Strong Leadership Is Rooted in Effective Communication and Support: Interview with Justin Waltz, Brand President of The Junkluggers

I recently went one-on-one with Justin Waltz, Brand President of The Junkluggers. 

Adam: Thanks again for taking the time to share your advice. First things first, though, I am sure readers would love to learn more about you. How did you get here? What experiences, failures, setbacks, or challenges have been most instrumental to your growth?

Justin: I come from a family of hardworking individuals in the automotive and hospitality industries. Growing up, I learned a lot from the restaurant world, which shaped my strong work ethic and ability to thrive under pressure. Since high school, I had always aspired to build a business of my own. I’ve always had an entrepreneurial spirit, but my career in the junk removal industry certainly had humble beginnings. In 2005, I joined 1-800-GOT-JUNK as a truck driver and proudly helped my franchise reach $1.7 million in revenue that year. That experience gave me firsthand insight into the power of franchising—the ability to own a business while benefiting from established systems, training, and support. I eventually transitioned to the corporate side of the industry and became a franchise business consultant. I played a key role in growing another up-and-coming junk removal brand – College HUNKS Hauling Junk & Moving. There, I helped grow the brand’s portfolio to 120 owners and boost the average unit volume (AUV) from $200,000 to $1 million. After that, I became the managing director of franchise operations for Big Blue Swim School where I oversaw franchise owner engagement and training, profitability, and strategic planning. I eventually saw an opportunity to lead The Junkluggers and knew what my industry experience and ideas could bring to the table. Reflecting on my career journey, I never imagined I’d one day become the brand president of a junk removal company, but it’s a testament to the incredible opportunities franchising provides. No matter your background, with the right systems, mentorship, and work ethic, you can lead, own or grow a business.

Adam: In your experience, what are the key steps to growing and scaling your business?

Justin: The beauty of franchising is that it allows entrepreneurs to grow within an established system while still having the flexibility to make a local impact. Since stepping into my role as brand president, I’ve had our teams prioritize a hyperlocal approach to neighborhood saturation. This means that when an entrepreneur signs on with us, they receive the tools, training, and support to effectively manage their designated territories on day one. Over time, as they refine their leadership skills and gain experience, they can strategically expand their business one zip code at a time. This approach helps make sure franchise owners aren’t overextending themselves too soon, allowing them to master operations before scaling. Additionally, we analyze local market trends to identify high-growth areas. For example, many major cities, including Houston, Phoenix, and Chicago, have ambitious zero-waste goals to meet by 2030, which can create significant investment opportunities for prospective owners to help meet essential community needs. Thanks to these strategic growth tactics, along with our Authority Brands acquisition in 2022, we’ve successfully scaled the business to operate 139 units across 300 territories.

Adam: What do you believe are the defining qualities of an effective leader?

Justin: Effective leadership starts with having the passion and drive to operate your business. Franchise ownership isn’t just about managing a business – it’s about building something meaningful within a network of like-minded individuals who share your vision. That's why we’ve designed comprehensive training programs to equip franchisees with the knowledge and confidence they need to run their businesses successfully. These programs combine online learning, classroom instruction, and hands-on field training to help owners feel fully prepared from day one. Beyond technical training, we prioritize leadership development, helping our owners learn how to build strong teams, create a positive company culture, and effectively engage with their communities. Another crucial quality in a leader is the ability to build relationships and network. Networking is important in our line of work, as we often rely on referrals and reviews to help reach customers. While we don't require that prospective owners have a background in junk removal, we do ask that they have the effective leadership skills needed to help hire staff, develop strong customer relationships, and maintain a positive company culture. We empower aspiring entrepreneurs from all backgrounds to step into business ownership, providing them with the tools to become strong leaders who inspire their teams and drive meaningful growth. The best candidates are those who want to put in the work, get the most out of training, and believe in your mission.

Adam: How can leaders and aspiring leaders take their leadership skills to the next level?

Justin: One of the best ways to grow as a leader is by fostering a strong support system within your business. Open communication with your team, actively listening to their ideas, and investing in their development creates a culture of trust and collaboration. A strong team can become the backbone of a thriving business that delivers consistent quality and services. Beyond that, ongoing education is key. Both leaders and their teams should take advantage of training sessions, mentorship programs, and peer networking opportunities to help career trajectory and hone skills. Mentorship, in particular, can be invaluable. It can create a culture that builds confidence in mentors and mentees alike. The ability to rely on one another for advice, collaborative discussions on industry trends, challenges, and best practices, is priceless. 

Adam: What are your three best tips applicable to entrepreneurs, executives, and civic leaders?

Justin: 1. Understand Costs & Commitments – In order to effectively start and run a business, it’s important to keep these factors in mind. Entrepreneurs must be aware of financial commitments before starting their business, which can include things like equipment, inventory, marketing, royalties, company vehicles, payroll, and more. For those investing in brick-and-mortar locations, additional costs like construction and safety compliance may apply. In franchising specifically, we always recommend prospective franchise owners thoroughly review the Franchise Disclosure Document (FDD) before signing. This document provides detailed insights into the financial health of the brand and outlines all financial obligations and expectations. By understanding financial implications upfront, entrepreneurs can make informed decisions and better plan for their investment. Also, running a business is a significant commitment! It’s essential for entrepreneurs to fully grasp the level of involvement required to successfully manage their business. Some businesses are more hands-on than others, requiring active management to keep operations running smoothly, while others are more flexible and may permit absentee or part-time ownership. There is a lot to consider, so it’s important to do your research ahead of time to find what’s the best fit for your lifestyle.

2. Embrace Technology – Innovation is key to staying competitive, and it’s essential for entrepreneurs to remain open to new ideas. Flexibility and readiness to adjust your products, services, or messaging are crucial in staying relevant to clients. I think one great example of this is artificial intelligence (AI). We’ve recently implemented proprietary AI advancements into our appointment center and marketing strategies with a goal to optimize customer data use. If used effectively, this can help us to track, manage, and analyze every aspect of our business remotely. While AI can be intimidating, this example goes to show why it can be beneficial to embrace technology to better improve your business.

3. Network, Network, Network – Before investing in a business, try to meet with other experienced entrepreneurs. Depending on the career path, this could be anyone from coworkers, former employees or even fellow franchise owners. Their firsthand experiences and insights can provide invaluable guidance on how to get started, what to expect,t and how to navigate potential challenges. And once you do start your business, you’ll soon be introduced to a large network of like-minded individuals on your team. That internal network can serve as a valuable resource for ongoing mentorship, collaboration, and professional growth as you continue on in your entrepreneurial journey.

Adam: What is your best advice on building, leading, and managing teams?

Justin: Strong leadership is rooted in effective communication and support. Building trust with a team takes time and effort. From my seat, that’s why I’m keen on developing strong relationships with our franchise owners nationwide. I’m trying to take things a step further – getting to know them personally, and I want to understand their challenges, gather feedback, and provide the resources they need to succeed. That’s why I believe transparency is key when you’re a leader. It's also imperative to foster a positive work environment where employees feel valued and motivated. Providing comprehensive training programs, setting clear expectations, and leading by example can all contribute to building a strong team culture. This may include a mix of online learning, classroom instruction, and hands-on field practice. From day one, we set franchise owners up with elevated training sessions, networking opportunities, established marketing tactics, advanced technology/tools, and ongoing support to help them develop their leadership skills, build strong teams, and reach their goals. We believe that company culture starts from the top, and I believe a well-supported team can lead to better service and stronger customer relationships.

Adam: What are your best tips on the topics of sales, marketing, and branding?

Justin: Multiple revenue streams can be a great way for entrepreneurs to generate additional revenue without detracting from the core business. By offering complementary services, businesses can strengthen sales and remain adaptable to shifting market demands. Consumer needs are constantly evolving, and having diverse offerings allows businesses to stay relevant without overhauling their business model. Another challenge business owners face is effectively marketing their services – a common hurdle for both our new and seasoned franchise owners. Prioritizing a strong digital presence, such as maintaining a well-designed website and utilizing a centralized call center, can streamline customer inquiries and free up time to focus on operations. A digital platform can also enable businesses to track the success of marketing campaigns across both digital and print channels. Additionally, partnering with local advertising platforms can enhance visibility and attract potential customers. Branding also plays a crucial role in standing out. Wearing branded apparel, distributing promotional swag, and turning service vehicles into mobile billboards can all be effective strategies. At The Junkluggers, our bright green trucks not only grab attention on the road but also reinforce our eco-conscious mission. Treating company vehicles as traveling advertisements can be a strategic way to boost brand awareness and attract new customers.

Adam: What is the single best piece of advice you have ever received?

Justin: Over the years, many people have guided me personally and professionally. However, I’d say my father has given me the best career advice. He’s always been my sounding board throughout the years and his guidance has been invaluable in navigating challenges, modeling solutions, and keeping me grounded. One of our favorite quotes is “Whether you think you can or you think you can’t, you’re right.” This philosophy has spoken volumes to me, guiding me in both life and leadership. To be an effective leader, I believe having a positive attitude is vital. It’s what drives teams to overcome challenges and achieve their goals. Whether tackling personal or professional hurdles, I’ve found that belief in success, paired with hard work, can result in the best outcomes and I encourage fellow entrepreneurs to develop the same mindset.

Adam: Is there anything else you would like to share?

Justin: For entrepreneurs starting a business, having access to resources that provide modern technology, data analytics, and emerging trends can be a game-changer. Staying ahead of industry advancements not only fosters innovation but also gives businesses a competitive edge in an ever-evolving market. The ability to adapt and integrate new tools, strategies, and best practices can be invaluable.


Adam Mendler is an entrepreneur, writer, speaker, educator, and nationally recognized authority on leadership. Adam is the creator and host of the business and leadership podcast Thirty Minute Mentors, where he goes one-on-one with America's most successful people - Fortune 500 CEOs, founders of household name companies, Hall of Fame and Olympic gold medal-winning athletes, political and military leaders - for intimate half-hour conversations each week. A top leadership speaker, Adam draws upon his insights building and leading businesses and interviewing hundreds of America's top leaders as a top keynote speaker to businesses, universities, and non-profit organizations. Adam has written extensively on leadership and related topics, having authored over 70 articles published in major media outlets including Forbes, Inc. and HuffPost, and has conducted more than 500 one on one interviews with America’s top leaders through his collective media projects. Adam teaches graduate-level courses on leadership at UCLA and is an advisor to numerous companies and leaders. A Los Angeles native, Adam is a lifelong Angels fan and an avid backgammon player.

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