Think installing floors can't be a path to wealth? Think again. From strategic pricing to government contracts, today's top flooring installers are breaking the $100,000 barrier through savvy business moves and superior craftsmanship. Industry veterans reveal their proven strategies for turning skilled labor into significant income.

Photo courtesy of Ken Ballin

Ken Ballin, owner, Skyro Floors
CTI #1392 CFI #13604

I didn't have the luxury of working for and learning from someone more experienced than I was. I jumped right in, read everything I could get my hands on, took every certification that came through the state, and with a general working knowledge of tools, courtesy of Grandpa, I was off. I was fortunate enough to have a friend allow me to be on one of his jobsites for the vice president of a box store, and I was brought on as a direct sub shortly after. I quickly made a name for myself as the go-to guy for quality and my ability to fix mistakes made by other installers. At my peak with them, I had 13 stores and ran about a dozen crews. We covered most of New Jersey for quite some time, then it all came crashing down. They decided to get rid of all the installers and bring in larger companies to cover more territory. 

I had all my eggs in one basket and now I had nothing. I was just scraping by for the first time in my adult life, and it was horrible. I was at a crossroads, and I didn't know which road was right for my family. I decided to take the CTI test, and I told myself that if I passed, I'd take that as a sign that I was on the right path. I remember that day as vividly as I remember the days my kids were born. I was so proud to get that number, #1392. I decided to triple my rates and go after much higher-end clients. It was a dangerous experiment, and I would never suggest to anyone to do what I did, but it paid off. You can't fly without jumping first.

I've always had an "all or nothing" kind of mindset, and I truly believe that if you're really good at something then you've got to be a little obsessed with it. That's exactly how I feel about the flooring industry. I get to wake up every morning and leave my clients with something incredible that they're going to live their lives on. I've built a brand that exudes quality, and my clients are happy to pay me a premium for the services I provide. 

In the beginning, I was focused on making a certain amount every month to pay my bills. I was so focused on the numbers that I was missing out on the joy I got from actually installing. While it's definitely important to understand your business costs, it's even more important to know your personal cost, and peace of mind is priceless. I am the most expensive installer in my area, and any time I find out I'm not, I know it's time to raise my prices again. While I don't have a secret formula to making six figures, I can promise you that building your brand with quality work and a little grassroots marketing will put you on the path to success. Don't obsess over the numbers, enjoy the journey, take time to hone your craft, and remember we rise by lifting others.

Photo courtesy of Scott Carothers

Scott Carothers, academic director, Ceramic Tile Education Foundation (CTEF)

Making six figures as a ceramic tile installer is doable and may be achieved in one of two pathways or a combination of both. 

Path #1: 

• Be a top-quality tile installer who stays abreast of new products and changing installation requirements by attending manufacturer’s training, CTEF training courses, NTCA Workshops and/or Regional Trainings, and tile industry (ANSI and TCNA Handbook) meetings.
• Achieve Certified Tile Installer (CTI) and Advanced Certifications for Tile Installer (ACT) recognition.
• Be established in a high-end market that will support the upper-tier installations, especially projects that require creative skills.
• Wisely and comprehensively vet your client before accepting a contract to ensure payment. 
• Establish a high-end clientele along with discriminating architects, design professionals, designers, and general contractors/builders who concentrate on higher-expectations projects.
• Provide mockups demonstrating all aspects of the installation thus eliminating the 5:05 PM surprise of, “That is not what I expected” or “That is not what I selected.”
• Prior to the project beginning, deal with and eliminate the client’s unrealistic expectations.
• Create incredibly detailed proposals outlining all project materials, installation methods, along with progress and final payment schedules. 
• Always under-promise and over-achieve.

Path # 2:

• Become a high-end tile contractor who is focused on building a strong crew of accomplished and high-quality tile installers.
• Maintain consistent quality while building volume.
• Vet your clientele. 

Photo courtesy of Jon Namba

Jon Namba, president, Namba Services

A six-figure income as a flooring installer — is it possible? Certainly! Will it happen in the first year? If you’re a small business owner who operates as a one-man business, it can happen as you build a clientele. Being a one-man operation has benefits and challenges. The benefits are that you take complete control of your day-to-day installations. The down side is that you can only install so much per day. So, what’s a solution to overcome this?

You’ll want to charge more since you are the one doing all the quality work. Create systems for your business model that minimize you spending too much time handling the paperwork so you can focus on being productive with the installation side. Hire an accountant, use business apps to assist in streamlining the office work.

If you have multiple crews or employees, it’s easier to hit the six-figure mark, but there can be downsides to having multiple crews if not properly managed. Hiring subcontractors who are not as proficient as they should be can cost you money and your reputation. Employees must make your company money and managing employees is critical for profits. With more installers comes more overhead and controlling this is critical to maximizing return on investments.

So, what are the key takeaways? Locate a good accountant, generate a business plan with systems that are implemented and always review your business model as it grows financially.

Photo courtesy of John Steier

John Steier, owner, Steier Flooring, and CFI Advisory Board Member

 According to zippia.com, 18% of Americans make $100k-a-year salary. Buy some tools and a vehicle and be on your way to financial freedom! Is it really that easy? Here is what I believe it really takes to make a $100k salary as a one-man subcontractor.

How many hours/days are you willing to work? I am calculating for a single person working out of a van for a couple of retail stores. 

This is an extremely important question. Are you going to work 12-plus-hour days for seven days a week? Probably not. You may be able to do this for a while, but over time, you will burn out. Floor installation is just as much discipline as it is hard physical work. You will need a plan to be successful if you wish to reach a 6-figure salary.  

First, I need to determine how many days a year I will be working. After subtracting weekends, vacation and holidays, I come to 244 days a year. We take $100,000 and divide by 244 days which equals $409.84 a day. Unfortunately, all the money I make a day does not go towards my income. I have expenses such as a vehicle, insurance, taxes, supplies, and many others to figure in. In my case, this number for expenses is around $250 per working day. Add the $250 in expenses to the $409.84 per day and my total comes to just a little over $650.00 a day needed to pay myself $100,000 salary.  

Photo courtesy of Jesse Tranel

Jesse Tranel, president, DCO Commercial Floors, Member of FCICA and Starnet

There are several ways for new or veteran flooring installers to increase their earning potential above $100K annually. The installer should start by developing a strategy and a long-term plan to follow as a road map for their career goals. This plan should include investing in flooring-specific trainings and certifications on a regular basis. It should also include learning new business skills and financial management. The more knowledge and skills that an installer can obtain will make him or her more valuable which will lead to higher pay opportunities.

I highly recommend joining the union if they live in an area that has union opportunities as paid training, high pay and great benefits are provided. If not, join an industry organization such as CFI, FCICA, or other where you can build relationships with people that share best practices and focus on making our industry better. 

The installer should look at learning to install materials that require a true “craftsman” and where there aren’t many installers available. These areas include resilient within the healthcare segment where the ability to install, flash cove, and heat weld sheet goods is extremely valuable. This also includes learning to install hygienic wall panels and other resilient products utilized.

Photo courtesy of Robert Varden

Robert Varden, owner, Advanced Flooring Technology, and founder, Unite Floor Training Alliance

Commercial installation provides more opportunity to make six figures simply because there is more square feet per job which equals more money. Be mindful of waste and expenses. Improve your people skills. Manage your crew—they will make you money. Keep them happy, productive, and efficient. Remember, if it’s just you, you can only install so much in a given day. Always under promise and over deliver.

Photo left courtesy of Mark Violand; Photo right courtesy of Jessica Violand-Bruno

Mark Violand, owner, and Jessica Violand-Bruno, COO, Violand Flooring Inspections and Instruction

As an inspector, I rarely find faults with installations done by true craftsmen—those who take their job and skills seriously. Becoming a craftsman takes time, dedication and proper training. It involves years of perfecting your craft and surrounding yourself with like-minded professionals. One key aspect of growth is working for a dealer who values training and invests in their installers.

We are all aware of the shortage of flooring installers, let alone good ones. To those of you who have reached the pinnacle, who are you mentoring for the next generation? I encourage you to join and become involved in those floorcovering industry associations who rally for you and bring you much needed education. 

In most cases you have to travel for them and that costs money. How about reaching out to those groups who can take training on the road such as the National Association of Floor Covering Technicians (NAFCT), Certified Flooring Installers (CFI), and Advanced Flooring Technology (AFT) and bring the training to you? Each of these organizations offer training and certifications and opportunities to market your business.

If you're ready to take the next step, why not become a flooring inspector yourself? Taking inspection courses could further your education and open new doors in your career. There’s plenty of room for someone with your skillset. Think like an inspector, join us and raise your game. 

Also, don’t hesitate to raise your prices. While you may lose some clients, you'll attract better ones who value your expertise. Remember, you have costs—your van, tools, education, insurance, and retirement to consider. Build connections with other trades, like siding, roofing, or window companies, to generate referrals. Collaborating locally can help grow your business and ensure a steady flow of work.

Another opportunity is ceramic tile or stone, which pays more per square foot than other flooring products. Installers that are well trained and can pass a background check are extremely valuable.

Government including military work is a growing segment that pays extremely well without much competition. Concentrate on these “thin air” areas where companies struggle to find installers. 

If the installer is a subcontractor, they should work for more than one company ensuring that there is always work available for them and their crew. Align only with companies that value their installers, offer good rates, and aren’t difficult to get paid from. 

And lastly, their plan should include preparing for their post-installation career where there are great opportunities with manufacturers in their technical departments and with flooring companies in installation or field management.