Contractor Evolution: Recent Episodes
Breakthrough Academy
Breakthrough Academy presents Contractor Evolution.
In this show we unpack the systems, tactics, and skills you need to take your fast-growing contracting business to the next level.
If you’re here to learn what it takes to scale up, work less, and increase profitability, you’ve come to the right place.
Stay tuned to learn what separates the new breed of contractor from the old school, and welcome to your ultimate guide to the business of contracting.
To learn more about Breakthrough Academy, click here: https://trybta.com/EP284
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL284
Joel Retherford made an extra $1.6 MILLION in the first four months of this year.
How? By hiring for one simple role.
In today’s episode, I’m talking to Joel to understand:
- How hiring a project manager helped him produce an entire year’s worth of revenue, in 4 months
- The hiring process he used to find a rockstar capable of driving all that value
- And why so many contractors completely botch their project management, and how to stop killing your profit as you grow.
If you’re struggling to scale and want to stop bottlenecking your operations, this episode is for you.
00:00-Intro
01:25-Overcoming Personal Operational Bottlenecks
09:20-Hiring An External Candidate
12:19-Managing Internal Staff Friction
21:02-Presenting A United Front
26:44-Unlocking Strategic Owner Advantages
31:19-Timing The Project Manager
36:41-Structuring Tangible ROI Goals
To learn more about Breakthrough Academy, click here: https://trybta.com/EP283
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL283
Eric Olson found a way to squeeze an extra 200 thousand dollars of profit out of work he was already doing.
His secret weapon? Change orders.
In today’s episode, Eric is going to talk us through:
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The exact strategy he used to 4X his profits on all change orders
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Why getting this wrong can leave you with angry clients, a frustrated team and zero dollars in the bank
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And how to get your team stoked about maximizing profit at all levels of the organization.
Eric Olson is a Breakthrough Academy Member and Owner of Olson Defendorf Custom Homes in Texas.
He has worked Breakthrough Academy coaches and community members over the years to create bulletproof systems in his business that have significantly improved his profit, cash flow and personal life.
Learn more about Olson Defendorf Custom Homes: https://www.odcustomhomes.com/
00:00-Intro
06:17-Incentivizing Project Managers
12:18-Pricing Logic
16:55-Profit Sharing Expansion
24:06-Collection Process Timing
28:48-Tracking Change Orders
34:14-Schedule Management Updates
40:58-Systems Optimization Change
To learn more about Breakthrough Academy, click here: https://trybta.com/EP282
Ready to build smarter? Meet Breakthrough Academy at Build Show Live in San Antonio, Sept 10–12. Use code BTA26 for 25% off. Click the link to register: https://www.buildshowlive.com/
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL282
Most contractors struggle to build four to ten homes a year. Today’s guest, Charlene Barrett sold six hundred. That's hundreds of millions in sales.
Today we're going to go through:
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What contractors get wrong about scaling from 1 to 10 million,
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How to use referrals and reviews to supercharge sales,
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And how to deliver world-class services that customers love, at scale.
Charlene is a Breakthrough Academy coach and former Director of Sales and Marketing for a top North American builder, where she worked for over 12 years.
She is a true expert in customer experience and sales, so don’t miss this episode if this is something you’re interested in improving.
00:00-Intro
04:59-Service vs experience
06:25-Creating wow moments
11:57-Negative customer experiences
15:00-Systemizing customer experience
23:02-Driving five-star reviews
32:55-Generating customer referrals
40:37-Insights on coaching
To learn more about Breakthrough Academy, click here: https://trybta.com/EP281
Ready to build smarter? Meet Breakthrough Academy at Build Show Live in San Antonio, Sept 10–12. Use code BTA26 for 25% off. Click the link to register: https://www.buildshowlive.com/
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL281
When most contractors think about disaster planning, they picture insurance policies, backup equipment, and emergency contacts.
But what if the real question is this:
Would your team know what to do if you weren't there?
BTA Members Curt Janzen and Kevin Boschee from Beyond Foam got an answer to that question when they found themselves in the worst case scenario:
Their shop burned down. While they were on a business trip. Hundreds of miles away.
In a matter of hours, their team had to make decisions, communicate with customers, protect equipment, coordinate next steps, and keep the business moving forward—all without waiting for the owners to swoop in and save the day.
The result wasn't luck.
It was the outcome of years spent building a business that didn't depend on them for every decision.
00:00-Intro
02:03-Operational Impact of a Fire
09:27-Initial Team Response
13:08-Enabling Structural Systems
18:45-Supporting Team Emotionally
24:21-Insurance Process Lessons
30:08-Overall Key Takeaways
Ready to build smarter? Meet Breakthrough Academy at Build Show Live in San Antonio, Sept 10–12. Use code BTA26 for 25% off. Click the link to register: https://www.buildshowlive.com/
To learn more about Breakthrough Academy, click here: https://trybta.com/EP280
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL280
Most contractors become leaders by accident.
You start a business because you're great at your trade. Then suddenly you're managing crews, handling conflict, giving feedback, and trying to keep good people from walking out the door.
And if you're like most owners, nobody ever taught you how to do any of it.
That's why this week's Contractor Evolution episode with leadership expert and former Head of Storybrand Dr. J.J. Peterson is worth your time.
In this conversation, Dr. J.J. breaks down a simple approach to leadership that helps you:
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Keep your best people longer
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Reduce costly mistakes and miscommunication
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Build a team you can actually trust
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Create a culture people want to be part of
The best part?
You don't need to become some hard-nosed manager or abandon the "nice guy" you've always been.
Strong leadership isn't about being tougher. It's about creating clarity, accountability, and trust.
00:00-Intro
04:41-Guide Versus Hero
11:28-Formulaic Collective Communication
22:20-Badass Softy Philosophy
30:45-Empathy and Authority
40:45-Three Leadership Pillars
49:53-Modern Leadership Era
To learn more about Breakthrough Academy, click here: https://trybta.com/EP279
Download Rob’s AI Opportunity Scorecard: https://trybta.com/DL279
AI is exposing everything that's broken in your contracting business…
…before it fixes anything.
Everyone's racing to adopt AI right now. But here's what nobody's saying: if your workflows are messy, AI doesn't clean them up. It accelerates the chaos. This episode is your filter; a practical, no-hype walkthrough of where AI for contractors actually fits, where it makes things worse, and how to know if your business is even ready.
If you're running a contracting company and feeling the pressure to "do something with AI" before you fall behind, this is the episode to listen to first.
In This Episode:
- 🤖 The AI Trap: What contractors are believing about AI that's dead wrong, and why owners are wasting money on tools they don't need
- 🔍 The Real Problem: Why AI exposes hidden workflow chaos before it saves you a minute, and where contractors have the most mess
- ✅ The AI Readiness Test: The 3 things that need to be clear before you even look at a tool, and the signs your company isn't ready
- 🎯 The Opportunity Filter: A simple scorecard for evaluating AI ideas (so you stop confusing "cool" with "valuable")
- 🏗️ Where AI Actually Fits: Sales follow-up, SOPs, job handoffs, client communication — and where it should stay far away
- 👤 Human Review: What AI should never decide by itself and how to stop your team from treating AI like the final answer
- 👥 Team Adoption: Why your crew will ignore new tools (it's not the tech — it's the conversation you haven't had)
- 🛠️ Build Your First AI Workflow: If you're a $3M contracting business, here's exactly where to start this week
00:00-Intro
05:06-Decision-Making Hierarchy
08:26-Effective Workflow Documentation
14:59-Privacy and Security
20:13-Custom Business Models
25:16-High-Impact Contractor Cases
35:31-Internal Team Adoption
43:01-Future Contracting Trends
54:51-Starting with Friction
To learn more about Breakthrough Academy, click here: https://trybta.com/EP278
Get a copy of Ryan’s Lead Follow Up Formula (The Revenue Engine) here: https://trybta.com/DL278
Most contractors assume the sale is dead after two ignored messages. The data says otherwise, and the money you're leaving on the table is staggering.
Ryan Fenn, founder of CHIIRP, has analyzed massive volumes of real customer conversations to find out what actually gets replies, what kills deals, and what the best follow-up systems do differently. In this episode, we break it all down into the three elements that matter most: words, cadence, and channel.
You'll learn:
- Why the words most contractors use in follow-up are silently killing deals — and what to say instead
- The data-backed timing and cadence that turns cold quotes into signed contracts
- Which channel (text, phone, email, video) actually converts — and when to use each one
- A simple dead quote reactivation system to bring stalled deals back to life
- Where AI is genuinely helping follow-up right now — and where it's hurting
If you've ever wondered why your quotes go cold or how long you should really keep following up, this one's for you.
00:00-Intro
10:44-Follow-up in contracting
14:30-Effective sales language
29:57-Ideal follow-up cadence
44:13-Choosing communication channels
52:01-Risks of AI voice
56:05-Increasing lead conversion
To learn more about Breakthrough Academy, click here: https://trybta.com/EP277
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL277
Your crew isn't lazy. Your processes are broken. In this episode of Contractor Evolution, process strategist Moustafa Moursy breaks down why most business systems collect dust, and introduces the OPTIMIZE Framework: a step-by-step method for building SOPs that your team actually uses, so you can stop running every decision through yourself.
If you've ever written a process doc that nobody followed, this episode will show you exactly where you went wrong (and how to fix it).
In this episode:
- Why "people problems" are almost always process problems in disguise
- What you need to define BEFORE touching any software or templates
- The OPTIMIZE Framework: Observe → Picture → Tailor → Implement → Memorialize → Zoom/Evolve
- The real balance between owner direction and team input when designing processes
- How to know when a process is ready to roll out (instead of endlessly perfecting it)
- What separates a process that gets followed from one that gets ignored (the triangle)
- How great processes give your team independence, not just more control
Check out Moustafa’s TedX Talk: https://www.youtube.com/watch?v=SemHh0n19LA
00:00-Intro
02:21-Successful vs. Failed Processes
07:21-Defining the Optimize Framework
10:14-Step 1: Observe
15:43-Step 2: Picture
21:58-Step 3: Tailor
34:18-Step 4: Implement
45:54-Step 5: Evolve
Register for Matt and Danny’s upcoming team accountability web class: https://trybta.com/DL276
To learn more about Breakthrough Academy, click here: https://trybta.com/EP276
If you're the only person on every jobsite who can catch a mistake, you don't have a team; you have a daycare. In this episode, Matt Risinger (from The Build Show) maps the exact path from babysitter to system-builder, so your business runs without you hovering over every decision.
Most contractors don't even realize they're micromanaging. They just know they're exhausted, their PMs won't make a call without them, and nothing gets caught until they personally show up. This episode breaks down why smart owners get trapped as the answer guy, what it's costing them in profit and sanity, and the step-by-step framework to build a team that thinks, decides, and polices standards on its own.
You'll learn:
- How to spot the line between managing and micromanaging, and why crossing it is a silent profit killer
- The real cost of being the only person who catches mistakes (hint: it shows up in your margins, your turnover, and your ceiling)
- How to set non-negotiable standards your team can self-audit before you ever see the work
- The exact roles and decisions a PM must own before you can truly step back
- A simple accountability meeting structure you can use to get real value out of every meeting
- How to train independent thinking into your people without killing their ownership when they get it wrong
- What has to be true culturally before your team starts policing standards themselves
00:00-Intro
02:18-The Path to Effective Delegation
10:22-Building Loyalty & Accountability with Subcontractors
16:59-Communication & Standards for On-Site Teams
25:19-Defining Roles & Learning from Mistakes
31:55-Structuring Effective Accountability Meetings
36:50-Training for Independence & Mentorship
48:28-Philosophy on Leading & Treating People
To learn more about Breakthrough Academy, click here: https://trybta.com/EP275
Download your free Cash Flow Resource Bundle here: https://trybta.com/DL275
You're winning jobs, billing strong — and still sweating payroll every two weeks. Cash timing slips. Payroll doesn't. Here's how to fix it.
In this episode, Danny Kerr breaks down the exact cash flow management system BTA has used with 1,900+ contractors to stop the financial panic and start projecting 90 days ahead, so you can make growth decisions with intention, not desperation.
What you'll learn:
- The 5 cash flow killers quietly draining your roofing contractor business (weak deposits, slow collections, and more)
- How to build a simple weekly cash flow system — so you know what you can spend before you hire, buy, or market
- How to project your cash position 90 days out and spot payroll pressure before it hits
- The financial benchmarks $10MM contractors actually use
- How to stop playing financial roulette and build real confidence in your numbers
Whether you're at $1M or pushing $10M, cash flow management isn't optional — it's the difference between scaling and gambling.
00:00-Intro
09:32-Developing Annual Budgets
19:20-Effective Job Costing
23:48-Industry Profit Benchmarks
28:04-Strategic Cash Flow
32:28-Avoiding Cash Flow Destroyers
41:22-Using Cash Flow Projections
53:43-Expense and Overhead Q&A
To learn more about Breakthrough Academy, click here:https://trybta.com/EP274
We’re actively working with ~600 contractors, and a LOT of them are struggling — and it's not the economy. Breakthrough Academy coach Jason Alcott reveals the hidden mindset trap keeping contractors stuck, and the one framework that changes everything.
Most contractors are measuring their success the wrong way. They're locked in "the gap,” constantly chasing an ideal that keeps moving, instead of looking back at how far they've actually come. In this episode, Jason Alcott (BTA coach and former contractor who scaled Weatherguard Gutters to $6.5M with 25 staff) breaks down Dan Sullivan's Gap and the Gain framework and why fixing your mindset is the prerequisite to every system, every strategy, and every team decision you'll make this year.
In this episode:
- Why 70% of the contractors Jason works with are having a rough year— and what's really behind it
- The "Gap vs. Gain" framework that stops the overwhelm spiral
- How your mindset as an owner trickles down and silently kills team morale
- Why tactics fail when mindset isn't addressed first
- How to set 90-day goals your team actually cares about (leading vs. lagging indicators)
- Gratitude as a stress management tool — and why it's more powerful than you think
About Jason Alcott:
Jason is a Breakthrough Academy coach and former BTA member who scaled a gutter contracting business to $6.5M before joining the coaching side. He currently coaches 25+ contractor businesses and is actively helping them navigate one of the toughest business climates in recent memory.
00:00-Intro
06:22-Why do we ignore mindset?
10:44-Gap versus Gain
15:29-Shifting your headspace
27:27-Setting activity goals
29:35-Implementing the Gain mindset
To learn more about Breakthrough Academy, click here: https://trybta.com/EP273
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL273
Have you ever pulled a 60-hour work week and felt like you got nothing done? Productivity researcher Chris Bailey ran a radical experiment—working 90 hours one week, 20 the next—just to see what would happen to his output. The results challenge everything contractors believe about grinding longer to get ahead.
In this episode of Contractor Evolution, Chris Bailey (author of Intentional) breaks down what his 90-hour vs 20-hour productivity experiment revealed about how work smarter not harder actually works. If you're running a contracting business and burning 60+ hours a week in the trenches, this conversation will show you why more hours ≠ more results—and give you practical methods for how to get more done in less time without sacrificing your margin or your mental health.
What you'll learn:
- The surprising results of Chris Bailey's 90-hour productivity experiment
- Why working longer hours actually destroys your output (and the data that proves it)
- How to transition from "warrior" mode to "system-builder" mode in your business
- Simple, research-backed methods for intentional productivity
- The real cost of contractor burnout—and how to prevent it
- Why the most productive contractors work fewer hours, not more
Whether you're stuck in the trenches or building systems to scale, this episode will change how you think about time, energy, and what it actually takes to grow a profitable contracting business.
00:00-Intro
02:12-Addiction to Distractions
03:55-Impact of Tech on Focus
09:51-Lessons from Boredom Experiment
17:08-The Power of Wandering in Leadership
20:00-Busyness Versus Productivity
28:17-Training Brain Presence
31:51-Sleep and Productivity Myths
To learn more about Breakthrough Academy, click here: https://trybta.com/EP272
Grab a copy of Megan’s OWN Your Contracts QuickStart Guide: https://meganshapiro.kit.com/590f12c899
Check out Megan’s Negotiation Style Quiz: https://meganshapiro.kit.com/81045b49f1
If you’ve thought about using AI to make the process of drafting, reading, and negotiating contracts easier, you’re not alone.
But according to today’s guest, relying on AI for your contracts could be a costly mistake. Because the reality is: AI is only as good as the knowledge of the user.
In this week’s episode of Contractor Evolution, we sit down with construction lawyer Megan Shapiro to break down what’s actually happening inside the agreements you’re signing, and how to negotiate them in a way that makes you more profit, keeps you out of legal trouble and empowers you to safely incorporate AI where appropriate.
You’ll learn:
- The biggest contract clauses that quietly kill your margins
- How to spot red flags (before they cost you)
- A simple three part framework to review and negotiate contracts with confidence
- Where it’s appropriate to use AI in your negotiations (and where it can trigger a legal disaster)
00:00-Intro
05:49-Trade Contractor Contract Rights
07:22-Risks and Common Pitfalls
10:16-Introducing The OWN Framework
17:13-Weighing Specific Contract Provisions
29:29-Change Orders And Delays
39:27-Healthy Professional Negotiation Strategies
47:53-AI In Contract Management
To learn more about Breakthrough Academy, click here: https://trybta.com/EP271
Get a copy of John’s slide deck here: https://trybta.com/DL271
If you’re relying on leads coming in… you’re already behind.
In this episode, Breakthrough Academy Member John Malanchuk breaks down a proven approach to business development for contractors; one that goes beyond marketing and sales, and focuses on building real relationships that generate consistent, high-value work.
Drawing from nearly 20 years in the commercial painting space and five years in the Breakthrough Academy contractor coaching program, John shares exactly how he:
- Builds long-term relationships with decision-makers (not just bids against competitors)
- Lands $100K+ projects through simple, repeatable outreach
- Uses networking, presentations, and follow-ups to create predictable revenue
- Turns one meeting into multiple project opportunities
- Structures his CRM and pipeline to stay organized and consistent
This isn’t theory—it’s a boots-on-the-ground system you can start using immediately, whether you're in commercial or residential contracting.
Key Takeaways:
- Business development is proactive relationship building, not reactive selling
- The goal is to get in before projects go to bid and become the trusted go-to
- Consistency beats intensity—just a few hours per week can transform your pipeline
- Your network is your biggest asset—leverage suppliers, GCs, and existing contacts
- Follow-up is everything (and most contractors fail here)
00:00-Intro
03:10-Target Diverse Commercial Verticals
11:40-Residential Business Development Strategies
16:36-Effective Practical Networking Tactics
20:28-Key Success Tracking Metrics
23:30-Avoiding Common Followup Mistakes
28:19-Real World Project Examples
38:46-Implementing CRM Pipeline Systems
To learn more about Breakthrough Academy, click here: https://trybta.com/EP270
What’s slowing down your contracting or construction business isn’t always obvious.
In this episode of Contractor Evolution, Danny Kerr sits down with Mark Wong to break down the hidden inefficiencies that quietly drain profit, capacity, and momentum inside a growing company. From admin bloat and paperwork to wasted field time and poor workflows, this conversation dives into how smarter systems can improve construction management without adding more chaos.
If you’ve been trying to grow but feel like your team is stuck in reactive mode, this episode will show you where to look first.
Mark shares practical insights on business automation, how to identify repeatable tasks worth fixing, and where AI for contractors can actually create leverage. Instead of replacing people, the best tools help your team move faster, reduce non-billable work, and improve the customer experience.
You’ll learn how to use ride-alongs to find wasted time, how to tell the difference between a people problem and a process problem, and why the best contractor automation opportunities often come from fixing one repeatable task at a time.
In this episode, we cover:
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how unbillable labor eats away at profit
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where waste hides in the average job
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how to spot automation opportunities in the field
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the right way to approach business automation
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where ai for contractors works best today
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how better systems improve your construction business
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why stronger construction management starts with visibility
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how to use contractor automation without overcomplicating your workflow
Whether you run a construction, electrical, HVAC, plumbing, or other trades company, this episode will help you think differently about systems, efficiency, and scale.
00:00-Intro
04:19-Identifying Unbillable Labor Wastage
07:05-Analyzing Contractor Production Systems
08:47-Practical Field Observation Steps
11:54-People Versus Workflow Problems
13:50-Integrating Effective Software Tools
16:30-Balancing AI and Accountability
29:56-Effective Team Adoption Strategies
To learn more about Breakthrough Academy, click here: https://trybta.com/EP269
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL269
Most contractors didn't start a business to be trapped inside of it.
Cameron Herold, the operational mind behind 1-800-GOT-JUNK's explosive scale from $2M to $106M, reveals the exact blueprint to turn your contracting company from a daily grind into a sellable, scalable asset.
In this episode of Contractor Evolution, Cameron breaks down why most contractors get stuck between $1M and $10M, what systems need to be in place before you can step out of the day-to-day, and the key hires that actually add enterprise value to your business.
Whether you plan to sell someday or never, building like an owner (not an operator) changes everything.
🔗 Grab Cameron's book "Vivid Vision": https://www.amazon.ca/Vivid-Vision-Remarkable-Aligning-Business/dp/161961877X
🔗 Learn more about Cameron Herold’s program for COOs: https://cooalliance.com/
In this episode, you'll learn:
– Why most contractors build a job, not an asset
– The mindset shift required to scale past $1M
– How clear does your vision really need to be?
– The first systems to get you out of the day-to-day
– Key hires that add enterprise value (and when to make them)
– How the owner's role must evolve as the company scales
– Grounded expectations + frameworks to take action
🎧 Listen to Contractor Evolution on your favorite platform:
Apple Podcasts: https://podcasts.apple.com/ca/podcast/contractor-evolution/id1541384174
Spotify: https://open.spotify.com/show/72kRn2i2oRcqAx77DqkM7K?si=y0Uy-aPYRs6VmijQpioXKw&nd=1
Breakthrough Academy is the home of the Contractor Growth Method™ — a business coaching program purpose-built for contractors who want to scale sustainably, build real systems, and get their time back.
🌐 Website: https://btacademy.com
📸 Instagram: https://www.instagram.com/btacademy/
contractor #constructionbusiness #cameronherold #scaling #businessgrowth #contractorevolution #leadership
00:00-Intro
02:07-Enjoying the Entrepreneurial Journey
09:20-Building Business as an Asset
11:31-Overcoming Plateaus and Limiting Beliefs
25:56-Implementing a Vivid Vision
34:14-Strategic Leadership and Genius
42:32-Building the Right Team
56:32-Successful Entrepreneurial Patterns
Download a copy of Ellen's Weekly Financial Quick Check Templates here: https://trybta.com/DL268-2
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL268
To learn more about Breakthrough Academy, click here: https://trybta.com/EP268
What if the fastest way to build an accountable team was to show them the numbers you've been hiding? Ellen Rohr (Zoom Drain, Business Uncomplicated) has helped hundreds of contractors implement open book management — and the results are transformational.
In this episode, she breaks down exactly how to share your financials with your team, what to share (and what NOT to), and how to turn transparency into a game your crew actually wants to win.
If you've ever thought "My employees just don't care about profit" — this episode will show you why that's your fault, and how to fix it.
🔥 What You'll Learn in This Episode
By the end of this conversation, you'll know how to:
- Implement open-book management without exposing what you take home
- Decide exactly which numbers to share with which roles on your team
- Handle the #1 objection: "Won't my team resent what I make?"
- Use gamification to turn financial targets into a competition your crew cares about
- Build a team that thinks like owners — not just clock-punchers
- Shift from "my team doesn't care" to "my team is obsessed with hitting the number"
- Structure incentives tied to the metrics your team can actually influence
- Avoid the biggest pitfalls Ellen sees contractors make with open books
Learn more about Ellen: https://www.youtube.com/ellenrohr
00:00-Intro
02:08-Defining open book management
07:21-Financial transparency and strategic pricing
22:08-Prerequisites for rolling out financial reports
29:13-Departmentalization and relevant KPIs
37:22-The importance of manual tracking and gamification
50:59-Cultural yield and future technology
To get your free Hiring Resource Bundle, click here: https://trybta.com/DL267
To learn more about Breakthrough Academy, click here: https://trybta.com/EP267
Most contractors post a job ad, get zero qualified applicants, and wonder why they can't find good people. The problem isn't the labor market — it's your hiring system.
In this roundtable, Matt Risinger (founder of The Build Show Network), Jacob Toler ($2.8M contractor running a 35% gross profit), and BTA coach Matt Balfe break down exactly how top contractors recruit, hire, and retain A-players — even when no one's applying.
In this episode, we cover:
- Why your job postings aren't attracting qualified candidates (and what to do instead)
- Hiring systems that build your bench so you're always staffed for busy season
- Creative recruitment strategies the best contractors use to find A-players
- The difference between hiring out of desperation vs. hiring from a position of strength
Whether you're a general contractor, remodeler, or specialty trade, if you're struggling to find good employees for your construction business, this conversation is your blueprint.
00:00-Intro & speaker backgrounds
08:21-Identifying hiring pain points & root causes
09:58-Candidate screening & interview process
30:08-Out-of-the-box recruiting & social media tactics
43:18-Leveraging AI and automation in recruitment
48:37-Key hiring lessons: ability over reactivity
01:14:53-Q&A: references & quality growth
To learn more about Breakthrough Academy, click here: https://trybta.com/EP266
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL266
Can you actually run a contracting business with your spouse…
…and still like each other at the end of the day?
Caleb Auman (host of the Kid Contractor Podcast) and his wife Brittany have been through bankruptcy, business failure, and the kind of fights that almost ended everything. In this episode, they share the hard-won rules for how they rebuilt — together — and turned their marriage into their biggest competitive advantage.
If you and your partner are building a business side by side (or thinking about it), this one's for you.
🔥 What You'll Learn in This Episode
By the end of this conversation, you'll know how to:
- Navigate the real tension between being business partners and life partners
- Define clear roles so you stop stepping on each other's toes
- Fight productively — without letting business stress destroy your relationship
- Rebuild trust and alignment after a major failure (including bankruptcy)
- Parent effectively while running a demanding contracting business
- Set boundaries between "work mode" and "marriage mode"
- Turn your partnership into a system that makes your business stronger
Check out The Kid Contractor Podcast: https://www.youtube.com/playlist?list=PL8UxQJ9VFnDk4B2f7vMZzJLoWikTD_08k
00:00-Intro
03:37-Defining Missions and Shared Why
06:46-Navigating Bankruptcy and Partnership Roles
18:42-Dividing Spouse-Run Business Role
27:08-Self-Realization, Humility, and Leadership
40:07-Tools for Healthy Communication
50:17-Parenting and Instilling Values
59:28-Final Thoughts on Life Perspective
To learn more about Breakthrough Academy, click here: https://trybta.com/EP265
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL265
Your biggest expense is labor. If you aren’t tracking it accurately, your job costing is a lie. In this episode, Derrik Shakespear (CRO of AlignOps) reveals why most contractors bleed profit through inaccurate time tracking—and how to fix it without micromanaging your crew.
If you’re still using paper timesheets or trusting the "honor system," you’re likely losing thousands in unbilled hours and slip-ups every single year.
🔥 What You’ll Learn in This Episode
By the end of this episode, you’ll know how to:
- Stop "managing blind" and get accurate data on your biggest expense (Labor)
- Compare Estimates vs. Actuals to see which jobs actually made money
- Implement digital time tracking without your crew feeling "Big Brothered"
- Spot the "Silent Killers" in your workflow that paper timesheets hide
- Use construction time tracking data to bid more accurately next time
- Turn time data into a competitive advantage for safety and liability
- Move from "guessing" productivity to measuring it like a manufacturer
00:00-Intro
02:24-The importance of time tracking in construction
08:59-Productivity comparisons: Manufacturing vs. construction
14:26-Essential components of a healthy time tracking system
20:14-Frequency and best practices for reviewing project data
26:02-Strategies and pitfalls for owner adoption of technology
31:47-Incentivizing field crews and gamification
34:43-The future of AI in the construction industry
To learn more about Breakthrough Academy, click here: https://trybta.com/EP264
Stop obsessing over lead generation and start building a real marketing machine.
In this episode, Matt Jones (Founder of Tradie Web Guys & Host of The Site Shed) lays out the future of contractor marketing - from strategy and systems to for contractors and smarter, higher-quality leads.
If you’re a contractor who feels like you’re spending more on ads but not seeing profit, this conversation will change how you think about marketing forever.
🔥 What You’ll Learn in This Episode
By the end of this episode, you’ll know how to:
- Build a real marketing strategy (not just random tactics or “more leads”)
- Define the right success markers so you know if your marketing is actually working
- Use customer lifetime value to make smarter marketing decisions
- Increase conversions without just pumping more cash into ads
- Position yourself as the go-to expert in your market
- Use 58 ai marketing tools to boost SEO, follow-up, and customer support
- Take the first practical AI step as a contractor today
00:00-Intro
03:35-Defining a Marketing Strategy
07:58-The Truth About Generating Leads
10:10-Defining the Ideal Customer and Screening Process
13:07-Focusing on Customer Lifetime Value (LTV)
25:18-Achieving Consistent Growth and Predictability
30:53-Balancing Lead Generation and Branding
42:37-Implementing a Paid Priority Program for High-Ticket Services
To learn more about Breakthrough Academy, click here: https://trybta.com/EP263
Make training your next hire a breeze by grabbing a copy of our training checklist template: https://trybta.com/DL263
High employee turnover is killing profitability in the trades. And unfortunately, there is no quick fix.
In this episode of Contractor Evolution, we sit down with Mike Matalone, author of Hire. Train. Retain., to break down exactly why you’re losing your best people and how to stop the bleeding.
Managing employee retention isn't just about paying more; it requires building robust systems at every stage of the employee lifecycle. Mike reveals the secrets to unlocking 40-60% more productivity from your current team by tapping into their "discretionary effort."
If construction hiring and retention are constantly giving you headaches, this episode gives you the blueprint to build a culture that keeps top talent engaged for the long haul. You'll learn the difference between hiring for roles versus people, the three onboarding steps that make new hires stick, and why career paths often matter more to your crew than their paycheck.
Check out Mike’s book here: https://www.amazon.ca/Hire-Train-Retain-People-Things/dp/0578551438
00:00-Intro
03:34-Why New Hires Leave in the First 90 Days
06:42-The XP3 Talent System and People Systems
11:17-Shifting from Management to Coaching and Creating Careers
14:19-Role Clarity and Defining Success in Hiring
21:17-The Importance of Personality, Skill, and Core Values in Hiring
35:24-Training and Onboarding Objectives: Creating an Amazing Experience
50:17-Retention Strategies and Interviewing for Fit
To learn more about Breakthrough Academy, click here: https://trybta.com/EP262
To download the exact accountability resources Blake used to turn a 30% Net Profit, click here: https://trybta.com/DL262
Most contractors believe you have to choose: be the "nice guy" and lose money, or be the "tough boss" and lose your team. Blake Butry, owner of Churchill USA, proves that is a myth.
Since joining Breakthrough Academy in 2022, Blake has doubled his revenue while hitting an incredible 30.8% net profit. Even more impressive? He did it by building a culture centered on "emotional generosity."
In this episode, we break down exactly how he balances strict financial accountability with genuine care for his team, and how you can apply this "fair but firm" approach to your own contracting business.
In this episode, we cover:
- Insights into productive (and profitable) leadership strategies, emphasizing the balance between emotional generosity and structural fairness.
- The significance of articulating emotions, seeking counseling, and establishing healthy stress management practices
- How investing in team members' growth and maintaining a balance between work and personal life can lead to long-term success and a positive work environment.
00:00-Intro
01:57-Background on Blake Butry and Churchill USA
04:23-The Evolution of Leadership and Team Building
07:48-Operating with Structural Fairness and Emotional Generosity
10:33-The Influence of Clear Roles and Boundaries on the Team
14:48-The Duality of Structure and Trust in Leadership
27:23-Balancing Fairness and Generosity in Compensation
44:57-Self-Leadership, Stress, and Anxiety Management
To learn more about Breakthrough Academy, click here: https://trybta.com/EP261
Grab your free Project Management Resource Bundle here: https://trybta.com/DL261
In this episode of Contractor Evolution, we’re releasing a talk Danny did at Build Show Live. In just 60 minutes, he breaks down the exact project management system he’s seen hundreds of contractors use to cut waste, increase profit and leave both their teams and customers happy.
Danny walks through:
-
The four principles of good project management
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How to properly structure a project manager role and hold them accountable through -effective goal setting and review rhythms
-
Foolproof templates for a project communication plan and status update
00:00-Intro
01:01-Four Principles of Project Management and Danny's Background
04:04-Red Flags and The Four Systems to Discuss
07:36-Employment Agreements, KPIs and Goal Setting & Review (GSR)
20:33-Project Communication Plan and Status Updates
29:49-Proper Use of Software and Hiring Project Managers
37:58-Growth Seen in Breakthrough Academy Businesses and The Contractor Growth Method
42:19-Takeaways, Implementation and Audience Questions
To learn more about Breakthrough Academy, click here: https://trybta.com/EP260
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL260
Going into business with a partner is one of the most exciting decisions you can make, but knowing how to resolve cofounder conflict is critical if you want that business to survive.
In this episode of Contractor Evolution, Dr. Matt Jones (founder of Cofounder Clarity) joins us to break down why business partnerships fail and, more importantly, how to fix them. We dive deep into the psychology of entrepreneurship and the unique challenges that come with shared leadership.
If you’ve ever struggled to see eye-to-eye with your business partner, or you feel like you're speaking different languages, this episode is your roadmap to a healthier, more functional relationship.
In this episode, we cover:
- The critical questions you MUST ask before starting a business with someone
- The 3 "languages" cofounders speak (and why mismatches cause endless arguments)
- How to have conflict conversations that actually resolve issues
- Strategies to anticipate partnership hurdles before they destroy the business
Check out Cofounder Clarity to learn more about Dr. Matthew’s work: https://cofounderclarity.com/
00:00-Intro
01:20-How the Guest Got Into Co-founder Relationships and Conflict Management
04:51-Biggest Blind Spots When Selecting a Partner
11:08-Big Questions to Ask Before Going into Business Together
12:17-Managing Decision-Making and Management Structure Conflict
17:32-Deeper Dynamics Fuelling Conflicts in Businesses
22:58-Navigating Conflicts Properly
40:52-Handling Conflict in Unique Partnership Situations
To learn more about Breakthrough Academy, click here: https://trybta.com/EP259
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL259
Systems and documentation don't have to kill your creativity—they are actually the secret to getting your life back.
In this episode, we sit down with Jonathan Ronzio, Co-Founder and CMO of Trainual, to dismantle the biggest myth in the contracting world: that SOPs are just "boring paperwork."
If you’re constantly procrastinating on your systems and processes because they feel overwhelming or restrictive, Jonathan reveals the massive mindset shift you need to make. Learn how to stop being the bottleneck in your business, empower your team to run without you, and finally achieve the freedom you started your business for.
In this episode, we cover:
- Why "boring" systems are the gateway to creative freedom
- The simple framework to stop procrastinating on SOPs
- How to build a business that runs on process, not just people
- The first steps to automating your operations today
00:00-Intro
01:33-The Genesis and “Magic” of Trainual and Customer Base
10:33-Overcoming Procrastination and the Owner's Mindset Shift for Documentation
17:41-Balancing Systems and Creativity in Business
19:44-Applying Lessons from Adventure to Business Leadership
22:46-Creativity in Marketing
30:32-Trainual's Perspective on AI
36:05-Wisdom for a Younger Entrepreneurial Self
To learn more about Breakthrough Academy, click here: https://trybta.com/EP258
Download the accountability resources Nick used to scale from $4M to $12.5M here: https://trybta.com/DL258
If you’re working 70+ hours a week, micromanaging every detail, and acting as the bottleneck in your own business, you are doing it wrong.
In this episode, Breakthrough Academy Member and owner of Willie C. & Sons Landscaping Nick Cloutier explains how to shift your mindset from "Boss" to "Coach" and implement the 3 essential tools—Job Descriptions, KPIs, and GSR Meetings—that allow you to delegate with confidence.
In this episode, we cover:
- The "Warrior Mode" Trap: Why working 80 hours/week is a sign of a broken system, not a badge of honor.
- $4M to $12.5M Blueprint: The specific acquisition strategy and systems used to scale rapidly in 2025.
- The 3 Essential Accountability Tools: How to build Job Descriptions that "teach to win," Deliverables (KPIs), and clear Org Charts.
- The GSR Method: Why "Goal Setting & Review" meetings are the single best thing you can do for employee retention.
- Financial Mastery: How to reverse engineer a 20% Net Profit budget using LMN.
Check out Nick’s business, Willie C. & Sons Landscaping: https://williecandsonslandscaping.com/
00:00-Intro
01:22-Trajectory of Business Growth and the Shift in the Owner's Mindset
05:07-Implementing Job Descriptions and Deliverables (KPIs)
10:58-Defining Deliverables and Setting Measurable Goals
17:56-The Organizational Chart and Determining Capacity
20:09-Leveraging Numbers and Data for Predictable Growth
23:00-Goal Setting and Review (GSR) Meetings
34:09-Prioritizing Work-Life Balance and Seasonal Employment
39:09-Financial Planning, Budgeting, and Understanding the Numbers
43:46-The Strategy and Confidence for Acquisition
50:23-Final Advice on Building a Successful Team
To learn more about Breakthrough Academy, click here: https://trybta.com/EP257
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL257
How much time do you waste each day on little inefficiencies?
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Searching for the latest version of that SOP
-
Flipping through a hundred browser tabs to find your budget spreadsheet
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Typing out the same email to 30 different clients
Today’s guest, Nick Sonnenberg, literally wrote the book on business efficiency. It’s called Come Up For Air and it is a go-to for small business owners and teams looking to stop “drowning in work” and free up the time they spend on redundant or inefficient tasks.
In today’s episode, we get into all the little things you can do that may only save you seconds at the time…
…but actually add up to minutes and hours when you stack them day after day.
We talk email management, how to invest time up front to save yourself hours down the line, and how to set yourself up for success when it comes to AI and automations.
This is a quick one, but we cover a lot.
00:00-Intro
01:29-Increasing Capacity Without Adding More People
01:37-Why Start with Email Management?
04:16-The RAD Framework: Reply, Archive, Defer
06:59-Quick Wins for Email Inbox Management
08:46-AI and Automation in Contracting Businesses
11:18-Progress and Context of Nick's Executive Assistant AI Agent
14:14-Asset Building vs. One-Time Requests with AI
21:54-Identifying Areas for AI Use
24:32-The Shift to AI as a Search Engine
27:05 -Final Thoughts and How to Contact Nick
To learn more about Breakthrough Academy, click here: https://trybta.com/EP256
Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL256
Men’s mental health is in crisis. We are three times more likely to develop addictions and four times more likely to turn to suicide. And yet, 40% of men won’t seek help.
In this episode of Contractor Evolution, we are diving into the "silent struggle" with Connor Beaton, founder of ManTalks and author of Men’s Work. While we usually unpack business systems and profit margins, today we’re diving into the importance of men’s inner work.
After overcoming his own struggles with infidelity, drugs, and alcohol, Connor’s mission is to help men become better leaders, spouses, dads, and humans.
In this conversation, we cover:
- The Crisis: Why men are struggling today more than ever and why it’s so hard for us to get in touch with our inner selves.
- Shadow Work: How to identify and confront hidden parts of ourselves (what Connor calls Shadow Work) to stop self-sabotage.
- Leadership & Legacy: How doing your own inner work pays off for your team and family, and how to foster healthy masculinity and self-leadership on your job sites.
We love to unpack business systems, but if this type of episode is useful for you, let us know in the comments.
Check out ManTalks: https://www.youtube.com/@ManTalks
🔥 Watch These Related Episodes Next:
- Business Therapist Destroys My Limiting Beliefs in Real Time:
https://www.youtube.com/watch?v=mU7m0Bk0Z9s
- How To Lead WITHOUT Ego (Keith Mercurio's Advice):
https://www.youtube.com/watch?v=rwDRgYHKzow
- How 8 Years in a Community Changed My Contracting Business:
https://youtu.be/dL0oLzZLrUQ
00:00-Intro
02:02-Connor Beaton's Origin Story and Early Life
05:07-The Impact of Fatherless Households on Young Men
10:18-Shame-Based Motivation and the Entrepreneurial Identity
15:40-Understanding Shadow Work and Confronting the Unconscious
24:32-Step 1: The Process of Confession and Radical Honesty
32:52-Step 2: Exploring the Origins of Dysfunctional Behavior
41:51-Step 3: Confronting and Replacing Unhealthy Patterns
57:17-Modeling Imperfection and the Importance of Presence as a Father
To learn more about Breakthrough Academy, click here: https://trybta.com/EP255
Take our five minute quiz and get your free Contractor Growth Roadmap: https://trybta.com/DL255
What if we told you that the skilled labor shortage is your fault?
Yes, there’s demographic challenges. Yes, the economy plays a role.
But our industry has REALLY missed the mark on attracting the next generation.
Today’s guest is the one and only Aaron Witt, founder of BuildWitt and host of the Dirt Talk podcast.
He’s on a mission to empower the next generation of tradespeople and bridge the gap between the old guard and the next wave of talent.
In this episode you’ll learn:
- Why the construction industry is partially at fault for the lack of new skilled laborers
- The employer branding mistakes you’re definitely making, and what to do instead
- And what different generations owe each other to solve the workforce crisis
If you care about the future of your team, your business, and the trades as a whole — this one’s for you.
Check out Aaron's YouTube channel here: https://www.youtube.com/c/AaronWitt
More episodes on employer branding and recruiting the next generation of skilled laborers:
How to Build a Hiring Funnel (EP 220): https://youtu.be/ITtfUjjD5JI
How to Attract Reliable Staff in a Labor Shortage (EP 208): https://youtu.be/bjdnIQJxAMk
Leadership Beyond The Hammer (EP 215): https://youtu.be/DlJhlx65UIs
00:00-Intro
01:15-Aaron Witt's Background and Founding of BuildWit
04:20-The Importance of Brand in the Construction Industry
08:16-Why Contractors Struggle to Attract Young Talent
14:31-How Best-in-Class Contractors Hire Smarter
20:11-The Role of Authentic Storytelling
31:52-Employer Branding for the Next Generation of Contractors
40:28-Private Equity, Capitalism, and the State of Infrastructure
48:43-Responsibilities of Both Generations in Solving the Labor Crisis
To learn more about Breakthrough Academy, click here: https://trybta.com/EP254
Use code EVOLUTION (at check out) for 20% off both the Ideal Team Player and Working Genius Assessments:
Ideal Team Player: https://www.tablegroup.com/idealteamplayer/
Working Genius: https://www.workinggenius.com/about/assessment
Are you sick of hiring the wrong people? Whether you got swindled by a smooth talker in an interview or hired a B-player in desperation, you know that recruiting top talent as a contractor is an uphill battle these days.
So today, we invited one of the most well-known experts in the industry to teach us how to simplify our hiring standards by using two proven frameworks for assessing prospective and current employees.
Our guest today is the one and only Patrick Lencioni.
He is the bestselling author of 13 books selling over 9 million copies worldwide. He’s most well known for The Five Dysfunctions of a Team.
Today, we’re focusing on two of Pat’s books that are especially relevant for our industry: The Ideal Team Player and The 6 Types of Working Genius.
In this episode you’ll learn:
How to attract and hire Ideal Team Players at all levels of your business by looking for three key virtues.
The common archetypes that show up when someone is missing one of these virtues
AND how to identify the 6 types of working genius within your team so you can help everyone thrive in their roles
Pat was a dream to have on the show. If you have other guests you think we should interview, leave a comment and let us know.
More HEAVY HITTERS on Contractor Evolution:
Chris Voss - Negotiation Tactics for Contractors: https://youtu.be/a4RDJRtkOBY
Greg McKeown - Essentialism for Contractors: https://youtu.be/6J1qth84qwg
Garrett Gunderson - Why Most Contractors Stay Broke: https://youtu.be/-Xx2LKkKEI8
00:00-Intro
02:20-Why did you choose the construction industry to base your book, The Ideal Team Player, in?
05:30-Defining the three virtues of an ideal team player: hungry, humble, and smart
07:15-Defining "hungry"
09:35-Defining "humble"
11:33-Identifying "fake humble"
17:36-Defining "smart" as emotional intelligence (EQ)
23:05-How to spot these three virtues in the interview process
28:23-"Scaring" people in the recruiting process
30:55-How to look for "hunger"
33:14-“Non-ideal archetypes": the accidental mess-maker (humble and hungry, but not smart)
36:20-“Non-ideal archetypes": the lovable slacker (humble and smart, but not hungry)
40:29-“Non-ideal archetypes": the skillful politician (hungry and smart, but not humble)
44:35-About The 6 Types of Working Genius and getting people in the right seat on the bus
To learn more about Breakthrough Academy, click here: https://trybta.com/EP253
Grab a free copy of our annual budgeting template here: https://trybta.com/DL253
Check out our industry benchmarks and find out what your profit margins should be: https://www.btacademy.com/blog/profit-margin-benchmarks-for-contractors
Are you constantly stressed about cash flow heading into 2026? You’re not alone.
Our research shows:
👉45% of contractors don’t have any financial plan beyond paying bills and sending invoices.
👉50% of contractors hit cash crunches due to unforeseen circumstances
👉30% of contractors describe their cash flow as “unpredictable.”
In this Contractor Evolution episode, we’re answering common questions from contractors about cash flow, just in time for 2026 – so you can stay cash positive, pay yourself consistently, and actually crush your goals instead of feeling like you’re drowning under 2 inches of water.
We cover:
⬆️How to improve your cash flow (so you can have fewer painful conversations with your accountant)
📋How to build an annual budget for your construction or home services business
📊What job costing is and how it has the potential to completely change your business’ financial wellbeing
🤔How to figure out if you can afford to hire someone new (or if you’ll just have to awkwardly lay them off down the road)
💲AND what your profit margins should look like in 2026
More videos to help you fix your finances and take control of your profit:
💰3 Ways to Control Profit and STOP Confusing Your Finances: https://youtu.be/Qbm9yRBYgRk
🛑STOP Losing Money on Jobs (Job Costing 101): https://youtu.be/nCzP0B2u4BM
🔻Why Most Entrepreneurs Stay Broke - Garrett Gunderson: https://youtu.be/-Xx2LKkKEI8
👇 Your turn:
What’s the #1 cash flow or budgeting question you want answered before 2026 kicks off? Drop it in the comments – I read every single one.
00:00-Intro
01:13-How do I improve my cash flow for 2026?
04:47-How do you go about making an annual budget?
07:26-What is job costing? Do I need to do it?
09:17-How do I get customers to pay me on time?
10:28-How do I know if I can afford a new hire?
12:10-What should my profit margins be
Take our 5 minute quiz and get your free roadmap to contractor growth: https://trybta.com/DL252
To learn more about Breakthrough Academy, click here: https://trybta.com/EP252
If you’ve ever felt like your crew works hard but your margins still suffer… you’re not alone.
And, according to today’s guest, traditional hourly pay might be the root of the problem.
Michael Fortinberry is the co-founder of Protiv, a performance pay platform built specifically for contractors.
In this episode, Michael lays out a simple but powerful framework to amplify the productivity of your team using incentive based pay.
He walks us through how performance pay actually shifts crew behavior, and the step-by-step system you can use to drive productivity, boost morale, and protect your bottom line.
00:00-Intro
07:16-Catalyst for Protiv
12:53-Measuring the Productivity Lift from Performance-Based Pay
16:06-The Legal Compliance of Performance-Based Pay (Piece Rate, Overtime)
18:37-Setting up Performance-Based Pay: Numbers, Logistics, and Culture
24:23-The Three Keys to Effective Performance-Based Pay: Simple, Frequent, and Transparent
29:55-Shifting to a Performance-Based Culture
37:34-Team Buy-in and Implementation
43:43-Roles Best Suited for Performance-Based Pay
46:06-Handling Quality Issues and Rework
49:47-Addressing Budgets That Are Significantly Off
54:13-Final Takeaways
Take our 5 minute quiz and get your free Contractor Growth Roadmap: https://trybta.com/DL251
To learn more about Breakthrough Academy, click here: https://trybta.com/EP251
Will AI replace construction workers? 🤔
Not yet.
But if it ever does, the most successful contracting businesses will be the ones who adapt the quickest.
So how do you make sure your business is ready for automation and AI in construction to improve and gain popularity?
Today’s guest, Kasim (think “awesome” with a K) Aslam has built and exited multiple multimillion-dollar companies and now dedicates his time to helping business owners and their teams take control of AI…
…Before it takes control of them.
And in his opinion, that doesn’t mean automating EVERYTHING.
It actually means doubling down on humanity at every possible opportunity.
If you want to future-proof your business and stay on the right side of the AI revolution, this one’s for you.
Episode highlights:
- Get perspective on the AI revolution from Kasim Aslam, renowned entrepreneur, business strategist and co-founder of Pareto Talent: a Virtual - Assistant agency that focuses exclusively on connecting owners with AI-empowered admin support.
- Learn why scalable things may not be relevant in the age of AI (and the shifts you need to make to future-proof your company).
- Understand why doubling down on your people is the counterintuitive way for contractors to win in the modern world.
00:00-Intro
01:15-What will trades businesses look like as AI progresses?
09:35-Are small businesses screwed in the age of Private Equity?
15:21-Biggest AI opportunities and biggest AI red flags
26:59-What happens in 10 years?
36:03-What should contractors be focused on right now?
38:54-Kasim's thoughts on the emotional side of selling a business
49:49-Wrap up
Take our 5 minute quiz and get a custom Contractor Growth Roadmap: https://trybta.com/DL250
To learn more about Breakthrough Academy, click here: https://trybta.com/EP250
Do you ever feel like there is WAY too much to learn or feel guilty for not learning enough?
Financial literacy, AI, automation software, job site best practices, leadership theory…
The list of things you COULD go and figure out is endless.
But what if I told you the answer is actually to learn LESS?
Our guest today is Pat Flynn: entrepreneur, podcast host and author of several books including Superfans and Will it Fly?
In his newest book Lean Learning, Pat lays out a tangible framework for spending LESS time learning the RIGHT things.
And today, we’re talking about how to understand what you NEED to learn, what you WANT to learn, and what you DON’T need to learn at all.
Episode Highlights:
-
Understand the dangers of “over-learning” as a contractor and entrepreneur and why we feel so much pressure to “know it all.”
-
Learn Pat’s framework for determining what is worth learning and what is a waste of your time and energy.
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Get tips on avoiding “analysis paralysis” by focusing on ONLY the important data points to make a decision for your business.
Get Pat's book here: https://leanlearningbook.com/
Want to learn more about prioritization and decision making? Check out these videos 👇
📝Steal These Prioritization Methods to Get More Done: https://youtu.be/-9zk4mQfL7k
⏰Matt Risingers’ $10MM Time Blocking System REVEALED: https://youtu.be/Pdf4Vpq1KZ4
✋No More Excuses: Stay Consistent When Goals Go Sideways: https://youtu.be/YBa20g7kQRc
00:00-Intro
01:39-The dangers of "over-learning" for contractors
07:58-The Inspiration Matrix
17:50-"Just in time" learning vs "Just in case" learning
24:45-The importance of community to a contractor's learning journey
33:57-Thinking through the risks vs. "just going for it"
42:54-Micro-mastery vs. Quantum Leaps
51:00-Wrap up
Get your free communication resource bundle here: https://trybta.com/DL249
To learn more about Breakthrough Academy, click here: https://trybta.com/EP249
How much money have you lost to unclear instructions, buried emails, and missed change orders? Poor communication is a hidden cash flow destroyer EVERY contractor falls victim to, but no one really talks about.
In today’s episode of Contractor Evolution, Danny is joined by CompanyCam founder Luke Hansen and two high performing contractors for a roundtable discussion on how to invest in clear (and profitable) communication across your organization.
You’ll learn:
⚙️ Real world systems for keeping your crews, project managers and clients all on the same page
🗣️ The single most impactful communication ritual to aligning your team with your company goals
💪 The secret to maintaining healthy projects, keeping things on time and on budget
Want more webinar replays? Check out these episodes 👇
Episode 244: Secrets of $10MM Contractors: 6 Steps to Freedom
Episode 231: STOP Losing Money to Poor PM: No-Frills Project Management Tips
Episode 212: How to Manage Budgets, Forecasting and Cash Flow Like Matt Risinger
00:00-Intro
05:32-Meet the panel
08:28-Transfer in: Where is your communication costing you sanity/time/money?
14:32-Signs your communication is whack
21:58-Question 1: How do you ensure communication doesn't all flow through YOU?
32:28-Question 2: How do you keep your team on the same page?
42:21-Question 3: What does a strong sales-to-production handoff look like?
54:46-Biggest takeaways
59:39-How to implement change (next steps)
01:11:45-Bonus question: What communication tools do you use?
To learn more about Breakthrough Academy, click here: https://trybta.com/EP248
Take our 5 minute quiz and get your custom roadmap to growing your contracting business: https://trybta.com/DL248
When you don’t have anyone keeping you in check, it’s all too easy to get caught up in your own limiting beliefs. Today, business therapist Kedma Ough is on the show to coach Danny and show how tough love can be exactly what you need to break out of a negative thought pattern.
—
Do you struggle with limiting beliefs or negative self talk? Owning a contracting business makes it pretty hard not to.
Complex operations, difficult team members, unhappy clients… the list of negative experiences you have in a week (or a day) is endless.
In this episode, business therapist, TedX Speaker and bestselling author Kedma Ough coaches Danny on air to help him break out of old thought patterns and adopt a more positive mindset.
We hope this shows you how you can do the same.
Episode Highlights:
- Watch a real life coaching call take place between Danny and business therapist, TedX speaker and bestselling author Kedma Ough.
- Learn how to unpack your own limiting beliefs by watching Kedma help Danny to do just that.
- Get strategies for breaking the cycle of negative self-talk on your own or with a coach, therapist or counsellor.
More episodes to help get rid of your head trash:
👉 How To Lead WITHOUT Ego (Keith Mercurio's Advice)
💲 Why Most Entrepreneurs Stay Broke - Garrett Gunderson
🧠 4 Mindset Shifts For When You Want To Give Up
00:00-Intro
01:46-Kedma's origin story
16:02-Identifying and challenging limiting beliefs
39:09-Kedma's playbook for destroying limiting beliefs
58:09-Common limiting beliefs for entrepreneurs
08:26-Wrap up
Take our five minute quiz and get a free custom road map to growing your contracting business: https://trybta.com/DL247
To learn more about Breakthrough Academy, click here: https://trybta.com/EP247
Building systems is the key to scaling your contractor business—but let's be honest, it's time-consuming and tedious work that most visionaries hate doing.
What if there was ONE role that could build all your systems for you?
In this episode of Contractor Evolution, Systemology author David Jenyns returns to introduce his groundbreaking new concept: The Systems Champion.
This isn't an ops manager. It's not a COO. And it's not necessarily an integrator.
It's something different—and potentially more powerful—especially as AI transforms how we work.
David breaks down exactly what a Systems Champion is, who's the right fit for this role (the answer might surprise you), and how to create and fill this position in your business starting today.
If you've been stuck in the weeds building systems yourself, this conversation will change everything.
🎯 WHAT YOU'LL LEARN:
• What a Systems Champion actually is (and why it's different from other roles)
• The exact profile of who makes the best Systems Champion in your business
• How to create this role without adding massive overhead
• Why AI is making this role MORE important, not less
• Step-by-step process to implement a Systems Champion in the next 90 days
• Real examples of how this role transforms contractor businesses
👤 ABOUT DAVID JENYNS:
David Jenyns is the author of Systemology and the newly released Systems Champion. He's helped thousands of businesses create scalable systems without the business owner doing all the heavy lifting. His frameworks have transformed how contractors and service businesses approach systemization.
📚 Get David's new book: https://www.systemology.com/scbook/
🌐 Learn more about David's work: https://www.systemology.com/
🎥 Check out the last episode we did with David: https://youtu.be/eKNW3GQRM8M
More videos on systems building:
🚨4 Essential Business Systems Every Contractor Should Master (with Tony Fraser-Jones): https://youtu.be/4ljBnnHgHJE
🦾From Reactive to Streamlined: Cory’s Business Automation Journey: https://youtu.be/NykhB5J8cE0
💰This $10MM Accountability Systems Has Crews CRUSHING Their Goals (free web class): https://youtu.be/NvBjWbxXjcI
00:00-Intro
01:40-About Dave's new book: Systems Champion
05:38-How to know if you need a Systems Champion
17:16-Traits of a great Systems Champion
29:58-What does a Systems Champion actually do?
38:33-How to make your Systems Champion act as your AI Champion
46:02-How long do we have before AI takes over the trades?
53:37-Wrap up and final thoughts
Take our five minute quiz and get a free custom roadmap to growing your contracting business: https://trybta.com/DL246
To learn more about Breakthrough Academy, click here: https://trybta.com/EP246
Entrepreneurship doesn't have to be lonely. But for most contractors, it is.
After years of grinding alone, Ryan Lermitte from Umbrella Property Services discovered something that changed everything: the power of real community.
In this episode of Contractor Evolution, Ryan shares his 8-year journey with Breakthrough Academy and reveals why he stayed long after learning the systems.
The deep connections, unexpected collaborations with competitors, and the emotional ROI that no spreadsheet can capture.
If you've ever felt isolated in your business journey, this conversation will remind you that you're not meant to do this alone.
🎯 WHAT YOU'LL LEARN:
Why entrepreneurship feels so isolating (and what to do about it)
How investing in community and connections can improve your wellbeing AND your profitability.
Why emotional ROI matters as much as financial returns
Practical ways to build meaningful connections in your industry
☂️Learn more about Ryan and his business: https://umbrellaservices.ca/
📈Learn more about how Breakthrough Academy helped Ryan double his revenue and make his goals a reality: https://youtu.be/Pa39XAcLRMY
Other stories from REAL contractors like Ryan:
🦾From Reactive to Streamlined: Cory’d Business Automation Journey: https://youtu.be/NykhB5J8cE0
✋STOP Losing Money to Poor PM: No Frills Project Management Tips (Contractor Roundtable): https://youtu.be/xIMb9X4A2Zo
⭐️More coaching success stories: https://www.youtube.com/playlist?list=PLGzGbmYmvpYonpJ_EAAUldCob7iimjgmc
00:00-Intro
01:46-About Ryan's journey in Breakthrough Academy
06:46-How do you build relationships beyond transactions?
15:19-How to "Be Real" with the people around you
17:55-The true ROI of community as a contractor
22:14-How to overcome imposter syndrome
26:24-Why give back?
31:05-Should you collaborate with your competitors?
34:03-Ryan's unforgettable moment from Winter Summit 2025
39:26-How to know if you're in the right community
45:38-Wrap up and how to connect with Ryan
Take our 5 minute quiz and get a custom roadmap to systemizing your contracting business: https://trybta.com/DL245
To learn more about Breakthrough Academy, click here: https://trybta.com/EP245
Over the next 5 years the ability to leverage AI tools is going to make or break contracting businesses.
But 99% of contracting business owners are barely scratching the surface.
Today we’re joined by Greg Shove, founder of Section AI, who’s gonna teach us how to go from AI-anxious to AI-fluent.
In this episode, we cover:
- A roadmap to learning AI for beginners, intermediates and even well-versed contractors
- What it takes to build a shared company brain that knows your systems, data, and workflows
- And specific ways to use AI for construction businesses, home service companies and other trades.
If you’re ready to stop treating AI like a toy and start using it as your competitive edge, this conversation is for you.
00:00-Intro
01:38-About Greg and Section AI
01:38-About Greg and Section AI
03:34-The AI Revolution: What's Happening and What's Next
07:21-How small business should be benefitting from AI
13:16-Are the trades AI proof?
19:39-Creating a "company brain" with AI tools
29:31-Practical use cases of AI tools for contractors
37:53-How to take the first step to make AI part of your company culture
44:37-Wrap up and next steps
Grab your FREE Contractor Growth Method resource bundle: https://trybta.com/DL244
To learn more about Breakthrough Academy, click here: https://trybta.com/EP244
Whether it's being on the tools, selling jobs, or bookkeeping, we all have something in our business that we HATE doing—and for most 7 figure contractors, it's the relentless struggle with contractor cash flow and time management.
The good news? There’s a predictable way out of small business owner burnout.
After working with over 1,900 contractors, we’ve learned there are six key systems that, once implemented, give owners the freedom to do whatever they want while truly mastering contractor scaling.
🔨 Swing a hammer.
💼 Lead a sales team.
⚾️ Coach baseball.
🇬🇷 Move to Greece.
These proven contractor time management systems transform how 7 figure contractors operate—no more 14-hour days, no more cash flow stress, no more feeling trapped in your business.
In a web class we hosted a while back, I unpacked those six contractor scaling systems step-by-step—the same ones that help contractors break free from small business owner burnout and finally build businesses that serve them.
Today, that web class is hitting the podcast.
You’ll learn:
-
How to build a business budget to help with contractor cash flow and financial management
-
The foolproof hiring systems 7-figure contractors use to secure top talent
-
How to level up your time management skills to implement more systems faster
00:00-Intro
00:54-Welcome to the web class
09:06-About the 6 Systems (Contractor Growth Method™)
10:27-System 1: Financial Controls
14:39-System 2: Defined Roles
21:20-System 3: Hiring Systems
26:20-System 4: Training & onboarding
33:02-System 5: Sales & marketing
39:31-System 6: Goal Setting & Review
49:34-Getting started
57:59-Q&A
Take our 5 minute quiz and get a custom Contractor Growth Scorecard today: https://trybta.com/DL243
To learn more about Breakthrough Academy, click here: https://trybta.com/EP243
LMN, Greenius and SingleOps are three of the biggest names in landscaping software. After rebranding to Granum, CEO Mark Sedgley is on the show to talk about the bright future of the green industry.
What does it take to lead lasting change, not just inside your business, but across an entire industry?
Today’s guest is Mark Sedgley, CEO of LMN, Greenius, and SingleOps, three of the biggest names in landscaping software that are now coming together as one brand: Granum.
Mark’s story—from entrepreneur to CEO—offers a masterclass in leadership, accountability, and building companies that put people first.
In today’s episode, we talk about his vision for Granum, and what he sees as the future of the green industry.
Episode Highlights:
-
Learn why Granum, the amalgamation of LMN, Greenius and SingleOps was created, straight from CEO Mark Sedgley.
-
Understand Mark’s entrepreneurial journey and how you can benefit from the lessons he’s learned about leadership.
-
Get insight into the bright future of the green industry and the trades more broadly from someone who is actively working to improve and professionalize the space.
Learn more about Granum: https://granum.com/
00:00-Intro
01:38-Mark's journey in the Green Industry
10:52-Being an entrepreneur vs. being a CEO
17:10-How to make the right decisions as a CEO
23:26-The future of the Green Industry
30:05-How to address change management in a rapidly changing industry
33:44-About the Granum rebrand: how did LMN, Greenius and SingleOps come together?
39:28-Finding balance as a high-impact CEO
43:52-Wrap up
Take our five minute quiz and get your free custom Contractor Growth Scorecard here: https://trybta.com/DL242
To learn more about Breakthrough Academy, click here: https://trybta.com/EP242
Some moments in life can completely shape the way we see the world. Hard lessons, key pieces of advice, or sudden realizations in the face of adversity.
Today, Danny is opening up about four moments in his life that would become the mantras he uses to survive and thrive as a successful contractor, business coach and entrepreneur.
Episode Highlights:
- Hear the story of how Danny went from a struggling dyslexic student to a successful paint contractor to the thriving founder and coach he is today.
- Understand the power of mantras in overcoming adversity, navigating relationships and staying calm under pressure.
- Benefit from Danny’s vulnerability, as he opens up about the personal and professional mistakes over the last 20 years as an entrepreneur.
00:00-Intro
01:16-Habit #1: F*ck it
04:32-Habit #2: “How can I…?”
07:32-Habit #3: Relinquishing control
09:07-Habit #4: “It’ll be fine.”
11:15-Wrap Up
Take our 5 minute quiz and get your free personalized Contractor Growth Scorecard today: https://trybta.com/DL241
To learn more about Breakthrough Academy, click here: https://trybta.com/EP241
In a world where everyone turns to AI to ask questions, how do you make sure YOU show up as the answer? In today’s episode, Phil Risher reveals the secret to getting ChatGPT and other Large Language Models (LLMs) to promote your business to potential customers in every related search.
There’s no question that AI is changing the way people ask questions online.
So, how do you make sure YOU show up as the answer?
In today’s episode, we’re revealing the secret to getting ChatGPT and other Large Language Models (LLMs) to promote your business to potential customers in every related search.
Contractor Marketing expert Phil Risher is a long-time SEO strategist that has been on the front lines as AI has changed the game for contractors and home service businesses.
Our conversation covers:
- The difference between SEO, GEO and AEO and where you should invest your marketing efforts right now
- How Large Language Models actually decide which brands to recommend
- 4 personalized videos you can make in the next 10 minutes that will increase your conversion rate by 20%.
This is a mandatory listen for contractors in every industry.
00:00-Intro
02:07-About Phil and Phlash Consulting
05:29-How is AI disrupting customer search? SEO vs. GEO vs. AEO
12:49-Is SEO still worth doing?
16:10-Becoming a content authority
29:21-How important is a "face of the brand?"
32:41-4 personalized videos for your drip sequence
38:44-Use cases for AI chat bots & automation for speed to lead
41:45-Use cases for self service tools
46:14-How to stay up-to-date on AI without getting overwhelmed
49:58-Connect with Phil
Take our 5 minute quiz and get your free personalized Contractor Growth Scorecard today: https://trybta.com/DL240
To learn more about Breakthrough Academy, click here: https://trybta.com/EP240
What if you offered a potential customer a free vacation if they hired you by the end of the week? Would it increase your closing rate? Today’s guest John Dwyer (JD, for short) swear by this strategy and in this episode, he’s gonna tell you why.
What if you offered a potential customer a free vacation if they hired you by the end of the week?
Gimmicky? Maybe.
But according to today’s guest, it works.
John Dwyer, or “JD” for short, has built an entire business around incentive-based marketing.
In other words, rather than resorting to price discounting to get more work, what if you looked for a value add incentive instead?
Sometimes that’s something small, like a Happy Meal toy. Sometimes it’s a free trip to Disneyland.
In this episode, JD breaks down what he thinks are the 5 elements of a successful direct response campaign, including what he calls the WOW factor incentive.
This guy’s got some seriously out of the box ideas, so buckle up.
Episode Highlights:
-
Learn how John “JD” Dwyer has used incentive-based marketing to generate over $15 billion in extra sales for businesses across multiple industries.
-
Understand what the “WOW Factor” is and how it might fit into your marketing strategy.
-
Get inspired to find creative alternatives the next time you’re thinking of price discounting to get more sales.
Get in touch with JD at john@theinstituteofwow.com
Learn more about the Institute of Wow vacations Incentive - https://vacationsincentive.com/
00:00-Intro
01:32-About JD and the Institute of Wow
07:52-What exactly is direct response marketing?
11:01-5 components of direct response marketing
22:41-About the Wow Factor vacation incentive
39:26-How to be the "UN" authority
41:52-Quick hits: best and worse of JD's career
53:00-Wrap up
Take our 5 minute quiz and get a personalized Contractor Growth Plan here: https://trybta.com/DL239
To learn more about Breakthrough Academy, click here: https://trybta.com/EP239
The modern buyer doesn’t want to wait. They expect instant answers, real-time communication, and a seamless experience from first click to final payment. Today, Liveswitch CRO James Hatfield is on the show to talk about how create a seamless and speedy experience for customers using virtual --quoting.
--
Here’s a hard reality:
The modern buyer doesn’t want to wait. They expect instant answers, real-time communication, and a seamless experience from first click to final payment.
But most trades businesses struggle to make that a reality for their customers.
Today, I’m joined by James Hatfield, CRO at LiveSwitch, to unpack a faster, smarter way to sell—without losing the human connection.
We’ll cover how expectations have shifted, where contractors are still falling short, and how to blend speed with authenticity in every step of the sales journey.
If you want to win the “race to the face” and elevate your customer experience, this one’s for you.
00:00 - Intro
02:03 - History of Liveswitch
04:15 - Balancing race to face vs. personalization
07:46 - What does the modern buyer expect from a sales process?
11:02 - What does the virtual quoting experience look like for customers?
16:37 - Benefits of tech-enabled sales
24:19 - Creating a tech-enabled review/referral process
27:04 - Claiming the property with QR codes
32:16 - Does EVERY customer really prefer tech-enabled sales?
34:20 - Other tech to add to your stack
39:08 - Final thoughts and wrap up
Take our 5 minute quiz and get a personalized Contractor Growth Plan here: https://trybta.com/DL238
To learn more about Breakthrough Academy, click here: https://trybta.com/EP238
Ben Degros has built an audience on two YouTube channels: one on skateboards and one on drywall. Guess which one has more subs? In this episode, Ben breaks down his process for creating content for his drywall channel, which has amassed over 700K subscribers over the years.
Today’s guest is living proof that you don’t need fancy gear or a media team to build a killer online brand—just some drywall dust and a camera.
Ben Degros is a carpenter, drywaller, and the creator of Vancouver Carpenter, a YouTube channel that’s grown to over 700,000 subscribers with simple, value-packed videos shot right on job sites.
The content? Just drywall videos. And people love it.
But here’s the twist: Before drywall, Ben was a full-time skater, even running a skateboarding YouTube channel. Now, he’s blended his trades skills with content creation to build massive reach while still running a small contracting operation.
Since Ben is a Vancouver local, we recorded this one in studio and dug into how contractors can build brand, trust, and community—all with a phone and a few smart tactics.
If you’re considering leaning into video content, there are some great insights for you here.
Episode Highlights:
- Learn how a larger-scale trades content creator brings videos to life from idea to results.
- Understand the challenges of balancing content creation with daily operations, especially when you don’t have a media production team behind you.
- Get some tips from Ben on how to incorporate content creation into your marketing, whether you’re committed to the process or just getting your feet wet.
00:00-Intro
01:24-Intro & Origin
03:04-Why contracting content works
12:00-Building an audience
31:28-Process of creating ideas: what works?
36:03-Ben's "how to bend drywall" video
41:07-Quick tips & wrap-up
Take our 5 minute quiz and get a personalized Contractor Growth Plan here: https://trybta.com/DL237
To learn more about Breakthrough Academy, click here: https://trybta.com/EP237
When we started Breakthrough Academy 10 years ago, business coaching for contractors wasn’t particularly common.
Most of the contractors we talked to had never considered coaching and really didn’t know what it was.
Today, business coaching has skyrocketed in popularity, and as a result there are a TON of choices out there for contractors.
So…if you’re considering coaching… HOW do you make a decision?
Today, we’re joined by Brendon Toyne, our Head of Sales at BTA who’s personally talked to thousands of contractors during their decision-making process.
In this episode, we explore what to consider before signing on with a coach, but we also talk more broadly about how to make smart business decisions when it comes to working with key vendors that will propel your business forward.
Episode Highlights:
- Hear about the rise of business coaching for contractors and why there is now so much choice out there for those seeking coaching or consulting solutions.
- Understand the difference between coaching, consulting, online communities and other solutions.
- Get Brendon’s tips on making the right choice about coaching solutions, based on his experience guiding thousands of contractors through the decision making process.
00:00-Intro
02:44-What's changed in the contractor coaching space since you started at BTA?
09:35-Different types of coaching solutions
20:41-What to consider when choosing a contractor coaching program
43:32-How to make an informed decision on coaching (or anything)
46:31-Contractor coaching red flags
50:25-Wrap-up and next steps
Grab your productivity resource bundle here: https://trybta.com/DL236
Take our 5 minute quiz and get a personalized Contractor Growth Plan here: https://trybta.com/QF236
To learn more about Breakthrough Academy, click here: https://trybta.com/EP236
There’s 168 hours in every week. That’s true for everyone.
So why do some people stall out while others build empires?
Some might say it’s about time management. But that’s only half the story.
Managing your time means deciding WHEN to get your work done. But just because you’re crushing tasks, doesn’t mean you’re crushing the RIGHT tasks.
That’s why you need to shift your focus to priority management.
This is a skill Matt Risinger had to master as he scaled Risinger Build and The Build Show into the goliaths they are today. Which is why Danny co-hosted a webinar with him a while back to teach contractors how to conquer their calendar, block interruptions and get the RIGHT sh*t done.
Today, we're releasing it as a bonus episode so you can benefit from the insights.
Episode Highlights:
- Learn how $10MM+ contractors accomplish more by doing less (using the 4 keys of priority management).
- Get simple tactics for placing guard rails on your time. PLUS tips for getting your clients, staff, and subs to understand how these new boundaries will benefit them.
- Understand how to recognize the 4 horsemen of overwhelm (and why common time management hacks don’t work). If you feel like you are always reacting to everyone else’s requests — this is for you.
00:00 - Intro
03:54 - About Matt and Danny
09:45 - Purpose & Outcomes
13:27 - Step 1: Define Your Why
20:05 - Step 2: Strategic Planning
33:00 - Step 3: Priority Management
41:41 - Step 4: Time Management
51:13 - Recap
54:35 - Next Steps
01:07:34 - Q&A
To learn more about Breakthrough Academy, click here: https://trybta.com/EP235
Let’s be honest:
It’s kinda hard to prioritize when everything is on fire.
With so many problems to solve and systems to build, how do you figure out what to focus on?
Today, landscaper, content creator and author of Total Business Turnaround Mike Andes is here to answer that question.
Mike built his business, Augusta Lawn Care into a national brand with 180 franchises. He also created CoPilot CRM, a software platform designed to help home service businesses streamline their operations.
In this episode, Mike lays out the four areas of business you need to get dialed based on which phase of growth you’re in:
-
Lead Gen
-
Labor
-
Leadership and
-
Liquidity
His roadmap will help you focus on the most important systems for YOUR business. And give you a plan to put your fires out one at a time.
00:00-Intro
01:11-Intro & Why Franchising Matters
04:19-Common Misconceptions About Readiness to Scale
09:31-The 4 L’s
10:50-Phase 1: Lead Gen
16:43-Phase 2: Labor
29:45-Phase 3: Leadership
40:57-Phase Four: Liquidity
53:22-Wrap up and how to connect with Mike
To learn more about Breakthrough Academy, click here: https://trybta.com/EP234
Check out Spencer's benchmarking tool here: https://fixyourprofit.com/signup/bta
Confused by your financials? You’re not alone. Most contractors struggle to make sense of their numbers, and it costs them big.
In this episode of Contractor Evolution, we sit down with Spencer Sheinin, bestselling author of Entreprenumbers and CEO of Shift Financial, who’s on a mission to empower contractors by turning complex financial data into simple, actionable insights.
Spencer used to be a contractor himself, so he gets the challenges you face. That’s why this conversation hits different. It’s not just about spreadsheets and profit margins, it’s about taking control of your business through real financial empowerment.
🔍 In this episode, we break down:
- How to make your numbers tell a story using visual tools
- How to spot red flags in your P&L before it’s too late
- What your bookkeeper should really be doing for you
- The three financial levers that drive profitability in contracting businesses
📘 Whether you’re a seasoned business owner or just getting serious about your growth, this episode will help you stop fearing your financials and start using them to win.
🔗 Check out Spencer’s book Entreprenumbers here: https://entreprenumbers.com/
👇 Drop a comment if you've ever felt overwhelmed by your P&L—and let us know your #1 takeaway from this episode!
00:00-Intro
01:55-About Spencer and Shift Financial
09:33-Define: Financial Empowerment
10:35-Three levers of profitability
14:32-How to determine which lever to pull (with visuals)
21:01-How to build your first proper budget
25:26-How to select your strategic financial team
38:24-Essential software and tools for financial management
40:25-How to maintain clean financial data
46:05-One thing listeners can go do right now to get comfortable with numbers
47:59-Free benchmarking tool
To learn more about Breakthrough Academy, click here: https://trybta.com/EP233
Ever had a project go sideways, a client bail, or cash flow dry up?
This episode of Contractor Evolution is your playbook for bouncing back when business gets messy. Today, Reset With Resilience author Mandy Gill, broadcaster, ultra-endurance athlete, and creator of the Hooked on Healthy Habits app, shares field-tested strategies for staying consistent, even when your goals go off the rails.
👉 In this episode, you’ll learn:
- How to hit reset when a client bails or a project stalls
- A resilience framework for handling cash flow crises and staffing headaches
- Why courage (not comfort) is your best tool when motivation fades
- The daily habits top contractors use to stay on track—even in chaos
- How to design goals that work in the messiness of construction, not just on paper
Whether you’re growing a trades business or just trying to get your footing back, Mandy’s insights will give you the tools to navigate the “messy middle” and come out stronger.
📘 Get her book: https://www.mandygill.com/book
📱 Explore her app: https://www.mandygill.com/app
00:00-Intro
01:19-About Mandy
12:40-The Concept: Reset With Resilience
17:13-Courage vs. Comfort
21:21-Three Goal Setting Tips from the book
37:18-Building Healthy Habits
43:01-Leading with Resilience
47:41-Final thoughts
To learn more about Breakthrough Academy, click here: https://trybta.com/EP232
Today we are bringing back the best moments with our friend Matt Risinger
This man is a true industry goliath: host of The BUILD Show, founder of Risinger Build, and one of the most trusted names in the industry.
He’s been on our show four times and has shared some truly life-changing advice about everything from recruiting to finances.
In this episode, we’ll be summarizing our favorite Matt Risinger moments from his various collaborations with Breakthrough Academy over the years.
Important teachings, practical tips, and thought provoking stories from his experience building both of his massive brands.
This video covers Matt Risinger’s top Contractor Evolution moments.
Episode Highlights:
- Refresh your memory on the top 4 moments from Matt Risinger on Contractor Evolution.
- Hear about Matt’s $200K SOP mistake and what he learned from it.
- Get Matt’s insight on when to let a high-performer go, rather than try and keep them on.
00:00-Intro
01:31-Revenue is Vanity and Profit is Sanity
02:33-Matt's $200K Mistake
07:07-Profit Comes From Pre-Construction
07:56-When to Let A-Players Move On
09:43-Matt and Danny's next web class
Grab your project management resource bundle and start implementing these tips today: https://trybta.com/DL231
To learn more about Breakthrough Academy, click here: https://trybta.com/EP231
Poor project management leads to massive financial losses in the construction industry (up to $40 BILLION each year), but this can be avoided with effective communication. By improving communication skills, contractors can avoid costly mistakes and improve overall project outcomes.
Last month I hosted a roundtable webinar alongside Charley Burtwistle from The Building Code Podcast and two high-performing builders who’ve cracked the code on running smoother, more profitable projects.
Today, it’s coming to you as a bonus episode.
You’ll hear how Dylan from Tectonic Design Build and Toby and Bradley from New Beginnings Construction systemized their project management, defined key roles, and created a repeatable communication rhythm that keeps things on time and on budget—even on multi-million dollar projects.
Episode highlights:
- Understand WHY project management is so hard to execute properly
- Learn how to transform your PMs from glorified errand boys to forward-thinking team leaders
- Get tips for holding subcontractors accountable so they deliver quality work, consistently
00:00-Intro
05:54-About the panelists
12:31-Signs your PM is broken
18:06-What is a project manager's role?
25:02-What have you learned about PM hiring?
35:28-How does communication make or break project management?
49:01-Prove PM systems used by pro contractors
57:09-The evolution of the entrepreneur
01:04:02-How to use the Contractor Growth Method®
01:07:34-How to implement change TODAY
01:13:05-What advice would you give yourself five years ago?
01:17:55-Q&A
For help navigating critical conversations, download our free guide here: https://trybta.com/DL230
To learn more about Breakthrough Academy, click here: https://trybta.com/EP230
If you thought hiring was hard…
…wait until you have to fire someone.
It is not fun.
Unfortunately, it’s also part of owning a business. Your job is to lead your team towards goals that benefit not just you, but everyone.
And if someone on the team is working against those goals—intentionally or unintentionally—it’s your responsibility to let them go.
But that doesn’t make it any easier.
That’s why, today, we’re teaching you how to fire someone, the right way, with a six-step process you can use as soon as you need it.
Episode Highlights:
- Learn the six steps to exiting an employee, from making the decision to dealing with the aftermath.
- Understand the red flags that an employee isn’t a fit for your company or their role.
- Get tips on having “the conversation” with the employee in question in a way that makes it as painless as possible for both parties.
00:00-Intro
01:04-Step 1: Make a list of actions or behaviors that are cause for firing
03:31-Step 2: Take corrective action and document it
04:15-Step 3: Make the decision
04:47-Step 4: Get your ducks in a row
05:46-Step 5: Have the conversation
06:45-Step 6: Deal with the aftermath
07:28-Wrap up
To learn more about Breakthrough Academy, click here: https://trybta.com/EP229
Have you ever felt like you’ve hit a wall when it comes to marketing? You’re not alone.
You can’t get someone to impulse buy a new deck, air conditioner, or new roof. Instead, you have to sell trust, reliability, and a rock-solid reputation.
So why are most contractor and construction marketing strategies built like they’re selling sneakers?
Today, I’m joined by Ryan Chute, partner at Wizard of Ads and international sales strategist, to unpack how trades and home service pros can rewire their approach to brand, advertising, and messaging.
You’ll learn:
- How to create a brand message that actually sticks in your customer’s mind so you can stand out from your competition
- The biggest branding mistake contractors make in their marketing strategies (and how to fix it)
- Why your “satisfaction guarantee” is useless
- How to improve your marketing with the right approach and boost lead generation
00:00-Intro
01:23-About Ryan and Wizard of Ads
03:12-What's unique with contractors in marketing?
10:32-The 2 ingredients of brand: empathy and competence
14:56-How to identify your own powerful brand stories
21:07-How to distribute your brand stories
24:10-How to avoid messaging that misses the mark
31:47-Using a North Star Promise in your marketing
35:24-The case for returning to traditional media
41:48-Getting the copy right
46:07-Adapting and re-adapting your media mix
51:34-Easy ways to level up your contractor marketing
56:49-Quick win for contractor marketing
To download tools that will help you implement these four systems, click here: https://trybta.com/DL228
To learn more about Breakthrough Academy, click here: https://trybta.com/EP228
What do New Zealand electricians and North American roofers have in common?
More than you’d think—especially when it comes to the biggest problems in the trades: finding skilled people, keeping margins healthy, and finally getting off the damn tools.
Today, I’m joined by Tony Fraser-Jones, an entrepreneur, business coach and founder of The Profitable Tradie who’s helped hundreds of contractors in Australia and New Zealand build profitable, self-managing companies.
Tony and I have a ton in common. Similar backgrounds, similar career paths and similar missions in life.
In this episode, we compare notes from opposite sides of the globe and unpack some plug-and-play systems you can implement this quarter—no matter what hemisphere you're in.
Episode Highlights:
- Learn what the most common challenges are in Australia/New Zealand and in the US/Canada and how each region is tackling them differently.
- Walk through two practical playbooks you can start implementing this quarter from the founders of two highly successful contractor coaching businesses.
- Get a sneak peek into what Danny and Tony see coming in 2026 (in two different hemispheres).
00:00-Intro
01:56-Tony's story
07:28-System 1: Skilled-Labour Shortage
19:28-System 2: Financial Management
35:30-System 3: Productivity & Owner Focus
45:02-System 4: Sales and Marketing
53:32-Lightning Round
Grab your free accountability resource bundle here: https://trybta.com/DL227
To learn more about Breakthrough Academy, click here: https://trybta.com/EP227
Finger pointing, shoulder shrugging, pouting…
If accountability conversations with your team feel like putting a toddler in time out, you’re not alone.
The thing is, people (of all ages) need structure.
They need clear expectations and well understood consequences they actually care about.
And they need ongoing support and coaching along the way.
Recently, Danny hosted a web class to teach contractors how to do just that by:
- Creating defined roles with clear expectations and deliverables
- Holding a well-structured weekly meeting designed to get your staff ready and excited to hit their goals
- Building an performance-driven environment where everyone wins
Today, we’re launching it on the podcast so you can benefit from the takeaways.
Episode Highlights:
- Learn what accountability actually means in the context of a high-performing contracting business
- Understand the Performance Management Cycle and how it factors into team accountability
- Walk through the step-by-step Goal Setting and Review (GSR) process for holding effective one-on-one meetings with your key players
00:00 - Intro
06:19 - Why is Holding People Accountable So Hard?
10:51 - Step 1: Expectation Setting
19:08 - Step 2: Meeting Rhythms (Goal Setting and Review)
21:02 - Step 3: Meeting Preparation
22:56 - Step 4: Meeting Structure
33:09 - Step 5: Annual Reviews
39:42 - Who's Holding YOU Accountable?
50:05 - Q&A
To learn more about Breakthrough Academy, click here: https://trybta.com/EP226
Take Garrett's Money Persona Quiz here: https://garrettgunderson.com/quiz/
Are you building wealth, or just building a business?
Because for a lot of entrepreneurs, those aren’t the same thing.
Our guest today is Garrett Gunderson. He’s built and sold an Inc. 500 financial firm, authored multiple bestsellers like Killing Sacred Cows and What Would the Rockefellers Do?, and now teaches business owners how to challenge outdated financial advice and actually build lasting wealth.
In this episode, Garrett unpacks the myths (or “Sacred Cows”) keeping contractors stuck in survival mode.
Listen in to learn how to build a life you don’t want to retire from, all while taking care of your family for generations to come.
If you're looking to build more than just profits—this one’s a game changer.
Episode Highlights:
- Get a breakdown of the major financial myths (Sacred Cows) bestselling author Garrett Gunderson says are holding contractors back from building the life they deserve.
- Learn why the traditional approach to retirement often leaves entrepreneurs unfulfilled, and what to focus on instead.
- Hear Garrett’s advice on investing in your heirs—how to instill your values into kids that are growing up in a different reality than you did.
00:00 - Intro
01:12 - About Garrett
09:02 - What does "Killing Sacred Cows" mean?
13:35 - Dangers of blindly following financial advice
17:05 - Principle 1: Abundance vs. Scarcity
28:34 - Principle 2: The Retirement Myth
41:58 - Principle 3: Cash Flow Over Net Worth
49:24 - Principle 4: Investing in Your Heirs
54:14 - Lightning Round
55:30 - Wrap Up and Money Persona Quiz
Get a copy of Cory's Client Guide here: https://trybta.com/DL225
To learn more about Breakthrough Academy, click here: To learn more about Breakthrough Academy, click here: https://trybta.com/EP225
If you’re a business owner stuck in the day-to-day whirlwind and wondering how to reclaim your time—today’s episode is your blueprint.
We’re joined by Cory Byron, founder of Vancity Electric and a Breakthrough Academy Member for over seven years. Since joining, Cory has doubled his gross profit—not by working more hours, but by installing smart automated systems that do the heavy lifting for him.
In this episode, he unpacks the exact systems that took his customer journey from reactive chaos to streamlined machine—from customer onboarding automations to virtual quoting tools, to follow-ups that actually close more jobs.
Cory is an absolute tank when it comes to automation, leveraging technology and implementing systems and every contractor can learn something from him.
Episode Highlights:
-
Get a walkthrough of a REAL contractor and BTA Member’s customer experience automations and systems that increase closing rates, facilitate upsells and foster positive engagement between the company and the customer.
-
Learn about Cory’s experience as a BTA Member and how the program helped him double his gross profit WITHOUT grinding harder for more hours.
-
Hear about the lifestyle systemizing has allowed Cory to live. More time with family, more involvement with community and more time to do what he loves.
00:00 - Intro
01:50 - Background
03:49 - A business = a list of 50 systems
08:51 - About VanCity's customer journey systems
09:17 - System 1: Estimates
16:39 - System 2: Virtual Video Quoting
24:52 - System 3: Post-Estimate Follow Up
29:13 - System 4: Sales to Production Handoff Email
32:32 - System 5: Upsell Email
35:04 - Upkeep and team adoption
39:27 - The Payoff: Freedom to Build a Bigger Life
47:29 - Closing questions
Software mentioned:
Jobber: https://go.getjobber.com/glem5q3dftbc
NiceJob: https://book-a-demo.referral-factory.com/uEYyWFkd
To learn more about Breakthrough Academy, click here: https://trybta.com/EP224
As entrepreneurs, we’re constantly learning how to lead others. How to manage people, set direction for our business, and implement systems with our team.
But how often do we take the time to learn how to lead ourselves?
Today, we're talking to special guest Keith Mercurio.
Keith is a plumber turned speaker and executive coach. He is the CEO and Founder of Ethical Influence Global and does significant coaching work with our friends at Service Titan.
As a leader of leaders, Keith knows that our ability to serve others is rooted in our ability to understand ourselves. Our egos, our vulnerabilities, and our needs.
In this episode, we unpack strategies for self-leadership—self awareness, spirituality, and showing up without ego in our daily lives.
We really loved our conversation and learned a lot myself, and we hope you do too.
Episode Highlights:
- Understand the importance of self-leadership to being an effective person in business and in life.
- Learn how to show up without ego by bringing awareness to what your mind, body and spirit need in everyday life.
- Listen in as Danny and Keith reflect on how childhood experiences continue to impact how they respond to situations as adults.
00:00 - Intro
02:24 - About Keith
10:09 - What it's like working with the ServiceTitan exec team
14:20 - The importance of staying open
34:00 - How our past experience influences our present behaviour
56:19 - About Ethical Influence
01:22:47 - What does it mean to "learn how to breathe?"
Grab a copy of our free tech stack audit tool here: https://trybta.com/DL223
To learn more about Breakthrough Academy, click here: https://trybta.com/EP223
Ever had to shop for a software solution?
It sucks.
There’s so much out there and they all say they’re the best.
That’s why today we're talking to James Benham.
James is the CEO and co-founder of JBK, which offers technology solutions for Insurance & Construction companies. He’s also the author of Be Your Own VC and founder of the ConTechCrew podcast.
Today’s conversation is all about how to solve problems by using the RIGHT technology.
Including how to pick the problem to solve, how to research solutions using AI, and tips to get your team to actually adopt the solution you select.
Episode Highlights:
- Get a walkthrough of construction technology expert and author James Benham’s process for identifying, choosing and implementing the right software solutions for your business (e.g. CRMs, automation and AI tools etc.)
- Learn the most common mistakes contractors make when purchasing new software.
- Hear James’ tips on keeping your company innovative as technology continues to change at an unprecedented pace.
00:00-Intro
01:21-About James
07:12-How has the construction technology space evolved in the last 10 years?
11:32-How to prioritize and select the right tech solutions
29:00-Is it realistic to get all systems working well together as one streamlined process?
37:00-Bootstrapping: Make innovation a habit and a process
39:40-What’s the biggest tech mistake you could make in the next 5 years?
41:58-Connect with James
To learn more about Breakthrough Academy, click here: https://trybta.com/EP222
In ten years of working with contractors, we've noticed that a LOT of entrepreneurs have ADHD or other forms of neurodiversity. It’s both our biggest strength, and our biggest weakness.
And the data backs this up.
Studies show as much as 10% of adults have an ADHD diagnosis, and there’s some data suggesting that people with ADHD are statistically more likely to pursue entrepreneurship.
Chances are, you have or know someone who has ADHD. In your family, in your network or on your team.
That’s why we wanted to talk to Peter Shankman, entrepreneur, author, and advocate for neurodiversity. He’s best known for his book Faster Than Normal, where he reframes ADHD as a superpower.
Today, that’s exactly what we’re talking about. What ADHD actually is, how to manage it, and how to work with people who move a little faster than normal.
Episode Highlights:
- Understand what ADHD actually is, and what it is not when it comes to its symptoms and impacts on a person’s ability to function.
- Learn why Peter Shankman, author of Faster Than Normal believes ADHD is a superpower for business owners and entrepreneurs.
- Get tips on how to set yourself up for success as a business owner if you have ADHD, and how to set others on your team up for success if they have ADHD.
00:00 - Intro
01:26 - About Peter
07:56 - Why ADHD is a superpower
11:04 - ADHD and dopamine
14:47 - Positioning yourself to succeed in business with ADHD
18:05 - Recognizing tasks you are great at, and the ones you need help with
20:21 - How to avoid burnout
24:32 - Tackling imposter syndrome
28:17 - Use of medication
31:04 - How do you work with a team member who has ADHD?
33:38 - What are a few best practices a listener with ADHD should adopt?
36:29 - One thing to understand about people with ADHD
38:38 - Where can people connect with you?
Get your free accountability resources from Jen here: https://trybta.com/DL221
To learn more about Breakthrough Academy, click here: https://trybta.com/EP221
Is there someone on your team who is not performing the way you need them to?
Someone you know you need to do a better job of holding accountable?
Someone you need to have “the talk” with?
If you’re used to an accountability conversation turning into a finger-pointing exercise that goes nowhere, this episode is for you.
In today’s conversation with Jen Long, author of Own Up! How to Hold People Accountable Without All the Drama, we’re breaking down the six steps to getting someone to own their responsibilities by having one simple conversation.
Spoiler alert: this conversation isn’t about ruling with an iron fist. It’s not even about giving into all your peoples’ needs.
Danny even did a little role playing with her so you can hear what this sounds like in practice.
Episode Highlights:
- Learn the framework that accountability expert Jen Long has helped hundreds of businesses implement to create a culture of accountability within a team.
- Understand how to hold an effective accountability conversation with anyone on your team by following six steps.
- Hear Danny role play this conversation with Jen so you can actually hear what is sounds like in practice.
00:00-Intro
01:24-About Jen
05:04-Accountability misconceptions
07:50-What's unique about accountability in construction or contracting?
10:49-SOS Conversation Model (6 Steps)
11:38-Step 1: Identify Your Issue
14:24-Step 2: Analyze the Context
18:37-Step 3: Explore Impacts
20:08-Step 4: Rehearse
25:07-Step 5: Engage in Conversation
34:12-Step 6: Build Solutions
35:35-Role play
To learn more about Breakthrough Academy, click here: https://trybta.com/EP220
Those of you who know us know that we're huge advocates for putting as much effort into your hiring funnel as you do to your sales funnel.
And that’s exactly why I’m excited for this week’s episode.
Brandon Vaughn is a long-time entrepreneur, business coach and CEO of HireBus, a recruitment automation software built specifically for contractors.
Using what’s called the RightSeat™ Assessment, HireBus helps contractors get the right people in the right roles so both the business and employees win.
In this episode, I ask Brandon to walk us through an ideal hiring funnel for contractors, drawing on everything he learned from building and optimizing the RightSeat™ Assessment.
How do you find qualified people? How do you get them to actually show up to an interview? And how do you know that they are ACTUALLY right for the role they applied for?
Brandon covers all this and more.
Episode Highlights:
- Get actionable recruitment tips from Brandon Vaughn, CEO of HireBus, a recruitment platform built for contractors.
- Learn what an ideal hiring funnel for contractors should look like, and what you can do right away to start attracting better people while weeding out the duds.
- Hear real examples of what good recruitment assets look like for contractors (if you want to steal some ideas, we won’t tell).
00:00-Intro
01:30-About Brandon and HireBus
07:51-Brandon's experience with Wise Coatings
19:40-Why focus on recruitment?
23:56-Learnings from HireBus for contractors
27:42-What makes the best job ads?
31:18-Importance of speed-to-lead in recruitment
34:40-How to qualify and prioritize candidates
37:31-How to get the right people in the right seats
44:26-How do you get people to actually show up for an interview?
50:45-Lightning round
53:46-Connect with Brandon
Download Trent's Price Acceleration Provision and tariff-proof your contracts today: https://trybta.com/DL219
To learn more about Breakthrough Academy, click here: https://trybta.com/EP219
While the details have shifted over the past few months, there’s no doubt that all the talk about tariffs has caused uncertainty for the small business community. Especially contractors.
And, whether the USA’s plan remains the same or not, this whole situation got me thinking: what exactly should contractors DO to minimize the impact of new tariffs on their materials, supply chain and profit margins?
My guest today, Trent Cotney, is back on the show to help us answer that question.
Trent is a board-certified construction lawyer, author and co-host of the #1 construction law podcast, Law and Mortar.
Today, we cover:
- What tariffs actually are, and how they will impact on our industry
- What clauses you can put in your contracts to protect yourself from tariff shocks
- Trent’s predictions on what’s coming next based on his time spent in Washington DC.
And a whole lot more.
00:00-Intro
01:15-What's the current situation with US tariffs?
07:41-How tariffs actually work
10:40-Audit and rethink your supply chain
13:50-Best way to price jobs when costs are unpredictable
21:03-Tariff-proof contract clauses
25:40-Trent's predictions on the future
28:39-Planning for the good, the bad and the ugly
34:04-One action you can take tonight to become more tariff resistant.
Grab a copy of your resource bundle: https://trybta.com/DL218
To learn more about Breakthrough Academy, click here: https://trybta.com/EP218
Growth can be intimidating.
More revenue, more staff and more work = more headaches.
Plus, there’s no way to predict what new problems you’ll face as you grow.
Except…there actually is.
See, when you coach over 1500 contractors, like we have at Breakthrough Academy, you notice some patterns.
Turns out, the journey to a highly profitable and systemized contracting business looks the same for pretty much everyone.
Four phases. Predictable barriers at each phase. Predictable solutions to get from one phase to the next.
Last year, Danny gave a keynote at a convention in Orlando that walked through this whole process. Today, we’re releasing it as a bonus episode so more contractors can benefit.
Episode Highlights:
- Understand the four phases of contractor growth and how to determine which phase you’re in.
- Learn the predictable problems contractors will face at each phase, and which systems to implement in order to overcome them.
- Get access to systems and templates that hundreds of contractors have used to make more money, hire A-players and promote themselves from operator to strategist.
00:00-Intro
02:48-Danny's story
06:42-About Breakthrough Academy
11:37-About the Contractor Growth Method
14:56-Phase 1: Operators
18:34-Phase 2: Managers
26:45-Phase 3: Leaders
32:30-Phase 4: Strategists
38:51-Summary
46:07-How to implement your learning
To learn more about Breakthrough Academy, click here: https://trybta.com/EP217
You’ve heard it before: the riches are in the niches.
But, is that really always true?
Today, I’m talking to Ryan Lee, founder of Landscape Lighting Secrets and host of the Landscape Lighting Secrets podcast.
Before selling in 2019, Ryan grew his business to $200K a month. His service offering? Landscape lighting. Just landscape lighting.
Now, he coaches home service entrepreneurs who either want to run their own landscape lighting business or add landscape lighting to their service offerings.
This conversation is all about niche services:
Should you niche your business down further?
Should you expand into another niche to cover your off season?
What are the honest pros and cons of niche services?
Ryan’s got a wealth of experience that is gonna help us answer these questions.
Episode Highlights:
-
Understand the power of niche service offerings from a contractor who grew a landscape lighting business to $200K per month.
-
Learn what to consider before niching down or adding a niche to your existing services.
-
Get tips on how to manage the impacts adding a new revenue stream has on your operations, branding, and org chart.
00:00-Intro
01:16-About Ryan
10:12-Why add a service?
13:22-Biggest operational impacts of adding a service
16:45-Why specialize?
21:10-Impact of specializing on profit margins
25:15-3 key focuses of niching: raise prices, close deals on the spot and generate high quality leads
32:04-When is a contractor ready to build out sub-brands/niches?
37:11-Wrap-Up & Final Advice
40:15-Connect with Ryan
To learn more about Breakthrough Academy, click here: https://trybta.com/EP216
To the outside world, the word “sales” has gotten a bad rap.
People think it’s all transactional. All about pushing something on the customer in order to get what’s best for the sales rep or the company.
And that can make the act of selling feel uncomfortable, awkward and transactional.
That’s why we wanted to talk to Joe Crisara.
Joe is a seasoned expert in contractor sales training, best known for creating the Pure Motive Service System that helps service businesses ethically boost revenue and closing rates all while doing what’s best for the customer.
In this episode, Joe walks us through five key principles that anyone in sales can adopt today, creating a win-win for the customer, for the sales rep and for the company.
Episode Highlights:
- Get a walkthrough of the Pure Motive Service System from its creator, Joe Crisara.
- Learn how offering three options to every customer will boost your revenue, closing rates and reputation.
- Understand how to use the five principles outlined in Joe’s book, What Should We Do? to connect with your customers, move away from transactional selling methods and maintain integrity in every sales interaction.
00:00-Intro
01:24-About Joe
05:14-About The Book: What Should We Do?
14:00-5 Principles of Pure Motive Service
14:18-Principle 1: Client-Centric Solutions
22:25-Principle 2: Integrity-Driven Sales
26:08-Principle 3: Customized Service Options
38:06-Principle 4: Effective Communication
45:42-Principle 5: Continuous Improvement
50:12-How Joe is Continuously Improving
55:32-Connect With Joe
Grab a free chapter of Beyond the Hammer here: https://trybta.com/DL215
To learn more about Breakthrough Academy, click here: https://trybta.com/EP215
Being a strong leader is an essential business skill.
We all know this.
If you listen to this podcast, you probably know most of the fundamentals already.
And yet so few of us actually take the time to work on them.
Today, we're talking to Brian Gottlieb. After a highly successful career building and exiting his $150MM remodeling business, Brian wrote the book, Beyond the Hammer to give contractors an easy to follow framework on the path to becoming better leaders.
In this episode, he breaks down the five foundational pillars that make up the mindset of a successful leader in the contracting space.
Episode Highlights:
- Understand the drivers behind the success of Brian Gottlieb, a 9-figure remodeler who grew his team from one (himself) to over 600 when he exited.
- Learn the five foundational pillars of leadership Brian outlines in his book, and go deeper on the impact each one can have on your business.
- Get tips on managing resistance from your team as your leadership and business evolve.
00:00-Intro
01:19-About Brian
05:57-Beyond the Hammer: why leadership?
08:47-Why do contractors struggle to become good leaders?
13:48-5 foundational pillars of leadership
14:08-Pillar 1: Belief is Transferrable
17:32-Pillar 2: Leaders Shape Culture Through Purpose & Direction
22:48-Pillar 3: Leaders Are Aware of The Echo of Their Voice
27:42-Pillar 4: Leaders Model Their Business as a Training Organization
31:01-Pillar 5: Managers Need a Checklist
40:09-How to start implementing these pillars TODAY
41:27-What would you say to young Brian?
Download Dr. J.J.'s one-liner template here: https://trybta.com/DL214
To learn more about Breakthrough Academy, click here: https://trybta.com/EP214
Today we're interviewing the one and only Dr. J.J. Peterson, Head of Storybrand and co-author of Marketing Made Simple, which sold over a million copies worldwide.
Dr. J.J. has helped thousands of businesses clarify their message by using a storytelling framework as old as time.
Plus, we found out before we started recording that he actually has a contracting background. His family ran a concrete business when he was growing up, so he REALLY gets the challenges you’re all facing.
Today’s conversation is all about how to apply the seven-part Storybrand framework to a contracting business. How to position your customer as the hero of your story so you can become their trusted guide.
Episode Highlights:
- Get an overview of the Storybrand framework from someone who has implemented it into thousands of businesses.
- Learn how to apply each of the seven parts of a Storybrand to a roofing, painting, landscaping, construction, electrical, plumbing or home services business, with examples.
- Understand why it is so critical that you keep your message simple, and why so many businesses get this wrong.
00:00-Intro
01:43-About Dr. J.J.'s background in contracting and storytelling
06:46-Why is story so important to marketing?
17:17-The messaging sweet spot: too vague vs. too complex
19:03-The 7-Part StoryBrand Framework: Contracting Edition
24:20-Step 1: What does your customer want?
25:16-Step 2: What problem does your customer face?
32:57-Step 3: How do you position yourself as their guide?
35:47-Step 4: What’s the plan?
38:21-Step 5: The call to action
38:50-Step 6/7: What does success/failure look like for your customer?
41:12-Danny's example, Dr. J.J.'s feedback
49:12-How to get the info you need from your customer
53:39-Most common Storybrand mistakes
57:54-Signs your messaging is working
01:00:47-About Dr. J.J.'s one-liner template
To learn more about Breakthrough Academy, click here: https://trybta.com/EP213
Today’s the day.
The last official day of Benji's time on Contractor Evolution.
And the first official day of a new era.
In today’s episode, we're pumped to introduce Danny Kerr as your new host.
Danny is one of the co-founders of Breakthrough Academy. In fact, he’s the visionary behind the whole thing.
He’s a lifelong entrepreneur, former painting contractor and a true expert in guiding contractors to more profitable and more fulfilling businesses.
In this episode, he leads his first official interview on the show—with Benji. They're diving into the history behind Contractor Evolution and everything Benji has learned about content marketing along the way.
Episode Highlights:
- Get an introduction to the new host of Contractor Evolution: Breakthrough Academy visionary and co-founder Danny Kerr.
- Reminisce with Benji as he walks us through the history of the show and what he learned along the way.
- Learn from Benji’s experience when it comes to content marketing, and understand how you might use it to benefit your business.
00:00-Intro
01:42-The history and evolution of Contractor Evolution
14:34-The case for content marketing
25:12-Content Marketing 101 for contractors
42:46-Value-add content vs. salesy content
47:41-Avoiding false starts
54:04-Lightning round
To learn more about Breakthrough Academy, click here: https://trybta.com/EP212
Grab your free financial management resource bundle here: https://trybta.com/DL212
A few weeks ago, Danny cohosted a web class with Matt Risinger (Host of The BUILD Show) on one of the most important topics in business: finances.
On top of teaching the hundreds of attendees our approachable financial management systems, I had a chance to pick Matt’s brain about his experience managing cash flow as he grew his company into the monster it is today.
So we’re releasing the web class on the podcast to give you everything you need to run your finances like a 7-figure contractor.
We’re covering budgets, forecasting, cash flow, and how to drive results with your team.
If the thought of financial management gives you a migraine, this webinar replay is for you.
Episode Highlights:
- Discover the least painful way to track your budgets, forecasting, and overhead—without wasting hours with mind-numbing numbers.
- Learn how to take the guesswork out of your financial decision-making by understanding your industry benchmarks.
- Get insight into how Matt Risinger avoids lumpy cash flow and why Risinger Build NEVER bids on work.
00:00-Intro
06:12-About Danny and Matt
10:06-Purpose and outcomes
12:18-Why is staying on top of your numbers so hard?
20:39-Matt Risinger on Breakthrough Academy
23:15-Budgeting
38:43-What does “good” look like?
41:20-Gross profit margins as you evolve
46:14-Financial forecasting
52:19-Driving numbers with your team
59:37-Implementing change
01:07:09-Q&A
To learn more about Breakthrough Academy, click here: https://trybta.com/EP211
Chances are, you’re familiar with at least one personality test. Myers Briggs, Enneagram, Personal Style Indicator (PSI) or, the focus of this episode, DISC profiles.
Are these tools actually helpful? In my opinion, they have a time and place. But the truth is they’re kinda useless if you don’t actually apply the information you get from them.
Otherwise, people just use them as an excuse to behave a certain way.
That’s why today’s guest has become so popular in the world of small business and leadership. Thomas Erikson’s bestselling book Surrounded By Idiots is less about labeling yourself and others as red, yellow, green or blue and more about bringing awareness to your behavioral tendencies to more effectively lead and interact with others.
Instead of saying “I’m a red, so I can’t help being brash,” the book encourages you to say “My tendency to be brash may be pushing people away—what can I do to change that?”
In other words, how to stop feeling like you’re surrounded by idiots just because the people around you don’t act the same way you do.
Episode Highlights:
- Get a brief overview of the DISC personality assessment and its use cases from the author of the bestselling book Surrounded by Idiots.
- Learn how self-awareness can help you become more effective in business and life.
- Understand how to use personality assessments like DISC as tool for personal growth, rather than an excuse for your behavior.
- Bonus: Learn how to recognize and deal with energy vampires in all areas of your life.
00:00-Intro
02:15-Where does "behavior" come from?
04:24-Overview of the 4 DISC personality types
10:28-Distribution of color profiles in society
13:06-Why is this framework useful in running a business?
21:26-Correlation between personality types and roles
28:01-Benji's pushback on personality profiles - can they do more harm than good?
37:33-What motivates the different colors?
43:46-How to use knowledge of the colors to level up as a leader
49:29-About energy vampires
53:48-Closing advice for leaders trying to get the most out of their people
To learn more about Breakthrough Academy, click here: https://trybta.com/EP210
To grab a copy of the Skill/Will Matrix, DORAGI framework, and Conflict Resolution Guide, click here: https://trybta.com/DL210
In contracting, your people are your business. They determine how customers experience your brand, the productivity of your job sites, the profitability of your business and your own enjoyment of life as an entrepreneur.
So understanding how to manage them as a strong leader is essential.
Today, we’re going to break down one of my favorite frameworks that will give you the tools to bring out the best in your team, maximize productivity, and build a workplace people actually want to be a part of.
It’s called the skill/will matrix.
The idea is that whenever productivity is down or someone isn’t meeting your expectations, ask yourself this one question:
Is this a skill issue? Or a will issue?
Listen to the full episode to learn how to handle each situation.
Episode Highlights:
- Get a summary of the skill/will matrix and how to use it to identify and address productivity issues on your team.
- Learn how to use the DORAGI training framework to help team members struggling with skill.
- Learn how to have a healthy conflict to improve the performance of team members struggling with will.
00:00-Intro
01:28-About the Skill/Will Matrix
02:00-High Will, Low Skill
05:56-Low Will, High Skill
09:46-High Will, High Skill
10:43-Low Will, Low Skill
12:07-Recap
To learn more about Breakthrough Academy, click here: https://trybta.com/EP209
Our guest on the show today is our very own coach, Ian Ouwerkerk.
Ian coaches the highest number of businesses here at Breakthrough Academy. He has a massive sample size and a unique perspective on what works and what doesn't when it comes to growing your construction or trades business.
He is particularly well-versed in implementing what we call the Contractor Growth Method with his coaching Members. It’s a six-part business system designed to help contractors set their businesses up for success—whether that means scaling, stabilizing or just making the whole thing less painful and more fun.
Today, Ian is going to walk us through that system, just like he’s done hundreds of times for Members.
This episode is the high-level answer to the question: “how do I systemize my entire contracting business from start to finish?”
Episode Highlights:
- Get a step-by-step walkthrough of a six-part business system designed to help contractors scale or stabilize their operations.
- Learn how Ian priorities certain areas of business over others when coaching his many Members.
00:00-Intro
00:10-About the Contractor Growth Method
05:14-Ian's philosophy on business systems
16:02-Contractor Growth Method Step 1: Goal Setting & Execution
26:56-Contractor Growth Method Step 2: Financial Controls
38:41-Contractor Growth Method Part 3: Optimized Sales & Marketing
51:08-Contractor Growth Method Part 4: Hiring & Training
59:15-Contractor Growth Method Part 5: Defined Roles
01:07:11-Contractor Growth Method Part 6: Project Delivery
01:13:24-Recap
Grab your FREE hiring resource bundle here: https://trybta.com/DL208
To learn more about Breakthrough Academy, click here: https://trybta.com/EP208
In 2025, there is one issue contractors talk to me about more than any other:
Hiring.
Getting good people to agree to—and show up to—an interview suddenly seems impossible.
You book five interviews and three no-show, one thinks they’re applying to be CEO and the other shows up drunk.
After conducting over 2,400 interviews for trades positions myself, I know the struggle.
That’s why I hosted a web class last month where I taught hundreds of contractors my system for attracting A-players and replacing time-wasters during the recruitment process.
We decided to release it on the podcast as a BONUS episode so more contractors can benefit.
Enjoy.
Episode Highlights:
- Learn why creating a hiring funnel is just as important as creating a sales funnel.
- Understand how to write job ads that actually attract the people you WANT.
- Get the winning interview strategy Danny refined while interviewing over 2,400 people for trades positions.
00:00-Intro
08:15-What part of hiring frustrates you the most?
09:28-Unpacking the hiring crisis
15:00-The lost opportunity cost of not having a solid hiring system
17:06-What a good hiring funnel looks like
19:26-Hiring tool 1: Ideal Candidate Profile
25:26-Hiring tool 2: Job Postings and Applicant Generation
34:08-Hiring tool 3: Interview Setup Call
42:52-Hiring tool 4: Behavioral Interviewing
47:44-Recap
50:57-Get more help systemizing your business
59:37-Q&A
To learn more about Breakthrough Academy, click here: https://trybta.com/EP207
To learn more about David, check out https://www.systemology.com/
If you know me, you know I strongly believe that business systems = owner freedom.
That’s why it made sense to get today’s guest David Jenyns on the show.
David is the author of SYSTEMology: Create Time, Reduce Errors and Scale Your Profits with Proven Business Systems. It’s literally a system for building systems.
I took this opportunity to ask David for his perspective on systemizing a blue-collar business in a predictable, repeatable way. We talk about the stages of business systemization (and how to know which one you’re in), how to prioritize which systems to build first and how to involve your team in the systemization of your business.
This conversation offers a great, high-level perspective on systemizing a contracting business.
Episode Highlights:
- Get a breakdown of the “system for building systems” David Jenyns outlines in his book, SYSTEMology: Create Time, Reduce Errors and Scale Your Profits with Proven Business Systems.
- Learn how to prioritize which systems you build, in what order.
- Gain insights into how to involve your team in business systemization, including the idea of designating a “systems champion” to help with adoption and implementation.
00:00-Intro
02:04-What is a system?
02:47-The vast majority of businesses we look at are dramatically undersystemized. Why?
04:29-3 common excuses for not systemizing
07:42-Is being a good systemizer god given or learned?
12:57-What's more important: Vision or Systems?
17:24-4 stages of business systemization
25:03-How should business owners decide what systems to build first?
33:03-System Building
48:11-Fostering adoption
55:30-Unexpected Benefits/Pleasant Surprises
57:15-Where can people connect with you?
To learn more about Breakthrough Academy, click here: https://trybta.com/EP206
Grab your free strategic planning template here: https://trybta.com/DL206
You may be thinking:
Is this an episode of Contractor Evolution…
…on a FRIDAY?
Yup.
After over 200 episodes, we thought it was time to introduce a new face—our co-founder and visionary Danny Kerr.
And what better way to do that than by bringing you some BONUS content you can enjoy alongside our regular releases?
Starting with a bit of a throwback.
Today, we’re re-releasing an episode we made back in 2021, hosted by Danny and his fellow co-founders Igor and James, covering all things strategic planning.
Oddly enough, it has become one of our most popular episodes.
If you’ve never given it a listen, now’s your chance.
Episode Highlights:
- In this BONUS episode, take it back to 2021 with us and delve in to strategic planning with Danny, Igor and James.
- Understand why you SHOULDN’T be planning in a boardroom with whiteboards and laptops - and where to go instead
- Learn the 3 things you should come away with once you’ve completed your Annual Strategic Plan
00:00-Intro
01:56-Why is Strategic Planning important?
15:02-What are you trying to achieve with your strategic planning?
17:27-What is the step-by-step process for annual strategic planning?
42:36-What do you do after you've got a strategic plan?
45:13-Sharing your plan with your team
53:56-Purpose of quarterly reviews
58:05-Wrap up
To learn more about Breakthrough Academy, click here: https://trybta.com/EP205
To learn more about Todd, check out https://toddherman.me/
Whether we realize it or not, we all play characters in our lives. The idea that we should unashamedly show up as the “best” version of ourselves in all settings sounds good, but in reality, it is a gross oversimplification of the truth.
Think about it….
There’s:
- You the CEO
- You the friend
- You the salesperson
- You the mum or you the dad
- There’s you the amateur train collector or video game enthusiast
We have different versions of ourselves. Does that make you disingenuous or inauthentic? Not at all. We’re all multifaceted beings, and if you can’t see that, you’re not paying attention.
Our guest today is Todd Herman. His book The Alter Ego Effect explains WHY understanding and investing in these different archetypes of the self is one of the most powerful performance cheat codes available to us. Today’s conversation is about how to harness it.
Episode Highlights:
- Understand the Alter Ego Effect and how it can be used to exponentially improve your performance in every aspect of your life.
- Learn how to identify the different versions of you, their strengths, and how to harness them at the right time to achieve the right results.
- Get tips from Todd Herman, performance coach to billionaires and elite athletes, on creating your own alter ego, designed to help you succeed in whichever area of your life is lacking.
00:00-Intro
01:48-Clark Kent vs. Superman: Understanding the Alter Ego
05:14-Where does the term "Alter Ego" come from?
07:40-Using the Alter Ego to improve performance
10:19-Why everything is a performance
19:42-How to create an Alter Ego
30:36-Alter Ego examples
34:15-How to get started on your Alter Ego(s)
41:17-Activating your Alter Ego
47:18-What business people can learn from athletes
51:42-Connect with Todd
To learn more about Breakthrough Academy, click here: https://trybta.com/EP204
Openness and transparency are values MANY of us espouse. But how open and honest are you really?
Does your crew understand budget hours vs. actual hours?
How about the projected gross profit on the project they just started?
How about last year's net profit?
In today’s episode, we’re talking to Creative Roots Landscaping founder Ryan Markewich along with three of his team members: Jacob Markewich, Rik Van Espen and Zac Neufeld.
They run their landscaping business, Creative Roots, completely open book. Every person on the team is taught and shown every metric the business tracks and knows how every dollar is made.
This conversation is all about the employee perspective on open book management. What it does for the culture they work in, their feelings about work and its effect on performance.
Episode Highlights:
- Learn how open book management works in practice, using friend of the show Ryan Markewich’s highly successful Creative Roots Landscaping as a case study.
- Get the perspective of three team members—what openness and transparency does for their culture, sense of purpose and performance.
- Hear how Ryan’s strategy has resulted in high retention rates, exceptional talent, and a work environment that has people lining up at the door to be a part of.
00:00-Intro
01:36-About Open Book in Creative Roots
05:57-What drew the team to Creative Roots?
09:03-What impact does open book management have on the culture?
19:48-Best part of open book management
37:13-Is it true that young people don't wanna work in the trades?
45:56-Advice to business owner wanting to try open book management
To learn more about Breakthrough Academy, click here: https://trybta.com/EP203
Learn more about WorkBetterNow here: https://www.workbetternow.com/
Are you using Virtual Assistants and other forms of offshore talent yet?
Because you probably should be.
Many of the roles in your business can’t be done remotely, sure.
But could your office manager effectively administrate from Mexico City?
Could you delegate all the lower-level stuff to an executive assistant based in Medellin?
The answer is: maybe.
Our guest on the show today is Rob Levin. He is the co-founder of Work Better Now and the author of the forthcoming book: The New Talent Playbook.
Today’s conversation is a pragmatic road map to how you might install super-talented offshore hires into your company. At the end of the day, what's right for your business is up to you, but we want you to fully understand the scale of talent options that are out there.
Episode Highlights:
- Learn about the breadth of options available to you when it comes to offshore and nearshore talent.
- Hear Work Better Now co-founder Rob Levin’s take on some of the most common arguments AGAINST offshore talent.
- Get ideas for which of the roles on your org chart make good candidates for offshore hiring (hint: there are more than you think).
00:00-Intro
01:41-About The New Talent Playbook
03:41-What is up with the current labor market?
09:00-Where is the labor market headed?
11:33-In the blue-collar context: what roles can be done offshore/nearshore?
23:35-Strengths and weaknesses of offshore talent
24:58-Common concerns about offshore talent: #1: Missing context
28:07-Common concern #2: Language barriers
34:22-Common concern #3: Cybersecurity
36:26-Cost of offshore vs. local
39:27-Idea of divisional assistants
44:02 - How AI empowers VAs and offshore talent
49:48-Recap
52:04-Connect with Rob
Grab a copy of Ellen's pricing tool here: https://trybta.com/DL202
To learn more about Breakthrough Academy, click here: https://trybta.com/EP202
Today, we’re welcoming industry legend Ellen Rohr to the show. We couldn’t be more excited.
She’s built and sold two companies. Written a slew of unbelievably helpful books including Where Did the Money Go? and How Much Should I Charge? She’s the founder and owner of Zoom Drain which now has over 50 locations.
This episode is all about pricing. AKA how much you should charge and why.
Episode Highlights:
00:00-Intro
01:57-About the 2011 book: How Much Should I Charge?
08:45-Why pricing as a passion?
12:36-How most contractors decide what to charge
17:21-The importance of value
21:34-How to figure out what you should charge
29:05-Importance of billable hours
34:22-The best position to be in the market
39:19-How to know when your price is too high
44:27-How to train your sales team to "own their price"
53:39-Pricing analysis and updates in an inflationary environment.
58:01-Fun Hypothetical Question
See omnystudio.com/listener for privacy information.
Get your free guide to being COACHABLE here: https://trybta.com/DL201
To learn more about Breakthrough Academy, click here: https://trybta.com/EP201
Today’s episode has a very specific purpose. We’ve gathered four of our world-class business coaches to give advice to contractors who are just beginning to systemize their business with Breakthrough Academy.
If you chose this episode, you are either:
Through conversations with Coach Harold, Coach Ashley, Coach Brayden and Coach Shane, you’ll learn:
Episode Highlights:
00:00-Intro02:16-Why do most people start BTA?04:16-Successful Members vs. those who struggle07:53-New Member red flags09:59-The first six months: what to expect11:36-Mindset tips for faster results12:36-How to implement faster and be more coachable14:45-Importance of the BTA community19:50-How coaches help struggling Members21:23-How to become data-driven23:50-Coaching pet peeves26:01-The first year: what to expect29:22-Best part of being a BTA coach
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/EP200
Today is a very special day for the team here at Contractor Evolution.
Today, we’re releasing our 200th episode.
We've spoken to some incredible guests, and that has helped us build a following of the coolest listeners in the world.
So... if you've been on the show or just listen to it, we want to express profound gratitude to you.
To say we are humbled and proud would be to say nothing at all.
For this milestone episode, we're going back through some of Benji's favorite episodes and talking through the lessons we took away from the conversations.
Episode Highlights:
00:00-Intro01:40-How To Create A Vivid Vision For Your Company - Cameron Herold10:16-Which Fire Should I Put Out Next? - Mike Michalowicz14:26-Is Blue-Collar Work Making a Comeback? - Ken Rusk20:47-What’s Your Business REALLY Worth? - John Warrilow26:45-Thinking Lean: Eliminate Waste Through Continuous Improvement - Paul Akers31:14-Mark Bradley: From 0 To 50MM + Founding LMN - Mark Bradley34:58-SOP's: Why Your Business Is A Mess & What To Do About It - Tom Hughes41:45-How To Buy Back Your Time - Dan Martell
50:15-Matt Risinger on Hiring - Matt Risinger56:02-Negotiation Tactics for Contractors - Chris Voss01:01:56-Is Wrapping Your Vehicles Worth It? - Dan Antonelli
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/EP199
Use code TRADE2025 to get $10 off a copy of the Motivated By Appreciation Inventory for Trades here: https://shop.appreciationatwork.com/collections/mba-inventory (limit one code per email, good through March 15, 2025).
Ever wonder why your staff feel “under-appreciated?”
Like—you tell them they’re doing a good job, you take them for lunch every now and then, and you pay them fairly.
And yet there’s always someone who feels like you don’t value their contributions.
Our guest today, Dr. Paul White, has some possible answers.
He coauthored The 5 Languages of Appreciation in the Workplace alongside Gary Chapman, the man who coined the five love languages many of us are familiar with.
The idea is simple: not everyone experiences appreciation the same way. Some like verbal praise, some find meaning in gifts, others need quality time with their manager or team.
This conversation is about how to recognize the best way to appreciate your team, and the tangible impact appreciation can have on your business.
Episode Highlights:
00:00-Intro
01:13-About Dr. Paul
03:01-Appreciation in the trades
08:12-Is blue-collar work underappreciated?
12:43-The psychology of appreciation?
16:03-Misconceptions about appreciation at work
17:52-The 5 Languages of Appreciation
18:21-Words of Affirmation
25:00-Quality Time
31:22-Acts of Service
35:21-Gifts
39:07-Physical Touch
41:09-Tools & assessments for appreciation at work
43:32-How to install appreciation across your organization
See omnystudio.com/listener for privacy information.
Get your free SOP starter kit here: https://trybta.com/DL198
To learn more about Breakthrough Academy, click here: https://trybta.com/EP198
Ever wonder why some contractors scale smoothly to 7-figures and beyond while others constantly get stuck in an operational hellhole?
Clients constantly badgering you…
Crews relying on you to answer every single question…
Margins so depressing they could make a grown man cry…
The good news is, there’s a relatively simple tool that can help you solve most of your operational challenges.
SOPs (standard operating procedures).
A while back, I co-hosted a comprehensive SOP web class with the one and only Matt Risinger, CEO of Risinger Build and founder of the Build Show Network. We covered everything you need to know about SOPs, based on Breakthrough Academy’s work with over 1500 contractors and Matt Risinger’s own experience scaling two massive companies.
Today, we’re releasing that class as a podcast episode so more contractors can benefit from Matt’s insights.
Episode Highlights:
00:00-Intro02:13-About the web class06:50-What part of your operations frustrates you the most?15:11-SOP Red Flags25:52-Where to start with SOPs35:34-How to build SOPs50:04-Change management58:54-Why SOPs fail01:00:49-The evolution of the entrepreneur01:02:09-Implement SOPs faster with the Contractor Growth Method01:04:53-Q&A
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/EP197
When times get tough, tragedy strikes or things take a turn for the worst, how do you keep faith that everything will turn out ok?
Today, that’s what our very own Breakthrough Academy coach Ian Ouwerkerk is joining me to discuss.
On August 29th, 2008 on their way to a wedding, Ian, his mum and his dad were T-boned by a car going 70 miles an hour. The accident left Ian with a severed carotid artery plus 11 ribs and both his collar bones broken. And the list of injuries goes on.
He died and came back multiple times through this harrowing event.
Today, he’s generously opening up about his accident, miraculous recovery and the life lessons he learned from the tragic experience.
We talk about how to cultivate resilience, perspective, and faith in life’s most challenging seasons.
Episode Highlights:
00:00-Intro
01:31-About Coach Ian
08:17-Ian's accident and out of body experience
17:58-The injuries Ian had to overcome
28:27-What got Ian through the recovery process
30:32-Getting back on his feet
39:05-Enduring more bad news
49:07-Core lessons and takeaways from that difficult period
50:56-It's all about faith
01:06:57-The power of impacting others through entrepreneurship
See omnystudio.com/listener for privacy information.
Grab your free "goodie bag" of financial management templates here: https://trybta.com/DL196
To learn more about Breakthrough Academy, click here: https://trybta.com/EP196
If you’ve made it this far in business, I probably don’t need to tell you that need to budget, track your overhead, and do job costing.
The problem is: nobody ever shows you HOW.
A few weeks back, we co-hosted a webinar with our friend Bob Gauvreau from Gauvreau Accounting Tax Law Advisory to teach 7-figure contractors everything they need to know about managing their finances. We talked about budgeting, job costing, avoiding cash crunches and more.
And today, we’re replaying it here on the podcast so more contractors can benefit from the insights.
This is a must-listen for anyone whose New Year’s Resolution is to get better at financial management.
Episode Highlights:
00:00-Intro02:34-About the session03:47-About our free templates (link in description)05:24-Why talk cash flow and budgeting?06:50-About Benji & Bob08:05-Purpose, Outcomes & Agenda10:59-Why is staying on top of your numbers so hard?13:41-Common challenges with financial management21:41-3 Core Systems of Financial Management36:23-Industry Benchmarks - Profit Margins41:20-Margins as you evolve46:21-Signs you should be worried about your cash flow51:04-Five Cash Flow Destroyers59:33-How to implement change01:07:18-Q&A
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/EP195
How are you using AI and automation in your business? Maybe you use ChatGPT for idea generation or have some automated reminders going out through your bookkeeping software or CRM.
If so, that’s great. But the reality is there is a lot more you could be doing. And it doesn't all require in-depth programming knowledge or tech skills.
Today’s conversation is with Tersh Blissett. He’s an AI and automations expert for trades and construction, Host of the Service Business Mastery Podcast, owner of two HVAC companies, and founder of Trade Automation Pros.
We discuss the five types of automations all contractors need and three of the most clever ways he’s seeing AI deployed in the trades today.
If you’re tired of monotonous and repetitive tasks but aren’t sure where to start with automations, this episode is a must-listen.
Episode Highlights:
00:00-Intro 01:16-Defining automations 02:04-Background on Tersh's passion for AI and automation 06:42-About Tersh 11:55-Five automations every contractor needs 12:23-Automated appointment scheduling and reminders 19:36-Streamlined customer support ticket handling 24:10-Automated lead management 25:23-Social media content curation and posting 30:54-Automated onboarding for new clients 40:49-Three clever ways contractors can use AI in their business 54:10-Advice for the not so tech-savvy contractor 56:52-Connect with Tersh
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP194
Get your copy of Greg McKeown's new Essentialism Planner here: https://gregmckeown.com/books/the-essentialism-planner/
Do you know what you want this year? Or next year? Or in five years?
In this distracted world we’re living in, it can be pretty hard to drown out the noise, algorithms and influencers and figure out what it is that you want. And how to go get it.
Our guest on the show today is Greg McKeown, author of one of the most beloved books in the small business world: Essentialism: the Disciplined Pursuit of Less. He’s here to teach us how to define and achieve what’s truly most important to you by narrowing your focus and aligning your actions with the highest priority—the most essential—goals in business and life.
Late last year, Greg released a new workbook to help readers work through the concepts of an essentialist lifestyle, and we’re lucky enough to get a preview into what the process looks like on the show.
Episode highlights:
- Learn how to apply the concepts of Greg McKeown's book, Essentialism: The Disciplined Pursuit of Less to your business and life.
- Get tips from Benji and Greg on how to figure out what it is you actually want in life, and how to go after it with laser focus.
- Gain a new perspective on your 2025 strategic plan and vision, just in time to go out and crush your goals.
00:00-Intro
01:44-Essentialism: A 2024 Update
04:19-About the Essentialism Planner
07:43-How to discern the "trivial many" from the "vital few"
30:39-How to figure out what you actually want
55:25-The power of a graceful no
01:01:40-The importance of rest, play, and escape
01:10:40-Advice for contractors as they enter 2025
See omnystudio.com/listener for privacy information.
Stop telling yourself the lies in this episode and start telling yourself the 7 TRUTHS in this free download instead: https://trybta.com/DL193
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP193
For the first episode of 2025, Benji is speaking from the heart.
Today, he's calling out seven lies to stop telling yourself in 2025. And, really, seven lies we all need to stop telling ourselves.
We hope this episode helps you break unhealthy thought patterns. About your business. About your family. And most importantly, about yourself.
New year, new you. And new us, too.
Episode Highlights:
- Understand whether seven unhealthy thought patterns are impacting your business and life, and how to let them go as you enter the new year.
- Reflect on the limiting beliefs that held you back in the past, and start to shift your thinking as you move into the future.
00:00-Intro
02:09-It’s “just a [insert industry] business”
04:32-Another business/industry would have been easier
08:39-It HAS to be hard
10:39-I need to be good at everything.
11:45-I’m not worthy of the abundance my business is creating
14:32-A+ Talent doesn't want to work for my business
16:32-I’m behind; everyone else is so far ahead
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP192
Have you ever wondered how the masters of big business scale up to nine-figures and beyond?
Today’s guest is Adam E. Coffey, author of 3 bestsellers: The Private Equity Playbook, The Exit Strategy Playbook, and Empire Builder: The Road to a Billion. After 10 years as an executive at General Electric, he was hired as the president of three private equity-backed service companies where he completed 58 acquisitions and facilitated billions of dollars in successful exits.
In this episode, we pick his brain about how small-to-medium sized contractors like you can apply the concepts of The Private Equity Playbook to their business systems and operations. And trust us, there is a ton to be learned from our conversation.
Episode highlights:
- Get a breakdown of the concepts in Adam E.Coffey’s bestselling books, The Private Equity Playbook, The Exit Strategy Playbook, and Empire Builder: The Road to a Billion.
- Learn the three stages of business growth on the road to a billion, and what tactics and areas of focus are most important at each point in the journey.
- Understand how to apply the mindset and tactics used in the world of private equity to your own strategic plan.
00:00-Intro
01:23-About Adam Coffey
06:22-Stage 1 : $0 to $1MM
16:26-Stage 2: $1 M to $10MM
32:17-Stage 3: $10MM to $100MM
42:40-Four Powerful Organic Levers to Bend Your Growth Curve Upward
50:27-The 2 Most Essential Business Skills for Growth
53:39-Connect With Adam
See omnystudio.com/listener for privacy information.
Learn how to hire for profit growth with this free download: https://trybta.com/DLEP191
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP191
Learn more about Greg and Simple Numbers here: https://www.simplenumberscri.com/
We're gonna make an educated guess and say you didn’t get into business because you love accounting.
So when it comes to financial management—budgeting, forecasting, and tracking the right metrics for success—you’d be forgiven for getting a little lost in the jargon and differing opinions on the “right” way to do things.
Our guest on the show today is Greg Crabtree, author of Simple Numbers, Straight Talk, Big Profits!
Greg's approach to financial controls and profitability is refreshingly simple and easy to understand. He distills the confusing world of accounting into incredibly simple metrics and lays out the core areas of business you need to focus on.
If you’re looking for a simple explanation of which numbers you should care about and how to optimize them for business growth, consider this episode your starting point.
Episode highlights:
- Understand why gross margin is your TRUE top line and why revenue is one of the most meaningless metrics to care about in business, according to Greg Crabtree, author of Simple Numbers, Straight Talk, Big Profits!
- Hear Greg’s thoughts on why your income tax paid is actually one of the best KPIs to optimize
- Learn the only two ways to boost labor productivity and get out of the profitability black hole between $1MM and $5MM
00:00-Intro
01:52-Why are finances so hard to understand?
14:49-About the Four Keys
21:30-How should people use and think about the Four Keys?
28:44-Owner's Salary
36:56-Profit
50:52-Labor Productivity
1:02:23-Habits and mindsets
See omnystudio.com/listener for privacy information.
Grab a free summary of Joey's book, Never Lose an Employee Again, here: https://trybta.com/DLEP190
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP190
Learn more about Joey and his work here: https://joeycoleman.com/
It sucks to lose good people.
Especially when it feels like you did everything you could to keep them, short of a 7-figure salary and 6 months vacation. 🤦
But, according to my guest today, world-renowned speaker, consultant, and bestselling author of Never Lose an Employee Again Joey Coleman, there’s probably a lot of crucial onboarding steps you’re missing with your new team members.
Today’s conversation is about more than employee retention. We’re diving into the world of employee experience, and how getting it right can save you tons of time, money and headaches by lowering turnover and building a killer culture.
Episode highlights:
- Get an inside look at Joey Coleman’s framework for building killer employee experiences, as outlined in his bestselling book Never Lose an Employee Again.
- Learn about the importance of the first 100 days of an employee’s time with your company, and how to optimize their experience for long-term retention.
- Get tips on designing organizations that allow high performers to grow into careers, rather than feel like they’re in a “dead end job.”
00:00-Intro
01:29-The true cost of turnover
04:45-Why people quit after just a few months
13:51-Why proper onboarding is essential (even though it's a lot of work)
21:25-The goal of an onboarding system: The 4 R's
32:57-How to optimize the first day on the job
43:24-The importance of the First 100 Days
47:23-How to create career paths that keep A-players around
58:42-Connect with Joey
See omnystudio.com/listener for privacy information.
Grab your copy of our IMPLEMENT framework here: https://trybta.com/DLEP189
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP189
The end of the year is approaching, and that means it’s “hope season” for a lot of contractors.
Your implementation goals are big. You’ve got tech stack upgrades, brand refreshes, and shiny new internal processes on the brain.
But, let’s be real:
If you look back at past years—and all the projects you had planned—how many of them did you actually get across the finish line?
The graveyard of good ideas not implemented for most entrepreneurs is vast.
So how do you break the cycle and actually get sh*t done in 2025?
This episode is a 9-part roadmap that will help you sharpen your implementation skills and turn your great ideas into fully implemented systems.
Episode highlights:
- Learn Benji’s nine part framework for successfully implementing projects—from tech stack upgrades to business systems to SOPs.
- Understand why implementation is so difficult, and how to sharpen your skills as a business owner to get more done in 2025.
- Get fired up and ready to crush your implementation goals next year.
00:00-Intro
02:15-Pick The Right Things To Implement
04:33-Define Your Outcomes
06:34-Don’t Reinvent the Wheel
07:34-Make Foolproof Project Plans
09:04-Delegate, Don’t Dump
12:29-Find Your Milestones and Celebrate Them
13:29-Don't Forget the Change Management Part
15:57-Audit (is what we implemented working?)
17:12-Give People Breaks
See omnystudio.com/listener for privacy information.
Connect time tracking to your job costing with this free white paper from busybusy: https://trybta.com/DLEP188
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP188
Have you ever wondered whether getting your field staff to track their time is worthwhile?
Sure, it’d be great to hold them accountable. But you can already hear their grumbles and groans about having to add another thing to their to-do list.
The thing is, in other businesses (think accounting, law, marketing agencies), time tracking is standard practice. The whole goal in those industries is to make as much time billable to the client as possible. So why is it different in the trades?
Our guest on the show today is Isaac Barlow. He’s the Founder of busybusy. The industry-leading time-tracking app for construction and trades.
Today’s conversation is about leveraging time-tracking technology to increase productivity and profitability without hurting your company culture.
- Episode highlights:
- Learn how time tracking can be used to create a performance culture built on business intelligence.
- Understand why field staff often resist adopting modern tech and how to change their attitudes and get them on board with time tracking.
- Find out how to create a modern data-obsessed organization in an old school industry.
00:00-Intro
01:48-The story behind busybusy
08:42-Why contractors need to be more time obsessed
16:42-The benefits of busybusy and other time tracking apps
22:08-How to deal with pushback from the team
28:56-Business Intelligence: helpful or hurtful to culture?
31:57-Gamification: does it work?
34:04-3 tips to get your team thinking more like owners
38:19-Downloadable handout and busybusy promotion
39:08-Business intelligence: what is it and how do you use it?
44:46-Too much data vs. too little data: what is the balance?
46:36-How to become data-obsessed (even if you're not wired that way)
49:13-Connect with Isaac and learn more about busybusy
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP187
Get a copy of Profit First for Contractors here: https://www.amazon.ca/Profit-First-Contractors-Construction-Money-Making-ebook/dp/B07L38J49P
Did you know that the vast majority of construction and trades businesses net less than 5% profit a year?
In case you were wondering—that’s not good.
Our guest on the show today is Shawn Van Dyke, author of Profit First for Contractors and The Paperwork Punch List.
In this episode, we break down the Profit First for Contractors (or PFC) cash management model, including a prescribed framework for implementing PFC in your business right away.
If you change the way you manage your finances, you’ll also change the way you think about money flowing in and out of your accounts. And in turn, you’ll make better decisions that benefit you and your business.
Episode highlights:
- Unpack how the profit-first approach Shawn Van Dyke outlines in Profit First for Contractors produces a powerful and positive psychological change to the way you see money flowing into and out of your business.
- Learn the four most common profit-destroying mistakes that Shawn sees owners make all too often.
- Find out which five bank accounts you need to set up right away.
00:00-Intro
01:35-About Profit First for Contractors
10:31-Why is minimal profitability so common in construction and trades?
15:49-Brief synopsis of the PFC Model
21:05-Five bank accounts you need to set up
31:36-What's the value of the five bank accounts?
47:07-4 mistakes that kill profitability
01:05:08-Connect with Shawn
See omnystudio.com/listener for privacy information.
Grab your free copy of the Max Priorities Pyramid and start sorting your priorities today: https://trybta.com/DLEP186
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP186
How good are you at prioritization in your business?
It’s ok. You can be honest.
The truth is that prioritization seems straightforward, but in reality it’s much more complex than it appears, especially in the context of a business like yours - which is inherently dynamic, ever-changing, and unpredictable.
Issues come out of nowhere. Circumstances change. People quit. Clients cancel. Unexpected weather roles through.
How are you supposed to get anything done when you’re constantly putting out fires?
Our guests today have some practical strategies that can help.
Harry Max is the author of Managing Priorities: How to Create Better Plans and Make Smarter Decisions. And Wes Bright is his partner at Peak Priorities. They consult with some of the biggest companies in tech, and today, they're going to level up our priority management toolbox in a major way.
Episode highlights:
- Learn what makes prioritization so hard and what systems and tools you can use to get better at it.
- Understand the frameworks Harry Max recommends in his book, Managing Priorities: How to Create Better Plans and Make Smarter Decisions.
- Get practical prioritization tips from two consultants who work with the biggest companies in tech including Apple, Google and Microsoft.
00:00-Intro
01:48-About the book - Managing Priorities: How to Create Better Plans and Make Smarter Decisions
03:56-Why "prioritize" is the most important verb
09:32 - Why we all suck at prioritizing
14:22-About the "false sense of urgency"
22:58-The impact of a clear vision on prioritization
31:24-The DEGAP Framework
42:40-Sorting methods for prioritization
47:45-Ideal rhythms for reviewing goals and progress
52:27-What to delegate vs. what to keep
58:54-Evolving our prioritization systems as we grow
01:03:22-Where can people connect with you?
See omnystudio.com/listener for privacy information.
Grab your free copy of the Max Priorities Pyramid and start sorting your priorities today: https://trybta.com/DLEP186
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP186
How good are you at prioritization in your business?
It’s ok. You can be honest.
The truth is that prioritization seems straightforward, but in reality it’s much more complex than it appears, especially in the context of a business like yours - which is inherently dynamic, ever-changing, and unpredictable.
Issues come out of nowhere. Circumstances change. People quit. Clients cancel. Unexpected weather roles through.
How are you supposed to get anything done when you’re constantly putting out fires?
Our guests today have some practical strategies that can help.
Harry Max is the author of Managing Priorities: How to Create Better Plans and Make Smarter Decisions. And Wes Bright is his partner at Peak Priorities. They consult with some of the biggest companies in tech, and today, they're going to level up our priority management toolbox in a major way.
Episode highlights:- Learn what makes prioritization so hard and what systems and tools you can use to get better at it.
- Understand the frameworks Harry Max recommends in his book, Managing Priorities: How to Create Better Plans and Make Smarter Decisions.
- Get practical prioritization tips from two consultants who work with the biggest companies in tech including Apple, Google and Microsoft.
See omnystudio.com/listener for privacy information.
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP185
How did Plus Construction owner and Breakthrough Academy Member Charlie Bethell go from endless callbacks, cash crunches and frustration to selling and building 500 decks a year?
Systemizing and optimizing. And a lot of it.
Today, Charlie’s on the show to talk about his digital marketing strategies, which bring in 60% of the businesses annual leads, and the massive changes he made to his sales-to-production handoff.
In other words, we’re diving into the secrets of a high-volume contractor.
Episode highlights:
- Learn the strategies and tactics Charlie Bethell uses to get 60% of his leads from digital marketing initiatives.
- Find out which implementation items Charlie used to vastly improve his sales-to-production handoff, resulting in higher customer satisfaction, better team morale and more profitable jobs.
- Hear how Charlie hit his BHAG five years early and what he learned in the process.
See omnystudio.com/listener for privacy information.
Grab your free copy of the Four Numbers Exercise to help you 10x your wealth attraction: https://trybta.com/DLEP184
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP184
Learn more about Brian here: https://www.thewealthycontractor.com/
Running a highly profitable contracting business has two sides of the coin.
You need the profitability skill sets: budgeting, job costing, pricing strategies, accounting best practices, and so on.
We’ve discussed these plenty on the show.
The other thing you need is the “profitability mindset.”
This has very little to do with spreadsheets and bookkeeping and everything to do with your attitude towards money, your belief and self-worth, and your ability to practice what our guest on the show today calls wealth attraction.
Brian Kaskavalciyan, aka The Wealthy Contractor, is back on the show for the second time to talk about how to clarify your why, get control of your mind and develop the sense of deserving that so many contractors are missing.
See omnystudio.com/listener for privacy information.
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP183
To get the your copy of the Freedom From Fear eBook, click here: https://sparkingsuccess.net/fgfff/
Here’s a question you’ve probably pondered before.
Do your technicians, laborers, and field staff excel at customer service?
Do they know how to build rapport? De-escalate an angry customer? Can they upsell and bring in more revenue for the company?
The fact is, whether you like it or not, your reputation, and the success of your business, depends on the people you have out on the front lines.
Our guest on the show today is Mark Matteson. He’s a personal development speaker and author of 6 books, including his best-seller Freedom From Fear.
Before the big stages, though, Mark spent the first half of his career in the field as an HVAC tech and salesperson. He translated those formative years into a customer service excellence curriculum he teaches to many of the biggest HVAC companies on the continent.
And today he’s going to teach us how to get our whole team aligned around providing exceptional customer service at every stage of the buyer journey.
Episode Highlights:
- Hear from Mark Matteson, HVAC tech and sales rep turned personal development speaker and best-selling author of Freedom From Fear, about the importance of embedding customer service excellence into every part of your business.
- Get a walkthrough of the customer service excellence curriculum Mark teaches to many of the biggest HVAC companies in North America.
- Learn how to recognize and let go of the fears holding you back in business and in life.
See omnystudio.com/listener for privacy information.
Get a downloadable copy of Matt Risinger's Team Building Tactics here: https://trybta.com/DLEP182
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP182
Ever wonder how an industry titan recruits and retains top talent?
Before creating his 1.1 million subscriber YouTube channel dedicated to building science, Matt Risinger worked as a recruiter for a national builder, where he learned the tactics and skills he would use to assemble his incredible teams at both Risingerbuild and The Build Show.
And today, he’s back on the show to teach you how to do it, too.
We talk about how to get great applicants in the door, tips for behavioral interviewing, the right questions to ask (and which ones to NOT), how to retain talent for the long haul, and how to know when and why to let someone go.
This is a Masterclass in human resources for construction and trades with one of the most trusted names in the industry.
Episode Highlights:
- Learn the tactics and skills Matt Risinger used to build the exceptional teams that allowed RisingerBuild and The Build Show to grow into the industry titans they are today.
- Hear about Matt’s experience working as a recruiter for a national builder earlier in his career and how the experience shaped his current recruitment practices.
- Get Matt’s take on how to know when it’s time to let someone go, and how to approach the conversation professionally.
See omnystudio.com/listener for privacy information.
Register for the Contractor Growth Method Web Class on November 20th, spaces are limited: https://trybta.com/CGM-CE
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP181
To learn more about Duct Tape Marketing, click here: https://ducttapemarketing.com/
If you’ve ever cut your marketing budget when times were tough, this one’s for you.
When you find yourself in the middle of a downturn, leadflow turning to a trickle, customer decision-making slowing to a crawl…something's gotta give.
And if your marketing budget is just an expense you pay because you think you should, it’s a pretty easy decision. Cut the deadweight.
But according to today’s guest John Jantsch, that might be the wrong approach.
John is the author of Duct Tape Marketing, The Ultimate Marketing Machine, The Self-Reliant Entrepreneur, and more.
And today, we’re talking about how to adapt your marketing strategy for economic headwinds. The market around you may be slowing down, but that doesn’t mean your business—or your marketing—has to.
See omnystudio.com/listener for privacy information.
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP180
Grab a free copy of QuickBooks' Top 5 Profit Leaks for Contractors download here: https://www.btacademy.com/ce/download/ep180/
Grab your free Breakthrough Academy budgeting tool here: https://trybta.com/ak3
Have you ever wanted to better understand how to use QuickBooks effectively but haven’t had the time to really dive into it?
Most contractors are probably in the same boat.
My anecdotal guess is that north of 85% of our Members use QuickBooks as their bookkeeping software. But there is so much the platform can do, it’s hard to know if you’re using it “right.” Or to its full potential.
So… I thought it would be cool to have someone from QuickBooks come on and teach us how to get the most out of it.
Nate Flake is the Senior Partner Development Manager at Intuit (the makers of Quickbooks) and he also hosts their Constructing Growth Podcast. Today, we’re going to unpack 10 crucial QuickBooks mistakes contractors often make and how to avoid them moving forward.
See omnystudio.com/listener for privacy information.
Get your free guide to Chris Voss' Top Negotiation Tips for Contractors here: https://trybta.com/DLEP179
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP179
Check out Chris Voss' new documentary, Tactical Empathy, here: https://www.amazon.com/Tactical-Empathy-Chris-Voss/dp/B0D83LHHZT
Today’s episode frickin’ rocks.
The one and only Chris Voss, world-renowned FBI negotiator and author of Never Split the Difference, is on the show to talk all things negotiation.
We cover the mindset, the skills, and the systems you need to be a better negotiator in your contracting business.
Whether you’re defending your price to a haggling client, driving a hard bargain with a supplier, or negotiating a comp package with a key employee, implementing the tips in this episode will help you get better results.
See omnystudio.com/listener for privacy information.
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP178
Get Allan Dib's new book, Lean Marketing, here: https://leanmarketing.com/books/leanmarketing
“Half the money I spend on advertising is wasted. The trouble is I don't know which half.”
Ever heard that saying?
That classic quote from John Wanamaker dates back over a hundred years ago. And, sadly, even with all the new technology, tracking mechanisms and data at our fingertips, it’s still kinda true. At least it is for many contractors.
Our guest today is Allan Dib, author of The 1-Page Marketing Plan and, as of this year, a brand new book called Lean Marketing.
The idea is pretty simple. Marketing creates A LOT of waste that provides zero value to you or your customer.
So, today we’re going to talk about Allan’s 9 Lean Marketing principles that will help you get more leads, more profit, with LESS MARKETING.
See omnystudio.com/listener for privacy information.
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP177
Get a complimentary SEO audit from Choquer Creative here: https://cal.com/brycechoquer/seo-audit
Did you get your website built because you knew you needed one? Or did you have it thoughtfully designed and optimized to get you leads?
The truth is that 9/10 of your competition's websites are poorly designed and under-optimized. And if your website just exists to check a box on your marketing to-do list, yours probably is too.
Our guest today, Bryce Choquer, is the founder of Choquer Creative, a web design and SEO Agency that specializes in building websites for trades and construction companies. In this episode, he breaks down the framework he uses to get contractors more leads from their websites.
See omnystudio.com/listener for privacy information.
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
Get access to Benji and Mike's favorite mindfulness practices here: https://trybta.com/PCDLEP176
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP176
Did you know the average employee loses 600 hours a year due to distractions?
That’s a lot of untapped potential.
And a lot of anxious people.
Our guest on the show today is Mike Lee, a best-selling author and globally recognized keynote speaker whose entire body of work is dedicated to helping leaders find focus, block out distractions, and get more done with a calmer mind.
Mike and I talk about how to be more present in the way you work, live and lead. From separating yourself from the constant notifications, algorithms and open tabs to dealing with the anxiety that comes with owning a business, leading people and being a human in 2024.
If you want to be more focused, more present and more mindful, this one’s for you.
Get Mike's book, New Rules for the Future of Leadership here: https://mindshiftlabs.com/new-rules-for-the-future-of-leadership/
Episode highlights:
- Learn about the real cost distractions have to our businesses and our personal lives.
- Get tips on practicing focus, mindfulness and presence from best-selling author and globally recognized keynote speaker Mike Lee.
- Find out what working with athletes like Steph Curry taught Mike about the power of mindset in achieving success on the court and in business.
See omnystudio.com/listener for privacy information.
Register for the Financial Controls Web Class with Bob Gauvreau on October 16th, spaces are limited: https://trybta.com/FCBOB-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP175
To learn more about Ryan and Brush Strokes, click here: https://brushstrokesga.com/
Today’s episode is your daily dose of inspiration.
Ryan Gill, Breakthrough Academy Member and owner of Brush Strokes Quality Painting in Georgia, has quite the story. He’s battled addiction, struggled with his mental health, and been on the brink of bankruptcy three times.
And today, he runs a thriving painting company with a mission to give back.
Through an unconventional hiring strategy, Ryan gives second chances to ex-inmates and individuals in addiction recovery programs while maintaining the highest standard of quality and world-class customer service.
His story powerfully reminds us of the bigger role our businesses play in making the world a better place.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP174
Get your free budget tool here: https://trybta.com/DLEP174
We all know the standard KPIs we need to track the success of a business. Dollars sold. Dollars produced. Gross profit. Net profit.
The only problem with these all-important metrics is that they are LAGGING indicators.
We find out about their performance AFTER the activity that drives them has already happened. They tell us whether we achieved the results we wanted, but say little about how to get those results in the future.
This is where LEADING indicators can be instrumental in helping you lead your team.
If you tell your project managers to raise gross profit next quarter, they won’t know how.
But if you tell them to keep their materials expenses below 15% by following a more efficient ordering and purchasing process.
They actually stand a pretty good chance.
Today, Breakthrough Academy Coach Brayden Russell is on the show to break down how to turn your lagging indicators into leading indicators and orient your team towards success.
See omnystudio.com/listener for privacy information.
Get your free strategic planning tool here: https://trybta.com/DLEP173
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP173
Buying and selling contracting businesses is no easy feat.
Compared to buying or selling a home, the whole system is needlessly confusing and incredibly dated. It involves pen-and-paper processes, uninformed sellers, and brokerage-owned listing sites that look like they were built in 2004.
Our guest today, Morgan Tate, is on a mission to change this with a new platform called DealBuilder.co that centralizes and expedites the deal-making process for brokers, buyers and sellers. And he’s got a pretty interesting vantage point on how businesses change hands.
In this episode, we cover:
- The difference between saleability and valuation and how to optimize for BOTH
- How to spot solid buying opportunities to help you grow through acquisition
- And lastly, the 3 most common deal killers - surprisingly obvious little mistakes that can squash a deal right before the finish line
If you’ve ever considered selling your business or acquiring another one, this is a must-listen.
Learn more about DealBuilder here: https://www.dealbuilder.co/
See omnystudio.com/listener for privacy information.
Register for the August 21th SOP’s Web Class with Matt Risinger, spaces are limited: https://trybta.com/MR-SOP-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP172
To learn more about Ron's agency, click here: https://churchstate.co/
Branding: everyone knows they need to do it, but very few know how to do it. Or at least, how to do it well.
I’m joined today by Ron Tite, bestselling author, speaker, producer and entrepreneur, to talk about his new book: Think. Do. Say. How to Seize Attention and Build Trust in a Busy, Busy World.
According to Ron, branding doesn’t have to be so complicated. You can actually boil it down to three steps: think about what you’re promising as a brand, do things that align with those promises, and say things that communicate your promises in an interesting and relevant way.
Today, Ron walks us through how to use the framework to clarify your brand beliefs, align your team around them, and market yourself to your broader audience without losing authenticity. He even gives specific fill-in-the-blank prompts you can use to start thinking about your brand right now.
See omnystudio.com/listener for privacy information.
Register for the August 21th SOP’s Web Class with Matt Risinger, spaces are limited: https://trybta.com/MR-SOP-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP171
And don't forget to download your FREE Strategic Planning Tool here: https://trybta.com/DLEP171
To learn more about Matt's company, Five Points Roofing, click here: https://fivepointsroofing.com/
We talk a lot on the show about leadership. But today, we’re approaching it a bit differently.
Our guest today is Matt Parks, VP of Business Development at Five Points Roofing and the winner of Breakthrough Academy’s Leader of the Year Award in 2023. He knows a lot about leadership. Not because he wrote a book on it—but because he has worked tirelessly over the years to develop and adopt a holistic, human-centered leadership philosophy. And it paid off.
Matt is known in the Breakthrough Academy community as a strong implementer of systems and processes. In other words, he gets sht done. And he gets his team wanting to get sht done too.
Listen to the full episode to learn how you can use Matt’s approach to become a leader who is both more effective and more compassionate. You’ll hear about how this approach influenced Five Points’ unconventional sales and marketing strategy, created a united team, and helped Matt overcome personal tragedy.
See omnystudio.com/listener for privacy information.
Register for the August 21th SOP’s Web Class with Matt Risinger, spaces are limited: https://trybta.com/MR-SOP-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP170
Download our FREE Interview Setup Call tool here: https://trybta.com/DLEP170
We’re back on the AI hype train again. Specifically, how can it help and/or hinder your hiring?
According to today’s guest Jonathan Whistman, AI is completely changing the recruitment game, and not just because ChatGPT can write job descriptions.
Jonathan is the author of The Sales Boss and the founder of WhoHire, a hiring solution for the service trades industry that uses AI prediction to help put the right people in the right roles.
Pretty cool.
But how does that impact the way you’re recruiting and hiring right now? What do you need to be aware of as AI becomes increasingly common in the HR landscape? Is there anything you can learn and apply from the data that’s been collected on job applicants today?
Today, we're covering all that and more.
Get in touch with Jonathan at jon@whohire.com or connect with him on LinkedIn: https://www.linkedin.com/in/jonathanwhistman/
See omnystudio.com/listener for privacy information.
Register for the August 21th SOP’s Web Class with Matt Risinger, spaces are limited: https://trybta.com/MR-SOP-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP169
To learn more about Dave and WCP Building Renewal, click here: https://wcpbuildingrenewal.com/
We talk a lot on the show about residential marketing and sales systems, but the requests from commercial contractors for content they can use are beginning to pile up.
And that tracks. Landing commercial contracts comes with its own set of challenges.
It’s a lot less catchy Facebook ads…
And a lot more strategic relationship building 🤝
So today, we’re diving into business development and we’re lucky to have Dave Notte, Founder of WCP Building Renewal and Shack Shine, on the show today.
Using an incredibly dialed-in customer acquisition strategy, WCP has partnered with countless commercial property groups, residential property management companies, HOAs, and stratas over the past 20 years.
If you want to learn how sophisticated commercial contractors court, land, retain, and build trust with huge clients that continue to work with them for years or even decades, this episode is a must-listen.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP168
And be sure to download your FREE Ideal Candidate Profile & Job Posting Tool here: https://trybta.com/DL168
To learn more about Logan and The Dream Clean Team, click here: https://www.thedreamcleanteam.net/
After wasting countless hours trying to hire good people the old fashioned way—vetting applications, interviewing, probing into skills—for cleaning positions with a shorter shelf life, Breakthrough Academy Member Logan Campbell redesigned his entire hiring and onboarding process using automation, thoughtful job descriptions and streamlined interview processes.
An owner of an AirBnB cleaning company, Logan knows the feeling all too well. His business, The Dream Clean Team, requires a HUGE number of people to get a lot done in a very short time window.
In this episode, he outlines how he set up his hiring process: attracting the right type of candidate, weeding out tire kickers, mass interview scheduling, onboarding, and even retaining A-players through gamification and performance pay.
If you hire positions with higher turnover or seasonal workers, this one’s for you.
See omnystudio.com/listener for privacy information.
Register for the July 9th Project Management Web Class, spaces are limited: https://trybta.com/KF-PM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PC167
If you’re getting fewer leads than ever, you’re not alone.
A shifting economy is changing the sales and marketing game for contractors. Gone are the days of accepting a 25% ratio as par for the course. Frankly, you can’t afford it.
According to today’s guest, Kevin Donnelly from Webrunner, it's time to become obsessive about sales efficiency.
Kevin walks us through four ways to increase your lead-to-sale ratio—basically, how you can sell more with less.
Webrunner is a full-service digital marketing agency that only works with contractors. We’ve had them on the show before and, seriously, they know their stuff.
Let’s dive in with Kevin.
See omnystudio.com/listener for privacy information.
Register for the July 9th Project Management Web Class, spaces are limited: https://trybta.com/KF-PM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP166
To download our FREE Strategic Planning Tool, click here: https://trybta.com/DLEP166
Private equity buying up contracting companies is a popular subject lately.
You may have seen Instagram posts and articles about entrepreneurs who’ve struck it rich by selling their businesses to mysterious private equity investors.
But, what does that actually mean?
Today, we’re going to learn what it's ACTUALLY like to sell to private equity investors, from someone who's done it.
Over the course of 30 years, Steve Wheatcroft grew his humble landscaping business called Urban Life Solutions into a 30MM behemoth that - no surprise - caught the eye of private equity.
After the deal was done in late 2019, Steve remained the CEO for another three years and helped the new ownership scale through more acquisitions to 100 MM.
And in today’s episode, he shares the unfiltered truth about what selling to private equity is really like.
The good.
The bad.
And the ugly.
And there is plenty of all three.
Enjoy.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP165
A changing market can mean fewer leads, slower decision-making, and lower average job size.
While punchy Facebook ads, a decent website, and a Google Business profile may have been enough to get the phones ringing in the past, passive marketing is just not cutting it for contractors in 2024.
According to today’s guest Sam Taggart, now is the time to try one of the most tried and tested methods of “getting in front of your customer” — meeting them where they live.
Literally.
As the founder and CEO of The D2D Experts, Sam helps hundreds of companies build successful and cost-efficient Door-to-Door Sales teams every year, and today, he’s going to teach us how to:
- Hire enthusiastic door knockers
- Build your own script using a proven framework
- Design a compensation plan for your D2D team
- …and more.
If you’re door-to-door curious or looking for a more active marketing channel to add this year, this episode is a must-listen.
To learn more about Sam and his door-to-door sales coaching, check out The D2D Experts: https://thed2dexperts.com/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP164
To access Ken’s path to a successful life course click here: https://courses.kenrusk.com/a/2147833006/FaqKwmD9
For the past few decades, we’ve been steering kids towards university and away from the trades, but why?
The average North American college grad is underskilled and in debt, especially compared to their blue-collar friends who skipped the college experience and got on the job site.
Today, I’m talking with Ken Rusk, a lifelong contractor and author of Blue-Collar Cash: Love Your Work, Secure Your Future, and Find Happiness for Life. He’s got some insights on the benefits of choosing a blue-collar career and shares some fascinating statistics that kids are definitely not learning in school.
Learn from Ken how to paint a bright picture of a future in trades and construction and use that narrative to recruit the young talent you need.
So…is blue-collar work making a comeback?
Tune in to find out.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP163
Download our Ideal Candidate Profile + Job Posting Tool for FREE here: https://trybta.com/x5l
Over the last year, the tone has changed with salespeople. The deals aren’t closing the way they were, and entrepreneurs are (understandably) frustrated.
You need rockstar closers, but instead, you’re stuck with a bunch of order-takers.
A decade of low interest rates, strong economies, plus MEGA improvements in digital marketing has created a whole cohort of (frankly) average sales professionals who are not exactly thriving in this tighter, more competitive environment.
Adam Bensman is the author of the Roofing Sales Survival Guide, the creator of the Roof Strategist Sales System, and the founder of the Roofing and Solar Reform Alliance (that’s a lotta stuff!).
His sales education videos have a massive following on YouTube, and if you go check it out, you’ll see why. This guy’s legit.
Today’s conversation has everything you need to fix a lethargic salesperson or sales team and get them firing on all cylinders as we head into a new economy.
As Adam says: A “feeling” economy.
To learn more about Adam Bensman, check out his YouTube channel, The Roofing Strategist: https://www.youtube.com/ @TheRoofStrategist
To learn more about the Roofing & Solar Reform Alliance click here: https://www.rsra.org/
See omnystudio.com/listener for privacy information.
Register for the June 5th Project Management Roundtable, spaces are limited: https://trybta.com/BT-PM-CE
To download your accountability resources and to book a call with Breakthrough Academy, click here: https://trybta.com/PCEP162
How does your team function when you’re not watching?
Do they get stuff done on time, as good as if you did it yourself?
Or do they miss deadlines, point fingers and leave clients underwhelmed?
If you’re feeling less like an owner and more like a babysitter, you may have an accountability problem. Your team’s performance is inconsistent, their focus is all over the map, and no one really knows who’s supposed to do what, when.
Back in April, we co-hosted a webinar on staff accountability with the one and only Tommy Mello. His staff accountability secrets were so good, we decided to replay the session on Contractor Evolution. In this episode, he gives away his tried and tested methods of holding people accountable without micromanaging or pointing fingers.
Listen in to learn how you can steal Tommy’s accountability system to create a solid performance culture for your team.
To learn more about Tommy Mello, check out https://homeserviceexpert.com/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP162
How does your team function when you’re not watching?
Do they get stuff done on time, as good as if you did it yourself?
Or do they miss deadlines, point fingers and leave clients underwhelmed?
If you’re feeling less like an owner and more like a babysitter, you may have an accountability problem. Your team’s performance is inconsistent, their focus is all over the map, and no one really knows who’s supposed to do what, when.
Back in April, we co-hosted a webinar on staff accountability with the one and only Tommy Mello. His staff accountability secrets were so good, we decided to replay the session on Contractor Evolution. In this episode, he gives away his tried and tested methods of holding people accountable without micromanaging or pointing fingers.
Listen in to learn how you can steal Tommy’s accountability system to create a solid performance culture for your team.
To learn more about Tommy Mello, check out https://homeserviceexpert.com/
See omnystudio.com/listener for privacy information.
Register for the June 5th Project Management Roundtable, spaces are limited: https://trybta.com/BT-PM-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP161
Small Average Job-size businesses (or small AJS for short) have a unique set of obstacles to growth that most other contractors never have to confront. If you’re a junk removal business, do landscape maintenance, window cleaning, pressure washing, gutter cleaning, Christmas lights, or are a service plumber or electrician, you’ll know what I’m talking about.
Scaling to a million a year, $500 a time, is no small feat.
Basic napkin math reveals a lot of jobs for a lot of clients.
Barry Hartman is the co-founder of 505 Junk, a pay-by-weight junk removal business here in Vancouver. Since 2011, he’s worked relentlessly to crack the code on small AJS growth.
In the last few years, he has. This year, they’ll do 6 million dollars with an AJS of about $866.
Do the math on that.
If you’re a Small Average Job Size contractor or home service business, there are 4 things you need to master in order to scale.
Listen to this week's episode to learn them all.
To learn more about Barry and 505-Junk, check them out here: https://505junk.com/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP160
Growing your construction, trades, or home services business is no easy task.
You’ve got:
- Tricky customers
- Shrinking labor market
- Cash flow crunches
- Fly-by nighters who constantly underbid you
…It's brutal.
So it helps to know which stage of growth you are at, which comes next, and how to get there faster.
This is why, after working with over 1,500 businesses, we’ve studied and developed the 4 Contractor Growth Phases.
Curious about which phase you’re in? Listen to the full episode to find out!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP159
We spend a lot of time on this show on systems, best practices, and tactics.
But Today’s conversation is a human one.
Our very own BTA Member, Brady Williams of Ox Glass, went through one of the most terrifying and harrowing experiences you will ever hear about.
On June 8th, 2023, while Brady was at a business retreat thousands of miles away, his son James (back home in Utah) fell backward off a third-story balcony straight onto his head.
Shattering his skull, puncturing his lung, and damaging a number of other vital organs.
He was given minimal chances of survival. Even if that did happen, James's normal life was completely off the table.
If you want systems or tactics, come back next week.
Today’s conversation is about James' miraculous battle for survival, Brady’s experience as a father, and how the OX Glass Team rallied around to support a family in their time of need.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP158
Do you ever feel misunderstood by employees, partners, vendors, and stakeholders when discussing the future—the vision, the strategy?
That “mental image,” to you at least, feels unbelievably clear, precise, detailed, and exciting.
How could anyone NOT get this?
How could you NOT be fired up about this?
Cameron Herold is back on the show to lay out the solution to your visionary woes.
His 2018 book, Vivid Vision, became an instant classic in the small business community because it completely transforms how you approach strategy and visioning in your business through the painted-picture exercise. And today, I get to pick his brain.
Expect to learn:
- What most of the traditional planning tools like mission statements and one-page plans get wrong
- How to create a painted picture step by step - a super fun and rewarding exercise
- How to roll out your painted picture with your team, turn it into your rallying cry, and reverse engineer the steps to execution.
Cameron’s a great podcast guest; that’s why we had him back; you’re gonna love this one.
To know more about Cameron visit: https://cooalliance.com/
And get 10% off on the Invest in your Leaders course https://investinyourleaders.com/ using the promo code cameronh10
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP157
The labor shortage is not improving anytime soon. This is why smart contractors invest in their employer brands.
Many businesses competing over a small supply of talent drives up its price and gives your would-be employee a sea of options. Ensure your business is the best choice for them by building a world-class employer brand.
How you package and communicate your place of work to potential employees matters more now than ever.
Our guest on the show today is Andrew Hansen, founder and CEO of Site Partners, A specialized marketing agency that works exclusively with the industrial sector. Over the last 5 years, he’s shifted from helping businesses get customers to helping them find talent.
Buckle up for an employer brand deep dive….
To know more about Andrew and SitePartners visit: linkedin.com/in/andrew-hansen- and sitepartners.ca
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP156
My guest on the show today is Luke Hansen - Founder and CEO of Company Cam, the industry-leading job site photo tool that allows you to manage work from anywhere.
Today’s episode is a Tech CEO’s 4 Business Lessons for Contractors.
We talk about brand building, strategy, social media, and more.
To get a deal on CompanyCam click here: https://companycam.com/ce
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP155
If you’ve ever wondered how an Open Book Management business operates and whether or not this model might work for you. You’re in luck!
Open Book Management, or OBM for short, is a business philosophy and system that communicates the entire financial picture of the business all the way down to the laborer in the field.
The fundamental idea is that every set of hands comes from with a free brain, and people generally play better when your keeping score.
Our guest today is Ryan Markewich, founder of Creative Roots Landscaping in Kelowna, BC, and a certified Great Game of Business Coach. For the last twenty years, he’s run Creative Roots fully “Open Book” and is here today to tell us about it.
I ask him:
- Does OBM really work? Or is this just another hyped-up business framework?
- How much extra work is it to train employees on the financial reports and KPIs in order for them to truly be “in the game”?
- How do they select future partners from their employee pool?
- How do they groom them? And what does it actually mean when an employee purchases a tranche of the company?
Open Book Management isn’t for everyone, but if you’ve ever been curious about it, this is a great jumping-off point.
To know more about Ryan visit https://rmark.ca/ and https://www.greatgame.com/about/our-coaches/ryan-markewich
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP154
My guest on the show today is Kyle Nitchen. I found Kyle through his substack and newsletter called “The Influential Project Manager” - which is worth a follow, btw.
As a senior project manager for Layton Construction, Kyle has built over 350 million dollars worth of hospital wings, Surgery rooms, and urgent care centers all over Los Angeles.
He writes about all things construction, leadership project management on his substack and today we talk about:
- Why Project Management in the construction industry is as big of a dumpster fire as it is
- How many of the modern tools and methods, from Gantt charts to critical paths, while useful, are incomplete in today's construction environment - and what to do instead
- Lastly, he takes us through the 7 archetypes of effective project managers - a simple but powerful framework to develop your PMs with.
To learn more about Kyle Nitchen: https://kylenitchen.com
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP153
Marcus Sheridan is back! As if writing one of the most celebrated marketing books (They Ask, You Answer) of the last 10 years wasn’t enough, he’s co-authored a new book all about how to CRUSH IT with video content.
It’s called The Visual Sale. Kinda catchy 😉
Two out of every three adults already choose video as their primary information source, and one recent study showed that 96% of consumers look for videos about products and services before buying them.
So the question is… is your business geared for this? Because this is one mega trend you want to be on the right side of.
In today’s episode, you can expect to learn:
- The exact word-for-word Chat GPT prompt to give you your first 50 video ideas.
- The 6 core videos every modern contractor needs to have and why (and how to go make them.)
- And, whether hiring an agency/freelancer or building out the capacity for video in-house is better.
To know more about Marcus visit: https://marcussheridan.com/
See omnystudio.com/listener for privacy information.
Register for the May 8th Web Class spaces are limited: https://trybta.com/LMN-GSR-CE
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP152
My guest on the show today is Cameron Herold, best-selling author of 6 books, many of which you’ll know and love: The Miracle Morning, Meetings Suck, and arguably his most popular Vivid Vision.
But today’s conversation is about his latest book, The Second In Command: Unleash The Power Of Your COO, which I am immediately putting on the must-read list for all of you.
Cameron was the COO of 1-800-Got Junk and helped Brian Scudamore grow from just $2 million a year to over $100 million a year.
He hosts a podcast called The Second in Command Podcast, where he interviews COOs of some of the biggest brands in the world. Shopify, Zendesk, Asana, MailChimp, and the list goes on.
He’s even built a mastermind group for COOs called the COO Alliance, which is like a breakthrough academy but just for COOs. Super cool.
The book and today’s episode amalgamate Cameron’s wisdom gained through decades of filling, studying, coaching, and writing about the all-important COO role.
To know more about Cameron and his courses visit: https://cameronherold.com/ and https://investinyourleaders.com/
See omnystudio.com/listener for privacy information.
To get the resource bundle we talk about in the episode, click here: https://trybta.com/SOP
No one sets out to run a dumpster fire of a business.
And yet… we can all admit that, at least occasionally, it feels that way.
Things tend towards chaos. Entropy is a real thing. This phenomenon is literally baked into the fabric of the universe.
But that doesn’t mean through smart systems, we can’t overcome it and create organizational order.
Standard Operating Procedures (SOPs) are arguably the most critical weapon in this battle, and my friend Tom Hughes is back on the show to enlighten us.
Tom’s a lean manufacturing guru, owner of Lumen Electronincs, and the author of Improvement Starts With I and GREAT Processes - two amazing books devoted to organizational change through SOPs.
Expect to learn:
- Why “pulling” SOPs out of your team is more effective than “pushing” SOPs onto them
- How using a multimedia approach to SOPs ensures they actually get followed
- Leadership tactics to create a Kaizen culture that continuously improves itself
To know more about Tom and GembaDocs visit: https://gembadocs.com/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP150
Do you shove off your social media strategy to already busy employees who half-ass it or just don’t have the time?
Because I certainly have.
When you’re slammed running a business, making Instagram posts can feel a little beneath you. And so the default move is to pawn it off to a junior who inevitably does very little with it.
This is exactly why a fully formed strategy is so important. It gives you something tangible to hand off so that someone else on your team can find success with it.
Jonathan Cor is the founder of Customer Growth - A contractor-focused social media agency. He advises and consults with 7-figure and 8-figure businesses dialing in their social media strategies to deliver actual business results you can measure.
Today we answer a few questions:
- With so many content creators and distractions, is social media still worth investing in?
- What are the ingredients that go into a simple and easy-to-execute strategy?
- What should your posts even be about? Who should be capturing and posting them?
To know more about Jon and Customer Growth visit: https://www.customergrowth.co/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP149
For many contractors, financial clarity can be elusive.
None of us got into business for ourselves to stare at QuickBooks, spreadsheets, or P&Ls.
That said, the dangers of ignoring this indispensable side of our business are no laughing matter.
Does laying good people off because you can’t afford them anymore sound fun to you?
Or funneling personal dollars into a business account to run payroll?
Or filing for bankruptcy?
Don’t be a financial freewheeler.
That’s one of our mantras here at Breakthrough Academy.
On that note, I am extremely excited to welcome Bob Gauvreau to the show today. Bob is the founder and CEO of Gauvreau Accounting Tax Law Advisory, a 100+ professional services firm that specializes in the contracting niche.
In a world of lame financial gurus and quasi-experts, it is actually very hard to find a master of the craft, and Bob is exactly that.
Today’s conversation is about how the 4 easiest ways to improve the financial health of your business headed what could be a rocky year.
To know more about Bob and Gauvreau Accounting Tax Law Advisory visit: https://gauvreaucpa.ca/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP148
Do you thrive on chaos? Or does it thrive on you?
Is there something about the entrepreneurial journey that attracts the tormented soul? Or is it the journey of small business itself that causes the discord inside us?
I’m not sure I know the answer, but one thing that seems abundantly clear to me is that if we don’t tame the chaos within, it amplifies itself on the outside.
Our frantic and reactive energy rubs off on the people we lead.
Our scarcity mindset causes us to push, drive, and sell at a rate that seemingly no one can keep up with.
Our incredibly high standards for ourselves and our team exhaust us, as nothing is ever good enough.
My point is this: Chaotic leadership doesn’t scale.
If you’re in a chapter of your growth journey where you’re:
- tired (like… REALLY tired 😫)
- wondering why you started this thing in the first place 🤷♂️
- dealing with ambient anxiety you can’t quite put your finger on 👀
- or your personal relationships are suffering due to the demands of your business…
… then this episode is for you
Jon DeWaal is the founder of Liminal Space, an organization dedicated to helping leaders thrive as they navigate the intensity of organizational, professional, and personal change.
He’s also the personal coach to one of our co-founders, Danny Kerr, who insisted we have him on, and you’ll see why…
To find more about Jon and Liminal Space visit: https://www.inaliminalspace.org/
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP147
One part of the wealth-building story for contractors that doesn’t get a whole lot of coverage in our modern thought-o-sphere is risk mitigation.
The affluent business person you want to become doesn’t get there SIMPLY by always making successful bets.
The part you don’t see is the huge losses they avoided.
S*** happens. So protecting the downside is actually more important than the pursuit of growth.
We’re excited to have Danielle Slavin on the show today. She is a CFA and a Senior Portfolio Manager at RBC Dominion Securities. For the last 16 years, she and her team of 6 help have helped contractors just like you preserve and prudently grow the wealth they extract from their businesses.
Today we’re going to talk about the morbid but oh-so-important ways to protect your wealth from:
- Deaths
- Divorces
- Serious Illnesses
- and a whole host of other threats
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP146
I’m a month late getting my predictions for the year together. But better late than never. Am I right?
I’ve got 11 spicy takes on what’s going down in our North American blue-collar business universe this year, including:
- Private equity will _________.
- Early adopters of_____ will destroy ______ .
- The Canadian economy will _____ while the American will ____.
Don't miss out on these valuable insights, and prepare for the future with us!
Watch Mike Van Capelle's case study here: https://youtu.be/mShu3DXhTlU
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP145
Last time on the Wealth Builder series, Matt Wood talked about value investing in relatively low-cost stocks that pay dividends. Companies that cashflow, just like your own.
The other approach, known as growth investing, while more alluring, is also way higher risk. Not better or worse. Just different.
For every friend or acquaintance who struck it rich on Apple, Nvidia, Tesla, or even Bitcoin, there are 10 more quietly sulking and licking their wounds because they bought at the wrong time, didn’t understand the asset, or underestimated the downside.
Value investing is buying for stability and cash flow. Growth investing is buying for the major upside. They both can work, but the approaches are very different.
In this episode, we will show that when it comes to growth investing, there is a standard of excellence to analyzing companies and how well they’re run that real professionals hold to before taking any investment position.
It’s not roulette… it's a careful selection based on real data and rigorous research.
To help demystify the world of growth investing, we’re joined by Anthony Scilipoti. He is the President and CEO of Veritas Investment Research. A CPA in Canada and the US for the last 30 years, his team of 28 conducts and publishes rigorous research and analysis on publicly traded companies to help investors understand which ones accurately represent what's happening inside their companies and which ones are hiding behind smoke and mirrors.
Highlights:
- Anthony’s methodology for analyzing companies from the inside out
- He illustrates that accounting is very subjective, and there is a lot more to understanding a company and its potential value than what you see on it’s stock ticker
- As a bonus, Anthony also gives us some perspective on growth stocks and why people invest in expensive companies that don’t push out cash dividends.
Your hard-earned money should be invested in great companies, not just the latest trends.
To find more about Anthony and Veritas Investment Research go to: https://www.veritascorp.com/
See omnystudio.com/listener for privacy information.
Order Dan’s book here: https://trybta.com/BBYT
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP144
My guest on the show today is Dan Martell.
Award-winning Entrepreneur. Investor. Author.
Since his new book Buy Back Your Time was released last year, I’ve had at least 10 Breakthrough Academy members ask me to have him on. And when I read it, I understood why.
Buy Back Your Time is an antidote to the time-sucking and stress-inducing nature of entrepreneurship.
Through clean diagrams, personal stories, and sage wisdom, he offers a pragmatic and deeply intuitive path to avoid building a business you grow to hate. A scenario many entrepreneurs sadly find themselves in.
Dan’s life story is wild, and we start the interview there, so I won’t spoil it. But the meat of the interview is focused on the core framework of his book called: The Buyback Principle.
This was an absolute banger episode, guys. I hope you enjoy it.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP143
Welcome back to Contractor Evolution and episode 4 of our Wealth Builder series!
So far in this series, we’ve talked about:
- The investor's mindset
- Diversification
- Staying “lendable”
- And real estate investment strategies
It’s time now to turn our attention to the stock market investment and look specifically at a style generally called “Value Investing.”
Owning shares in companies that methodically turn a profit for their shareholders is a fundamentally different approach than looking for the next Apple or Microsoft and betting big.
The thrill of buying shares in a moonshot might be tantalizing, but owning shares of a workhorse enterprise that consistently makes money and distributes it ain’t a bad idea either.
These companies often have their hand in your wallet already. Telecommunications. Banks. Utilities. Manufacturers.
To explain the fundamentals of how this works, we’re excited to have Matt Wood on the show with us today. Matt’s been an investment fund manager for 30 years, including two decades owning an asset management company that managed over $2B in assets in its heyday.
Matt understands what makes a company, and sometimes an entire industry, an excellent investment, and today, he explains his core principles to us in simple, down-to-earth terms that any business owner can understand.
Our hope with today’s episode is NOT that you become a professional investor where you manage your portfolio yourself; rather that you know some baseline fundamentals about the concept of Value Investing so that you can have an intelligent conversation about it with a capable advisor by your side.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP141
It's funny we’ve done almost 150 episodes of contractor evolution, and this is the first conversation we’ve had about the CONTRACT part. Better late than never I guess.
Today’s conversation is with Cian Brennan, Founder and CEO of Quantum Contract Solutions, and it’s all about how to DRAMATICALLY reduce your risk by learning the game of contracts.
We talk about:
- How to use the termination clause to set some boundaries with the GC and dictate the terms in which YOU can fire THEM!
- Why most contractors make the colossal mistake of believing that can’t negotiate their contracts (guess what, you can and SHOULD)
- Lastly, we talk about tweaking what's called the limit of liability to avoid those business-ending lawsuits
This conversation was SUPER eye-opening and could save you some unimaginable headaches in the future.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP141
Welcome back to Contractor Evolution!
This is episode 3 of the Wealth Builder series.
Justin Bontkes is the founder and principal of Caliber Projects, a construction management and general contracting firm working on some of the most exciting real estate developments in BC.
In many ways, Justin is the perfect case study for how contractors can build wealth through real estate investment alongside their core operating business.
In 14 years, Justin has gone from a bags-on framer flipping houses on the side to leading Caliber’s team of 85 and building over $150 million in low-rise and high-rise projects.
Through a dedication to constant learning and an eye for undervalued real estate, Justin has grown an award-winning company and amassed personal wealth, security, and freedom for himself and his family.
In today’s conversation, Justin breaks down the following:
- Why, for contractors at least, the concept of “diversification” might actually be a bit overrated
- How to avoid “killing the golden goose” by taking your eye off the ball with your core business as you endeavor into real estate
- Lastly, he takes us through his personal investment strategy, how he analyzes land deals, and where he seeks to ADD value to properties and force their appreciation
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP140
Today's guest on the show is Pierre Cleroux, Chief Economist of the BDC, Canada’s bank for entrepreneurs. He’s been an economist for 30 years and has led the research team at the BDC for the last 12. On top of lending to entrepreneurs for their various business needs, the BDC also conducts and publishes a vast amount of research and literature on the ever-changing landscape of small to medium-sized businesses.
Today’s conversation is hyper-focused on 3 macro trends that absolutely impact your business and where they’re headed.
We talk about:
- Where inflation is at, where it is headed, and HOW you can thrive in spite of it
- We discuss how climbing interest rates are affecting the monthly cash flow of both homeowners and businesses and whether or not your contracting business is headed for a slowdown
- Lastly, he shares with us the research their team has done on the current labor shortage, how we ended up here, and whether or not it's going to get better (I’ll give you a hint: it’s not looking great ;)
Pierre was a great guest and gave us a highly insightful economic overview of the year 2023 and what's in store for you in 2024.
See omnystudio.com/listener for privacy information.
For a free copy of Kyle’s book, click here: https://trybta.com/PCEP139
It’s time for episode 2 of our Wealth-Builder Series!
For the growth-minded contractor investing in real estate is an obvious, lucrative, and fun place to put their hard-earned profits.
Making money in trades and construction and investing said money into real estate of some shape or form seem to go together like peanut butter and jam.
This makes sense... You already have the skills, the tools, the know-how, and the contacts to elbow grease your way to wealth.
One of the core components to success here is financing - most real estate transactions involve a lender in some capacity, but getting continuous financing isn’t always easy, especially as an entrepreneur. To have a long and successful career as a real estate investor, you need to “be lendable” - and this is a skill worth learning.
Kyle Green is the founder of the Green Mortgage Team and is our guest on the show today.
Throughout his career, he has funded over a billion dollars in mortgages, almost entirely to entrepreneurs.
In today’s conversation with Kyle, we talk about:
- How entrepreneurs can find the balance between being tax efficient with what you pull out of your business while still remaining lendable in the eyes of a bank
- The most common ways contractors majorly screw it up with real estate
- And lastly, we talk about how rising interest rates are changing the investment landscape and what you can do about it
See omnystudio.com/listener for privacy information.
To download Sarah’s Succession Planner and Personal Records Organizer click here: https://trybta.com/PCEP138
What would actually happen to your business if, tragically, you died tomorrow?
“Hit by a bus” as they say.
Would it unravel rather quickly without you at the helm?
What financial condition would your family be left in?
Morbid questions… For sure… But ones worth asking.
My guest on the show today is Sarah Cronin, managing partner of OBEO Planning Group. She works directly with our Breakthrough Academy businesses on their financial and succession planning, giving her a tonne of first-hand experience helping small business owners wealth plan for the future and protect themselves and their families should the worst happen.
We discuss:
- What can and will happen to your business and family in the case of your untimely death (warning, it's grim)
- Why, for co-founders, dialing in a partnership agreement is the easiest way to limit your downside in the case of death, disability, or disagreement
- How to draft a succession plan so that your wishes are captured and executed properly and not left up to chance.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP137
To learn more about Darcie Crowe visit: https://croweprivatewealth.com/
Today’s episode is the first of a multi-part Wealth Builder Series
Here is why we’re making it.
We are blessed to get to work with over 600 contracting companies all over North America helping them systemize for growth.
Having been at this for 8 years, we are getting to a point where many of our members are asking us an interesting question:
“My business has become a well-oiled machine and is now making enough money that my family’s needs are met…. What should I do with the rest?”
To answer this question, we’ll be bringing on world-class experts in real estate, equities, portfolio management, lending, and economics.
The focus is simple. How does the entrepreneur behind an efficient and successful blue-collar business become truly wealthy?
What should we do with our hard-earned profits to maximize our returns, limit our downside, and design a life we truly love?
Today is episode 1, and we’re lucky to be joined by Darcie Crowe of Crowe Private Wealth at Canaccord Genuity. She’s a senior portfolio manager and has been in the industry for the last 18 years, but she comes from the investment banking and equity capital markets world.
To set up the rest of the series, this first episode is going to be focused on:
- The investor's mindset and how it helps you succeed over time
- When and why you need to start investing outside of your own operating business
- How a well-balanced portfolio is structured and the various asset classes within
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP136
The number of contractors who speak aspirationally about franchising their business one day compared to the number who actually do is astounding.
People talk the talk but rarely walk the walk. And I’ve always wondered why that is.
Are people smoking hope dope?
Is franchising way more complicated than people realize?
Some combination of the two?
Our guest on the show today is Blair Rebane. He is a franchise lawyer and strategic advisor to many home service franchises, including the world's largest junk removal company. Over the last 30 years, he has helped hundreds of entrepreneurs franchise their businesses and, perhaps more importantly, talked hundreds more out of it.
We literally can’t think of anyone better to give us a sobering walkthrough of what it actually takes to franchise your business. (hint: it’s way more complicated than most people think)
If you’ve ever considered growing your business using the franchise model this episode is a must listen.
See omnystudio.com/listener for privacy information.
To download the Supervisor and Employee Performance Review Documents, click here: https://trybta.com/PCEP135
Performance Reviews are a misunderstood facet of a company’s performance management cycle.
You may have already implemented them and love how they help grow and develop the talent on your team.
You might think they’re an unnecessary formality from the corporate HR world.
Or (and I suspect this is a lot of you) you might be somewhere in the middle, doing a quasi-formal year-end meeting where some feedback is given, but it quickly devolves into a compensation negotiation or a bitch and moan fest (not ideal 😬.)
Wherever you sit on this spectrum, I promise you’ll get a tonne from this episode, where we outline exactly why you need to start doing them (if you’re not already) and how to get started.
To help me, I’m joined by one of our amazing Breakthrough Academy coaches, Ashley Ennis. Ashley’s been with BTA since 2017 and has helped hundreds of our members implement performance reviews that their teams are pumped for.
So if you want to develop your people faster, create leaders within your business, and foster a culture of transparency and data-driven feedback, listen to this episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP134
Our guest on the show this week is Brian Scudamore, the visionary behind 1-800-GOT-JUNK—the largest junk removal company in the world.
Brian’s story is a fascinating one, but the part we zoom in on in this episode is how he found his Integrator and COO, Erik Church, and here is why…
Most of you are visionaries who will, at some point, need an integrator.
Your brain is naturally tilted toward the future and teaming with bright (and some not-so-bright) ideas. As your business grows, it will become necessary to hand off the day-to-day execution of your business strategy to someone who is even better at it than you. A right-hand man/woman. A strong #2. The yin to your yang.
Why not learn from someone who has done precisely that to the tune of $500MM a year in sales?
Listen to this episode to learn how Scudamore became one of the most successful home service entrepreneurs in the world by hiring out his weaknesses and tripling down on his strengths.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP133
To learn if a house-build trip is right for your team, click here: https://bajabound.org/
A team that is tightly knit and cohesive is going to outperform one that is loosely assembled.
10 times out of 10.
Team building is about more than selecting the right people for the right roles.
We, as leaders, also need to bring people together intentionally, facilitate rapport building, and play a role in helping develop the connections between staff from “just coworkers” to “someone they’d go to bat for.”
One of the quickest shortcuts we’ve found in the Breakthrough Academy universe to boost TEAM COHESION is service-based activities and trips. Go carts and wing nights are awesome, but if you want to put team bonding on steroids, doing something good for a person, a family, or a community is the fastest way to do it.
We all have an innately human need to serve others, and these experiences' emotional intensity can help bring down people's walls.
Mike Sherbakov, our guest today, is the founder of the Greatness Foundation a non-profit that leads impact initiatives and community projects aligned with the UN’s Sustainable Development Goals. He’s also a partner in The Veteran Fund venture capital firm that invests in high-growth technology startups led by ex-military founders (how cool is that?)
Through the lens of his military background, Mike explains WHY team cohesion is fundamental to success, what happens to units without it, and how to bring your team closer while doing some good in the world.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP132
John Maxwell’s book The 5 Levels of Leadership is one of the most popular and highly rated leadership books ever.
The fundamental premise is simple.
No one cares that you are the boss, foreman, site supervisor, or business owner.
Sure, a title gives you a small amount of clout, but the leverage it gives you is limited and certainly doesn’t last long.
To gain the sphere of influence you want and need, you need to progress through the 5 Levels of Leadership.
- Position
- Permission
- Production
- People Development
- Pinnacle
I’m excited to have Perry Holley guesting on the show today. He hosts the Maxwell Leadership Executive Podcast, is a certified Maxwell Leadership coach, and is the author of Repeat the Remarkable.
Listen to this episode to learn how you can ascend through the 5 levels of leadership.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP131
Attend Tommy and Al’s Freedom Event in Orlando: https://freedomevent.com
USE THE DISCOUNT CODE BTA40 for 40% off
My guests on the show today are Tommy Mello and Al Levi.
Tommy’s company, A1 Garage Door Service, now operates in 37 markets across 19 states.
They’re on pace to do north of 200M in revenue this year with an EBITDA of 17%.
Al Levi is the author of The 7 Power Contractor and one of Tommy’s most trusted mentors.
He helped Tommy develop the SOPs, create the org chart, write the operations manuals, and define the vision for what A1 would become.
In today’s conversation, we talk about
- Tommy’s new book Elevate: Build a business where everyone wins.
- Al shares his perspective on Tommy’s long and arduous journey to success (nearly broke, living in a small apartment in Phoenix, and writing payroll cheques out of his personal account)
- We also talk a lot about A1’s current geographic expansion strategy, how they analyze and select markets, and the roll-up process when they decide to green light one.
See omnystudio.com/listener for privacy information.
To get Free SOP resource bundle click here: https://trybta.com/PCEP130
Writing Standard Operating Procedures (SOPs for short) is sorta like flossing your teeth.
It's one of those things you know you need to do… but somehow never find the time for.
Five things become damn near impossible for your business without them, though:
- You can’t deliver a consistent product or service (because everyone does everything their own unique way)
- You can’t develop talent (because you have no structure to grade them against)
- You can’t scale profitably (because nothing is repeatable)
- You can’t attract or retain A players (because they’re looking for an employer with SOPs to follow)
- You can’t build a company of value (because written processes are one of the first things a buyer is going to look for)
So why go another day with all your business SOPs inside your head?
Listen to this episode to learn how Blaise McDonald of MAC Reno and Brett Bernard of ProCor Group tamed the chaos in their business using SOPs.
See omnystudio.com/listener for privacy information.
Check out our easy-to-share list of AI tools: https://trybta.com/PCEP129
Let’s cut right to the chase. There are a gazillion AI tools out there, and new ones arriving every day.
How many of them are ACTUALLY helpful to YOU?
Not that many.
That’s why Morgan Knox and I put together a short list of AI tools your contracting business might actually use.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP128
Check out FutureSight Labs and all of Seth’s work here: https://www.sethmattison.com/
My guest on the show today is Seth Mattison, CEO of FutureSight Labs, a research institute, organizational design, and transformation partner helping category-leading brands and peak-performing leadership teams prepare for the future.
He’s also a world-renowned keynote speaker and expert on the future of work.
In today's conversation, he shares his field report from the front lines of work, and we explore 5 emerging trends he’s writing about and speaking about with some of the biggest brands in the world, including Caterpillar, Adidas, Master Card, and Thomson Reuters.
He did a great job distilling this down and speaking to how these trends will affect YOUR contracting business!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP127
Austin’s Google Local Services Ads SOP: https://www.basecoatmarketing.com/learn/local-services-ads-for-painters/
Google Local Service Ads are a newish feature from Google that not enough business owners are taking advantage of. Search ads have become insanely expensive as the algorithm has begun catering to the highest bidders. Google Local Services Ads (or LSA’s for short) are Google’s answer for the small business owner who simply can’t compete, at least on the pay-per-click front, with national brands or massive lead aggregators.
While you’re not going to scale your entire business on this one lead source, they’re a super easy-to-deploy marketing channel that more or less acts as an extension of your Google Business Profile. Leads that convert at around a 50% close rate for $20 to $50 a pop sounds like a pretty good deal to me. And this can be easily layered on top of pretty much any marketing strategy you’ve got going.
Austin Houser is the owner of Base Coat Marketing, a Digital Marketing Firm for Painters. If you’re not a painter, don’t worry LSAs still apply to you. Austin has been doing Digital Marketing since 2008, and his team of 25 in-house employees have become known for delivering exceptional results.
Today, we talk about:
- why lead aggregators kinda suck, and how Google Local Service Ads can be your antidote to effective lead gen online
- Austin gives us a super detailed walkthrough of how to get started with LSAs and a whole bunch of best practices to help optimize them over time.
This lead source is a no-brainer! Get going on them now, and beat your competition to the punch.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP126
To buy David’s Book, click here: https://trybta.com/WisdomforFamilyEnterpriseSuccessors
Our guest on the show today is David C. Bentall.
During his tenure as President & CEO of Dominion Construction, the business doubled in size to just under $300 million in sales. He played a leading role in the development and construction of landmark projects across Canada, including GM Place (now Rogers Arena, where the Canucks play 🏒), the TD Centre Office Complex in downtown Winnipeg, plus many other notable buildings in the Vancouver skyline.
David just authored his third book, Dear Younger Me: Wisdom for Family Enterprise Successors, and in today’s conversation, we focus on 9 transformational leadership traits that anyone can learn.
Expect to learn:
- Why the AI revolution will put an even greater premium on critical thinking skills
- How curiosity can drive innovation inside your business
- Why being impatient with your organizational growth always backfires
If you want to level up your leadership, listen to this episode.
See omnystudio.com/listener for privacy information.
Register for Breakthough Academy’s 2024 Winter Summit:
https://www.btacademy.com/wintersummit/register/
Join us for this FREE online SOP Roundtable exclusively for 7-figure contractors: https://trybta.com/SOPWebclass
Order one of Mike’s books:
https://mikemichalowicz.com/books/
My Guest on the Show today is Best Selling Business Author Mike Michalowicz.
Mike has written some classics: Profit First, The Pumpkin Plan, Fix This Next, and Get Different, just to name a few.
Mike's body of work is beloved for one simple reason: they work.
Today, we zoom in and hash out one of the fundamental ideas in his book Fix This Next, which he calls The Business Priority Pyramid.
Mike believes that the biggest problem facing most entrepreneurs is that they don’t actually know what their biggest problem is. And I would tend to agree.
Think about it…
How much time have you invested solving the wrong problems?
How many hours and dollars have you wasted on stuff that seemed important but really wasn’t in the grand scheme of things?
Prioritization is arguably the most vital of entrepreneurial skills, and the Business Priority Pyramid is the most no-nonsense framework I’ve found to help us get better at it.
To figure out the right fire for you to put out next, listen to this episode.
See omnystudio.com/listener for privacy information.
Join us for this FREE online SOP Roundtable exclusively for 7-figure contractors: https://trybta.com/SOPWebclass
Rhythmical and ritualistic meetings function like the war drums of your business by providing your team with a tempo and a beat to stay in sync with. Without them, things become chaotic, disjointed, and you find yourself repeating the same conversations over and over.
Brody Funk is one of our amazing Breakthrough Academy coaches and used communication cadences to scale and exit his two businesses, Super Plumber and 360 Comfort.
Today, we dive into five levels of ritualistic meetings:
- Annual strategic planning sessions
- Quarterly reviews
- Monthly town hall meetings
- Weekly L10s
- And Daily Huddles (that must include a “win-the-day” number)
Listen to the full episode to learn how to get your meeting schedule on track and keep your team paddling in the same direction.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP123
Check Out LMN here: https://golmn.com/
My guest on the show today is Mark Bradley, Founder and CEO of Landscape Management Network (or LMN for short). Since its inception in 2007, LMN has become the most trusted software in the world for landscape professionals, with over 250K users on the platform.
What makes Mark different from most tech CEOs (who've spent most of their career on a laptop) is he’s actually rolled up his sleeves and done the work too.
Prior to launching LMN, he built one of the biggest landscaping companies in Canada, TBG Environmental. Through some highly strategic vertical integration and a penchant for taking on the hard jobs many other shops shied away from, he grew his company up to 50MM and 300 employees before selling off a few of its divisions and diving into the software world full time.
This guy is a serious player.
Today’s conversation is about:
- How your leadership needs to evolve as you scale from 0 to 5MM and then from 5MM to 10MM
- Why revenue per employee hour is the most profit-inducing KPI and how lean manufacturing principles can help you drive it
- How to use visible scoreboards in your office to gamify production and keep your crews pushing the tempo on projects
- And his take on how AI will shape the future of the construction and trades space
Listen to the full episode to hear about Mark Bradley’s incredible journey.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP122
Today’s conversation is about Conscious Leadership.
What it is. Why it matters. And how to access more of it.
And we’re going to delve into this topic through the experience of Mason Marquis.
Mason started his business journey early, founding his painting company Spray Tex in Dallas Fort Worth at the age of 21. In five short years, he scaled it up from 500K to north 5MM. An insane drive and will to win drove Mason to grow his business at an unrelenting pace.
In the midst of building sales teams, dealing with customer issues, developing production managers, and implementing scalable systems, he began to realize something many of you can relate to.
Growing for the sake of growing wasn’t sustaining him.
The need to be validated and seen as a success was no longer motivating him the way it used to. The inherent stressors of business were beginning to pile up inside him. Frustration was turning into outright anger.
He didn’t recognize the hardened exterior that had begun to develop. His business, his relationships, and his sense of purpose were suffering as a result. Leading unconsciously was beginning to cost him dearly.
The reason Mason is on the show today is because I know for a fact many of you are going through this inner journey as we speak, or are about to.
And sometimes hearing about someone else’s hardship can help you sort out your own.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP121
Learn more about Jeff's company Groundwork here: www.hellogroundwork.com
If you’re using ChatGPT to write your website copy, create sales scripts, develop your brand, or outsource your critical thinking… guess what!?
So are all your competitors!
Your clients are looking for a thoughtful company that stands out from the crowd. One surefire way to NOT achieve this is to use the same tool (which pulls from the same data set) as everyone else.
GPT certainly has some utility for contractors (which we’ll discuss), but its blind over-utilization will commoditize your company and destroy your brand - neither of which are good things.
My guest on the show today is Jeff Wraley, founder of Groundwork, a virtual sales tool that makes it easy for homeowners to send you a video of their project, letting you instantly qualify prospects and increase in-person close rates.
Our conversation is about:
- How using video content in your pre-estimate nurture can help you get rid of tire kickers and boost your SR
- The risks of overleveraging AI and large language models like GPT in your contracting business
- And why personalization is the best way to stand out in a competitive market.
Listen to this episode for the full conversation with Jeff.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP120
Breakthrough Academy’s annual “Turnaround of the Year” award is given to the entrepreneur who has achieved extraordinary growth despite facing great adversity.
That's a fancy way of saying it goes to the man or woman who's been through some seriously heavy stuff and come out the other side.
This year's winner was Stephen Osborne of The Osborne Company.
And 2021 was not kind to Stephen.
His father, David, the founder of the company, passed away very suddenly and unexpectedly.
Infighting amongst siblings ensued, everyone wanting their cut.
Adding insult to injury, a group of non-construction consultants hired by family members, unbeknownst to him, forced him to step down as president.
As grief and conflict ripped through the family, the business suffered too: their Net Profit dropped down to 1.7%, and the business was hanging on by a thread.
Fast forward two years, and the Osborne company is on trend to do north of 15MM, with a super healthy 15% net. The team is the happiest and most functional it’s ever been, and they’ve become of the largest EV charging station installers in the US.
The conversation that follows is about HOW Stephen got through the darkest time in his life, steered his father's company and legacy away from financial ruin, and won the Turnaround Of The Year Award.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP119
Learn more about Lars’ company NiceJob here: https://get.nicejob.com/
Here are 3 factoids you should probably know when considering how you’ll take your marketing and sales to the next level:
- 90% of consumers think reviews are more important than any information provided by salespeople.
- Reviews are 12x more credible to a customer than the sales copy on your website.
- While 75% of customers would be willing to provide a review, only 13% of small businesses ask.
That’s a data-driven way of saying: buyers only care about what other customers say about you. And that’s about it.
To learn how to get better reviews more often, with less effort, you’ll want to check out this week's episode of Contractor Evolution with Lars Kristensen, Founder and CEO of NiceJob.
Click the links below to learn:
- why a 4.8/5 rating is better than a perfect 5
- how to capitalize on your customer’s “moment of peak excitement”
- and how to deal with the dreaded 1-star reviews (newsflash: starting a heated battle in the comments for all to see ain’t it ;)
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP118
Check Out Nick Here: https://nickslavik.com/
My guest on the show today is Nick Slavik. Owner of Nick Slavik Painting and Restoration Company, the Chairman of the Board for the Painting Contractors Association, and a minor celebrity in the painting world known for his “Ask A Painter” Facebook live series.
On today’s episode, we try to answer one simple question
Should you collaborate with your competition? Or protect your trade secrets?
Entrepreneurs have strong opinions when it comes to this polarizing question. And I’ve heard the case made for both sides 100 times.
Many claim it's unwise to share your trade secrets or fraternize with the enemy in any way.
Others say “there’s more than enough work for everyone” and that connecting with other contractors is the fastest way to compress learning curves and raise the bar for the industry.
Listen to this episode for some answers from Nick Slavik.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP117
Check out Alan’s work here: https://ultimaterainmaker.com/
Have you ever crunched the numbers to figure out:
- how many leads your business generates that go unestimated?
- How many leads get estimated but remain unsold?
- How much lost revenue that all adds up to?
Most small businesses are wildly inefficient with their lead flow. You wouldn’t dream of buying twice the materials you need for a project only to abandon the leftovers in a pile.
So why do we do this with our marketing spend and our lead flow? Why do we recklessly burn and turn leads like they grow on trees?
A solid “rehash” system can help you maximize the revenue off of the leads you already generate, and I’m excited to speak to Alan McKenna, founder of The Ultimate Rainmaker, about it.
Alan’s system has recaptured north of $100MM dollars of lost revenue for many of the biggest brands in the home service and remodeling industry, including Renewal by Anderson, Kohler, and One Hour Heating and Air Conditioning.
If you want to know how to add 10% to 30% to your top without spending a dollar more on marketing, listen to this episode.
See omnystudio.com/listener for privacy information.
To register for BTA's Project Management Web Class, CLICK HERE
Red Stag Contracting: https://redstagcontracting.ca/
Royal Heating and Air Conditioning: https://royalheatingandair.com/
Project Management Resource Bundle: https://trybta.com/PCDLEP116
Do you have Project Managers Or Professional Firefighters?
The answer to this question is so directly connected to your year-end profit it’s not even funny.
They say: Money Loves Speed. But what does that really mean?
It means that the faster and more predictably your projects closeout, the faster you can move on to the next project. Over the course of the year, this means more revenue in the door which means more money to pay for your overhead and pad your bottom line.
The most profitable construction, trades, and home service companies all have on thing in common. They chew through projects QUICKLY, with fewer hiccups, mistakes, and callbacks than their competition.
So if the Project Management in your business feels chaotic and you want to learn how to fix it, this episode is a must-listen. Andrew Spear, a high-performance home builder in Summerland BC shares how he used PM systems to scale from an exhausting 2.6MM in 2021 to being on trend for a smooth and profitable 7MM in 2023. And Chris Collins of Royal Heating and Air Conditioning, a 3rd generation commercial HVAC contractor in Willoughby, Ohio, who’s used PM systems to modernize the business he took over and increase his gross profit from 31% to 42%.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP115
To Download Power SellingPros CSR Training Resources, click here: Powersellingpros.com/free
Do you ever listen to your office manager or salesperson speak to a lead on the phone and think to yourself: “You’re doing it WRONG!” ?
The way calls get handled has a direct impact on how much revenue you do, how efficient your marketing spend is, how easygoing the customer is when the crew arrives, and how your brand is perceived in the marketplace. It's the first impression a customer has of your business, and if done poorly, it will be their last.
We’re very fortunate to have Zac Garside, CEO of Power Selling Pros, on the show today. Power Selling Pros helps customer services representatives, and entire call centers boost their booking percentage and create amazing customer experiences from the very first interaction:
Expect to learn:
- Why rigid call scripts don’t work and what you should be using instead
- How to train your call handers to build value, use strategic empathy, and ASK for the business
- And the 6 KPIs you need to measure call handling success objectively
Whether you’re still doing all the calls yourself or you run 25 person call center, you’re going to get a tonne from this conversation with Zac Garside
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP114
To Download Your Built To Sell Checklist, click here: BuiltToSell.com
Ever wonder what your business will be worth when it comes time to sell?
Building a business of actual value - something you can sell for a pile of money - is not (despite what many people think) just a function of hard work and dedication. There’s a strategy to it. A playbook, if you will. And countless entrepreneurs, sadly, don’t read it.
`My guest on the show today is best-selling business author John Warrillow.
John’s 3 books, Built To Sell, The Automatic Customer, and The Art Of Selling Your Business, have, over the years, become something akin to sacred scrolls for the entrepreneur looking to build a business they can cash out of.
Click the links below to learn:
- How specialization can keep your service from becoming commoditized.
- Why charging upfront keeps your monthly cash flow healthier but also boosts the price a potential acquirer is willing to pay.
- And why giving away equity to long-term employees (while often done with the best intentions) usually backfires when it comes time to sell your business.
Full of brilliant insight and decades of experience, this conversation with John Warrillow is a must-listen!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP113
Check Out David’s Book Leaving A Legacy here: https://www.amazon.ca/Leaving-Legacy-David-Bentall/dp/1894860977
Connect With Next Step Advisors Here: https://www.nextstepadvisors.ca/
Did you know that 85% of businesses (globally) are family owned?
And did you know that family businesses, on average, last twice as long as non family businesses?
Turns out entrepreneurs like to keep their success in the family.
That doesn’t make it a walk in the park though. On the contrary, running a company with your mom, dad, sister, brother, cousin, uncle, or [insert relative] adds a layer of complexity that few understand.
How do you maintain professional, productive working relationships during business hours, and then slide into loving and nurturing family relationships the rest of the time?
How do you keep your responsibilities to the company separate from your role as parent, son, or daughter?
Then comes the question of succession planning. Who is going to run this thing when the older generation retire? How do we structure and prepare for that transition?
For answers to these questions and a bunch more, listen to this week’s episode of Contractor Evolution with David C. Bentall.
See omny.fm/listener for privacy information.
To learn more about Breakthrough Academy, Click Here
Check Out Ami’s Language Building Blocks Template, Click Here
To connect with Ami message him on LinkedIn: https://www.linkedin.com/in/apsanyal/
Learning to write persuasively is a massively underrated skill and not something we’ve spent enough time on this podcast.
See, there is a scientific process to crafting messages that truly compel someone to:
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apply to your job posting,
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to fill out the inquiry form on your website,
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to subscribe to your newsletter
- to award you the contract and not your competitor
The list goes on. Whether you hoping to transact in dollars or just in information, there are certain spots in your business where the exact words on the page really matter.
The technical term for what I’m talking about is conversion copywriting, and the concept is simple: construct sentences in such a way that makes the reader feel seen and understood and want to interact with you more. Another way to think of this is “Salesmanship In Print.”
Ami Sanyal is a marketing strategist, the CEO of The Uncommoners Club (his agency), and our conversion copywriter here at Breakthrough Academy. I’ve worked firsthand with him over the past year, and honestly can say he’s the most talented person at his craft that I’ve ever met.
Long story short, if you want to learn how to write job postings that give you an inbox full of resumes, how to write follow-up emails that get excited responses, or website CTAs which get you leads, learning the basics of conversion copy is probably a good idea. The good news? Mastering this craft is easier and more formulaic than you might think.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP111
Check out Priority Builders on Instagram: https://www.instagram.com/prioritybuildersyeg/
Love it or hate it, Instagram can deliver impressive results for your construction business. If you’ve become disenfranchised (as so many have) with this platform, this week's episode is the antidote.
For many contractors, Instagram is a time-sucking vanity project with no ROI, but for our guest Sean Walford, it’s a hyper-efficient lead-generating machine.
Get this… Sean’s Edmonton-based renovations company gets 70% of its sales directly from ‘the gram’ - and he hasn’t even been at it that long! Two short years ago, he decided to pour some focus into this platform and has since built up a super-engaged following of 12,000 that BUY.
Today his gonna peel back the curtain and tell us exactly how he did it. We discuss posting strategy, comment management, and how to embed CTA’s that convert followers into leads.
So if you’re tired of mediocre Instagram results, listen to the full episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, Click Here
Download Breakthrough Academy’s Interview Guide, Click Here
Let me know if this situation sounds familiar…
You hired someone a month back. When you called to tell this person they got the job, you were excited, and so were they.
But now the glimmer is gone. The excitement you felt is slowly turning into doubt. There are a couple of things about this new hire you didn’t see before:
- They don’t have the skills their resume led you to believe they did.
- They aren’t the team player you hoped they were.
- Their reliability is hit-and-miss.
- They need an attitude adjustment.
- [insert behavior you’re not loving]
The reality is even great team builders don’t shoot 100%. Look at professional sports, and you’ll see first-round draft picks that end up being busts. Major contracts awarded that only a year later seem totally boneheaded.
If the most sophisticated and well-resourced team builders in the world get it wrong from time to time, it seems probable that you in your business are going to as well. No sweat. Part of the journey.
The question is, how do you deal with it?
Do you exit quickly, learn and bounce back? Or do you let this mistake linger and fester?
Today’s episode is 16 Signs You've Hired The Wrong Person. To hear them all, listen to this episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP109
One of the most common questions we get is: how should I pay my people?
This makes sense when you think about how influential your compensation plans are to the success of your business and the people inside it.
- Is what I’m offering compelling enough to attract the talent I need?
- Am I using incentives and bonuses effectively to get staff focused on the right things?
- Is dolling out cash at the end of the year out of the goodness of my heart the right way of going about it?
The value in answering these questions can’t be overstated, and yet, you don’t hear people having money conversations like this all that often - at least not openly.
“Performance Pay” is one of the best ways to align the goals of the individual with the goals of the organization - share the gain, share the pain.
Shane Bannerman, one of our incredible Breakthrough Academy coaches, is here today to explain how to set up performance pay for the archetypal roles most contracting businesses have: production managers, field staff, salespeople, and administrators. Shane coaches over 40 different BTA companies. He’s seen firsthand the comp plans that drive results and those that FLOP!
Listen to this episode for deep dive into performance pay for contractors!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, Click Here
Check Out Marcus’ sales & marketing training company: www.impactplus.com
Order His Book They Ask, You Answer: https://www.amazon.ca/gp/product/1119312973/ref=dbs_a_def_rwt_bibl_vppi_i3
Our guest on the show today is globally renowned speaker and consultant: Marcus Sheridan. Author of They Ask, You Answer and The Visual Sale.
Marcus is the go-to guy for content marketing and inbound sales (especially for contractors and home services). His philosophy is simple but powerful: If your customers are asking about it, you should be creating content around it.
Getting out in front of the concerns and questions of your potential buyers is the easiest way to build authority and elevate your company from “one in a sea of options” to “the only one” they want to do business with.
Expect to Learn:
- How to build trust and transparency through your website’s content using “The Big 5” framework - turning visitors into buyers while exponentially increasing site traffic
- Just how educated the modern buyer truly is and why relying on uninformed clients is no longer a viable marketing strategy (if it ever was)
- Marcus’ insights on navigating through a changing market, having carefully steered River Pools through the 08 financial crisis and into one of the most successful pool franchises in the US
Making great content doesn’t have to be hard, you just have to know where to start.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here, Click Here
To download our printable DORAGI framework for your job sites, Click Here
Download the BTA Training Checklist Contractor Quick Tool, Click Here
Don’t know if you’ve noticed… but new employees often come with more skill gaps than advertised.
How many times have you hired someone you thought had certain skills only to find out on-site that they, in fact, do not have said skills? The reality is when it comes to the talent pool, almost no one is truly “plug and play.”
There are hundreds if not thousands of intricacies and nuances about how YOU do things, and that doesn’t always line up with how your new recruits have been trained via their previous employers, experience, or education.
See… transferring skill is a SKILL in and of itself, and it’s one we see contractors struggle with.
Today’s episode is about DORAGI, a framework for skill transfer that dramatically compresses learning curves.
If you want better-equipped crews in less time, listen to this episode.
See omnystudio.com/listener for privacy information.
To register for BTA's Staff Accountability Secrets Masterclass, CLICK HERE
Use The Scrollers To See Dan’s Brand Transformations (srsly cool): https://www.kickcharge.com/portfolio/small-business-rebranding-before-after/
Dan’s Book “Branded, Not Blanded:” https://www.amazon.com/Branded-Not-Blanded-KickChargeTM-Service-ebook/dp/B0BBL1CCJ9
If you’ve ever wondered whether wrapping your fleet of vehicles is worth the cost, this episode is a must-listen. We’re suuuper lucky to have the “G.O.A.T.” of vehicle wraps, Dan Antonelli, on the show today.
His agency KickCharge Creative has built brands for some of the biggest home service companies in North America: A1 Garage, Goettl Air Conditioning, and Absolute Airflow, just to name a few.
Today’s conversation is about outdoor advertising in general but, more specifically, the 5 rules that all contractors and home service business owners need to follow when designing a vehicle wrap that pops and drives results. We also talk about his new book Branded, Not Blanded. It’s the best book I’ve ever read on branding for our niche. We’ll link it in the description.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP105
Matt’s Build Show Network: https://buildshownetwork.com/
Risinger Build: https://risingerbuild.com/
The Build Show Podcast: https://podcasts.apple.com/ca/podcast/the-build-show-podcast/id1560010348
My guest on the show today is Matt Risinger.
Matt is one of the most recognizable thought leaders in the construction space. His Youtube channel, which has over a million subscribers, is dedicated to all things building science, and he’s parlayed that into the creation of an entirely new platform called Build Show Network - Picture Netflix, but all the content is for construction nerds. Pretty awesome! His actual construction company, Risinger Build, is one of the most sought-after in Austin, Texas, where he lives with his family.
Today’s conversation is about his entrepreneurial journey… Why he chose this industry, how he built his construction empire, and became the household name he is today. He shares some of the life-altering mistakes he made along the way, plus I get his take on the future of residential construction in North America.
I really look up to Matt and deeply admire everything he’s built but, more importantly, the values he embodies. For all his success, he’s one of the most down-to-earth people I’ve ever met. We need guys like Matt, and I consider myself blessed to have gotten to know him a bit over the last year.
Listen to this episode to hear the full Matt Risinger story.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP104
Learn More About Jeff’s Work And His Book Here: https://www.jeffskipperconsulting.com/
Ideas are the easy part.
The truth is getting implementation projects across the finish line is ALWAYS harder in reality than it is in your mind's eye.
You’ve, no doubt, fantasized about the business efficiencies made available by new technology, the rollout of SOPs, a new sales methodology, whatever… and then been met with blank stares from your team when you excitedly announce these grand visions:
- “Why do we need to do this?”
- “This seems complicated!”
- “What's wrong with what we're doing right now?”
As today’s guest, Jeff Skipper, says: the easiest thing for an employee to do when confronted with change is NOTHING. Jeff is a Change Management consultant and just authored a new book called Dancing With Disruption (definitely check it out).
If you need to get your people doing things a new way, adopting a new system, or dropping an old one, the fundamentals of Change Management can help. At its core Change Management is about guiding organizational changes all the way from conception through to implementation.
Jeff gets hired by companies like IBM, Suncor, Cenovus, Bayer, Molson, and Sport Chek to help them make monumental internal changes, and he’s here today to help us do the same.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP103
If you’ve ever wondered:
- How do I set up performance based pay for my Production Managers?
- Is it possible to effectively interview for “coachability”? (cuz saying “I’m great with feedback” and actually taking it are two different things)
- Or, how do I make my field staff accountable for quality without my direct supervision?
In Today’s episode of Contractor Evolution Igor and I tackle five tricky listener questions head on.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here:
The late and great Arnold Palmer asserted that golf was a game “predominantly played in the 6 inches between the ears.”
Business and life are no different.
Your mental game - what happens inside that head of yours - influences reality to such a profound degree it's difficult to measure. Where you set your sights, how you feel about yourself and your work, what you think is possible for you and your team, and how you handle massive setbacks; all of this and more are 100% dictated by the thoughts you allow (or do not allow) through your mind.
The contractor’s formula for a high-performance mindset exists, and Shawn Feurer (Shawn Feurer Consulting) is here to break it down for us. Shawn has built a mindset framework specifically for contractors and actively coaches about 60 individuals through it.
On today’s episode, you can expect to learn:
- The most common self-limiting beliefs contractors struggle with and where they come from
- How to distinguish “what you truly want” from “what you think you can have”
- A 3-step daily mindset routine that magnetizes your brain for prosperity (I’ve already started it and am loving it)
So if you’ve been looking for the fluff-free, non “woo-woo” approach to disrupting your thoughts and reprogramming your mind for success and abundance, watch this episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP101
To Download Contractor Dynamics Testimonial Guidelines, click here: https://trybta.com/PCDLEP101
If you, like me, are always looking for inexpensive but effective brand upgrades, look no further than client testimonials. Simple videos of your happy clients talking about how pleased they were with the experience they had with your company are one of the best assets to start collecting, and here’s why.
The modern homeowner doesn’t put much weight on what you have to say about your own business or service. And why should they? You’re biased. It’s your business, after all! Of course, you’re gonna say how amazing it is. Fifty years of constant bombardment from advertisers and brands have made today’s consumers a bit more scrupulous and a bit less gullible.
This is why getting clients to sing your praises is orders of magnitude more effective than singing your own. It’s just that simple.
Here’s what I love about client testimonials:
- They’re cheap
- They’re versatile as hell (you can put them on your website, social media, in your sales process, and about eight other places too)
- People watch video content more than they read
- Social Proof from actual customers is way more persuasive
Today on the show Joseph Hughes, founder of Contractor Dynamics, is here to unpack why they work, how to capture them, and where to put them.
Listen to this episode to get these low-cost, high-conversion videos working for you!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP100
To download Benji & Igor's 10 Commandments of Contractor Success, click here: https://trybta.com/PCDLEP100
We want to hear your feedback after 100 episodes, click this link to complete the survey (3 min): https://trybta.com/100
Yeehaw! That’s 100 episodes down (and goodness knows how many more to go!)
We’re blessed and humbled to have spoken to some incredibly smart people over the past two years and have noticed some fundamental commonalities among them. Belief systems, habits, and tactics the best of the best all seem to share.
Today’s episode is an amalgamation of the 10 things we’ve observed about success in the contracting and home service space after 100 episodes of Contractor Evolution. Huge thanks to both our guests and you listeners. We couldn’t do it without you!
Tune in to find out why:
- No one at the top of their game is a ___________.
- The labor market is a challenge, but___________.
- ___________ matters more than working hard.
Listen to this episode to fill in the blanks on these three and the remaining seven!
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP99
To download Devon's 7 Questions to Ask Before Hiring a Marketing Agency, click here: https://trybta.com/PCDLEP99
Search Engine Optimization for your business can be a thorny rat’s nest full of technical jargon, disappointing results, and shifty marketers who’ll not only underdeliver but hold your website hostage if you ever try to leave. This is why going into a relationship with a 3rd party without at least a baseline understanding of how it works and what questions to ask is a recipe for disaster.
We’re super lucky to have Devon Hayes of Elevation Marketing on the show today. Her Denver-based digital marketing agency is niched to serve contractors almost exclusively. Over 80% of their client base are businesses like yours, and they do phenomenal work.
I learned a tonne from her, but my highlights were:
- The seven questions you need to ask your SEO person or agency before engaging. No joke, these could save you thousands of dollars and dozens of headaches.
- Easy “SEO Layups” - simple things you can do for little to no money time that provide an immediate boost to your findability online.
- And lastly, Devon drops a truth bomb about the risks of overusing Chat GPT for your website’s content; listen right until the end for that nugget!
Whether you're a total SEO newb or already know a thing or two, listen to this episode for a beginner’s guide to SEO with Devon Hayes.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP98
I don’t know if you’ve noticed, but employees tend to be much better at pointing out problems than fixing them. “Hey Boss, just wanted to let you know that [insert business issue you’re already abundantly aware of here].We should really do something about that, hey?”
Staff drop problems in your lap as consistently as a golden retriever drops a tennis ball at your feet.
But what if you could instill a culture of problem-solving within your team? How much easier would your life be if, instead of you being the single source of critical thinking, your entire team was encouraged and even rewarded for making problems go away on their own?
In today’s episode of Contractor Evolution, I talk about why problem-solving is one of the most critical traits to look for in new hires and even how you can develop it with the team you already have.
Listen to this episode to find out why problem solvers are infinitely more valuable than problem finders.
Highlights:
- Why finding problems is easy
- How to interview to find problem solvers
- How to spot Problem Solvers
- How to instill a culture of problem solving into your current team
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP97
To learn more about Tom and The Contractor Fight, click here: https://thecontractorfight.com/
My guest on the show today is Tom Reber. You may have heard of him. He hosts the Contractor Fight Podcast, speaks at many conferences, and has become a pretty well known guy in our space.
Tom runs a program not unlike our beloved Breakthrough Academy, but for slightly smaller businesses. In fact, you could even call him our competitor (Ahh, the horror 😱).
Here’s the thing though. We tell our contractors to collaborate with the competition and raise the entire industry on a daily basis, and the same rule applies to us. Practice what you preach.
Tom is a phenomenal guy with a message you all should hear loud and clear, and we were lucky to have him. You can expect to learn the following from my conversation with Tom:
- Why trades and construction play one of the most essential roles in a functioning western society but get almost no credit for it
- How we overestimate how much we can accomplish in a year but underestimate what's possible in a decade
- And how to make trades cool again in the eyes of our young people, our clients, and ourselves
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP96
To Download A Visual Representation Of Artisan’s Sales Process, click here: https://drive.google.com/file/d/1lkfp3NXG6r0QjFNu_5ts6qY_B8pUYatM/view?usp=share_link
To get in touch with Brad & Devon you can email: marketing@artisanroofing.ca
One facet of our businesses that will undoubtedly look wildly different in 10 years is in-home selling.
How we sell leads into closed deals hasn’t changed much and is ripe for major disruption. Think about it…
Get lead > Call lead > Call lead again cuz they didn’t pick up > Qualify lead over the phone > Schedule appointment > Do appointment > Close deal ~40% of the time > Follow up with the rest until you’re blue in the face.
This way of going about it leaves a few things to be desired. For one, there’s very little time spent actually selling. The drive there. The drive back. The time spent measuring or building a scope. Oh, and don’t forget about the four outbound calls you had to make to reach them in the first place. Rising costs in fuel make this format increasingly burdensome too.
And then there are changing buyer preferences to consider: Baby boomers may welcome us for a cup of coffee and a two-hour chit-chat in the backyard, but are millennials looking for that level of personal touch when they need work done? Doubt it.
My personal take? In-home selling is ripe for disruption and is about to evolve in ways that will blow your mind.
Brad Baker and Devon Crowell of Artisan Roofing are at the forefront of this progression.
Using marketing automations, clever email nurtures, EagleView reports, and a VA in the Philippines, they drove 6.6 Million in sales out of one salesperson in one of the worst markets (economically speaking) in the country.
BTW, they did this all in a city of only 116,000 where the average income is 38K. Oh, and the kicker….zero time lost in the car driving from appointment to appointment.
This conversation highlights the story of a roofing company. But the overall thought process and implementation will have parallels and learnings for any contractor. The lingo might be different, and the tools might vary, but mark my words, this is the way it’s going, no matter your industry niche.
To hear how these two are pioneering a brand new way of selling, listen to this episode.
Highlights:
- How Artisan roofing hit 6.6 M in sales with 1 salesperson selling small residential jobs
- Where Artisan roofing borrowed from other industries to design their sales system to be hyper efficient
- How it’s possible to provide a very personal experience in an 'automated' sales process
- The changing landscape of sales in 2023 and what it means for contractors in the next 10 years
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP95
To connect with Storyhook click the links below:
Website: https://www.storyhook.com/
Instagram: https://www.instagram.com/wearestoryhook/
You can find Erik Miller on LinkedIn here: https://www.linkedin.com/in/spelledwithak
There are many competing philosophies around how to build a brand customers feel a connection with.
Erik Miller might have my favorite angle, and he is my guest on the show in this episode of Contractor Evolution.
Erik believes instead of bending over backward to fit the mold you believe your ideal client avatar wants, it's way less work to look inward and display what's already there.
In other words, finding out who you really are by paying attention to what your clients already love about you and highlighting THAT, is faster and more authentic than trying to be something you're not.
Erik founded StoryHook in 2015, a branding agency obsessed with the power of stories.
He’s also the Director of Brand for Company Cam and has been instrumental in making them the household name they are today.
Today’s conversation is about:
- How and where contractors can find the “hooky” parts of their story and put them on display
- Why your sales team is the ultimate testing ground for new brand ideas and how you can use them to reality test new concepts. Because believe it or not, not everything you come up with is pure gold ;).
- And lastly we talk about the best LOW BUDGET brand upgrades that any contractor can do without engaging an expensive agency.
To learn more about how to accentuate the amazing elements of your brand, listen to this episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP94
To find out more about Baeumler Approved click here: https://www.baeumlerapproved.ca/
Our guest on this episode of Contractor Evolution is Bryan Baeumler. Star of HGTV’s hit shows Disaster DIY, Leave it to Bryan, Island of Bryan among others.
Behind the TV Persona is a pretty sophisticated yet down-to-earth businessman with a super diverse portfolio of companies, the largest being his actual construction company, Baeumler Quality Construction, which is on trend to 60 Million plus next year.
We talk about
- How and why our education system is under serving mechanically minded youth
- The best and worst parts of being a TV star
- Why hiring a CFO was one of the smartest business decisions he’s made and the growth it unlocked
- And I get his honest and unpolished take on what effects (both positive and negative) HGTV shows like his have had on the construction industry.
To find out what really goes on behind the scenes of a celebrity contractor listen to this episode.
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP93
You can find Dr. Ken Keis by contacting the Consulting Resource Group at https://crgleader.com/
Today’s conversation is about Core Values.
The term “values” comes up a lot these days, but I’m pretty dissatisfied with how surface level the conversations are around it.
“Hire for values train for skill”
“Core Values are the foundation of a strong culture”
“They didn’t align with our values”
You get the gist.
Now we can all agree values are extremely important and deep, but I always want to get behind the buzzwords and figure out what’s really going on.
In order to find out what really makes a difference we have a friend of the show, Dr.Ken Kies, returning on this episode of Contractor Evolution.
Dr. Keis holds a PHD in leadership and management and is the president of Consulting Resources Group, a global consultancy focused on team building, leadership, and communications.
In this episode he shares with us:
-Why 80% of the working population is unhappy with their career and the role values play in that
-How to go think about, talk about, and write about your core values so they’re way more than just some 5 dollar words on a poster that no one actually understands
-And perhaps most importantly, how to assess core values fit in an interview so that you don’t find out the hard way 6 months later that you are indeed not at all aligned
To learn how to define your core values and leverage them for performance (out of both yourself and your team) click on the links below
Highlights
- Why 80% of the working population is unhappy with their career and the role Values play in that
- How to go think about, talk about and write about your core values so they’re way more than just some 5 dollar words on a poster that no one actually understands
- And perhaps most importantly, how to assess core values fit in an interview so that you don’t find out the hard way 6 months later that you are indeed not at all aligned
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP92
To learn more about Brian’s company gfour marketing go to https://www.gfourmarketing.com/
This episode of Contractor Evolution is with Brian Kaskavalciyan, Author of The 7 Secrets to becoming a Wealthy Contractor, Host of the Wealthy Contractor Podcast, and Co Founder of gFour Marketing Group: A relationship marketing firm that helps contractors unleash the power of their customers by installing the industry leading framework for driving referrals.
Before becoming the well known figure he is today, Brian founded Handyman Network which he developed into a national franchise. It was there he began to realize the power of not just referrals, but having a customer base that truly promotes you and reps the brand. So he began to develop a wholistic approach to Relationship Marketing which makes up the framework that he now implements with clients through gFour.
I wanted to go deep with Brian on how to put a referral program on steroids and become a company where our raving customers do a lot of the marketing for us. If you do good work and take care of your clients you're obviously going to get some referrals organically, but if you're a growing company and want to become more intentional with this all important lead source, there’s actually a ton of stuff you can implement. Our conversation is anchored in four core areas:
- How to drive google reviews which boost searchability and position you as the customer service leader
- Customer Appreciation and how automated post job gifts and notes of gratitude build crazy goodwill in the marketplace
- We talk about Referral Rewards programs which incentivize clients to actually bring you hot leads
- And lastly we talk about the all important long term nurture sequence which keeps your brand front of mind and makes you a repeat business magnet.
To learn more about how to put your referrals on steroids, listen to this episode.
Highlights:
- How to drive Google reviews which boost searchability and position you as the customer service leader
- Customer Appreciation and how automated, post job gifts and notes of gratitude build crazy goodwill in the marketplace
- Referral Rewards programs which incentivize clients to actually bring you hot leads
- Long term nurture sequence which keeps your brand front of mind and makes you a repeat business magnet
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP91
To join the Bookkeeping, Beer and BS FB group click here: https://www.facebook.com/groups/yourblueskies
To learn more about Blue Skies Admin Services for home service companies click here: https://yourblueskies.com/
As you’ve grown your business you may have noticed that there are certain sizes or stages that feel worse than others.
There are times when the scale of your business seems to be in a “Sweet Spot”, and then there are other times when you feel stuck in purgatory.
If you’ve grown your team, and your top line, but your actual profits have stubbornly stayed the same (or sometimes even deteriorated), then this episode will give you the path out.
To learn more about these Business Purgatories, what causes them, the revenue ranges they rear their ugly heads in, and most importantly what to do to pass through them as quickly as possible, listen to this episode.
Highlights
- The 3 common business 'purgatories' that happen in contracting businesses - which revenue levels you’ll typically see them, and what to do about it
- How to ensure that your management team doesn’t make decisions that allow your costs to balloon out of proportion
- Actions you can take to speed through these purgatories so you don’t end up trapped for years in the ‘no fun zone’
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP90
To visit Sales Talent Agency click here: https://www.salestalentagency.com/
If you’re wondering, like I am…
- What effect will inflation and climbing interest rates have on employees and employers alike?
- How does a recession change the landscape of the labor market?
- What emerging trends should business owners stay in front of moving into 2023?
- How do you capitalize on hiring opportunities in a down market?
…Then this episode is for you.
In this episode of Contractor Evolution I’ve brought back Asad Zaman, CEO of Sales Talent Agency and a friend of the show. For those of you that listened to our Ultimate Hiring Funnel Series, you’ll remember him from episode 3.
Sales Talent Agency is an international recruiting agency, they’ve helped acquire talent for over 1500 companies: Harley Davidson, SAP, IBM, Salesforce, and Sonos just to name a few.
I wanted Asad back to talk about the state of the workforce and what we can expect out of the 2023 talent market.
To learn where big trends are going, what to watch out for, and how to jump on opportunities this year, listen to this episode.
Highlights
- The effects the last 3 years has had on the workforce and recruiting in the trade
- How inflation and a recession will impact the talent market and where to leverage opportunity as an employer
- Why you can't lower the bar for candidates you're hiring, even in a tough labor market
- Why you should never have your top employees asking you for a raise, and if they are, why you’re in trouble
- The reason knowing your data going into a recession is especially important
- The key traits that you should be looking for in your candidates in 2023 and which ones are different from previous years?
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP89
To find Lydia on Instagram click here: https://www.instagram.com/drywallshorty/
To watch Lydia on The Build Show click here: https://buildshownetwork.com/go/lydiacrowder
Our guest on the show for this episode is Lydia Crowder (aka Drywall Shorty). Lydia puts out the best content for the drywall trade on all of the interwebs.
She’s been a drywall finisher for 20 years, and owns Trinity Drywall in Bozeman Montana. She started to make educational videos about 3 years ago and today her following has grown to over 1 Million subscribers across her various platforms.
Our conversation is about what it's like to be a female tradesperson in a historically male-dominated industry and how business owners can attract and retain women in the trades.
To learn more about why you should be pushing hard to recruit women, what they bring to the table, and how to create an environment that attracts them, listen to this episode.
Highlights
- What's it's like being on site as a female tradesperson
- How women in the trades are treated today vs 20 years ago
- 2 Unique qualities tradeswomen bring to the job site
- How to build a work environment that appeals to women and has them wanting to stay for the long haul
- Advice to women thinking about getting into the trades
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP88
Download your free 2023 Strategic Plan Templates for Rapid Growth here: https://trybta.com/PCDLEP88
We did a Strategic Planning Roundtable with some Breakthrough Academy Members a couple weeks back. We had over 300 live attendees and tons of positive feedback so we thought we’d release it as a Contractor Evolution episode.
Given that you are probably doing some much needed year end reflection and beginning to chart your course for 2023, we thought this would be a timely conversation as well.
Moving from one year to the next without evaluating what in your business went well, what did not, and what needs to change is a recipe for exhaustion, frustration and stagnation.
One of the coolest things about being an entrepreneur is the opportunity you have to choose where your business goes, what it becomes and why. This is like… the fun part.
So if you're not creating space every year to reflect and strategize, not only are you hindering your businesses growth, you're also just missing out on one of the richest aspects of entrepreneurship.
If you’re wanting to learn first hand how the best in the business take the vision in their mind and turn that into a reality, listen to this episode.
Note - This was originally delivered as a web class with video and slides, so if you want to see the slides, move on over to YouTube. If you’re in the car though, this will still totally makes sense with just audio only.
Episode Highlights:
- What business looks like before you have a plan, and what it can look like after
- How to build a detailed annual plan, and what data should drive your decision making
- How to get team buy-in AND accountability
- A deep dive into REAL Annual Strategic Plans, both before a year starts and after a year in review
- Where to find the time to set an annual plan when you’re super busy
- How to evaluate key drivers and restrainers to adjust targets
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP87
To connect with Buildertrend click here: https://buildertrend.com/
If you listen to Contractor Evolution, there’s a good chance you’re not only an entrepreneur, but you are smart enough to understand that you’ll have big opportunities to cut your costs using software in the next few years.
However, understanding what a software service does vs implementing it are two COMPLETELY different things.
In fact, if you’ve tried getting your team to adopt new tech at some point already, it can easily lead to you wanting to fire everyone, quit the trades, and start a simpler business like building space stations.
All joking aside, it’s not easy to embrace change, especially when it comes to tech.
My guest on the show today is Brett Jones, a Key Account Executive of Data Solutions at BuilderTrend.
Over the last 3 years, Brett has done over 150 On Site Consultations helping builders, GC, and Remodelers implement BuilderTrend so that it functions at its fullest and delivers the highest possible ROI for the Entrepreneur and their team.
To learn what Brett has observed about the builders that succeed in this area, vs those that don’t, listen to this episode.
Episode Highlights:
- Why so much of the contracting industry hold their cards close and why that isn't working as a competitive advantage anymore
- The Profile of a strong tech implementer vs poor tech implementer (after implementation consulting with 150 Contractors)
- How the contracting industry has changed as a result of tech adoption and the big picture trends that will shape the industry in the next 10 years
- The impact of venture capital in the contracting market and how it’s changing the way contracting companies are being run
- Where Buildertrend is innovating in the contracting space and the big value they will be bringing builders in fintech
- Advice to young entrepreneurs for the next decade - where they should focus their attention for maximum results
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP86
To visit Check The Level accounting click here: https://www.checkthelevel.com/
To Join the ‘Job Costing and Bookkeeping for Contractors Only’ Facebook Group click here: https://www.facebook.com/groups/jobcostingandbookkeepingfocontractorsonly
Have you ever wondered why the bookkeeping and accounting for your contracting or trades business is so challenging?
Well, there is a very real reason, and no it's not because you hated math in high school.
A lot of it has to do with the fact that your project lifecycles and the cash inflows and outflows that happen therein don’t follow the gridded and calendarized rhythms of accounting cycles.
They march to the beat of a different drummer (so to speak) and this can create all sorts of headaches and confusion when it comes to both your books and your bank account.
Our guest on this episode of Contractor Evolution is Leeroy Beeby, Co-Founder of Check the Level - an accounting, bookkeeping and software provider.
Check The Level was created for general and specialty contractors to master their pricing, profits, and cashflow. They do this through both managerial accounting as well as their proprietary reporting software.
What’s unique about Leeroy’s perspective is he has back-end access to the budgets, P&Ls, cash positions and pricing systems of hundreds of contractors all over North America and is able to see large-scale patterns in a way almost no one can.
To dive into the common practices that are shared by the top 10% of contractors (as well as the common mistakes made by the bottom segment of contractors) listen to this episode.
Episode Highlights:
- The difference between Financial Accounting vs. Managerial Accounting and why most firms won't do the latter for you (even though you really need it)
- The patterns that become evident when you look at 100's of contractors' financials, and what the top 10% are doing differently than the rest
- How the top 10% of contractors set up their sales contracts uniquely to protect their cash flow
- Why you need to be charging a higher markup on your change orders than your standard rates
- How to get your team involved in the financial performance of each job
- The typical profile for a financially 'at risk' contracting company
See omnystudio.com/listener for privacy information.
To learn more about Breakthrough Academy, click here: https://trybta.com/PCEP85
To download Breakthrough Academy’s ‘Annual Strategic Planning Template’ click here: https://trybta.com/PCDLEP85
To Connect with Alex Brueckmann click here: https://www.brueckmann.ca/
It is strategic planning time here at Breakthrough Academy.
Our 500+ members are all reflecting on the year that was 2022 - the highs, the lows, the lessons…and they're using all of that to inform their visions for 2023.
You should be too.
“Strategy” is another one of these terms that gets tossed around so much it loses some meaning.
Most entrepreneurs will make mental associations between strategy and other ideas like goals for the future, well-laid plans, or a list of priorities for the organization.
But this still leaves a lot of room for differing interpretations and abstraction.
This episode's conversation is with Alex Brueckmann. Alex is a Strategic Facilitator and the Author of The Strategy Legacy which comes out in 2023.
After 15 years of fine-tuning his philosophy and process in the corporate world, Alex now gives small to medium-sized businesses access to the tools and techniques that fortune 500 companies use to dial in their strategy and create the clarity and direction teams (large and small) need to get bought in and execute.
To learn more about Alex’s 3 Do’s and 3 Don'ts of Strategic Planning, listen to this episode.
Episode Highlights:
- The difference between strategy and tactics and why NOT to worry about tactics when planning at a high level
- Why celebrating small wins too early can sometimes hurt your momentum
- Why your strategy NEEDS to be tied to emotions, and how emotions propel results more than any other factor
- How to create a strategy that everyone will buy into, not just your leadership team
- Why you shouldn't force your plan forward when things aren’t working, and when it's ok to take a couple steps back
- How to leverage the power of writing to communicate your vision and deflect distractions
See omnystudio.com/listener for privacy information.
To apply for Breakthrough Academy click here: https://trybta.com/PCEP84
To assess where you lay on the visionary/integrator spectrum, click here: https://rocketfueluniversity.com/assessments/
This episode is Part 2 of a 2 part conversation with Mark C. Winters, co-author of Rocket Fuel and the foremost expert and Visionary/Integrator relationship. If you haven’t listened to part 1 of this episode, go do that now.
In part 1 of this 2 part conversation Mark and I focused on the dynamics between a Visionary and an Integrator.
What wasn’t shared in that episode is that great Integrators are RARE.
Mark and his team at Rocket Fuel University™ discovered there are 4 Visionaries for every 1 Integrator.
Which means really good Integrators are hard to find…and even harder to keep.
If you want to learn where to look for your integrator, and more importantly, the principles for keeping them happy and effective, listen to this podcast.
Episode Highlights:
- Where to find great Integrators both inside and outside your organization
- The necessary 3 part process for successfully onboarding an integrator so they quickly earn team respect and don’t burn out.
- 5 Rules to follow to ensure a long term relationship thrives between the Visionary and the Integrator
- The way to maintain equality in the relationship even when it's not equal ownership
- The difference between Visionaries and “Idea People” and how the latter is not actually very beneficial to a company
- What happens when either the Visionary or the Integrator outgrow the role? How do you responsibly exit the relationship
See omnystudio.com/listener for privacy information.
To apply to Breakthrough Academy click here: https://trybta.com/PCEP83
To assess where you lay on the visionary/integrator spectrum, click here: https://rocketfueluniversity.com/assessments/
The Visionary/Integrator relationship is one I hear a lot of business owners wrestling with.
Here is why - A lot of you likely fall on the visionary end of the spectrum.
You have a head full of ideas and a heart full of passion. You took the entrepreneurial leap and gave birth to what would become the business you own and lead today.
You saw opportunities where others didn’t and you have a natural ability to see what you COULD build.
But here's the thing. Visionaries can wreck companies.
It’s possible to have too much vision, too many ideas. A Visionary can easily rip their team in a million directions or load them down with an unreasonable number of projects. Visionaries are also typically pretty terrible with holding accountability.
And your business pays for that.
The answer is to find an integrator.
BUT
Just because you find an integrator, doesn’t mean your business will thrive. The Visionary/Integrator relationship is like a marriage.
And just like a marriage needs frameworks, habits, and methods of communication that will set it up for a shot at long term success, so does the relationship between a visionary and an integrator.
Listen to this episode to hear from Mark Winters, the co-author of Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business
Mark shares the frameworks you’ll need to set up to successfully navigate the waters of one of businesses most powerful relationships.
Episode Highlights:
- The visionary/integrator dynamic and why it can lead to friction or harmony depending on the relationship
- The character traits of the visionary and the integrator and why you typically won’t be both
- Why not everyone wants to be the visionary, and why the integrator role is so important
- The benefits to a business that has both roles as opposed to business that only has one or the other leading the team
- The amount of Visionary 'Juice' that a business needs and why a businesses will die when the have too much vision
- 4 ‘Readiness Signs’ a visionary be aware of that will tell them it’s time to go and find an integrator
See omnystudio.com/listener for privacy information.
To apply to Breakthrough Academy click here: https://trybta.com/PCEP82
To download the pricing calculator, click here: https://www.bookkeepingacademyonline.com/pricing-calculator
Jeff Likes Clean Windows Website:
https://jefflikescleanwindows.com/
Let’s say that I give you a challenge.
I tell you that you need to triple revenue in your business in 1 year…and if you can’t, I get to take it from you.
You’re probably already thinking, “How do I ramp up EVERYTHING by 3X? It’s TOO MUCH.”
Yeah…maybe you could pull it off, but it wouldn’t be easy…or fun.
Okay pause.
Now what if I told you that there’s a way to accomplish your 3x revenue growth simply by moving 3 VERY SPECIFIC levers forward by 5%,10% and 20%.
That’s it. Just the 3. Nothing else. And the lever you need to push by 20% can be moved overnight by sending 1 email with guaranteed results.
It’s not a pipe dream. When you see it and you run the math you realize it’s entirely possible. It will blow your mind how easy it can be.
Meaghan Likes, a Home Service Company owner and Certified Public Accountant figured this magic formula out and shares it with us in this episode of Contractor Evolution.
Would you like to know what the 3 levers are? Then listen to this full episode for all the details.
Episode Highlights:
- The real reason so many entrepreneurs avoid talking to their accountants and how to approach your accounting in a new mindset
- Why tracking Average Job Size (AJS) is so important and how to increase your AJS overnight
- How much you need to be raising your prices, when to do it, and why you should feel ZERO guilt about it
- If you have a poor Sales Ratio here’s what you can change in your customer experience that often corrects the problem
- The most common reason for high lead slippage, and how to train your team to reduce it in a day
- How to easily 3x your company revenue in a year with 3 simple moves in AJS, Sales Ratio, and Lead Slippage.
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP81
Find the dripjobs CRM Here: https://www.dripjobs.com/
If you’re ambitious and always looking for an opportunity, you might have thought about building a software product to ‘fill a gap’ in your business.
You hear this story on podcasts, or youtube videos…maybe from a friend. Some contractor out there got frustrated with a lack of software in their business and they decided to do something about it.
They decided to build it themselves.
And then became bajillionaires.
But is it really that easy?
To find out, we invited Tanner Mullen of Dripjobs to share the realities of building a software company while still running a painting business.
If you’d like to learn more about the SaaS building process, managing multiple companies, and how to sell your software, listen to this episode.
Episode Highlights:
- How to train your team to manage the client so you free up your time for other things
- How to manage your calendar when you're running 2 businesses and a family
- The process of designing a CRM with programmers when nothing else seems to fit your business model
- Tactics that work to gain the sales advantage when pitching a SAS product from a successful salesman turned contractor
- What a 'Unique Mechanism' is, and why most contractors are not using it to their advantage
- What Tanner wishes he knew when he started both of his businesses
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP80
Download the 5 tips for keeping your trades and contracting business secure https://trybta.com/PCDLEP80.
Cyber security is something for tech companies, banks and nerds to worry about right?
Yeah, in 2010 maybe, but not anymore.
There has been a STEEP rise in the number of attacks on small businesses the last few years and contractors are a prime target for hackers.
Why?
Because in the trades we work with big chunks of cash AND most of us haven’t made the time to put cyber security as a top priority.
To a hacker, we’re the prime target.
Listen to the full episode to learn more about why you might be vulnerable, what hackers are after, and how to protect yourself.
Episode Highlights:
- What is going on high level that is leading to an increase in cyber security breaches in the contracting community
- The assets of value that hackers are looking for in a typical contracting company and how to protect them
- The most common threats and attacks you’ll be targeted for as a contractor
- What it costs you to buy security vs pay for damages
- The 4 stupid things most business owners do that leave themselves open to hacking
- How to tell if a software has legitimate security measures in place
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP79
Download your free resources for Project Management Secrets for Rapid Growth here: https://trybta.com/PCDLEP79
A couple months ago we did a Project Management Roundtable with some of our highest performing members in the construction space.
It was so popular and well received we thought we would release it as a Contractor Evolution episode.
As you no doubt have experienced, most (but not all) Project Managers in construction and trades are professional firefighters.
This is a problem.
Under equipped PM’s burn themselves out and eventually hurt morale, but more importantly mismanaged jobs can make or break our year end P&L’s.
So we put together a live roundtable with Greg Hasler of Hasler Homes and Iain Kent of Eagleview Construction where we discuss their evolution story from chaotic to dialled in.
We dove into the systems that have made the biggest difference, and the personality profile of a rockstar PM as well as where you might find one.
Episode Highlights:
- 3 PM 'Red Flags' that will tell you things can be improved on
- What makes a great PM (from the perspective of highly effective contractors)
- How to hold PMs accountable to the results they were hired to achieve in your business (including which KPI’s you should be tracking)
- The number of jobs should your PM's be able to manage at one time
- The PM qualifications you should you look for and where to send PMs to learn proper PM systems for your business
- The best way to keep your field crews (and your subs) engaged with the PM systems and actually filling out daily logs (spoiler - yes, it is possible)
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP78
The Discount Code for 10% off Gembadocs is BTA10. Download the app or visit https://gembadocs.com/ to start your FREE 30-DAY TRIAL!
Also, get Tom’s book for free in multiple formats at https://improvementstartswithi.com/
If you don’t have clear SOP’s (Standard Operating Procedures) for all the things you do in your business you’re in trouble.
Here’s why:
-
You won’t be able to scale
-
You can’t take a vacation
-
You can’t promote anyone on your team
-
It takes FOREVER to train new staff
-
You field a million questions everyday that suck your time
-
You’ll never be able to take a step back from operations
…the list goes on
Not having clear SOP’s is why your business is a mess.
BUT if you don’t have them, it’s not your fault.
Because no one told you where to start, how to create them, how to have your SOP’s evolve with the business or WHO IN THE HELL would be creating all of these things?
However, now all of your obstacles are irrelevant. Someone has figured out how to get around all those challenges and more.
His name is Tom Hughes and he’s going to open your mind to the possibility of SOP’s that are highly effective and practically create themselves.
To learn Tom’s brilliant approach to these age old challenges, listen to this week's episode.
Episode Highlights:
- The reason why you can’t predictably grow a business without SOP’s
- How much value SOP's will give to the sale price of the business and peace of mind to the owner
- The 3 keys most owners miss when implementing SOP's that lead to a giant waste of time and money
- How to foster ownership and buy-in from the team by implementing bottom-up rather than top down SOP creation
- How to put SOPs at the point of use to make sure they actually get used instead of collecting dust
- Lastly, how to make the update process easy so that your SOPs grow with your business instead of falling out of date
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP77
Do you have a leadership team? Do you let them lead?
I’m sure you’ve probably heard that you need to hire a leadership team who will allow you to take a step back from the grind.
But rarely do you hear HOW to nurture that leadership team to a point where you feel comfortable letting them take over.
In this episode of Contractor Evolution, I meet with Dan Young of Kingdom Roofing Systems of Marion Indiana.
In just 3 short years (2018 to 2021) Dan grew Kingdom from 3 million in revenue to over 16 million.
Contributing massively to this explosive growth is his Executive Leadership team, which over the years, he has assembled and trained with care and purpose.
I wanted to have Dan on to talk about where he found these people and nurtured underappreciated talent into truly exceptional leaders.
If you’ve been wondering what it actually takes to build a leadership team that will allow you to step back, listen to the full episode.
Episode Highlights:
- How the leadership team is organised in this 16M contracting company
- How to recruit a high-end leadership team from outside your industry and the attributes you should watch for in the people you interact with daily
- One way to nurture under-appreciated talent as opposed to expecting you'll have all the skills you’ll need in everyone you bring in
- How your role as a leader evolves as you go from 3M to 16M (hint - it’s both easier and harder)
- Striking the balance in a 'family vibe company' when you're running corporate systems
- The value of hiring women in the trades and what they bring to the organization that the men typically don't
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP76
You ever heard that quote about the bumblebee flying? The one that goes, “Aerodynamically, the bumblebee shouldn't be able to fly, but the bumblebee doesn't know that so it flies anyway.”
I feel like Tommy Mello didn’t get the memo that a garage door company traditionally caps around 10 Million.
When he was growing his company, Tommy looked around for inspiring models he could replicate and didn’t find much from the other garage door companies in the market. So instead of accepting industry norms, he looked elsewhere.
And now he’s sailing past 200 Million in revenue and says it’s just the beginning.
Listen to the full episode to learn about the 5 game changers that Tommy attributes to his unusual growth.
Episode Highlights:
- What Tommy & A1 Garage Doors needed to do to go from 800k to 200M
- Where to start when you know you need to dial in your finances but can't afford a CFO
- How to find and work with an integrator if you're the visionary
- The way a 200M contractor thinks and spends their time vs the way a 1M contractor thinks and spends their time
- When, during your growth, you need to start finding advisors, which ones will really move the needle for you, and how to filter out the crappy ones
- What advice Tommy would have given himself in the early years of his business that would have saved him a pile of headaches
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP75
Have you ever run a project and gotten so fed up with the people doing the job that you wished you could swap them out with robots?
Yeah, so did Garrett Moore…
…and then he built the robots.
While on deployment, this former Navy SEAL was getting so fed up with the sub-trades building his house that he decided to do something about it.
Now he runs Agorus, a company that blends construction, robotics manufacturing, and software to build custom residential homes.
Listen to the full episode to learn more about this super ingenuitive company and how they are disrupting the building industry.
Episode Highlights:
- Garrett Moore's frustration with the contracting industry & what was happening on the macro level that led to the start of Agorus
- The current state of decline for skilled workers and where we will be by the end of the decade
- The true size and scale of the housing crisis in North America the demand for construction and trades its creating
- How Agorus designs and manufactures custom homes using software and robotics - and then is able to erect to lockup in 5 days or less
- What smart contractors should do right now to stay ahead over the next decade
- What serving in the Navy SEALS taught Garrett about team building in construction and how to pinpoint entrepreneurs that show signs of success
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP74
Build A Long Client Waitlist Using These 4 Sales Documents: https://trybta.com/PCDLEP74
When selling to your prospects and customers, do you ever get tired of answering the same exact questions over and over again?
Are you ever bored by the sound of your own voice, endlessly running through the same talking points, addressing the same concerns, constantly explaining the same process sometime multiple times a day?
What if you could replicate yourself for those conversations?
You’d both save yourself some time AND you could talk to all the potential clients you’re struggling to get to right now.
Well, guess what. You can. Kind of.
We live in an age where you can create a piece of sales collateral and it will continue to sell long after you’ve created it.
Yet, there’s a lot of testing that goes into WHAT to create.
In this episode, Jamie Overley of Boulder Land Design shares the 4 pieces of sales collateral that she has found are the most effective in getting the sale, and then driving reviews and referrals after the project is complete.
Oh, and she has been booked out over a year for the last 3 years PLUS continued to raise her prices, so something is working.
Learn how this former marketing exec is sailing past the competition with her easy to replicate 4 part process.
Episode Highlights:
- What consumer habits have evolved into and how to play to the change in behaviour in 2022
- How to make sure that the customer gets the right sales message every time no matter who they talked to
- The red flags that tell you you are doing a poor job communicating your brand
- 4 examples of easy sales collateral that you can create and the details that go into each piece
- Why you should build a 'post project' package and what goes into it to drive referrals and reviews
- Tips for managing a huge backlog of inquires when your sales collateral works too well
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP73
If you’ve ever felt like your profit should be increasing with your revenue, you’re not alone.
If revenue goes up…profit goes up. Right? It’s simple math. It should work like that.
You think if you just work a little harder, push a little more…POOF… you’ll magically crest revenue hill. Economies of scale will kick in and all of the sudden you’ll have the kind profit you’ve always wanted.
But it doesn’t work like that.
If your revenues have been growing, but your profits aren’t matching the same growth rates (or exceeding), then you, my friend, have a very simple problem.
One that is pretty easy to fix if you know what to look for.
Listen to what this husband and wife team did when they found they had the same problem in their $4M landscaping company and how they fully controlled profits from that point out:
- The reason why profits didn't change even though revenue was seriously increasing
- 1 file that CLS implemented which made the biggest difference in their business growth and profit margins.
- The mental struggle with being a contractor vs working in a white collar industry and how to shift your mindset
- How to install a strong leadership team to manage multiple locations PLUS the roles you need to hire and in what priority order
- What advice would Cooper and Janelle have given themselves back when they started
- What it's like to find balance between 60 staff, 3 kids and themselves
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP72
Download The Rapid Hire Hiring Funnel Here: https://trybta.com/PCDLEP72
Check out Rapid Hire Here: https://rapidhirepro.com/
As a millennial myself, I take a small amount of personal offense whenever I hear frustrated contractors verbally bash my entire generation (or young people broadly speaking) for their supposed lack of work ethic, chronic ADD, and apparent disinterest in construction and trades.
I admittedly roll my eyes a little anytime I hear someone throw their hands up in frustration and declare: “These young people I tell ya, no one wants to work these days”.
If you listen to this podcast, you know this is a recurring theme on the show.
Having said all that, I also deeply empathise with the business owner whose phone is ringing off the hook with potential customers but can’t seem to hire enough good people.
Which is why this episode is so monumental. Our guest today, Jody Underhill, has figured out how to deliver a literal flood of qualified applicants to almost any contractor.
Don’t believe me?
Listen to the full episode to learn more about all the genius ways Jody has sailed past traditional hiring methods to deliver as many applicants as he needs.
Episode Highlights:
- Why young people aren't responding to trades ads, and what you can do to attract them.
- The statistical results between marketing on social media vs traditional digital job boards
- The exact formula for ad copy that gets high #'s of applicants and sets you apart from the competition
- How to structure your application page and what you need include in your employer brand promo video to get a high level of applicants (hint, it’s not you talking about the company)
- How to run hundreds of video interviews without the interviewer actually being involved
- The statistical difference between using email vs text and which medium brings in stacks of applications
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP71
Nothing in the world of contracting sucks the life out of you or your team like a miserable client. A sorry SOB whose apparent mission in life is to ruin yours. It almost seems they take pleasure in the process.
What I’m saying is I think we can all agree that avoiding the crazies is in your best interest. And the sooner the better.
After running my own painting company and talking to over 1000 contractors, I’ve noticed there are a few client patterns that have emerged in our collective experience.
I should mention, this list is by no means exhaustive and if you have your own red flags I’d love you to leave them in the comments of this episode's Youtube video. I read all the comments you guys put in there.
Episode Highlights (6 Key Phrases That Should Raise A Red Flag):
- “Can I help out? And what kind of discount will I get if I do?”
- “We bought the materials already, just charge us for labor.”
- “I could do this myself, I’m just so busy”
- “I’m a realtor and I’ve flipped many houses so I know what things cost.”
- “I have a brother-in-law who does some flooring. Can he be involved?”
- “I’m super busy, do we have to meet?”
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCEP70
Download the Mental Fitness Framework and Quiz Here: https://trybta.com/PCDLEP70
Connect with Fyfe here: https://www.uplifementalfitness.com/
If you roll into a multi-day hike with tons of vertical and a 50-pound pack after 6 months on the couch eating Doritos, chances are you’re probably not going to have the best time.
But what about if you're asking a lot of your mind?
How many stressful situations do you encounter in your business in a single day?
How often is intense focus demanded of you even though your batteries are drained?
In its simplest form, mental fitness is your capacity to handle life's challenges with a positive rather than negative mindset.
We, as humans, have all formed negative self-sabotaging characteristics that protected us while we were young. However, these same saboteurs can ultimately lead to downfall if we don’t recognize them.
In this episode, we have Fyfe Barraclough on to explain the 10 saboteurs that exist, which ones are most common in entrepreneurs, and what we can all do to turn self-sabotage into opportunity.
Listen to the full episode to learn how you can transform your metal liabilities into tangible assets.
Episode Highlights:
- The definition of mental fitness and when a contractor would need to be concerned about it
- The neuroscience science behind mental fitness and why large organisations are starting to pay attention to the training
- The 10 saboteurs that we form to protect ourselves when we’re young but can hold us back as adults
- The common saboteurs that plague entrepreneurs specifically and examples of what they look like in the workplace
- How to play "mental judo" and turn your stress induced self sabotage into an opportunity instead
- The observable benefits of someone who actively works on their mental fitness vs someone who doesn’t
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP69
On this episode of Contractor Evolution, we’ve brought in Anthony Langdon of Asset Roofing in Seattle WA. It wasn’t too long ago that Anthony’s business hit a ceiling because he was always stuck on the roof. No pun intended.
In 2018 his business was doing 400k a year in revenue while he worked 80 hours a week due to a lack of systems. Anthony was making money, but he was breaking his back for it.
He owned a job, essentially.
Today, only 4 years later, his business is trending to do over 10 Million dollars in revenue with a net profit margin north of 20%.
How?
Listen as Anthony breaks down the most critical business systems that lead to this remarkable growth - both in mindset and in revenue.
Episode Highlights:
- The first system Anthony built that led to his epiphany moment
- The most fundamental systems that Anthony implemented in his business which led to exponential growth
- Of the hundreds of systems you can implement in a business, Anthony shares where he started and what he tackled in order after that
- What to do if your entire team isn’t buying into the changes you’re trying to make for the health of the business
- Outside of systems, Anthony shares 3 key areas that required a complete overhaul and despite pressure, he didn’t compromise in
- What Anthony’s life looks like now in the day-to-day after completely re-inventing the way he ran his business
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP68
Your business is a “For-Profit Entity”.
Profits are a slippery business though.
Sometimes it can feel like what you made on paper and what is in your bank account don’t quite line up.
Sometimes top-line growth doesn’t translate to bottom-line growth.
And sometimes it's only a few expense categories on our P&L that are giving us all the headache.
Listen to the full episode and we’ll show you where and how contractors most commonly destroy their year-end profits
Episode Highlights:
- Why it’s so easy for your overhead efficiency to spiral out of control and the best way to track your overhead deliverables
- The difference between managing expectations in your "Ditch Diggers" vs managing expectations with your more abstract roles
- Managing increasing material costs and why you NEED to take action in your business to mitigate them and not just accept tightening margins
- The two kinds of companies when it comes to addressing inflation and why one thrives while the other fails
- Why writing off big expenses at the end of the year to offset your tax bracket is a bad move
- How your ego can tank your financials if you aren’t very careful
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP67
Tradie Web Guys - https://www.tradiewebguys.com.au/BTA
“Create Content” is such an easy thing for some marketing guru to tell you to do.
But those people are the same A-holes that sit in front of a screen all day and have no realistic clue what goes into running the average contracting company.
On top of that, why on God’s green earth would you take the time you don’t have to bring in leads when you’re flooded with work already?
I’ll tell you why.
Demand.
Creating a list of 1000’s of people that want to work with you allows you to raise your prices SIGNIFICANTLY.
Demand is the reason some contractors are able to charge 3 to 4 times more than average.
In order to show you how to create that kind of demand (without eating up your entire work day filming selfies) we have plumber turned marketing expert Matt Jones on the show.
Listen to the full episode to learn some stupidly simple things you can do to dial in your content strategy and build your brand presence.
Episode Highlights:
- What it means for a contractor to have a "Content Strategy" in 2022 and what you can expect for results if you get it right
- An easy way to tell your story in a way that leads to sales (even if you think you’ll be terrible at it)
- How much work it (really) is to produce content as a contractor and the easy incentive to get your team to produce content for the business so you don’t have to
- The communication mediums you should use in 2022 to target an upper-middle-class demographic
- Why it’s a huge advantage to produce content even if you have more than enough work
- The obvious “RED FLAG” mistakes on contractor websites that actively push ideal clients away
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP66
As you might have guessed by the title, we’re talking about books in this episode of Contractor Evolution?
Why?
Because someone way smarter than you has devoted DECADES of their life mastering a principle that will significantly impact you in a positive way.
And you can choose to ignore that fact…or you can absorb a lifetime of learning in roughly a day.
There’s a reason we say leaders are readers. Leaders have accumulated hundreds of lifetimes of wisdom and then are able to apply it to their specific circumstances. Simply put, leaders that read have a huge strategic advantage.
And if you don’t like reading, guess what, all the books we’re talking about have audio versions.
So click the icons below for a fresh list of 9 books from our contractor top picks.
Episode Highlights:
- Learn to see and stop problems before they happen so your days of firefighting can come to an end
- A framework for making better decisions in work and life
- The best way to make huge changes in your life through small, everyday actions
- Why you should never believe you’ll be happy "Once you make it" and why you’re selling yourself short on the possibility of a fulfilling life starting now
- Everything in you life is a negotiation - here’s how to master the art of creating win-win scenarios
- Navigating the road ahead by finding your centre and coming back to what’s true when the world is an ever changing tumultuous mess
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP65
Do you ever feel like a fraud?
In certain situations do you ever feel like you are one minor mistake, one missed detail away from being found out by everyone as a phony?
Do you sometimes feel totally under qualified to occupy the position that you do?
Flawed, imperfect, error-prone, human?
If you do, that CAN be healthy. Or, it can ruin you.
Either way, you aren’t alone.
Click the links below to get my take on Imposter Syndrome and why it affects so many contractors.
Episode Highlights A definition of imposter syndrome and some of the key signs to look out for in yourself of others An anecdotal observation about imposter syndrome after speaking with over 1000 contractors and diving deep into their mental and emotional challenges The surprising reason that an unusually high number of contractors are prone to feeling imposter syndrome and why it might be a sign you’re on the right track Why you shouldn't block out your negative emotions and how to listen and act on them in a healthy way 3 Practical steps to manage imposter syndrome if you think you have it The dangers of trying to mask a lack of confidence by being overly confident
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP64
To download “LEAN in a nutshell” click here: https://trybta.com/PCDLEP64
To learn more about Paul Akers click here: https://paulakers.net/
To learn more about Fastcap click here: https://www.fastcap.com/
The average American worker (across industries) outputs about $150/hour worth of value a day.
Our guest in this episode, Paul Akers, runs a company called Fastcap who’s workers now output $500-$700 a day and are happier than when the company started. He’s been so recognized for his work that he’s been invited to speak and consult with companies like Mercedes Benz, Amazon, and the US Navy.
So what’s his secret sauce?
It’s a concept he stole from Toyota and applied to his business. He tells us only 2% of contractors ever ‘get it’ and he wants to share with those who will listen.
Episode highlights: How LEAN production revolutionized the job site and the 8 areas where you can eliminate wasted time, material, costs The state of the average job site in North America and why it’s not where you want to be How to apply LEAN principles to a contracting business model with specific examples The "Quick Wins" you want to start with to see some immediate results The best way to retrain your team to see the waste and what needs to happen to create an ongoing culture of continuous improvement What to do about the team member that fights the change and get them totally bought in
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP63
To download the Sales Handoff Project Charter and DECA analysis click here: https://trybta.com/PCDLEP63
Misaligned expectations between contractor and client are the route of all evil when it comes to: Hitting or missing budget Finishing the project on time or way behind schedule And creating a happy customer who will refer you for years or not.
Sales handoff is one of the most critical links in the overall chain that is your business’s workflow.
Get this right and producing the job you sold can, believe it or not, go off without a hitch.
Get it wrong though and your production team can be stuck in a hellish nightmare for way longer than planned, hurting the project’s profitability and team unity.
Your sales handoff can seem more straightforward than it actually is though, which is why we’ve got Paul Atherton, one of BTA’s most senior coaches on for this episode.
Click the icons below to learn the 6 things Paul tells us your sales team needs to share with your production team for a headache free job. How to prevent "I thought you guys would do this too" from the customer (and end death by 1000 requests) What it looks like to set “bumper guards” on the job so things like deadline and expenditures don’t get out of hand The common assumptions that will kill your project The best way to avoid false promises during the quoting process from being made in the first place How to use a Project Charter to insure everything is communicated properly at key points along the project Using a DECA Analysis to be able to ask the right questions at the start of the job
See omnystudio.com/listener for privacy information.
To apply for a Business Assessment with Breakthrough Academy click here: https://trybta.com/PCEP62
You can find Barrett’s Company Cadence Real Estate at: https://www.cadencere.com/
Just 13 years ago, Barrett was working as a bags-on carpenter fresh out of school.
Since then, he has not only built an extremely successful construction company but has also become a full-blown multi-family developer.
His company, Cadence Real Estate, which is actually composed of 4 subsidiaries, now owns over 380 Million dollars worth of Real Estate in the Seattle area and is expanding beyond. NBD.
To learn Barrett’s somewhat unique approach to business development click the icons below. The 2 core systems Barrett implemented that really moved the needle in his business How to run effective Strategic Planning when you run 4 companies How to select the leaders and leadership traits for the business you run 2 Key lessons learned going from 0 to 380M and what Barrett would change if could start again Barrett's strategy for managing capital and investment in a business that has huge swings in revenue Barrett's advice to young contractors today and his reflection on opportunity in 2022 sharing similarities to opportunity in 2008
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click: https://trybta.com/PCEP61
Aleph Holdings: https://www.alephholdings.com/
This painter crushes it by buying into his competition
You may have, at some point, pondered the idea of supercharging your growth by buying another business.
Entrepreneurs naturally see opportunity all around them - owners that don’t know what they’re doing, older guys trying to get out, young untapped potential rising up.
And to be clear, your intuition isn’t wrong, the opportunity is out there.
What we want to do is make sure you don’t get blown up by the hundreds of proverbial landmines that can lay hidden under the surface of those businesses.
Learn from our guest Jason Paris, who’s built a 10M+ painting empire and shares many of the red flags to watch out for, by clicking the icons below.
Highlights: The pro's and con's of buying out other businesses within your industry The types of businesses and people you should be looking looking to partner with and the red flags that mark the ones you should avoid How to value businesses when you're looking to buy them out The internal systems in the seller's business that matter when you are the purchaser The buying process from start to finish The first goals/systems/structures that you should implement in a business once you've purchased it
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click: https://trybta.com/PCEP60
Perficut Website: https://perficut.com/
Ballard Inc Landscaping Products: https://www.ballard-inc.com/
If you have ever wondered what it takes to expand into a new market, begin operations in a new city, or even a new state, this episode is a must-listen. Our guest for this episode is Kory Ballard, founder of Perficut Site Management.
Kory started as a teenager, borrowing his dad's mower to do his neighbor's lawns and save up for a moped.
Fast forward a couple of decades, and Perficut would become a massive full-service commercial landscaping company with nearly 200 employees operating in 3 different cities across 2 states.
Quite recently, Kory sold Perficut to a national site management brand…kind of the dream exit actually. He now focuses 100% of his time on Ballard-Inc., an equipment and accessory manufacturing company for landscapers.
Kory is a classic entrepreneur: successful enough to retire, but so driven he can’t - at least not yet.
We wanted to have Kory on to share his lived experience. What is it ACTUALLY like to push your brand to its limit and expand into new territories? What is unexpectedly hard about it? What are the financial implications and risks? How do you choose where to go? How does your role as a leader change? And What systems make this possible?
Like many things in life, actually doing the thing is many orders of magnitude harder than daydreaming about it. And that's why this episode is a good one. Kory gives us the unpolished reality of what it takes to expand geographically.
In this episode we learn: How to determine when you've saturated your current geographic market What is the best way to pick your next market The business systems to you need to have fully functional before you consider opening a new branch The financial implications of starting a new branch How you as a leader will need to change to lead multiple locations The challenges you don't think about when you decide to expand
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click: https://trybta.com/PCEP59
As we say all the time on the Contractor Evolution show, business is a game you have to play for the long run.
One situation you are inevitably going to face at some point, or many points, is an economic downturn. Or Recession. Or Meltdown. Whatever you (or the media) wants to call it.
You get what I’m saying though. Business isn’t just about winning when the times are good and everyone is fat and happy. You also need to know how to play the game when things aren't so flush.
Now I want to be clear. We are not economists. We don’t have a crystal ball. We’re not in any way trying to guess what the market is going to do.
However, we do try to stay current and provide value to our listeners, and lately this conversation, around the market, what's ahead, and what to do, seems to be coming up a lot with our contractors.
While we’ll be the first to tell you we have NO IDEA what’s going to happen, I think we can all agree there are a lot of flags on the field right now. There are a lot of scary headlines, and that's making people nervous. Fair enough.
In this episode Igor and I are going to go over: Why a downturn isn't a bad thing and how to look at it from a new perspective How to identify true revenue drivers vs 'nice to haves' Why you need to create 2 business plans and 2 budgets when times are unstable, and what the 2 plans should look like The true costs of laying people off (which is beyond the loss of ROI) What reserves should you keep in place to make it through a rough period? What percentage of monthly revenue should you put away for a rainy day?
See omnystudio.com/listener for privacy information.
To apply for a Breakthrough Academy Business Assessment click here: https://trybta.com/PCDLEP58
Today’s Episode is a case study with Curtis and Channell Murray of 180 Kitchens: A kitchen cabinet refacing business based in Vancouver BC. Listen carefully now okay? In one short year, they accomplished the following.
-They increased their top line revenue by 250%
-They moved their net profit from an already healthy 15% to a world class 22%
-They doubled the size of their team
- And they both work 15 hours a week less than they did before
- Oh and just as a side note, they did all this with 3 kids under 5.
So the obvious question is HOW? That’s what we’re going to unpack here over the next half an hour. We’re going to get into the story of how they tamed the chaos in their business, and most importantly they’re going to break down the three most crucial systems that underpinned this tremendous growth. Why, despite having a clear vision, Channell and Curtis struggled to make any gains towards it. What the first year of Breakthrough Academy was like and the unexpected learnings The first ‘big secret’ that led to a significant shift in how work got done at 180 kitchens 3 of the ‘big picture’ management tactics Channell and Curtis changed to create massive growth in 1 year How 180 Kitchens use GSR's to keep everything running efficiently and significantly reduced the need for BS meetings What life looks like now vs 2 years ago for Channell and Curtis
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP57
To download the Hiring & Recruiting Tactics, click here: https://trybta.com/PCDLEP57
About 2 months ago we put on our first digital Contractor Evolution Summit where we focused on recruiting and hiring.
We had so many questions during the live event that we couldn’t get to them all so here are an additional 9 questions that were too good not to respond to.
By the end of this episode you’ll know: Whether you should focus on recruiting "lifers' or also consider people you know will stay only a few years? If it’s a good idea to hire someone that aspires to run their own business The percentage of annual revenue that you should allocate to recruiting How do you get a high volume of applicants from your job ads and drive traffic to your ‘Work With Us’ page How to market to people that are already employed but not steal employees from your competitors When we recommend personality testing to determine culture/role fit in your company and how it can save you a huge amount of headaches
See omnystudio.com/listener for privacy information.
Interested in working with us? Let's chat: https://trybta.com/PCEP56
To download the Hiring & Recruiting Tactics, click here: https://trybta.com/PCDLEP56
When it comes to solving business problems there will always be hundreds of theoretical or formulaic sounding answers floating around out there.
There is certainly value in these more textbook concepts, but one of the best ways we entrepreneurs learn is by simply listening to how other entrepreneurs have solved the same problem.
The problem we’re going to dissect in today's episode is a recruiting and hiring one.
Today on the show we’re excited to have Brett Farrington, owner of Renova Exteriors and Holiday Spirit Lighting.
In the late summer and early fall of 2021 Brett was faced with a massive recruiting gap. His projections for the year's sales and production clearly showed he would need about 16 staff to get through his busy season and execute everything.
This created a pretty real “Oh Shit” moment for Brett, because at the time Brett only had 4 people on payroll. Now what's cool about this epiphany, and the steps he took thereafter, is his complete refusal to blame external factors or feel sorry for himself.
Brett faced a seemingly insurmountable problem and instead of comforting himself with the all-too-often used excuses (millennials suck, covid ruined the workforce, no one wants to work) he put his head down and got to work.
Now I don’t want to give away too many spoilers cuz I really want you to hear it from him, but some of the highlights for me were: The game plan that Brett came up with to eliminate the labour challenge he was facing How to methodically establish the #'s needed to run a successful recruiting strategy How Brett reverse engineered who he was trying to hire and how that played into the job ads descriptions The web and visual assets every contractor should create before running a recruiting campaign How Brett implemented a unique and highly effective incentivized employee referral system The mind-blowing results that Brett got by changing his recruiting tactics from ‘old school’ to ‘new school’
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP55
You can find the Building Business Youtube Channel From Job Nimbus here: https://youtu.be/dg25mpaz7eM
If you took a survey of contractors right after the implementation of their first CRM or Project Management tool, many of the responses you’d get would sound something like: That was awful My head nearly exploded Truly the worst 6 months of my life for me and my team I never want to go through that again
Technology and software are supposed to make your business life simpler and more efficient. So why do most entrepreneurs talk about the adoption period like veterans talk about the war or mothers talk about childbirth?
This whole “tech overwhelm” thing, especially for contractors, is something we’ve been wanting to get some answers on for a while now, which is why we are so excited to have Ben Hodson on the show today. Ben is the Co-Founder and CEO of JobNimbus which is one of our favorite pieces of contractor software, and we thought who would be better to teach us how to implement technology headache-free, than the guy who builds it.
We’re fans of Ben and JobNimbus for a couple of reasons. It's super customizable and integrates easily with everything. It's relatively simple to implement compared to other CRM’s and they have a dynamite customer support team that is super hands on.
So if you’ve purchased a CRM and barely used it, if you’ve been frustrated by your tech stack or lack thereof, or if you’re still managing your business on a spreadsheet but you’re ready to take the leap… this episode is a must listen.
By the end of this episode you’ll know: The difference between contractors that struggle to implement new systems vs those that find it pretty easy How to use an “I.C.E.” decision making matrix to ensure you select the right CRM to begin with How to avoid the common “employee pushback” scenario and foster adoption of any new tech system How to identify all of the problems you face in business as one of two factors which then become easier to solve The elements of the trades and contracting sectors are ripe for disruption and what you need to be getting ready for The things that a serial CEO Ben Hodson wished he had learned earlier when running businesses
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP54
To get the Team Event Planning Checklist click here: https://trybta.com/PCDLEP54
The interconnectivity of the individuals on your team is a huge predictor of success.
When people know and trust each other they’re more likely to collaborate together on important work, they’re more likely to be honest with each other when it counts, and your business will be better for it.
Your employees need to form deeper relationships than simply “someone I work with” in order maximize productivity and truly love their work; and part of your job as a leader is to foster this.
In this episode of Contractor Evolution Igor and I discuss how to breed infectious team culture through better team events.
We talk about how to plan and execute gatherings and get-togethers that your staff will rave about and thank you for.
By the end of this episode you’ll learn: Why quality time off site with your team is so important to the quality of work getting done Things you as the leader should consider before planning a team event to get the most out of it Dozens of ideas that you can use to create team events that are fun, unique, and have a positive impact on your team, the business and the community How often you should be running team events depending on the size of your company How much you should budget for team events and what can you expect for ROI Some of the positive signs you will notice if you run team events for a year or more that go beyond profit
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If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP53
To get the Contract Checklist click here: https://trybta.com/PCDLEP53
You want to keep your A$$ out of trouble.
All ventures, big and small, face some form of legal risk and whether you realize it or not, the business of contracting is on the riskier end of the spectrum.
You put thousands of hours of work every year into growing your company, not to mention the millions of dollars that get spent in the pursuit of growth. To do all of that on a shaky legal foundation is like building your dream home on sand.
Because of this, smart entrepreneurs put effort and money behind proactive, preventative legal work, so that they can feel confident that the effort and money they are putting in is working to build something that will last.
Our guest on the show for this episode is Trent Cotney, Partner at the firm Adams & Reese.
Trent has been practicing construction law for 23 years and runs a large team of lawyers within the firm that specialize in various specifics of construction law. He’s written two books related to OSHA defense for contractors and is the General Counsel for the National Roofing Contractors Association. Needless to say, he is the best in the business when it comes to protecting yourself, and all things legal in our industry.
In today’s conversation, we get into: Some of the most typical legal risks that a contractor faces and how to prevent them What a contractor needs to know about corporate structure and how to protect themselves Why when you cut and paste contracts from google you could be seriously screwing yourself How manuals and SOP's in your business serve a much bigger function than just getting the work done How to cover your butt when it comes to safety on site Why you need a crisis management plan and what goes into one so chaos doesn’t break out when things go sideways
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Free Trial for CompanyCam: https://app.companycam.com/signup?email=
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP52
In this week’s episode of Contractor Evolution I sat down with a guest we’ve been trying to pin down for awhile, Luke Hansen.
Luke is the founder and CEO of a CompanyCam, our favourite photo storage and site management app. Company Cam is purpose-built for contractors - it’s an intuitive platform to help you snap, store, sync and share photos of your jobs so that you, the owner, can better understand what's happening on site.
No, I’m not getting paid to say this, I just really believe in what Luke and his team are doing.
It’s so much easier to empower your crews to make decisions and drive production without having to get in your truck and go out and see them if you have great photo management. Plus, it covers your butt if anything goes to the lawyers.
Luke in particular is one of my favourite CEOs in the contracting space. Not only because his product rocks but because he has a really unique perspective on life and business
It's important to mention that before building a software and pitching venture capitalists, Luke was a roofer working for his family business White Castle Roofing so he understands the lived experience of the contractor because that was him not that long ago.
In this episode with Luke Hansen we unpack: The problem Luke saw in his own business that led to the creation of CompanyCam How photo sharing empowers your staff and requires far less of the owner's time The 3 traits that separate a dreamer from a visionary with traction When it’s ok to look stupid in front of your peers How to know when it's time to delegate and elevate tasks as a leader Why perfection can easily be an enemy of something good
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If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP51
To download the Active Listening Framework, click here: https://trybta.com/PCDLEP51
There is one skill out there that very few people engage in, but when executed well leads to stronger social connections, increases your ability to problem solve, makes you a more interesting person, builds trust, and increases your effectiveness as a leader.
That skill is active listening.
I realize that listening seems like a no brainer, and you might feel the desire to skip over this topic, but if that’s what you’re feeling then this episode is probably exactly what you need right now.
Active listening isn’t as easy as you think. In fact it’s one of those skills that can take YEARS to perfect.
Which is why I want to run through a bit of a ‘Crash Course’ on how to improve your ability to get more out of your conversations simply by being a better listener.
In today’s episode we’ll cover: How to maintain intense attention during a conversation, especially when you are naturally distractible The kind of body language, eye contact, and verbal cues you need to display to show you are open to listening to what a person has to say The best way to empathize with the person you are talking to so they feel comfortable opening up What you need to say after they’ve completed their statement so they feel they’ve been heard and understood The kind of detailed follow up questions you SHOULD be asking to keep the conversation interesting and yourself well informed The exact cues you need to be looking for that tell you you’re doing a good job
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP50
To download the Canadian Immigration Roadmap, click here: https://trybta.com/PCDLEP50
Have you ever considered bringing in skilled workers from abroad?
Think about it… you as an entrepreneur can’t find the people you need at home, so the next logical step is to seek help elsewhere. If overcoming the labour shortage and growing your business is something you care about, immigration and foreign worker programs are things you NEED to consider. And the sooner, the better.
A surprising fact here in Canada is that our current demographic modelling shows that by early 2030, our population growth will grind to a halt and large scale immigration is likely the only way to fix that problem. Therefore, bringing in foreign help is quickly becoming NOT optional, and this applies to individual businesses and the economy as a whole.
When done correctly, recruiting and integrating foreign workers into your business and community is a win/win. And it's something that you, the evolving contractor, need to have on your radar.
Our guest on Episode 50 of Contractor Evolution is Brooke Finlay, Managing Partner of Whistler Immigration. Brooke is an entrepreneur and a Regulated Canadian Immigration Consultant. She and her team help over 200 clients a year navigate the immigration process. Her firm connects business owners in construction and trades with the international talent and human capital they desperately need.
Quick caveat. Brooke’s firm services Canada only (except Quebec). This conversation and the trends we discuss are still super relevant for our many American listeners, but we would advise you to find a local immigration consultant.
By the end of this episode, you’ll discover: Why the need to bring in help from abroad exists in the first place The viability of using immigration as a tool to keep up with your recruiting needs What you, as the employer, are responsible for when bringing in a foreign worker How much it costs to bring in foreign labour The pro’s and con's of bringing in foreign workers Success stories of contractors who've brought in foreign workers
PS - To get in touch with Brooke Finlay and Whistler Immigration, visit https://whistlerimmigration.com.
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If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP49
To download the Critical Convos Template click: https://trybta.com/PCDLEP49
The Los Angeles Rams have on the wall of their locker room a mantra. That mantra is, “The standard is the standard.”
It serves as a reminder to the team that the standard is non-negotiable. Excellence is self-evident, and it is always the goal. No if’s and's or but’s.
Now, the actual results may miss the mark. Perfection is not possible, and human beings by nature are error prone and that’s okay. They as a team can accept losses, dropped passes or other missed assignments. They learn from them, get better, more resilient, and move on. But what is NOT up for debate and never will be is the standard.
Okay admittedly, I am a football nut, but lemme try and bring this back to our world.
Your Business is a game of human beings making commitments and then following through. But where the real work begins is in the managing of the follow-through. The people in your business are going to make mistakes, are going to screw up, are going to have lapses in judgement, are going to say and do things they regret. This much we know is inevitable. What matters, is your ability to effectively coach them back to the standard. And this the hard part.
Today's episode is on what we call Critical Conversations. How to communicate when the stakes are high. These are those conversations you know you need to have, but would rather avoid. Your project manager blows up inappropriately at a customer. Your Journeyman shows up hungover and late for the 3rd time in a month. Your usually excellent sub-trade partner messes up their scheduling and pushes your entire project back two weeks.
You can’t build a performance culture, a strong brand, or leaders within without Critical Conversations and yet most people, even accomplished entrepreneurs, are terrified to have them.
In today’s episode Igor and I break down a 5 step process for how to have these that will reduce whatever anxiety you feel about these and facilitate a way more productive conversation for everyone involved.
We’ve also included a super easy to follow downloadable framework you can download and keep nearby.
I hope you enjoy this, and remember, the standard is the standard. Why you need to uphold your standards, especially when it's uncomfortable How to decide if a Critical Conversation is worth engaging in so you don't waste your emotional energy How to define the focus of the conversation you're about to have Where you should have the conversation and how to set it up with the person you are talking to The way to have a critical conversation so that you're able to explore both parties perspectives The simple action plan that creates a foundation for positive behaviour moving forward
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here.
While business tactics, skills and systems make up a big part of our discussions on the show, we’d be remiss to not also talk about the importance of having a balanced life outside the walls of your business.
A lot of you are husbands and wives, mothers and fathers, community members, fitness enthusiasts and adventurers. Balance is a virtue worth striving for and that means spending our time in a way that allows us to express our core values, be with the people we love, and do things that we enjoy.
Yes crushing goals and making money is great, but if your life outside of that is empty, what are you really achieving with your time here on earth?
So today on the show we’re going to explore how one super successful 8 figure contractor has implemented a life planning process to drive his business strategy and truly show up for the myriad other components of his life.
Blaise McDonald owns Mac Renovations. Before MAC, Blaise was an industrial electrician working in a very hands-on capacity. Since entering the business 10 years ago, which was founded by his dad has gone from about 2 Million a year in revenue to close to 15 today. In that time, he’s grown his team from 12 employees to over 40 exceptional project managers, carpenters, sales people and administrators and he is one of the highest performing entrepreneurs we work with at Breakthrough Academy.
In this episode you’ll learn: How a deeper and more meaningful “why” improves his clarity of thought, motivation levels, and entrepreneurial enjoyment The way to think about planning your business vs planning your life The detailed personal planning system he and his wife use to chart the trajectory of their shared life and how that drives his approach to business When you add life goals to your list of already existing business goals, does it make it easier or harder to achieve everything? How life balance is actually (almost) possible for a busy entrepreneur How to incorporate accountability into your personal goals
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If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP47
In a chess match, a player’s first sequence of moves is known as an “opening”. The opening is a memorized series of 8 to 12 moves that, ideally, sets up the chess game in an advantageous way for the player.
Execute the right opening and you’ve created some leverage for yourself. Execute the wrong opening, or make a mistake during it, and you’re fighting an uphill battle.
Now when I say “Master your Opening” what I’m talking about specifically here are the first few minutes of your sales call. I’ve heard different businesses call sales calls different things. You might call it an estimate, a quote, a consultation, an appointment, a design meeting, a discovery meeting, but for the sake of clarity I’m going to refer to it as the sales call.
I know what you might be thinking. Aren’t the last 10 minutes the most important? Aren’t those precious moments when you’re “closing” the most important? When a pen is being put to paper, or when a deposit cheque is being cut?
The closing moments ARE crucial, but to me the opening is the most important because it’s what sets up the close.
The customer usually makes up their mind about whether they would do business with you in the first ten minutes, not when they are staring at your quote.
My goal in this episode is to increase your sales conversions by covering a few core principles which I’ve learned including: Why the first 10 min of your sales call is more important than the last ten minutes The 3 things that you need to accomplish in the first 10 min that will help you close the sale 1 little mindset trick to perform before you talk to your prospect How to convey likability right off the bat The best way to establish a Leader/Follower dynamic during a sales call Where to insert trial closes into your sales calls so the customer doesn't ever feel blindsided
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP46
To download the Employment Agreement CQT click here: https://trybta.com/PCDLEP46
Welcome to Contractor Evolution and our 6th and final episode of the Ultimate Hiring Funnel series.
Over the last 5 weeks we’ve tried to lay out the fundamental steps involved in attracting and hiring the talent your business deserves. Building a world class hiring funnel is not an easy thing to do, but nothing important ever was. And if building a rockstar team isn’t at the top of your priority list, I don’t know what is.
Last week we talked in depth about the interviewing stage, but we aren’t quite done yet. To close this process out we need to talk about the all important Job Offer Call and Expectations Meetings.
One thing that a lot of contractors struggle with is holding people accountable. Employees make up their own expectations, standards slip, and your frustrations mount. The expectations meeting solves this by clearly articulating the standards at the precise moment when your new employee is the most malleable.
Remember this, you can’t hold the line with someone if you never drew it in the first place.
To walk us through this we’re excited to have James Dale returning to show. James is the Director of Training and Development at Breakthrough Academy. He’s hired and conducted expectations meetings for 100’s of staff all the way from labourers to executives. He’s the brains behind the BTA Management System which he and his team of coaches help implement into the businesses of 400 fast growing contractors.
It also should be mentioned that his fantasy football team is off the chain this year, and he has a black belt in krav maga.
So let's conclude this ultimate hiring funnel series with James Dale where we’ll discuss: What's the Job Offer Call and why do you need to conduct one? How to get your candidate excited about the job they are about to start The best way to reinforce the positive attributes of a new hire while prepping them mentally for inevitable on-the-job coaching The prep you need to do BEFORE you go into an Expectations Meeting The 5 parts of the Expectations Meeting that allow a really strong start for any new employee How to come across as a strong leader a new hire can trust
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP45
To download the Interview Guide Tool, click here: https://trybta.com/PCDLEP45
If you’ve been around long enough you already know the cost of one bad hire….to your profitability, team morale, your brand, and your own personal stress levels.
But what I want you to think about is the cost, over your entire career, of not being an exceptional interviewer…. being someone that is susceptible to frequent hiring mistakes.
As we say all the time on this show, you run a people driven business. Your ability to objectively analyze someone’s previous behavior, and predict their future performance with a high degree of accuracy is one of the deadliest skills you can have as an entrepreneur.
Your growth potential is directly related to how well you can team build, and interviewing is arguably the most crucial step in the whole process.
Understanding a candidate - not just in terms of what is on their resume, but their deep rooted wiring, personality style, strengths, weaknesses, core values, and their wants and needs for the future - allows you to be an extremely precise decision maker when it comes to personnel.
This is why we are very excited to be joined by James Alisch - Managing Director of 1-800-GOT-JUNK: the world’s largest junk removal service.
James is at the helm of a brand doing 490 million dollars a year in revenue, and is executing a multi year strategy to exceed 1B by 2025. Over the course of his extensive career, James has done literally thousands of interviews to build power house teams. He knows interviewing inside and out, and we’re thrilled to have him on to share his wisdom and insight on the topic with you.
In this episode of Contractor Evolution we unpack: The 3 things a good job interview should accomplish How to 'Peel back the onion' on a job applicant in the interview process to see their true character The way to interview for character traits and core values so you don’t have to fire them 3 months later The Interview Scoring Matrix and how to use it to evaluate an applicant's aptitude for the job How to manage your energy during the interview to come across as a strong leader The 'Beer & BBQ' test that an applicant should pass when you're interviewing
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here: https://trybta.com/PCEP44
To download the Contractor Interview SetUp Call click here: https://trybta.com/PCDLEP44
Hey, Welcome back to Contractor Evolution and episode 4 of our 6 part Ultimate Hiring Funnel Series.
Last week with Asad Zaman we talked about some of the active recruiting and promotional tactics you can lean on besides just your basic job boards.
At this point in the funnel you should be starting to receive applicants… and if you’ve followed the best practices shared over the past 3 episodes you should have quite the volume coming at you.
As we said last time, making a good hire is impossible if you have no one good to choose from. So now that you’ve solved that problem, the question becomes, “How do we prioritize and convert our best applicants into interviews?”
This applicant flow management and interview set up call stage is an unbelievably important step and one that entrepreneurs often don’t take seriously enough. Not Taking it seriously leads to you wasting your time on the wrong candidates, or worse - being no-showed by your interviewee.
To walk us through this we’re lucky to have Danny Kerr, managing director at Breakthrough Academy.
Before starting Breakthrough Academy, Danny was the head recruiter for all of Western Canada for College Pro Painters. He’s the best person we know at this critical flow management and interview set up stage.
In this episode we cover: The most efficient way to categorise, process and schedule applicants How to treat referral candidates vs outside applicants The best way to get people to open up on the phone so you get a better sense of who you’re really talking to The questions to ask to draw out their true motivations When to bring up ‘Deal Breaker’ questions The best way to close out the call and transition to the next phase of the process
See omnystudio.com/listener for privacy information.
If you'd like to apply to be a Breakthrough Academy member, click here: https://trybta.com/PCEP43
To download this episode's free transcript "Where to Find the Top Candidates" click here: https://trybta.com/PCDLEP43
Welcome back to Contractor Evolution and episode 3 of our Ultimate Hiring Funnel Series.
I want you to think about your current recruiting strategy. How much of it relies on lucking out and having the right person see your posting at the right time? Are you actively recruiting for top talent or passively waiting for a needle in a haystack?
Making a great hire is impossible if you don't have anyone good to choose from. This is why 90% of the hiring problem is fundamentally "Top of Funnel".
You can practice your interviewing skills all you want (and we will go over this in the next episode), but if you don't have a great pool of candidates to interview, where does that leave you?
We've all at some point felt the frustration of posting an open position on a job board only to find that a few days later, only a few completely unqualified people have applied.
This 'hope and pray' strategy has led many lesser entrepreneurs to all but abandon the search entirely, comforting themselves with stories and excuses that often blame lazy millennials, COVID, or government policy.
But that's not you. As an evolved contractor, you know the promotion of your job ads and your employer brand is the missing link in this all-important chain.
We're excited to have Asad Zaman on the show to speak in-depth on active tactics and promotional recruiting. Asad is the CEO of Sales Talent Agency, an international recruiting agency that has helped acquire talent for over 1,500 companies - some of them you may know: Harley Davidson, SAP, IBM, Salesforce, and Sonos, to name a few.
Toronto Board of Trade named Asad Toronto's Young Professional of the Year for 2019, and you'll see why in this episode. This guy is seriously dialled. There is a good reason why we chose to bring someone from outside the trades and construction space in for this topic - because the level of sophistication in recruitment, employer brand, and all things hiring - is much more evolved in other industries like tech, where he plays.
There is a ton that we learned from today's conversation. In today's episode, we explore: The three talent pools available to any entrepreneur and why most of us just barely tap into one The way to think with "strategic empathy" and how placing yourself in the shoes of a candidate will lead to way better results Some specific ways you as an employer can stand out in a highly competitive market The best way to make a compelling offer to your target candidate The (incorrect) common belief systems that hold most contractors back How to integrate a talent acquisition mindset into your company culture
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here.
You can get in touch with Josianne Gaudette by contacting her company Crew HR.
To download the Job Ad template click here:
https://www.btacademy.com/ce/download/job-posting-template/?utm_source=Podcast&utm_medium=Social&utm_campaign=Contractor+Evolution&utm_content=EP42
This is episode 2 of our 6 part Ultimate Hiring Funnel series.
Remember we walked you through how to build the all-important Ideal Candidate Profile so hopefully now you've got at least a bit of an idea how to break down a role, reverse engineer that avatar, and really think through the type of person you want to hire.
Now the question is how do we use that profile to write an engaging posting that top quality applicants can't help but click on (and apply to).
So to do that we're joined by our amazing guest Josieanne Gaudette of crew HR who you should remember from last week's awesome episode.
We're going to break down a super easy-to-follow framework that will have you writing compelling job postings that attract the best candidate. And don't worry, you don't need to be a Wordsmith to do this.
Josianne also takes us through the all-important do's and don'ts and then how to evaluate your job postings on the scale from amateur to world-class.
Some other episode highlights include: The difference between a job posting and a job description What needs to be in a headline to stand out in today’s competitive market How to write a job ad that gets a high performer excited to work at your company The 8 Part proven framework of a winning job ad The best way to visually lay out your job ad Some of the best and worst practices when creating job ads
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here.
To get the Ideal Candidate Template and Examples click here: https://www.btacademy.com/ce/download/ideal-candidate-profile/?utm_source=Podcast&utm_medium=Social&utm_campaign=Contractor+Evolution&utm_content=EP41
You can get in touch with Josianne by contacting her company Crew HR
Welcome to the first part of our Ultimate Hiring Funnel Series, today is episode 1.
I'm going to talk quickly about what this entire series is about and then I'll get to today's episode.
So look - it is no secret that hiring is hard. Like really hard. Especially in our construction and trade Industries.
Labour shortages are a real thing, and yes, perhaps Millennials and Gen Z’ers aren't as gritty as older Generations may have been.
And also yes, the government has paid a bunch of people to stay at home for over a year-and-a-half leading to a super lethargic Workforce. We get it.
But look, it is what it is and can’t do much about the above factors. What you can do though is build the best hiring funnel in your market…and that is exactly what the next six episodes are going to be all about.
Over the coming weeks we're going to explain in plain English how you can think like a marketer and start building an Employer Brand that attracts top talent.
It doesn't matter whether you are a seasoned pro, or you just started your business this year. It also doesn’t matter what trade you are in. If you’re in home services and you want to build your dream team this series is for you.
Today is episode 1 and we couldn't be more excited to launch the series with our favourite recruiter Josianne Gaudette.
Josianne runs Crew HR here in Vancouver. She has a master's in HR and over her extensive 18-year career she's been involved in the hiring of over 600 roles for her huge book of clients. We here at breakthrough Academy have also worked with her a ton over the years and she is a true expert in all things recruitment.
In today's episode she teaches us how to make an Ideal Candidate Profile which is the primary building block for any hiring funnel.
Think about it - you can't hire the right person if you don't know exactly what you're looking for in the first place.
While that might seem kind of obvious a lot of people mess this up. Josianne explains in no uncertain terms how you can gain tremendous clarity about who you want, and then how to leverage that Clarity throughout the rest of your hiring funnel.
In this episode we cover: What an Ideal Candidate Profile is and why you don't want to post a job ad without one How to systematically establish deliverables and accountabilities on an Ideal Candidate Profile Where personality traits fit in, and how to establish the the traits that will fit the role How to identify what a good job candidate looks like if you haven’t hired the position before What will likely happen if you don't create an Ideal Candidate Profile Examples from a real contractor’s Ideal Candidate Profile
See omnystudio.com/listener for privacy information.
Every once in a while, Igor and I like to go through listener questions and really get a grip on the challenges you’re going through daily.
So in this week’s episode of contractor evolution I’ve sifted through a few hundred listener/member questions and selected 5 on leadership.
Based on the conversations I have every week, I believe these are common challenges for most contractor business owners.
In this episode we cover: The most critical management rhythms that keep a company growing 2-3 Keys to retain superstar employees The 2 step process to create raving fans out of your customers The recommended percentage of revenue you should spend on advertising Which types of marketing should be done in a specific order How to implement a culture of accountability without scaring people off
See omnystudio.com/listener for privacy information.
If you'd like to apply for Breakthrough Academy click here.
To watch the full episode and access free resources go to www.contractorevolution.com
If you are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
A growing company needs people to step up and lead divisions, initiatives and small teams.
While this may be plainly obvious to you, what is less clear is how to assess whether or not someone has what it takes to step to the plate and be a driving force in your business.
What traits do you interview for before making someone a General Manager, Site Supervisor, or Crew Leader.. or some other leader within?
In this episode Igor and I tackle this question, having completed north of a thousand interviews for a multitude of leadership roles.
We talk about: The three critical traits every leader in your business needs to have The specific questions you need to ask during an interview to assess someone’s ability to lead How to ask questions the interviewee can’t BS their way through What’s at stake if you hire someone without the 3 characteristics Examples of people who lack of these traits and how they will show up on the jobsite The difference between which traits you can train vs which ones you can’t
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
To download Ryan Shantz' sample quote, click here
If you'd like to apply for Breakthrough Academy click here.
When you add up all the quotes, estimates, proposals (whatever you call them) that you do in a year and consider the sheer volume of sales opportunities your business has every season, you realize that even a slight boost in efficiency has a massive impact on how much revenue you sell.
If you could land one more deal out of every 10 quotes you give. How many dollars would that add up to? How much more profit would your business generate with no extra effort.
Do the math… Seriously… the number might surprise you because it’s a lot.
One of the easiest ways to maximize your closing ratio is by leaving your customer with a beautiful and informative proposal that does a bunch of the selling for you. Something that not only articulates the scope of work in precise detail, but also showcases your brand as the obvious solution to your customer’s problems.
It turns out there is actually a formula to building such a perfect proposal, and to walk us through it we have Ryan Shantz on the show today. Ryan is the Founder of SumoQuote.
For years, Ryan has obsessed over how to craft the perfect proposal that will stand for itself and drive more sales.
Why is he qualified to be a subject matter expert on this topic?
Well, for years prior to SumoQuote, he has owned (and still owns) a massive 8 figure roofing company in Calgary, Alberta. When he implemented these high level proposals into the company their closing ratios shot up from 27 to 44 percent. On today’s show he breaks down the ingredients that go into a proposal that sells itself.
In this week’s episode we discuss: The 5 core items that exist in proposals that sell themselves The simple key image that is most likely to impact the homeowners decision (that most quotes leave out) The psychology behind strategically placed visuals and graphic design Where to include social proof in your design to increase SR New ways to make it super easy for the customer to say yes How a better proposal allows you to scale your sales team while protecting you from liability
So if you want to close more, charge more, and save time, this episode is a must listen.
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
To learn more about Breakthrough Academy’s Management Program click here
Where your business ends up in 10 years depends on a few things. Your effort. The market. Your people. Some luck. The list goes on. The other predictor that may (or may not) be on your radar is the quality of advice you get.
Having a true team of “Experts” in your corner can and will have a pronounced impact on where you end up as an entrepreneur. Consulting with specialized advisors is one of the highest leverage activities available to you. It's like adding 50 yards to your drive without swinging any harder.
If you haven’t carefully curated the professional advisors that sit in your corner, I promise you, you're leaving dollars on the table.
Look, you’re more than likely gonna spend a decade plus at this … Don’t you want to maximize the return on your blood, sweat, and tears?
Good advice is worth A LOT. So in today’s episode we examine the 5 professional advisors that every contractor needs to turbocharge their business.
We’ll be covering: The 5 advisors that will significantly impact where you end up At what stages of your business growth do you look at bringing these advisors in? What to look for when you are selecting these advisors to ensure you don’t get screwed by the sea of imposters out there. Some of the specific frameworks these advisors will be helping you establish Where to find the best advisors in some of these areas What do you stand to lose by not engaging the services of these specific advisors?
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To learn more about Eric visit his website at https://www.erictermuende.com/ or purchase his book RETHINK WORK here https://www.erictermuende.com/rethink-work/
What’s up with the new generation?
People have been complaining about “kids these days” since before the dawn of time. This whole “young people are entitled and don’t know how good they have it” thing isn’t new, and it seems to be an especially well used trope in trades and construction. When you have young 20-somethings demanding a higher hourly wage than you ever made and the quality of their work is suspect, it's tough NOT to be a little cynical. This puts you in a tough spot because as infuriating as some of the Gen-Zers and Millennials are to you, the physically demanding nature of your business means you need to find a way to connect, attract and lead young people.
The other pitfall of cynical thinking is that you paint a huge population with too broad a brush. Writing off 70 million people as “lazy” is, ironically, a form of laziness in and of itself.
For every blue-haired tick tocker that makes your eyes roll, there is a quiet mechanically minded kid who wants to work with their hands... and it's your job to find these youngsters and showcase what an amazing lifestyle and career IS possible through trades and construction. Our education system definitely ain’t doin it, so like it or not, this responsibility lies squarely with you… the evolving contractor.
To bridge this gap and debunk some myths, we’ve brought in Eric Termuende, a leadership author, speaker, and entrepreneur. Eric specializes in working with organizations to build incredible teams and attract the next generation.
Eric delivers north of 75 keynote speeches a year to large organizations like John Deere, Zoom, Amazon, Toyota and various Trade Associations. He is the author of the book, RETHINK WORK and has been unpacking the generational challenge for the last 7 years.
In this episode we cover: How the changing world ends up shaping each generation in a unique way Why approaching the conversation in terms of this generation vs that generation is ass backwards How to leverage the story you already have to catch the attention of ambitious, driven and loyal young people. How the physically demanding hands-on nature of your business may actually be its most attractive feature rather than a detractor. How you need to conduct yourself as the owner and leader of the company to bring in young talent The super simple method any leader can use to quickly build trust in their teams
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To download the 3 stages coaching pdf click here: https://trybta.com/CEep35
What are you working so hard for?
Money for you and your family.
And the time to enjoy it.
Most evolving contractors want both. The finer details of the picture may change from entrepreneur to entrepreneur, we are all unique. But for a lot of us, our dream life and business is centered around more money and more time. You can’t really savour one without the other.
Now, as you’ve definitely realized already, this dream is impossible without competent staff who can independently solve problems, make decisions, and drive the business forward. Developing leaders within is essential because if everyone and everything needs us, we’ll never feel the freedom that motivated us to start our company in the first place. Do you want empowered teams and leaders that execute well without you? Or a bunch of worker bees who need constant babysitting? The choice is yours.
This is why “coaching” will always be more effective than “bossing”.
To help us move from boss and coach, we’re joined by James Dale, one of our favourite recurring guests. As you’ve heard in other episodes James is Director of Training and Development for Breakthrough Academy.
Today’s conversation is about situational leadership and how to coach your employees as they go through the 3 developmental stages associated with taking on a new role or learning a new skill.
If you can’t develop talent your business will always run you! To avoid this, here are a few key points we go over: How to tackle the very common scenario of moving a skilled employee into a management role What happens to contractors that don’t see themselves as a coach in their business How to work with someone when they have low skill but high commitment The coaching style most contractors skip when their employees are doing OK that holds back big opportunities for growth How NOT to lead employees that have high competency and high commitment What to do when you are too busy to properly coach each employee that reports to you
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To watch the full episode and access free resources go to www.contractorevolution.com
If you are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
If you’ve been a contractor for even a short period of time you’ve no doubt noticed that technology is changing the game…..and fast.
There are technologies and softwares purpose-built to help you with nearly every aspect of your business. From lead gen to estimating, Bookkeeping to HR, inventory management to time tracking. No matter what the task is, there is some platform out there to help you with it.
And if there isn’t yet there will be soon.
Now, to be clear, I’m not saying randomly buying software subscriptions is going to fix everything. In fact, if you don't know how to navigate this world you can actually do more harm than good - and we’ll talk about how to avoid that mistake in the episode. But for evolved contractors planning to play this game for a while yet, the slow and methodical implementation of your tech stack is no longer optional.
This is why we brought Piers Dormeyer to the show today. Piers is the president of Construction and Utilities at EagleView. If you’ve not heard of EagleView yet, let me give a great example of how tech is changing the game. They’re a geospatial software designed to help take estimating and project planning to another level.
Let me explain: Eagleview owns and operates a fleet of over 100 aircraft that are constantly flying over the towns and cities of North America, taking high-resolution aerial photos of buildings and properties. These photos then get turned into hyper-precise diagrams accurate to a 10th of a foot.
Think about it… you could drive to the customer’s house with a tape measure and a ladder, to spend an hour painstakingly measuring and estimating. Or you could order an EagleView Report and have all that data (images, 3d models, measurements) in seconds. No human error, no drive time, and way better information to build your pricing and project plan around.
That’s probably why over 54,000 contractors ordered an EV report last year.
Anyway, Piers’ background, before joining EagleView, which we’ll let him explain in a second gives him a super unique perspective on technology's influence on the contracting industry.
In this episode with Piers we unpack: How the contracting tech space has changed in the last 15 years The specific tech stack that Piers would recommend if he were starting a contracting company from scratch The difference in mindset between ‘early’ adopters and ‘late’ adopters and where each path leads The process you should be using to both select and integrate new software into your business How Covid has permanently altered the way contractors use technology Where Piers sees technology evolving in the contracting space in the next 10 years
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To download our Annual Strategic Planning Quick Tool click here.
You could say that there are two groups of businesses out there - ones that put actual thought into where they are headed, and ones that do not. It’s no secret that all high performing organizations in the world put some real brain space into mapping out the future, in order to be able to channel resources and human energy towards achieving intentional goals.
Our company, Breakthrough Academy - which brings you the Contractor Evolution show - has been ranked among the country’s fastest growing companies for years in a row, and one of our big keys to success has been our rhythmic Annual Strategic Planning process that happens every December.
One of my favorite quotes about entrepreneurship comes from Stephen Covey, and it goes something like this “all things are created twice - once in the mind, and then in real life”.
What that means is that everything you want to make a reality - the lifestyle you’re after, the income you want to make, the size of business, specific employes and leaders to have inside of your company, the dialled in CRM, or perfect, beautiful office - will first come to life in your mind, and then be created into reality.
A great mechanism to allow this creative process to unfold is the Annual Strategic Planning ritual. For years, it has been the arena to reflect, to dream, vision, and create a path for a brilliant future. In today’s episode, the three Directors at Breakthrough Academy come together to give you a peak behind the curtain and tell you about how they go about their Annual Strategic Planning process.
We have Igor Trninic, our Managing Director, James Dale, our Director of Training and Development, and Danny Kerr, BTA’s Director of Assessment, as we give you a play-by-play of how they plan the future and bring it to reality with extraordinary accuracy.
On today’s show, we dive into: What’s at stake for you personally if you don’t take the time for Strategic Planning? Why you SHOULDN’T be planning in a boardroom with whiteboards and laptops - and where to go instead How do you know when you’ve got a plan that will work vs a pipe dream on paper? The 3 things you should come away with once you’ve completed your Annual Strategic Plan The step-by-step process BTA uses when we plan they the next year The critical moves that happen immediately after your Annual Strategic Plan that ensure momentum
So let’s dive into Strategic Planning, with Igor, Danny and James.
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To get the Strategic Planning Quick Tool click here
This episode is going to be a little different from our typical format.
While a lot of our other Contractor Evolution episodes are more instructional, this one is more of an in depth observation of the contracting and trades industry on a personal level.
Over the last few years, I’ve conducted well over 1000 business assessments, each lasting roughly 2 hours, where I dive deep into the biggest challenges each contractor is facing.
What becomes blatantly obvious over time is that most of the issues I see come back to 3 core problems that are totally preventable.
So in this episode I’m going to lay out (or maybe rant a little) on a few key points: General observations after conducting more than 1000 business assessments with contractors 3 easy to avoid mistakes that 9 out of 10 contractors are making in their everyday decisions The area where a company falls apart when there is no clear vision Why being the ‘nice guy’ sentences you the death of a thousand cuts The biggest opportunity for recruiting that is sitting right in front of contractors faces but few recognize it A rant that most contractors need to hear about where they focus their efforts General observations after conducting more than 1000 business assessments with contractors 3 easy to avoid mistakes that 9 out of 10 contractors are making in their everyday decisions Specifically where a company falls apart when there is no clear vision Why being the ‘nice guy’ becomes the death of a thousand cuts The biggest opportunity for recruiting that is sitting right in front of contractors faces but few recognize it A rant that most contractors need to hear about where they focus their efforts
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
You, more than likely, didn’t start your business to stare at quickbooks, reconcile receipts, or painstakingly track every expense down to the penny.
You started your business because you had a vision, you wanted to lead, and you wanted to create. Being an entrepreneur was the best vehicle for that.
And while your big picture thinking is critical to success, let’s not forget at the end of the day your business needs to make money. This part of the equation can be extremely difficult without solid bookkeeping and accounting systems. You can build teams and process all you want, but if your business doesn’t reliably generate profit, you won’t be playing this game very long.
While this concept is simple enough to understand... it's a lot harder to implement. Let’s not kid ourselves... tracking financial data really well and using it to make the right decisions requires great accounting infrastructure and the right person to do it diligently.
The good news is that person doesn’t need to be you. Your responsibility is to assemble the right people around you to get this done successfully.
The bad news is that a lot of bookkeepers can often be incompetent, unreliable, or straight up shady. And as a busy business owner it can be hard to find the true pros that ARE out there.
To shed some light on this thorny issue we brought Morgan Ray onto the show. Morgan is Managing Partner at Bookkeeping for Trades - a professional bookkeeping firm built exclusively for entrepreneurs in the Trades and Construction space.
Morgan’s firm has managed the accounting cycle for over 200 trades businesses helping them gain true financial clarity and increased margins. When it comes to bookkeeping for trades, she understands the needs of the market.
In this episode we unpack: Why bookkeeping is so frustrating for contractors and why you aren’t alone in thinking it is The 2 kinds of bookkeeping and why 1 sucks and the other is pretty fun, but few contractors use it What a good bookkeeper SHOULD be doing, and also what they SHOULDN’t be doing The crucial security pieces every contractor needs to have in place to avoid fraud, embezzlement, or a nasty call from the tax man What good bookkeeping FEELS like to you the business owner, and how to know when you’ve nailed it The 3 traits you should be looking for when you hire a bookkeeper
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To download the Employer Brand Quick Action Guide click here
Last week was the first part of our Contractor Roundtable on the topic, “Where Did All The Good Talent Go?”
In that first episode we reverse engineered the 7 patterns that top Employer Brands seemed to share. An Employer Brand, in case you are wondering, is a contracting business that attracts the best talent in the industry, regardless of what is going on economically.
If you haven’t listened to that episode yet, I suggest you add it to your playlist.
This week we broke down 6 quick actions that any contractor could implement that makes them more attractive to potential applicants.
In this episode we cover: The imagery and messaging to use on your job ads and landing page that attracts top talent How to leverage your Instagram account to peak the interest of potential applicants An easy way to add fun into your team culture so you can showcase it to the world The way to add style to your team that gets them and prospects excited An ‘outside the box’ referral program that you won’t find in most contracting businesses What’s at stake in the next decade if you don’t implement some of these things
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To get the 7 Traits Of An Employer Brand PDF you can download that here: trybta.com/7Traits
This conversation is a big one. If you’ve been following along and listening to our episodes each week you know we’re deeply committed to empower you, the evolving contractor, to build the business you dream of.
We’ve talked about tactics and systems, habits and best practices, but we feel like there is this elephant in the room - which is none of this matters if you feel like your labour pool is evaporating before your eyes.
And no, you’re not crazy, or alone. Millennials and Gen Zers aren’t as gritty as Gen Xers or Boomers. COVID has simultaneously increased demand for your services while shrinking the workforce you have to deliver them. If you're feeling the pinch in your hiring efforts right now, pay attention.
On this episode of the show we are joined by three amazing Breakthrough Academy coaches - Danny Kerr, Thomas Cobleigh, and Ryan Gabel. FYI Breakthrough Academy Is the parent company to this Contractor Evolution Podcast and its where Igor and I work the rest of the time. Breakthrough Academy is a coaching and development program purpose built for fast growing trades and construction companies.
Because we actively coach over 400 companies right now, and have coached hundreds more over the years, we have a very broad and powerful perspective on these bigger trends in the industry.
We thought it would be fun to get some of our brightest minds together to discuss this labour shortage, where it came from, and what to do about it.
In this episode we cover: The major trends we are seeing right now in the contractor labour market A simple solution you can implement today if you can’t afford top talent How to attract top talent and what it means to be an ‘employer brand’ The culture that attracts great people, how to build it, and how to measure it. The 7 Fundamentals you can leverage to become a top employer brand The characteristics of a present leader that a team chooses to follow
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To get your free GSR template (for a Project Manager) go to http://www.btacademy.com/ce/download/gsr-template/
So if you listen to this show with any regularity, it’s pretty safe to say the organism that is your business is evolving. And while that’s an exciting feeling, it also brings about a feeling of uncertainty you’re probably familiar with…. Are my people doing what I hired them to do? Are they an ROI-generating asset for my business? Or are they just an expense? Are they executing at the level that I was back when I was doing their job (and a million others)? Or are they a costly piece of dead weight?
I realize that might sound a little cynical. Or like we’re assuming the worst. But I’m sure most of you have had this thought cross your mind at least once or twice.
When your business was small and simple. This question was pretty easy to answer. If you hired a laborer to work alongside you, you could see with your own two eyes that they’re completely effing the D. There’s the door. Bye!
But as your company evolves, roles become more complex and nuanced, layers get added to the organizational chart, truly knowing how people are performing becomes less clear.
So the question becomes…. How do we, as leaders, manage at scale? How do we make sure our individual team members are executing on their individual goals, so that we as a company hit ours?
To answer this question we brought Dave Stephens on the show. Dave’s company, Lida Homes is an 8 figure custom home builder and high end renovation contractor. He runs a tight ship of 24, and specifically in this show we’re going to learn how he uses one on one Goal Setting and Review meetings (or GSR for short) to lead his 5 project managers to create award winning homes and customer experience.
Over the last 3 years, he’s won the Canadian Home Builders Association’s builder of the year award, and over the last two has received the highest level customer satisfaction award in his Vancouver Island region. Dave directly attributes this success and recognition to the way he leads his team through GSR.
His people do their jobs. Extremely well.
In today’s Episode:
What a GSR is and why it is important to both quality and growth in your business
How to use a point system in your GSRs to create black and white accountability
What a contracting business looks like before implementing GSRs vs after implementing GSRs
How you can expect your team (especially your PM’s) to respond when you introduce GSRs
What a great GSR with a project manager specifically looks like
How to have a hard conversation with an employee who is underperforming
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Link for Webrunner’s landing page layout: https://www.btacademy.com/ce/download/digital-marketing/
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
If you’ve ever wasted money on marketing this episode of Contractor Evolution is for you.
The fact of the matter is that there are a ton of marketing agencies out there that are more than happy to take your money even when they aren’t sure they can get you results.
Want to know how to filter out the great marketers from the shitty ones?
This episode will give you the 6 key questions to ask, as well as what you need to do BEFORE you talk to a marketing agency so you see great ROI when you get the ball rolling.
Episode Highlights: What questions should you ask to filter out good marketing agencies from those that are good at BS? What are the best marketing strategies for contractors that are working right now? What are 2 core elements a great marketing agency can clearly show you a poor agency can’t Which marketing strategies are a clear waste of time for contractors? How to know when you are ready to hire an outside agency 1 increasing marketing trend that contractors need to pay attention to in the next 5 years
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To watch the full episode and access free resources go to www.contractorevolution.com
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
One of our mantras here at Contractor Evolution - LEADERS ARE READERS!!!
Lemme unpack that….
As a great leader, you know you don’t know everything. More importantly, you’re totally okay with that, and you’re actively working to shrink those knowledge gaps and timeframes by tapping into the wisdom and experience of people smarter than you.
Whatever challenge you're facing right now, someone’s already solved it and captured their learnings for you in a book you can read or listen to. Thinking that you should have all the answers already is insane.
So today’s episode is Contractor Evolution’s “Must Read” List
I know you don’t have an abundance of time to sit in a lounge chair, sip camomile tea and leisurely work through a list of books. But the fact that your listening to this podcast means you don’t use your busy life as an excuse to not be constantly improving. So if you can find a spare minute or two, here is what we recommend you dive into.
Now to keep things organized, we’ve structured this list in a particular way
After working with thousands of Contractors, we’ve observed a pretty clear pattern…
There are 6 key areas in a contracting business that are often under-systemized. Think of these as 6 areas that are super important but very difficult to master. Budgeting & Financial Tracking Organizational Structure Recruiting and Hiring Training & Onboarding Sales & Marketing Goal Setting & Execution
To help you along your own pursuit of excellence we’ve collected our favourite books in these areas.
Some key highlights from this short episode are: 1 (not boring) book on budgeting that has you taking out profit before expenses A book that shows you how to structure your team when everything seems chaotic Which book to pick up when you want to hire the right people to replace you Where you can find information about a top tier interviewing system 2 Marketing and sales books that give you gamechangers to implement into your customer journey The undisputed most effective book on leadership as voted by Breakthrough Academy members
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To watch the full episode and access free resources go to www.contractorevolution.com
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
Episode #25 of Contractor Evolution is with Kim Larson of All Elements Design. Manage. Build.
Kim is truly one of our highest performing contractors in the Breakthrough Academy Program. She’s an awarding-winning luxury high-performance home builder in Kelowna, BC, Canada.
Some people have grit, some have talent. Kim is one of those rare individuals who has both and she has a story that needs to be heard.
While she enjoys success today (she’s won many awards including Best Design-Build Firm in BC, her waitlist is booked out a couple of years in advance, and she owns a massive portfolio of income-generating real estate), it wasn’t that long ago that she had to decide between feeding herself or putting gas in her car.
And that’s what I think I love most about her story of perseverance… how close she came to not being the success she is today. And I think that’s the case for a lot of people at the top of their game. Big risk equals big reward
In Today’s Episode Kim tells us: Why it pays to work for free in the right circumstances The big picture benefits of never compromising on quality The core principles that took Kim from 1 to 10 million a year in annual revenue Whether you should you hire for a role before you can afford it? How do you maintain quality as you scale? 2 key pieces of advice for young trades entrepreneurs
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
You’ve heard the expression “there’s more than one way to skin a cat”?
Sorry for the graphic intro, but the point is there is always more than one way to get a job done.
The same holds true for scaling your business. While the growth path for most trades and construction companies follows a similar pattern, there are some entrepreneurs who truly see scaling as one problem with many possible solutions.
Eric Barstow of Foothills Painting and National Painting Group is one of these entrepreneurs. Some of you may know him from his huge online painting community called Painting Business Pro, or his massive YouTube following. Eric has followed the path less traveled by using an innovative partnership model that takes the intense pressure to grow - most of us are familiar with - and share this load with capable partners.
I’ll let him break down his actual model, but for you the listener, what we really hope you take away from this episode is that while Eric's model is A-Typical, it WORKS. This guy has done it a different way, so what could a different way look like for you?
I hope his story helps put the expansion of your business in a new light. What got you here, won’t necessarily get you where you want to go. It rarely does. And being exposed to a completely different approach to business growth could help you creatively problem solve your next few moves in the pursuit of excellence.
Eric has accomplished a tremendous amount as a young guy - his business is doing a very profitable 11 million dollars a year in revenue, and headed for massive growth in the coming years. However, his path to get here has been full of huge challenges and massive setbacks, which he openly shares with us in today’s episode.
One of the things I really appreciate about Eric is his ability to absorb failures and learn from them in a powerful way. In today’s show, we dive into many of the significant challenges he’s run into, and his greatest lessons coming out of them.
So let’s dive into both Eric’s unique expansion model and some of the lessons he shares with us including: How pursuing multiple opportunities stunted Eric’s growth Why Eric doesn’t like the traditional Franchise model to scale The unique model Eric has created that has allowed him to scale to 11 million and maintain balance Why pursuing fast growth ironically led to a 2 year setback How to spot opportunity and why you want to avoid the flashy ones The reason setting goals around personal income can lead to failure
To watch the full episode and access free resources go to www.contractorevolution.com
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
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Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Brand has never mattered more than it does right now. People, the public, your customers, are busier than ever.
Not only that, but the competition for their eyeballs, their attention, has never been fiercer. Between social media algorithms, shrinking attention spans, and an ever-expanding marketplace it can feel daunting for you, the small business owner, to stand out and be remembered.
There is a reason why 1-800-GOT-JUNK can charge $1,000 to haul a load of junk when no one else can. It’s the same reason why you’ll happily spend $90 for a t-shirt at Lululemon, or why people will line up to spend $4,000 on a simple laptop at Apple. People know, like and trust the brand.
Of course, being the next Lululemon may not be your goal, but if you look around within your industry (whether you’re a Landscaper, Painter, Builder, Roofer, or Sub Trade), there are numerous brands that carry mass influence. And if they’ve created it, you can too.
If you’re serious about creating a lasting business, you must. It’s important to look at your brand as a foundation that you build your organization on top of. It’s an investment worth adding to, as a great brand will pay back in dividends over the course of your career.
To explain the importance of branding, and the process of creating great brands in the contracting industry, we’re joined today by the best that we know of - Noel Fox from FreeBird agency.
Having worked with Noel for years, both on creating the Breakthrough Academy brand, as well as your favorite podcast, Contractor Evolution, I can promise you that he is the real deal.
Brian Scudamore, the founder of 1-800-GOT-JUNK will also tell you that Noel is his #1 go to when it comes to bringing an impactful brand to life. Noel Fox and FreeBird agency have created industry-leading brands for companies such as You Move Me, Wow 1 Day Painting, Shack Shine and have been a massive part of the brand development of 1-800-GOT-JUNK as well as those famous lululemon bags you see on every street across the world.
A few key pieces from this episode on brand include:
What separates a great brand from an average brand?
The thing contractors often get wrong with their own brand.
How to leverage your brand for recruiting and hiring
How to evaluate your brand the way a world class branding agency would
The signs you’ll see when you have a brand that’s working for you
A step-by-step walkthrough on how to build a powerful brand on a budget
To watch the full episode and access free resources go to www.contractorevolution.com
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
As your contracting business grows you’re going to encounter an interesting and complex scenario (and you may have already) that you are recruiting for, and hiring, a role that you know very little about.
Here's a classic example - you’ve expanded to the point where you're hiring for a dedicated full-time office manager. Someone who oversees all the complex administrative elements of your multimillion-dollar contracting business.
You get (generally speaking) how you want things to look when it comes to business organization, but my question is do you fully understand the intricacies of managing a CRM, or a project management software?
Have you ever managed five different inboxes while handling all the calls that are coming in? Have you ever developed all these office processes that make sure that no details get missed.
Whether you’ve gone through this process or are about to, you can definitely see how hard it would be to successfully hire and onboard for this.
Maybe that's why most contractors' first office manager is literally running out the door in the first six months.
There are going to be dozens of roles like the example above as you expand. Whether it be a marketing manager or an executive assistant, the point is that you are going to run into this situation many times in your career and it's going to require you to educate yourself on these roles that you may not understand, but you desperately need.
In this week’s episode we brought back Dr. Ken Keis to share his insights and thoughts on this topic. Dr. Keis has been on episodes in the past and is a foremost expert on Personality Styles and how they relate to leadership.
In this episode Dr. Ken Keis shares: The exact 5 step method that seasoned employers use to successfully hire for roles they don’t understand. The right way to research what responsibilities the new role will have (it’s not google). Why it’s a bad idea to copy and paste a job description from another company. A process that allows you to select for the right skills AND the right personality. The big mistake that almost every employer makes when they first hire for a role they don’t understand. What you need in place before a new hire starts that fosters loyalty and eliminates frustration.
To watch the full episode and access free resources go to www.contractorevolution.com
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
In trades the terms ‘project management’ and ‘project manager’ have become somewhat watered-down. The unfortunate truth is that in our industry most project managers are actually just professional firefighters.
That isn’t to say our PM’s are doing their absolute best, but what they're missing are the fundamentals that make the science of project management what it is in other industries.
If you look at manufacturing, automotive, or oil and gas you'll see their PM's are following a set of guiding principles and best practices that allow them to complete projects of unimaginable scope and still come in on time and on budget.
So this gap is something that our guest on the show today, Paul Atherton, helps address within the companies he coaches for Breakthrough Academy.
Prior to becoming a BTA coach 5 years ago Paul was a professional engineer and project manager for a decade. He has project managed super large construction projects in various countries around the world.
Since joining Breakthrough Academy Paul has worked with over a hundred contractors helping them achieve significant growth and success and one of the cornerstones of his coaching philosophy is the implementation of world-class project management systems.
In this episode Paul shares some highly applicable insights including: 2 examples of what great project management looks like 3 Questions to ask a P.M. that allow you to determine their level of control over a project 5 Systems you can implement with your team that will allow you to hit or beat project deadlines The 3 personality traits to look for that make a great project manager Common mistakes contractors make when they hire and onboard project managers How to leverage a great project management system to set yourself apart from your competition
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Here’s a common scenario: Two contractors have worked equally hard over 20 years in their businesses.
At the end of the 20 years, one sells off their assets for $200K, while the other sells their business for $10M.
What’s the difference?
Planning.
If you want to build a business of tremendous value that can thrive without you and allow you to cash out and move on, then Kevin Shaw, our guest on this episode of Contractor Evolution, has some invaluable insights to get you there.
Kevin is the President and Managing Director of Canada Corporate Finance Baker Tilly, which specializes in mergers and acquisitions.
Kevin has been involved in hundreds of business deals over the years. With all his experience, he gives us the 7 core areas he’s looking at when he values a business for sale.
Unfortunately, these 7 areas can’t be built into your business overnight. Most take years to develop and integrate into your company, so it pays to understand them well in advance.
If you have a vision for your business that involves you ‘Cashing Out’ one day, this episode is a must listen.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Have you ever been frustrated by the fact that your team JUST DOESN’T GET IT?
It’s so clear to you what needs to happen within your organization - what problems need to be solved, what priorities should be front of mind, where the effort of your organization needs to be, but most if not all of this is totally lost on your employees.
Owners frequently overestimate how clearly they are communicating the standards that they have in their mind to the people who need to hear it most.
This is why themes are such a powerful leadership tool for contractors to know about.
Themes are a super process-driven way to make sure your team's action is aligned with that vision that's so crystal clear in your head.
This is why we're really excited to have Ashley Ennis on this episode of Contractor Evolution.
Ashley has previously run a highly successful window cleaning franchise system spanning seven states and provinces with 45 franchisees. Since then Ashley has spent the last four years as a business coach for Breakthrough Academy actively training and coaching 40 contracting home service companies and achieving the controlled growth that they want and they need.
She uses themes with her Breakthrough Academy members to over-communicate business priorities and make sure that what needs to get done does.
In this episode we dive into a bunch of really cool stuff including: How it’s possible to transform your team’s weakest point into its strength Why the most effective teams are not the ones that do the most The reason it can be dangerous to be the ‘ideas guy’, especially if you are the leader How to ‘layer’ themes in the right order so their results compound What common mistakes owners often make when they implement their first theme
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
When it comes to taxes you’re going to have to pay them whether you want to or not.
However spending the time upfront to establish a solid tax strategy could save you up to 40% AND lead to a much bigger investment portfolio long term. It’s key to know your strategy BEFORE you even start your fiscal year so put an hour into this episode now and reap the benefits for the rest of your life.
We bring in Ben Dixon, an accountant and tax strategist who has worked with a number of contractors on setting up a strategy that has them winning into retirement.
In this episode you’ll learn: Why contractors get flagged for audits and how to avoid them How much you should pay yourself as an owner What to look for when you’re hiring an accountant - especially if you want them to advise you Equipment and land - know when to buy vs lease, and know what the bank wants to see When to know you are ready for a holding company (and no it’s not based on a financial figure) Why contractors that meet with their accountant only once a year often lose out on big financial opportunities
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
To download the Career Meeting prep docs discussed in the episode go tohttp://www.btacademy.com/ce/download/ep17/
How do you build loyalty in high performers? It’s not pizza night, go karting or laser tag.
Another myth is that you need to pay them more.
While those things help, they aren’t keeping ambitious, driven, and hardworking people on your team.
By nature, the best performers are those that have built in self-improvement loops. They have an inner drive to learn and grow. That’s exactly what makes them great.
So you need to make it VERY clear to them that you have a business and an environment that supports their goals and their desire to move up in the world.
This is the entire purpose of the Career Development Meeting. You take the time to explore where your best players are aspiring to go, and then it’s your job to try to line that up with the direction your business is going.
These meetings done properly take time and effort but they pay you back in dividends, especially when you consider the cost of losing your best players to the competition or their own ambitions.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
How are you managing personalities on your team? Or are you?
We’ve invited Dr. Ken Keis onto the show to discuss his methods for assessing personality, and how you can leverage your team’s innate ability to thrive by leveraging their personality styles in a scientific way.
Dr. Ken Keis is the CEO of the Consulting Resource Group and developed the PSI (Personality Style Indicator) test, which is widely regarded as one of the most accurate personality tests in the world. His research has spanned decades and he regularly consults with companies to enhance the performance of their teams by simply putting the existing employees in the right roles.
Dr. Ken Keis work has significantly impacted a number of the Breakthrough Academy members businesses so it was time that we brought him onto the show to openly share his wisdom with us.
You can find Dr. Ken Keis by contacting the Consulting Resource Group at https://crgleader.com/
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Every business owner deals with a number of pain points on their journey to success. Whether that's recruitment challenges, stress and time management, or revenue and sales (to name just a few). Learning to navigate them alone can be tough (if not impossible).
Being able to reach out to others in the industry and learn from their successes (and failures) enables you to navigate those humps.
In this episode of Contractor Evolution, Benji and I have compiled 10 of the most frequently asked questions from contracting entrepreneurs and are stoked to share with you our experiences.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Financials – the one word that can have even the most seasoned contracting leader running for the hills.
But, sorry to break this to you, mastering a budget is a bedrock skill for your entire career as a business owner.
Business owners who have a strong and solid financial plan (and a well thought-through budget) are able to be more decisive and end up with financial freedom.
Well, can't you just hand it over to your bookkeeper or accountant, and be done with it? Afraid not...if you want to grow and succeed long-term.
It's really not as scary (or dry/yawn-inducing/grey hair encouraging) as it may seem. So, where do you start?
BTA's Igor Trninic to the rescue * cue superman music *
In this episode of Contractor Evolution, Igor (our numbers whizz) breaks down what a solid financial plan looks like and the steps to get there. Basically, if you have Grade 8 math and you don't mind screwing up the first few times, you're already ahead of the game.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Have you ever wondered what makes an elite contractor in your space ‘elite’? Or, to put it differently, have you ever wondered what keeps the chuck in the trucks stuck?
Why, when two business leaders, with similar companies, in a similar space, with amazing services, does one succeed and the other, get caught in the growth plateau?
The answer may surprise you (and no, it isn't luck).
James Dale, Breakthrough Academy’s director of training and development, has a voracious appetite for helping entrepreneurs reach their utmost potential. Having worked with 100s of contracting entrepreneurs during his career, he has witnessed first-hand what it is that truly differentiates the elite contractor.
James sits down with BTA's Benji and Igor to talk about the 3 common traits of elite contractors, and, conversely, the 3 destructive habits that hold contractors back from success.
His insights will truly open your eyes. You’ll feel like your windshield has finally been cleaned.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Sales is, and always will be the lifeblood of your business. But if you're a business leader doing the lion's share of the selling and your team's closing rate is piss-poor (or even if it's, well, meh), you could be heading for a business blood clot.
It's time for a sales blood transfusion! Otherwise known as the wise words from this episode's guest, Ryan Groth, CEO of Sales Transformation Group – a man on a mission to change the industry by working specifically with contractors to help them achieve explosive sales growth.
Let's face it. As a business leader you really shouldn't be carrying the majority weight of the sales load – so how can you step aside, safe in the knowledge that your business won't go down the can?
And another question: How is it your competitor manages to close virtually all their deals, when your team only manages <30%?
In this episode, Ryan and BTA's Benji and Igor shed light on these questions by explaining three habits that separate the above average sales team from the elite.
Mind...blown. It will be!
To get in touch with Ryan and the Sales Transformation Group go to https://www.salestransformationgroup.com/
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Team huddles: What are they and why are they absolutely essential to long-term business success?
You probably know them as team meetings, or perhaps the “bitch and moan fest.” It’s that one hour in the week/month/quarter when you gather your team to talk strategy, goals, and updates....and it turns into a complete gong show. Exhausting. They suck. What's the point?
In this episode of Contractor Evolution, Breakthrough Academy's very own Igor Trninic and Benji Carlson explain why meetings are at the core of every well-run business, how it's your responsibility as a successful leader, and why us humans really need them. After all, contracting is a team sport. The guys break it down into a simple 6 step process that will instantly improve those team huddles.
Let's just say, the BTA weekly huddle is the highlight of the team's week. Time to find out why.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
"Talent wins games, but teamwork and intelligence win championships."
Toby Woodiwiss, painting contractor extraordinaire, is a firm believer in this philosophy; and the results, well, they speak for themselves.
His business runs like a well-oiled machine thanks to a carefully selected team and investment in the ‘right’ people.
It wasn't always this way. He admits he spent a lot of time (and money), on recruiting, onboarding, and investing in (what turned out to be) complete duds. So what changed?
Woodiwiss sits down with Breakthrough Academy hosts Benji Carlson and Danny Kerr to talk recruitment, personality tests, why investing in your people should be your #1 priority, and, yikes, conflict resolution.
His approach will blow your mind, and make you take a long hard look in the mirror. Don't say we didn't warn you.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
When Will Brown took over Brown Boys Roofing of Bentonville, Arkansas from his father four years ago, it was micromanaged to within an inch of its life. Will's father could never escape the business...no bathroom break for you!
Fast forward to 2021 and by making one small yet significant change (which he learned from our friend Jocko Willink, thanks Jocko) he has turned his business around. He increased profits from $2 million to $10 million, has a team of high-performing problem solvers, AND he has cut the number of hours he works in half (his wife is a happy camper).
What did Will do to score the ultimate contractor dream of work/life balance? In this episode of Contractor Evolution, Will talks about his journey and proves that getting your life back after starting a business isn't just a pipe dream.
Always read the fineprint: Warning, listening to this episode could result in you running a highly profitable contracting business while you're out having fun on your skidoo or dirt bike.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Does the perfect high-performing sales team really exist? C'mon?!
According to Mason Marquis, owner of Spray-Tex and Jesse Kreisman, owner of Alco Products Inc., it does...and once you've found the secret elixir, your business will finally be free to level up.
Marquis had a hard time stepping away from sales. He loved it. And, more importantly, he didn't trust someone enough to release those reins.
Kreisman in contrast understood that his business had hit a ceiling, and it would require a certain kind of salesperson (and not the kind we would expect) to break through the roof.
What did these two incredibly successful entrepreneurs do to attract and hire sales superstars and what steps do they take so they don't lose those unicorns? (They also managed to step away from their business and they don't have to deal with any sales drama.)
Breakthrough Academy hosts Benji Carlson and Danny Kerr sit down with Marquis and Kreisman in our latest Contractor Evolution podcast to ask the questions people are often too scared to ask.
We've got you covered...no worries.
If you are are growing, but working like a dog to make it all happen, take our 10 day, Evolved Contractor Challenge to free yourself - http://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
How do you turn a one-man mowing business into a $1.5 million landscaping company? Just ask Jason Hoke, owner of A Cut Above Landscape in Colorado.
When he took over the business, he bought himself a job. He was sleeping on a friend's sofa to make ends meet and spending 24/7 onsite or in the office. “I was more like an employee than a leader.” Fast forward five years and he has a team of 20 who service more than 10,000 jobs a year.
Last year alone he saw a 50 percent growth in revenue, and he is about to smash those targets for 2021. He now works on the business, rather than in it (40 hours a week, max).
How? He became a Master Implementer (yup, he was the winner of our 2020 BTA Implementer of The Year Award).
In this episode of Contractor Evolution, hosts Igor Trninic and Benji Carlson sit down with Jason to discuss what it takes to turn a business around and why the traditional way of running a contracting company will no longer cut it.
They ask the awkward questions and give exact examples of how systems and strategies will change your life as a leader.
Oh, this is good. Trust us.
To take the Free 10 Day, 'Evolved Contractor' Challenge to step out of the day-to-day of your business, got to https://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
In our latest Contractor Evolution podcast, Janzen, takes us on his company's onboarding journey, and reveals what makes his process so ridonculously successful in the world of contracting.
Janzen kicked the old school way of onboarding to the curb (you know, the “welcome to the chaos, now shadow this dude and learn something or you're fired” style) and instead perfected a fast-track onboarding strategy that puts him way ahead of the competition.
He has it so dialled in these days that people come knocking on his door inquiring about jobs. So, what's his secret?
Welcome back to the rise of a new breed of contracting entrepreneur with Breakthrough Academy hosts Igor Trninic and Benji Carlson, who talk about what it takes to build a business people want to work for in this competitive landscape . . and make your life as a leader so much more enjoyable.
Kick off your shoes, turn up the volume, and join us in our latest no BS interview where we dive deep inside the mind of a successful contracting entrepreneur, what works, and what doesn't, and more importantly, why and how.
To take the Free 10 Day, 'Evolved Contractor' Challenge to step out of the day-to-day of your business, got to https://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Can you run a multi-million dollar contracting business and take six months off a year? That's crazy talk!
But in this Breakthrough Academy (BTA) podcast, 27-year-old contracting entrepreneur Graeme Bouvier gives it to us straight on how he actually made that possible.
Graeme went from struggling to build a drywall business as a med student, while running around like a chicken with his head cut off, to becoming a leader of a $7-million drywall business with 80 employees...all while being able to take six months off to travel and just, well, enjoy life. And all this within a few short years. But how?
Welcome to the rise of the contracting leisure entrepreneur, with Breakthrough Academy hosts Igor Trninic and Benji Carlson, who get down and dirty on how you can win in the contracting industry, become a leader, and reclaim your time.
Kick off your shoes, turn up the volume, and join us in this no BS interview where we dive deep inside the mind of a successful contracting entrepreneur, what works, and what doesn't, and more importantly, why and how.
To access resources, or watch this episode in video, visit www.contractorevolution.com
To take the Free 10 Day, 'Evolved Contractor' Challenge to step out of the day-to-day of your business, got to https://www.btacademy.com/evolvedcontractorchallenge
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Every contracting leader has a story about the time they recruited someone who turned out to be a waste of space (and money); no-one has time for that, especially in the fast-paced world of contracting.
In this episode of Contractor Evolution we sit down with two-time Grey Cup champion, motivational speaker, and business leadership coach Angus Reid who offers tons of fascinating insights on how to recognize and recruit the MVPs of the contracting world.
He cuts through the BS to talk about what it takes to create a culture focussed on results, and the steps to get you there.
It's time to talk sports and business, with Angus Reid.
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
Is your contracting business partner pissing you off? With 50% of business partnerships failing in the first 2-3 years, how do you ensure you don't become another statistic (or punch their lights out)?
Early on 505-Junk founders Scott Foran and Barry Hartman had a major blowout and realized that they did not think the same. They divided up the responsibilities of the business based on what they thought they’d be good at, only to realize they were unhappy in their roles. However they weren’t communicating their challenges and it was now threatening to bury them.
What they did next not only repaired their business partnership (and friendship), but resulted in their business growing 100 percent in one year alone.
Welcome to the third Contracting Entrepreneur podcast, where Breakthrough Academy hosts Igor Trninic and Benji Carlson and their guests pull no punches on what it takes to co-run a successful contracting business.
Warning: These conversations may make you feel uncomfortable, but hey, that’s what comes with looking in the mirror. There’s no lipstick on this pig!
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here.
With a diverse workforce ranging from field workers to office staff, is it possible to have a company culture in contracting where all your team is on the same page?
Nestor Tarango runs a multi-million-dollar solar energy company. He has successfully onboarded more than 150 people over the past 12 months alone . . . and his company culture is exemplary.
How? After working in a hostile environment, Tarango decided enough was enough. He stepped outside of the “traditional” contracting mould and built a company that has a performance culture others would kill for.
Tarango sits down with Breakthrough Academy hosts Igor Trninic and Benji Carlson to talk about the mistakes contractors make that result in a toxic culture, recruitment challenges, and takes us through the steps he took to build a culture of uber high-performers.
Can you see the sunshine after the rain? (Admit it, that song is stuck in your head now)
Join us here for real tips from those who speak your language.
See omnystudio.com/listener for privacy information.
Register today for Contractor Evolution Summit 2022 - https://trybta.com/22ces
If you'd like to apply for Breakthrough Academy click here
If you're running a successful contracting business, then why are you working 70-hours a week?
Contracting entrepreneur Ryan Steward was working 70 hours a week, seven days a week. He was stretched so thin that he had little to no time left over for his wife and kids.
Fast forward five years and Ryan works 40-hours or less, he is a present father, friend and husband (no divorce for him!), and he gets to spend time doing the things he loves like snowmobiling, skiing and fishing. Oh yea, and he's happy. He has also doubled his profit margin and leads a $11 million contracting company with a team of 25.
What did he do to end the chaos and give him back his life? Join us in this awesome episode of Contractor Evolution as we explore what it takes to be a successful contracting leader with time to enjoy the fun things, without burning out or getting hypertension.
See omnystudio.com/listener for privacy information.