Welcome to Foam to Fortune — The #1 Podcast for Spray Foam Entrepreneurs!

In this episode, we sit down with Mac Waters, owner of Hometown Spray Foam in Georgia, to discuss how he’s building a strong local brand through smart pricing, marketing consistency, and deep community roots. Mac shares valuable insights on navigating franchise challenges, managing equipment costs, and keeping margins strong while staying customer-focused.

Whether you’re just starting your spray foam business or scaling up to dominate your market, this episode is loaded with practical tips and strategies that can help you level up fast.

⏱️ Chapters

00:00 - Podcast Introduction

00:51 - Guest Background and Early Career

03:30 - Work Ethic and Expansion Plans

04:20 - Residential & Commercial Focus

05:59 - Franchise Experience and Equipment Costs

06:54 - Building the Hometown Brand

08:44 - Community Marketing and Word-of-Mouth

10:51 - Sponsorship Spotlight + Pricing Obstacles

13:14 - Customer Education and Value Proposition

15:31 - Competitive Pricing and Margin Management

17:43 - Marketing Tactics & Social Media Presence

19:29 - Industry Regulation Discussion

21:01 - Licensing and Standards

23:00 - Estimating Challenges on Large Projects

25:15 - Regulation and Standards

28:04 - Inspection Standards

29:51 - Sponsor Messages

31:41 - Future Marketing Strategies

33:56 - Industry Challenges and Pricing Pressures

35:52 - Customer Interaction and Estimate Strategies

38:14 - Budget Constraints and Service Decisions

40:03 - Profit Margins and Business Philosophy

42:38 - Large Residential Projects

44:25 - Unique Projects and Estimation Challenges

46:25 - Container Homes and Project Logistics

47:42 - Regulation Advocacy

49:34 - Regulation Implementation Ideas

51:51 - Benefits of Regulation

55:12 - Closing Remarks

56:23 - Final Goodbyes

💡 Episode Value

• Learn how to grow your brand in a competitive market.

• Understand the real costs and pricing dynamics of spray foam work.

• Hear Mac’s approach to keeping business local while scaling profitably.

• Discover marketing tactics that actually work for spray foam contractors.

🔗 Sponsors

FoamBid — The Spray Foam Marketplace

👉 https://foambid.co

Spray Foam Genius Marketing — Elevate Your Brand, Dominate Your Market

📧 info@sprayfoamgeniusmarketing.com

📞 877-840-FOAM

📸 @sprayfoamgenius

👤 Connect with Mac Waters

@hometownsprayfoam

🎤 Connect with Foam to Fortune

📸 Instagram: @foamtofortune

📸 Host: @officialspencerhart

💻 Book a marketing strategy call: https://calendly.com/plantpoweredmarketing/30-min-meeting-discuss-spray-foam-marketing-clone

🎙 Welcome to Foam To Fortune — Episode #31!

This week, we sit down with Leonel Sanchez, the driving force behind Opulence Sales Agency, to break down how contractors can master sales systems, lead generation, and team scaling to boost revenue across the spray foam and home services industries.

From powerful cold-calling techniques to B2B client strategies and mindset for growth, Leonel shares how Opulence helps service businesses build profitable sales pipelines — whether you’re running crews, closing insulation jobs, or scaling a multi-state operation.

🕒 Chapters

00:34 – Host welcome and guest introduction

01:00 – What is Opulence Sales Agency?

04:26 – B2B focus and lead-generation system

08:34 – Cold-calling, scripting, and objection handling

14:33 – Field visits and sponsor message

18:19 – Persistence and sales success stories

22:17 – Scaling, valuation, and corporate sales lessons

27:48 – Hiring a sales team and selling hours model

34:00 – Pricing, engagement models, remote vs local work

38:38 – Leonel’s mindset, habits, and personal development

59:36 – Final thoughts, contact info, and outro

💼 Connect with Leonel Sanchez

🌐 Website: https://www.opulencemanagement.co/

📸 Instagram: @opulencesalesagency

📧 Email: info@opulencemanagement.co

💥 Sponsored By

Spray Foam Genius Marketing — the all-in-one growth engine for spray foam contractors.

📧 Email: info@sprayfoamgeniusmarketing.com

📞 US: (877)-840-FOAM

📞 CA: (844)-741-FOAM

📸 Instagram: @foamtofortune | @officialspencerhart

Want to grow your spray foam business online?

👉 Book a Free Strategy Call

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📌 Hashtags

#SprayFoamBusiness #ContractorSales #SprayFoamMarketing #FoamToFortune #BusinessGrowth #SalesTraining #ContractorSuccess

🎙 Welcome to Foam To Fortune!

The podcast where spray foam contractors and insulation pros learn how to build real, profitable businesses from the best in the industry.

🔥 Episode 30 features Donny Morton, founder of Bulletproof Insulation in Montana — a true example of grit, craftsmanship, and business discipline in the spray foam world. From running remote jobs across Montana’s rugged terrain to building a team culture rooted in precision and integrity, Donny shares what it really takes to build a bulletproof business in today’s competitive market.

💡 In this episode, you’ll discover:

• How Donny built Bulletproof Insulation into one of Montana’s most trusted spray foam brands

• The operational challenges and logistics of working remote projects

• Leadership lessons from scaling crews and building SOPs that last

• Recruiting and retaining top talent in small-town markets

• How community reputation and consistency drive long-term success

🎧 Whether you’re a solo operator or scaling a multi-rig team, this episode is packed with real-world insights, business systems, and mindset strategies that’ll help you insulate your business from burnout and build lasting success.

⏱️ CHAPTERS

00:00 - Host welcome and guest introduction

01:26 - Donny’s early life and path into spray foam

05:08 - Early rig setup challenges and learning resources

06:15 - How farm/ranch skills translated to running a rig

08:14 - Operational realities of working in remote Montana

10:00 - Scenery, stories and TV-show references from Montana jobs

13:09 - Growth pains: scaling crews, SOPs, and burnout

16:04 - Hiring challenges, training and retention

17:33 - Recruiting, Montana lifestyle perks, and year-round work

28:29 - Small-town business culture and reputation

35:27 - Trusting instincts after a difficult contract

37:15 - Major remote project: the roping arena

41:34 - Large-job logistics, rhythm and the spray-foam dance

46:29 - Contamination issues and industry community support

48:56 - Donny’s weight-loss journey and recovery

54:39 - On-site safety, first aid and EMS parallels

63:46 - Industry regulation, licensing and continuing education

67:58 - Manufacturers, distributors and responsibility for licensure

70:18 - Episode wrap-up and contact info

🔗 Connect with Our Sponsors

🧠 Spray Foam Genius Marketing

Helping spray foam contractors dominate online with expert web design, SEO, and digital strategy.

📧 info@sprayfoamgeniusmarketing.com

📞 US: (877)-840-FOAM | CA: (844)-741-FOAM

📸 Instagram: @sprayfoamgeniusmarketing

🔗 FoamBid

FoamBid helps spray foam contractors win more jobs with qualified leads, transparent bidding, and powerful tools designed to grow your business faster and smarter.

📧 contact@foambid.co

🌐 www.foambid.co

📞 (877)-505-FOAM

📸 Instagram: @foambid

📘 Facebook: FoamBid

👤 Connect with Donny Morton

🌐 Website: bulletproofinsulation.com

📸 Instagram: @bulletproofinsulation

📘 Facebook: Bulletproof Insulation

🎤 Subscribe for More Foam To Fortune Episodes:

👉 YouTube.com/@FoamToFortune

📚 Hashtags:

#FoamToFortune #SprayFoamBusiness #BulletproofInsulation #ContractorMarketing #InsulationBusiness #EntrepreneurPodcast #SprayFoamLife