Sales, Systems, and Dog Training Wins

In this episode of The Friday Habit, Mark chats with Ryan Wimpey, founder of Tip Top K9 Dog Training—a nationwide franchise with over 20 locations and counting. Ryan shares his incredible journey from training dogs behind a Chick-fil-A in a beat-up van to running one of the top-ranked dog training brands in the U.S.

From scrappy beginnings to building a tightly run operation with a full call center, franchise model, and national reputation, Ryan breaks down the real lessons behind building a scalable service business. He also shares why sales training was one of his first investments, how he trains non-salesy people to sell, and what most business owners get wrong when trying to grow.

🧠 Takeaways:

1. Start with the problem you love solving, then scale it with systems.
2. Your sales style should reflect your personality—authenticity wins.
3. The key to raising prices isn’t just packaging—it’s professionalism.
4. Rapid follow-up is a huge differentiator—answer leads fast.
5. Don’t bottom-feed: sell to people who value their time more than money.
6. Obsess over product quality, then make the buying process frictionless.
7. Hire a coach to close the gap between where you are and where you want to be.

👋 Connect with Ryan:

Website: https://www.tiptopk9.com

LinkedIn: https://www.linkedin.com/in/ryanwimpey

👉 Want to start spending more time working on your business instead of in it?

Download our free guide to The Friday Habit system at https://www.thefridayhabit.com

• (01:15) - – Welcome & Guest Introduction
• (02:53) - – What is Tip Top K9?
• (04:06) - – Growing Up Around Business
• (05:11) - – Learning Sales at 13 Selling Flowers
• (06:41) - – Why Strong-Arm Sales Don’t Work
• (08:06) - – The “Bob Ross” Sales Strategy
• (08:46) - – From Dog Owner to Dog Trainer
• (10:41) - – Offering Free Work to Get In
• (11:41) - – Starting Tip Top K9 in a Van Behind Chick-fil-A
• (13:26) - – Passion vs. Opportunity in Business
• (14:41) - – How Passion Shows Up in Service-Based Business
• (17:06) - – First Big Growth Steps: Website, Phone, Sales Coach
• (18:21) - – Why Sales Training Was a Game-Changer
• (20:56) - – Selling What People Want, Not What You Want to Sell
• (22:26) - – Professionalism = Higher Prices + Fewer Objections
• (23:41) - – SEO, Google Reviews, and Digital Ads
• (26:06) - – Startup Grind: 12 Dogs in a 3-Bed House
• (27:51) - – Licensing vs. Franchising + What They Learned
• (29:26) - – Who Should (and Shouldn’t) Buy a Franchise
• (30:41) - – Optimizing the Business: 12% Website Conversion Boost
• (32:26) - – Building Systems Before Scaling
• (33:41) - – Future Growth: 40–100 Locations and In-House Support
• (35:26) - – Why Speedy Follow-Up Sets You Apart
• (37:21) - – Advice for Service-Based Businesses
• (39:11) - – Obsess on Product, Serve the Right Customers
• (40:41) - – Building a Business That Supports Your Life
• (41:41) - – One Action Item for Next Week
• (42:36) - – Where to Connect with Ryan