everybody's kind of familiar with the sales funding you have so many leads they lead to so many good

opportunities how many you're going to close getting down to how much you sell and it sort of gives

the notion that any lead gets sort of the same amount of value in that process but then when we

flip it upside out and say okay if the actual projects that we got, the contracts

that we wrote, right, where do they actually come from? Because there can be a lot of really good

lead sources that will generate leads and activities and even proposals and may never, ever go to

contract. Or they go to contract and they turn out to be the projects that we would least like to

do again, either because of profitability or type. So we're always flipping it around saying,

okay, that's fine. We want to track all that stuff. But at the end of the day, tell me the 10 best

projects you had last year, work it backwards and figure out where they came from. We want to do more

of that. Welcome to the Home Service Expert, where each week Tommy chats with world-class entrepreneurs

and experts in various fields, like marketing, sales, hiring, and leadership, to find out what's

really behind their success in business. Now, your host, the Home Service Millionaire, Tommy Mello.

Welcome back to the Home Service Expert. I'm your host, Tommy Mello.

Here in Phoenix, Arizona, and I've got my buddy here, Doug Howard, who is in Maryville and also been traveling all day,

and been on coaching calls.

So, Doug, it's a pleasure to have you on the show.

Thanks.

It's great to be here.

So Doug is an expert in small business strategy, strategic planning, process improvement, growth planning, and home remodeling industry.

He's based in Sykesville?

Sykesville?

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