Operations, SOPs & Crew Management
This category focuses on the systems behind a well-run fence company, from lead intake and estimating to scheduling, install coordination, bookkeeping, CRM use, and standard operating procedures. It also covers crew management, accountability, communication, and the daily processes that keep jobs moving without constant owner intervention.
Operations matter because growth creates chaos if the business has no structure. Fence and gate contractors will learn how to reduce missed details, improve job flow, keep teams aligned, and build repeatable processes that make the company more efficient, more profitable, and less dependent on the owner doing everything.
Great Salespeople are Exceptional Observers!
In “Great Salespeople are Exceptional Observers!”, The Fence Podcast features Josh Clark of High Steel Fence, who shares how a strong sales career in fencing starts long before the quote is written. He explains how his background in vending, chemical plants, and construction shaped his approach to sales, but it was learning to observe people, ask the right questions, and understand a customer’s true pain point that made the biggest difference. Josh and Brian Frederiksen dig into why sales is a skill distinct from estimating or installation, and why the best reps don’t just measure jobs — they read body language, notice details about the property, and identify who is really making the decision. The conversation also explores common mistakes newer fence salespeople make, including overexplaining, underpricing, and trying to “teach” the customer instead of solving the problem. Josh emphasizes that sales starts with reputation, punctuality, and brand trust, then succeeds through quiet listening, proper pricing, and knowing when to stop talking. He also previews his Full Throttle Education class at the Fence Show in Las Vegas, where he’ll teach attendees how to read their environment and adapt their approach to different types of customers. For fence contractors, salespeople, and owners alike, this episode offers practical advice on closing more jobs without giving away the farm.
Brian and the Full Fence Show Exhibitor Roundup
In “Brian and the Full Fence Show Exhibitor Roundup,” Brian T. Frederiksen brings together a practical, industry-focused conversation with Dalton from High Point Fencing and Mark from JC Gury, with Susan Worley helping steer the discussion around planning, production, and show logistics. The episode centers on a deceptively simple but critical topic: pre-construction meetings. Dalton explains how thoughtful pre-job coordination can prevent costly delays, while Mark connects those same principles to his decades of experience in landscaping, plumbing, and sign manufacturing, emphasizing that clear scopes, shared expectations, and internal production meetings are essential to profitability. The conversation expands beyond jobsite planning into documentation, scheduling, and trade coordination. The guests discuss how assumptions, missing paperwork, and poor communication create project failures, especially when multiple trades are involved or when fencing is the last piece of a larger construction sequence. Susan also offers a behind-the-scenes look at how the Fence Show and Security Expo uses pre-construction-style meetings to coordinate with the property, vendors, and hotel teams — a process that has helped establish the event as an official annual fixture. The episode closes with a preview of Dalton’s Full Throttle Education sessions, designed to give contractors immediately usable tools for accountability, communication, and better project execution.
Stop Sending Out Trucks That Aren't Making Money
In “Stop Sending Out Trucks That Aren’t Making Money,” Brian T. Frederiksen sits down with Jeremiah to tackle one of the fencing industry’s hardest truths: busy crews do not automatically mean profitable crews. Jeremiah, now working with Secure Tech Fence Systems in San Jose, shares how commercial and public works contractors often lose margin through low-bid work, rising labor and fuel costs, poor production tracking, and hidden extras like submittals, CAD drawings, engineering revisions, and third-party inspections. The conversation makes a strong case for pricing based on real-world productivity, not outdated assumptions or the fear of losing work. The discussion also drills into the systems that keep a company profitable. Jeremiah and Brian stress the need for better coordination, clear accountability, and pre-job checklists so crews show up with the right materials, drawings, and expectations. They talk through the common mistakes that lead to return trips, missed hardware, and wasted hours, then connect those mistakes to larger business problems like underpricing gates, failing to ramp down overhead, and pricing jobs just to keep trucks moving. Listeners will come away with practical reminders on how to improve crew performance, protect margins, and bid more confidently in commercial fencing.
Messy Books and What Is Actually Holding Fence Companies Back
In “Messy Books and What Is Actually Holding Fence Companies Back,” Brian T. Frederiksen sits down with Michael of Purple Coaching and Consulting for a candid, practical conversation about what really keeps small fence businesses stuck. Michael explains how Purple Coaching grew into a recognizable brand by leaning hard into memorable identity, strategic positioning, and a clear division of strengths between him and his brother Robert. From there, the discussion turns to the real-world challenges fence contractors face: disorganized books, weak systems, and the lingering effects of the COVID boom that left many owners with unrealistic expectations about demand, pricing, and ease of sales. The episode gets especially useful when Michael breaks down the common problems he sees in small businesses: messy accounting, poor decision-making, and owners who delay getting help until the pain becomes overwhelming. He makes the case for hiring a bookkeeper, building a creative marketing plan, and knowing when a company is or isn’t the right fit for coaching. The conversation also highlights why FWA’s education tracks matter, especially for operators, administrators, and leaders who need tactical help—not just motivation. Michael and Brian also touch on commercial bidding risks, the importance of security in the fence industry, and the opportunity for today’s contractors to shape the future of the trade through better standards, stronger leadership, and a willingness to serve customers well.
Sales Silence and Cash Flow
In “Sales Silence and Cash Flow,” Brian T. Frederiksen sits down with Dusty and Robin of Blue Ribbon Fence for a practical, funny, and refreshingly real conversation about what it takes to grow a fence company without losing control of the business. Dusty shares how he went from detective to fence contractor, and how the company grew from a side hustle into a full-time operation built on persistence, relationships, and learning on the job. The discussion highlights why continuing education matters more than ever in today’s fencing industry: it helps contractors sharpen sales skills, raise professionalism, improve margins, and connect with a wider network of people who can help them solve problems faster. A major theme of the episode is communication — both in sales and in business operations. Dusty explains how silence, listening, and reading customer behavior can build trust and improve close rates, while Robin emphasizes the financial side contractors often ignore until it becomes a crisis. She breaks down the importance of cash flow, balance sheets, compliant business structures, and understanding the difference between profit and actual money in the bank. Together, they make a strong case for live education over passive content, arguing that real-time conversation, experience-based teaching, and asking questions on the spot create the kind of learning that moves the needle for small fence businesses.
Stop Hiding from Your Books and Start Growing Your Fence Business
In “Stop Hiding from Your Books and Start Growing Your Fence Business,” Brian T. Frederiksen and Sasha get real about one of the most stressful parts of running a fence company: bookkeeping, taxes, and opening the books before you feel “ready.” They normalize the fear many contractors feel when it comes to CPAs and financial records, emphasizing that messy books are not a sign of failure — they’re often a natural byproduct of building a business at full speed. Their advice is direct: don’t panic, don’t hide, and don’t wait until the problem becomes a crisis. Instead, start somewhere, gather your records, and let the right professionals help clean things up. The conversation also stresses that no contractor should try to do everything alone. Whether through a CPA, bookkeeper, CRM system, business coach, or industry education, the goal is to understand your numbers well enough to make better decisions and avoid cash-flow surprises. Brian and Sasha tie that message to the upcoming Fence Show in Las Vegas, calling it a “full throttle” opportunity for fence and gate contractors to get free advice, connect with experts, and learn from top industry educators. The big takeaway: healthy businesses are not perfect businesses — they’re businesses that stay honest, keep learning, and act before hidden financial problems slow growth.
30 Days on the Road and What Is Coming Next for FWA
In “30 Days on the Road and What Is Coming Next for FWA,” Brian T. Frederiksen and the crew catch up after a whirlwind month of travel that took them from Demo Days in Florida to industry events, supplier visits, and community projects across the country. The conversation highlights how FWA is intentionally reshaping what fence-industry gatherings can look like: more outdoor experiences, more practical training, more family involvement, and a stronger focus on making education accessible to contractors of every size. Brian reflects on why South Point in Las Vegas became the home for the Fence Show—affordable rooms, truck-friendly parking, and a welcoming environment for the people who actually build fences. The episode also previews what’s next: the 2026 Fence Show and Security Expo will feature “Full Throttle” education, a broader, more hands-on training experience designed to deliver real business value, not just classroom theory. Veronica joins to spotlight the Women of FWA retreat in Branson, Missouri, emphasizing networking, leadership, and a budget-friendly way to invest in the people who hold companies together. Across the episode, the message is clear: the fencing industry grows when it stops chasing only the biggest customers and instead supports small contractors, suppliers, families, and the next generation of trade professionals.
Building a Fence Company with Systems and Networking
In “Building a Fence Company with Systems and Networking,” Brian T. Frederiksen sits down with Nikki H. of Hage Fence and Pete of GCF Coast Fence for a wide-ranging conversation about what it really takes to grow in the fencing industry. Pete shares how his background in the military shaped his love for systems, SOPs, and process-driven operations, and how those habits helped him turn a one-man startup into a more scalable company in just two years. He explains how his business now runs through structured workflows, customer expectation calls, virtual assistants, and a growing emphasis on social media and follow-up systems that generate leads and keep jobs moving. The episode also highlights the power of networking and community. Pete credits local relationships, industry events, and persistence for helping him level up faster than he could have alone, while Nikki shares Hage Fence’s journey from fixing rental-property fences to building a thriving operation with trucks on the road and a stronger internal structure. Together, they discuss the industry’s changing expectations, the need for training and innovation, and the importance of building businesses that serve both customers and families. Listeners will come away with practical ideas for better systems, smarter delegation, and how strategic networking can open doors for growth.
Think Like an Entrepreneur with Matt Warner from Empire Fence
In “Think Like an Entrepreneur with Matt Warner from Empire Fence,” Brian T. Frederiksen sits down with one of the fencing industry’s most energetic operators for a wide-ranging conversation about growth, culture, and building a business that goes beyond the fence truck. Warner shares how Empire Fence evolved from netting into residential and commercial fencing, fabrication, sports solutions, software, powder coating, and even real estate development. His big takeaway: contractors should stop thinking only like fence installers and start thinking like entrepreneurs—look for ways to diversify, create more value, and build multiple revenue streams without losing sight of profitability. The episode also gets practical. Warner and Frederiksen dig into backlog management, explaining why contractors should keep three to four months of work booked, raise prices when demand is strong, and use backlog as leverage instead of fear. They also tackle real-world contractor questions on core drilling, rock breakers, and jobsite safety, stressing the value of working with insurance and safety teams instead of against them. Throughout the discussion, Warner emphasizes leadership, Monday morning meetings, honesty, and culture as the foundation for long-term success. It’s an encouraging, tactical episode for fence and gate contractors who want to grow smarter, protect margins, and lead their teams better.