/id171271486

1https://open.spotify.com/show/3sNj9u1DaJTSqk88ZWkBns?si=94538ab990df48cf

https://www.iheart.com/podcast/269-behind-the-toolbelt-271027110/

You can find us on Facebook and instagram

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