The TruCoach Podcast From Truvolv
Jun 10, 2026 · 28 min · 14 segments
Megan Beattie grew a West Michigan home improvement company to around $10 million in about four years, building it on door knocking, special events, and a database she mined for everything it had. No…
Megan BeattieGuest
Brian GottliebHost
Well, you know, Brian, for, for years we got kind of spoiled and I think, you know, if you've heard anything in the past couple of years, um, during COVID, right? Leads and sales were easy to get, and we rode the coattails of that for about four years.
So the last two years, the landscape has changed to where, you know, we kind of have a spoiled industry.
If you got in the industry in the last five or six years, you know, you, you thought it was a certain way, and now all of a sudden it's getting hard, right? And those of us that were around before that are going, "Well, no, this is just how it was in 2018." I mean, hell, I knocked doors in 2008 during the housing market crash.
And so, you know, it's, it's kind of getting to a point where people have to really think through and make the most out of their leads today because, you know, it, it's not as easy as it was.
Like, towards the end of 2024, we started to see digital getting more expensive, getting more competitive, and, uh, so it's, it's forced companies to go back to some of the other lower cost lead sources that, you know, might not cost money, but oh, by the way, they cost something that's more than money, which is hard work.
Um, so, you know, the companies that are, uh, deploying canvassing, the companies that are, uh, deploying special event programs at a high level, um, the companies that are going into their database and really mining for the gold that they already own for free, right? Those companies, uh, are really seeing more success nowadays.
Even if we're doing a lot of inbound leads and we're doing, you know, some of the lead aggregators, we're doing paid search and SEO, um, there's always a, an advantage to having a healthy lead mix.
So, you know, we really see the companies winning nowadays that have that healthy lead mix.
Well, you know, Brian, for, for years we got kind of spoiled and I think, you know, if you've heard anything in the past couple of years, um, during COVID, right? Leads and sales were easy to get, and we rode the coattails of that for about four years.
So the last two years, the landscape has changed to where, you know, we kind of have a spoiled industry.
If you got in the industry in the last five or six years, you know, you, you thought it was a certain way, and now all of a sudden it's getting hard, right? And those of us that were around before that are going, "Well, no, this is just how it was in 2018." I mean, hell, I knocked doors in 2008 during the housing market crash.
And so, you know, it's, it's kind of getting to a point where people have to really think through and make the most out of their leads today because, you know, it, it's not as easy as it was.
Like, towards the end of 2024, we started to see digital getting more expensive, getting more competitive, and, uh, so it's, it's forced companies to go back to some of the other lower cost lead sources that, you know, might not cost money, but oh, by the way, they cost something that's more than money, which is hard work.
Um, so, you know, the companies that are, uh, deploying canvassing, the companies that are, uh, deploying special event programs at a high level, um, the companies that are going into their database and really mining for the gold that they already own for free, right? Those companies, uh, are really seeing more success nowadays.
Even if we're doing a lot of inbound leads and we're doing, you know, some of the lead aggregators, we're doing paid search and SEO, um, there's always a, an advantage to having a healthy lead mix.
So, you know, we really see the companies winning nowadays that have that healthy lead mix.
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