Episode Summary: "This Will Change Your Contracting Business Forever" – Andy Elliott's Elite Mindset Motivation and Sales Training Podcast EP #148

Host: Andy Elliott
Guest: Justin Georgopoulos
Release Date: January 8, 2025

1. Introduction to Transformation in Contracting

Andy Elliott kicks off the episode by emphasizing the importance of surrounding oneself with successful individuals to understand winning strategies and avoid costly mistakes. He introduces Justin Georgopoulos, a 27-year-old sales coach from Canada, lauding his expertise and remarkable achievements, including nearing a $10 million milestone within the year (00:09).

Andy Elliot: "When you get around people that are winning, you want to know what they're doing, you want to know how they're winning, you want to know the mistakes they made." (00:09)

2. Justin’s Entrepreneurial Journey

Justin shares his journey, starting a contracting business four years ago after leaving a dead-end job at a butcher shop and dropping out of university. He recounts his initial venture into selling raw dog food door-to-door, which, despite its failure due to regulatory challenges, ignited his passion for direct sales and door-to-door strategies (03:00).

Justin Georgopoulos: "Started out with a little bit just from A to Z. What you're doing right now. Let's give some advice..." (02:57)

3. Embracing Door-to-Door Sales

Transitioning from selling dog food, Justin emphasizes the resurgence of door-to-door sales in the contracting industry. He highlights how most contractors have shifted online, leaving door-to-door methods untapped and highly effective. Justin illustrates his success with a $30 million painting franchise, where he closed $500k in sales within the first year using this approach (04:15).

Justin Georgopoulos: "No one else is doing it. Everyone's online now. So I realized I could be one out of zero and go knock on doors and talk people directly." (04:15)

4. Building a Robust Sales Team

The conversation delves into the importance of building a dedicated sales team. Justin outlines his strategy of recruiting and training individuals to excel in door-to-door sales, turning laborers into effective salespeople and leaders. He shares how investing in coaching and systems allowed his business to scale, even in the face of challenges like theft and team turnover (06:26).

Andy Elliot: "Security should not be in your job. It should not be in your cars. It should not, should be in your money. It should be in you." (06:45)

5. Leadership and Team Development

Justin discusses creating leadership opportunities within his company, fostering an environment where young team members grow into high-earning leaders. He shares success stories of team members like Isaac, George, Mark, and Joe, who all started door-to-door and now earn over six figures. Justin emphasizes the significance of leadership in sustaining business growth and personal fulfillment (10:41).

Justin Georgopoulos: "We create leaders inside their company. We build door-to-door teams. That's a huge staple of what we do." (14:00)

6. Personal Growth Amidst Adversity

A poignant segment covers Justin’s personal challenges, particularly the passing of his mother. He reflects on how this loss strengthened his resolve and brought his family closer, while his business continued to thrive thanks to the leaders he had cultivated. Justin attributes his ability to maintain business growth during personal turmoil to the solid foundation and leadership within his team (18:30).

Justin Georgopoulos: "It brought our brothers closer together. My one brother Rob, I cannot show him enough gratitude." (19:05)

7. Investing in Self-Development

Both Andy and Justin stress the critical importance of investing in personal and professional development. Justin reveals that he reinvested all his earnings into coaching, prioritizing growth over material gains like property or luxury cars. This investment in himself and his team is portrayed as the cornerstone of his sustained success (07:07).

Andy Elliot: "I give all the credit to. I finally made the decision in my life to start investing in me." (07:20)

8. Effective Communication Over Traditional Sales

Andy and Justin advocate for shifting from traditional sales terminology to focusing on communication skills. They argue that framing sales training as enhancing communication makes it more appealing and effective, especially in the blue-collar sector where the term "sales" often acts as a deterrent. Justin elaborates on teaching contractors to estimate, communicate, and close deals on the spot, bypassing inefficient email strategies (08:21).

Andy Elliot: "We don't teach sales. We teach communication." (08:45

Justin Georgopoulos: "I teach them how to estimate, communicate, and close on the spot and to service clients on the spot." (09:08)

9. Scaling Businesses Through Systematic Processes

The discussion highlights the necessity of systematic processes and standard operating procedures (SOPs) in scaling contracting businesses. Justin explains how implementing efficient systems allows contractors to delegate tasks, manage teams effectively, and ensure consistent growth without being bogged down by operational overload (14:46).

Justin Georgopoulos: "We have hundreds of SOPs in our community. This keeps growing off referrals too." (14:46)

10. Life’s Curveballs and Business Resilience

Concluding the episode, Andy and Justin reflect on the inevitability of facing personal and professional challenges. Justin shares how his experiences have deepened his commitment to helping other contractors build resilient businesses that can withstand personal setbacks. They underscore the importance of having a solid support system, effective leadership, and continuous personal development to navigate life's unexpected events (19:05).

Andy Elliot: "Life's going to happen whether they want it or not. Wake up now." (18:30)

Justin Georgopoulos: "We have to build for life. You can do life right and set yourself up right and have a good coach." (21:58)

Key Takeaways:

• Door-to-Door Sales Revival: Embracing direct, personal sales methods can set contracting businesses apart in an increasingly online market.

• Invest in Leadership: Building and nurturing a strong sales team is essential for scalable and sustainable growth.

• Personal Development Matters: Continuous investment in coaching and self-improvement is crucial for both personal and business success.

• Effective Communication: Shifting focus from traditional sales techniques to enhancing communication skills can lead to better client relationships and higher closing rates.

• Resilience Through Adversity: Developing a resilient business structure ensures that personal hardships do not impede business growth.

Notable Quotes:

• Andy Elliott (00:09): "When you get around people that are winning, you want to know what they're doing, you want to know how they're winning..."

• Justin Georgopoulos (03:00): "I was working at a butcher shop trying to figure out what to do with my life..."

• Andy Elliott (06:45): "Security should not be in your job. It should not be in your cars..."

• Justin Georgopoulos (09:08): "I teach them how to estimate, communicate, and close on the spot..."

• Justin Georgopoulos (14:00): "We create leaders inside their company. We build door-to-door teams..."

Final Thoughts

This episode serves as a comprehensive guide for contractors aiming to elevate their businesses through effective sales strategies, leadership development, and personal growth. Justin Georgopoulos’s journey exemplifies the transformative power of investing in oneself and building a resilient, communication-driven sales team. Listeners are encouraged to implement these insights to achieve sustainable success and personal fulfillment in their contracting endeavors.

Connect with Justin Georgopoulos:

• Facebook: justin.georgopoulos.geo
• Trade Launch VIP Group: Accessible via the link in the podcast description.

For those eager to transform their contracting business and embrace a freedom-oriented business model, Justin offers free trainings and personalized coaching to guide you through every step of the process.

Disclaimer: The timestamps correspond to the transcript provided and are indicative of the conversation flow within the episode.