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Explore every episode of the podcast The Cash Flow Contractor

Dive into the complete episode list for The Cash Flow Contractor. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.

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TitlePub. DateDuration
226 - A New Way to Measure & Incentivize Employees10 Oct 202400:20:03

Discover a unique employee assessment method that highlights self-reliance and learn how to cultivate a workforce that thrives with minimal supervision. This can potentially be a game-changer for your construction business!


Time Stamps

  • 00:41 - Introduction to a Unique Episode
  • 01:08  - Employee Ranking System
  • 03:03  - Supervision Levels
  • 06:28  - Implementing the Ranking System
  • 08:41  - Defining Supervision
  • 17:25  - Episode Takeaways


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 

Resources

  • Need Marketing Help? We Recommend Benali
  • Need Help with podcast production? We recommend Demandcast


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225 - 10 Ways to Boost Profit with Small Changes03 Oct 202400:41:44

Discover how minimal yet strategic adjustments in your operations can dramatically enhance your profit margins. Implement change today, reap rewards tomorrow! Don't miss out!


Time Stamps

  • 01:07 - A Boost of Caffeine
  • 02:17 - Boosting Profits with Small Changes
  • 02:43 - The 1% Rule Explained
  • 05:01 - Cutting Costs Before They Start
  • 07:35 - Raising Your Price
  • 10:25 - Rethinking Your Payment Strategies
  • 13:46 - Cutting Out Wasted Time
  • 17:16 - Buyback Inventory
  • 19:10 - Setting Clear Labor Hours in Bids
  • 21:10 - Controlling Cost Overruns
  • 22:22 - Change Orders
  • 26:27 - Accurate Bidding Costs
  • 30:40 - Job Cost Accounting 
  • 33:45 - The Power of Checklists
  • 39:44 - Episode Takeaways


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 



Resources

  • Need Marketing Help? We Recommend Benali
  • Need Help with podcast production? We recommend Demandcast


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216 - Responsibility-Based Delegation02 Aug 202400:38:03

Tired of constantly micromanaging your team? Want to be a better business owner and leader? It's time to switch from task-based to responsibility-based delegation. Tune in to find out how it can change your management game!


Time Stamps

  • 00:15 - Episode Intro
  • 04:31 - Task-Based vs. Responsibility-Based Delegation
  • 07:23 - Effective Delegation Practices
  • 11:49 - Identifying Areas For Delegation
  • 19:57 - Selecting the Right Person
  • 20:58 - The Importance of Attitude Over Skills
  • 29:57 - Challenges in Responsibility-based Delegation
  • 34:45 - Episode Outro


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 


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126 - Your Focus Is Powerful23 Jun 202200:38:06


Show Notes

  • 00:00 - Intro
  • 05:11 - Getting Distracted Is Easy
  • 06:55 - Internal Focus As Business Owners
  • 09:33 - A Good Salesman Sells One Thing
  • 10:35 - Complexity Is Wiping You Out
  • 14:15 - What Does Focus Look Like In Marketing?
  • 17:00 - Learn To Love The Process
  • 20:00 - Focus Compounds
  • 25:00 - Company Examples 
  • 28:20 - Delayed Gratification 
  • 33:20 - Comparison Robs The Joy From Life
  • 37:50 - Conclusion 



Quotable Moments

  • “You're effectively reaching nobody by targeting everybody.” - Khalil 
  • “When you know what you're selling very well, you can build systems and processes around it.” - Khalil
  • “Whatever goals you set as soon, as you get there you set another one.” - Martin
  • “If you're willing to delay the gratification of getting the next sale or finishing the next job or whatever it is you will have so much more success.” - Khalil
  • “That's kind of what we were saying at the beginning, it isn't a destination, it's the journey. You're always on the journey. You're never at the destination because if you reach what you thought was the destination before, you find out that's not it.” - Martin
  • “In order to have that focus there has to be a little bit of contentment with where you are and who you are.” - Khalil 



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125 - How To Calculate ROI16 Jun 202200:19:12
  • 00:00 - Intro
  • 00:30 - Inflation Is Everywhere 
  • 02:30 - Is This Worth It? 
  • 03:30 - Why You Need To Track Your Data 
  • 07:03 - Understanding ROI &Margins
  • 07:20 - Total Marketing Spend/Ad ROI spend 
  • 08:30 - Why Does It Matter? 
  • 09:23 - Marketing Is An Investment, Not An Expense 
  • 09:37 - Tracking, Systems & Habits
  • 12:30 - Knowing Your Customer Acquisition Cost (CAC)
  • 14:06 - Calculating The Lifetime Value 
  • 16:12 - ROI In Your Company
  • 17:50 - Outro



Quotable Moments

  • “You’re seeing it across the board – the cost of business is just getting way more expensive and everything is going up.” – Martin
  • “If you want to calculate your ROI, it’s pretty easy to calculate numbers. However, if you really want to find attribution, you need to have good data.” – Khalil
  • “If you don’t measure, then you can’t manage it.” – Martin
  • “Do you want to track exactly where a lead came from? You can with good data and good attribution.” – Martin




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124 - There is More to a Good Vendor Than Price 09 Jun 202200:17:51
  • 00:00 - Intro
  • 02:51 - Here’s An Example For You
  • 04:05 - Why Relationships Matter 
  • 05:30 - There’s More To It Than Pricing
  • 06:07 - Why You Need To Build Relationships
  • 06:50 - The most important thing about vendors 
  • 08:50 - How To Ask Your Vendors About Other Vendors
  • 09:25 - So, What Makes A Good Vendor? 
  • 11:26 - You Need To Consider Availability 
  • 12:19 - Having An Ally
  • 13:00 - Why You Should Have MANY Vendors
  • 16:35 - In Summary 
  • 18:00 - Outro



Quotable Moments

  • “A lot of people just worry about price but there’s so much more to it especially with the supply chain issues that are happening right now.” – Martin
  • “Building relationships with your supplier is essential and you need to have them on your team.” – Martin
  • “You need to be sure that your ideal vendor is educated in your industry, they understand the new materials and technology, and that they understand what’s happening in the marketplace because they’re working with so many competitors of yours.” – Khalil
  • “You need to consider the availability of the product but also the availability of delivery too.” – Khalil
  • “You should expect to pay more. If you’re receiving better service, better availability, being more of a priority… that comes with a cost.” – Khalil
  • “Take care of your vendors and they’ll make sure to take care of you.” – Martin



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123 - A System For All Of Your Online Accounts02 Jun 202200:18:37
  • 00:00 - Intro
  • 01:15 - The Accounts You Need
  • 01:50 - Social Media Accounts 
  • 02:33 - Meta Business Suite Essentials & Benefits
  • 04:23 - Using A LinkedIn Company Page
  • 05:35 - Why You Need To Be On Twitter & Tiktok
  • 06:23 - Golden Username 
  • 06:50 - Choose One That You’re Good At
  • 08:35 - Google Workspace vs. Microsoft
  • 09:54 - Using Your Google Workspace
  • 12:36 - Directories For Businesses
  • 14:04 - General Must-Have Accounts
  • 15:43 - Why Tracking Is Essential
  • 17:36 - Keep Your Logins Organized
  • 18:00 - Outro



Quotable Moments

  • “Social media accounts are almost always messed up by small business owners, especially by contractors.” – Khalil
  • “It’s important that you separate your personal from all of the accounts you have for your business.” – Khalil
  • “If you do not have a LinkedIn, go and make a company page immediately.” – Khalil
  • “You may not use Twitter or are big on Twitter but you need to go and claim the username just so you have it.” – Khalil
  • “You need to consider where your primary audience is at and what platform your skills best lend itself to.” – Khalil
  • “A business account is a lot more difficult to hack than a personal account.” – Khalil
  • “For all of your directories, such as Yelp, Angie’s List, or Home Advisor, you need to make sure that your account is accurate and updated.” – Khalil
  • “An extremely valuable software that you can integrate in your business is CallRail. This allows you to play back any conversation you’ve had with clients and helps you keep track of contacts.” – Khalil
  • “As much as possible, don’t share passwords to these accounts. You don’t want to share your passwords, you just want to add users.” – Khalil



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122 - Using A Site Map To Transform The Way You Sell26 May 202200:18:32
  • 00:00 - Intro
  • 01:00 - What Is A Site Map?
  • 02:00 - Where Do I Start?
  • 03:00 - Step #1: Understand Your Business Objectives
  • 03:45 - Step #2: List Out Visitor Objectives
  • 06:00 - Step #3: Work On Your CTAs
  • 08:00 - Step #4: List Out All Potential Pages
  • 14:00 - Step #5: Creating The Perfect Navigation
  • 15:00 - Step #6: Writing Out Each Page’s Purpose
  • 16:00 - Step #7: Brainstorm Every Section
  • 17:45 - Outro



Quotable Moments

  • “A site map allows you to plan out your website and all of the pages and their purposes.” – Khalil
  • “A good website always starts with a site map.” – Khalil
  • “Start with your objectives and give examples - especially for your visitor objectives.” – Khalil
  • “Once you know your objectives, you know what your website needs to have.” – Khalil
  • “A Call To Action (CTA) is an action button on a website that makes me want to click. It’s a decision-level button that helps your visitors get started.” – Khalil
  • “Not everyone is ready to get started and that’s why you need to have transitional calls to action.” – Khalil
  • “You need to list out your foundation, action, ad, and education pages for your website that you can build on and update as you go.” – Khalil
  • “What’s nice is that a lot of your sections are repeatable throughout your website.” – Khalil
  • “Your sitemap is your north star for your website creation.” – Khalil



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121 - Two Approaches To Help You Use Lean19 May 202200:16:50
  • 00:00 - Intro
  • 01:37 - How To Bring Lean Into Your Life
  • 02:41 - “This Is Lean” Book
  • 03:20 - Here’s What Lean Is
  • 05:00 - Resource Efficiency
  • 05:45 - Flow Efficiency
  • 06:33 - The Difference Between Resource & Flow
  • 10:20 -  Why Flow Efficiency
  • 12:05 -  How To Apply Flow Efficiency Everywhere
  • 13:20 -  Reducing Build Time & Getting Lean
  • 15:00 - Outro



Quotable Moments

  • “Getting lean isn’t just for manufacturers, it’s for everyone and can even be used in your personal life.” – Khalil
  • “Lean is a philosophy is constantly improving by eliminating waste.” – Martin
  • “Resource efficiency is when you take expensive resources and you keep them running 90% of the time.” – Martin
  • “Flow efficiency is when you focus on moving the unit of whatever you’re producing at the time.” – Martin
  • “As you begin, focus on flow efficiency and the in-between.” – Martin


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120 - Eliminate Costly Mistakes With One Simple Tool12 May 202200:12:53
  • 00:00 - Intro
  • 01:30 - A Story On Why You Need Them
  • 02:30 - The Purpose Your Checklist Actually Serves
  • 03:15 - What Your Checklist Needs
  • 03:45 - How You Use Checklists
  • 05:00 - Why Checklists Are Essential
  • 08:00 - The Obstacles You Could Run Into
  • 10:00 - The Simple Truths Of Checklists
  • 12:00 - Outro



Quotable Moments

  • “A checklist is not a how-to, it’s a reminder of things that people already know.” – Martin
  • “Your checklist should have a max of 10 items. Do you have the address and contact information of where you’re going, do you have materials, tools, fuel? Maybe throw in safety equipment in there.” – Martin
  • “A checklist gives you an opportunity to remember if you have all the tools, resources, and equipment to do work.” – Martin
  • “The obstacle that people can run into with checklists is getting too detailed. You only need to focus on what the most critical things are.” – Khalil
  • “Checklists cost you virtually nothing but could save you tens of thousands of dollars.” – Martin
  • “The best lesson of checklists is to forget one thing and then use that as an example to your team as to why they are so important to be doing.” – Khalil
  • “Checklists are not exhaustive but they are critical.” – Khalil


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119 - 9 Reasons To Start Your Marketing Yesterday05 May 202200:11:16
  • 00:00 - Intro
  • 01:00 - Contractor’s Time-Related Marketing Objections
  • 01:30 - 1st Reason: It’ll Save You Time
  • 03:00 - 2nd Reason: Get Qualified Leads
  • 03:30 - 3rd Reason: Gain Ideal Jobs
  • 04:30 - Contractor’s Budget-Related Marketing Objections
  • 04:45 - 4th Reason: Increase Your Budget + Your Prices
  • 05:30 - 5th Reason: You’ll See An ROI
  • 06:30 - 6th Reason: You’re Not Selling Enough
  • 07:00 - Contractor’s Expertise-Related Marketing Objections
  • 07:16 - 7th Reason: You Can Fire Yourself
  • 08:00 - 8th Reason: Work On Your Business, Not In It
  • 08:30 - 9th Reason: It’ll Free You Up
  • 09:40 - Don’t Know How To Get Started Or Grow With Marketing? Check Out Benali
  • 10:30 - Outro



Quotable Moments

  • “Your business needs to be playing offense instead of just playing defense or coasting.” – Khalil
  • “If you’re always playing offense, you’re keeping your pipeline full and you’re avoiding the vicious sales cycle..” – Khalil
  • “Good marketing allows people to qualify themselves and answer those questions on their own.” – Khalil
  • “You’re getting busy because you’re saying “yes” to any job that comes your way.” – Khalil
  • “If you have no budget, you need to be increasing your prices because you’re not charging enough.” – Khalil
  • “You need to fire yourself so you can work on your business instead of in your business.” – Khalil
  • “By working on marketing and your business, it will free up more time in your business because things will be more streamlined.” – Khalil
  • “Whenever you’re able to sell easier and faster you’re going to be able to have more money and less stress.” – Khalil
  • “If you’re a contractor needing marketing help with what we talked about in today’s episode, check us out at benali.com.” – Khalil



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118 - The Difference Between 1099 Contractors & W2 Employees28 Apr 202200:08:24
  • 00:00 - Intro
  • 01:20 - The Conveniences For Both
  • 02:00 - So, Which One Is Right?
  • 02:40 - The Penalties On W2s
  • 03:35 - What The IRS Says
  • 04:20 - The Hidden Things You Need To Be Aware Of
  • 06:30 - Miscategorized 1099s
  • 07:15 - It’s Your Choice, But It Could Be Very Costly
  • 08:00 - Outro



Quotable Moments

  • “1099 contractors only require one check, there’s no tax deposits, and there’s no payroll tax.” – Martin
  • “Go look at what the IRS says about that. Read the IRS procedures form called an SS-8. It’s the determination of worker status for purposes of federal employment taxes and income tax withholding.” – Martin
  • “What is the likelihood you can lose money? Are you at financial risk? A contractor is. They give you a bid and can lose money if they blow it. A 1099 isn’t.” – Martin
  • “This is a really important topic and it can be fatal to your business if you get it wrong.” – Martin



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117 - Using Software To Be More Efficient21 Apr 202200:12:54
  • 00:00 - Intro
  • 01:00 - Software Won’t Solve All Your Problems
  • 01:45 - It’s About Behavior Change
  • 02:50 - First, Create A Process TImeline
  • 05:20 - The Core Areas Of Business
  • 07:00 - The Steps To Be More Efficient
  • 08:00 - Why You Should Beware Of One Size Fits All Software
  • 09:00 - The Cons Of Using The Wrong Software
  • 10:10 - You Need To Make Sure Your Softwares Integrate
  • 11:00 - Knowing Where Integration Is Necessary
  • 12:00 - Outro



Quotable Moments

  • “Software is NOT a silver bullet. It’s not going to solve all of your problems.” – Khalil
  • “Using software is more about behavior changes instead of features or integrations, if you don’t use it right, or regularly , it won’t solve your problems.” – Khalil
  • “You want to map out what that timeline looks like. It will be really clear to you where you need to develop systems in your business.” – Khalil
  • “Beware of the silver bullet and one size fits all software. You may have a software that does it all but then you realize it’s not even set up for your industry.” – Khalil
  • “Having integration matters but there are some integrations that are more valuable than others. Look inside your business and see where there is overlap or collaboration and integration might be necessary.” – Khalil



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215 - Finding Your One Thing25 Jul 202400:24:44

Are you overwhelmed by day-to-day tasks and countless "priorities"? Do you know that vision is crucial in achieving focus? Tune in and learn how prioritizing your 'One Thing' can transform your workflow and how you do your business. Don't miss it! 


Time Stamps

  • 00:20 - Episode Intro
  • 01:51 - The 'One Thing' Concept
  • 05:54 - The Importance of Narrow Focus
  • 07:22 - Overcoming Obstacles to Focus
  • 12:03 - The Role of Vision in Your 'One Thing'
  • 17:02 - Setting SMART and FAST Goals
  • 18:38 - Accountability and Avoiding Distractions
  • 21:49 - Practical Steps to Identify Your 'One Thing'
  • 24:09 - Episode Outro


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 


Resources

  • Need Marketing Help? We Recommend Benali
  • Need Help with podcast production? We recommend Demandcast


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116 - Paying For Performance: How Hourly Is A Failing Format14 Apr 202200:12:20
  • 00:00 - Intro
  • 02:00 - What P4P Is
  • 03:10 - Why P4P Is In Your Best Interest As A Business
  • 04:05 - Labor Is The Biggest Variable
  • 05:00 - Do Your People Know?
  • 06:00 - Why You Should Incentivize Employees
  • 07:00 - The Breakdown Of How P4P Works
  • 08:15 - How P4P Attracts Better Employees
  • 09:20 - Easy Software You Can Use For P4P
  • 10:10 - How It Makes Profit Measurable
  • 11:30 - Outro


Quotable Moments

  • “Paying by the hour and paying for seniority are antiquated concepts that are still around.” – Marting
  • “Paying by the hour does not align with what you want as a business owner.” – Martin
  • “Paying hourly is giving your employee the ability to drag a job out.” – Martin
  • “As a business owner, labor is the biggest variable. It’s a huge expense and out of your control.” – Martin
  • “The bad thing about an hourly job is that the only way to increase is to pester you all the time for a raise or to drag out a project.” – Martin
  • “Let people make more because they’re doing better.” – Martin
  • “If you pay people, and they work efficiently, you will get more jobs done.” – Martin
  • “You will attract better employees because they can make more and they are treated as valued.” – Martin



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115 - Making The Decision To Hire07 Apr 202200:12:58
  • 00:00 - Intro
  • 01:00 - Who Was Your 1st Hire?
  • 02:30 - The Signs You Should Hire
  • 04:30 - The 1st Thing You Have To Do When Hiring
  • 05:45 - Why You Have To Plan Training
  • 06:45 - How Hiring Can Positively Impact You + Your Business
  • 08:00 - Knowing Who You Can Afford To Hire
  • 09:30 - How It’s More Affordable Than You Think
  • 10:10 - Less-Obvious Hiring Impacts + Responsibilities
  • 10:50 - Deciding To Hire Is A Milestone
  • 11:30 - Outro



Quotable Moments

  • “You’ve got to be willing to delegate and you need to have trust.” – Martin
  • “The 1st thing you need to do when you decide to make the decision to hire, is write out a list or a log of everything that you do.” – Martin
  • “Writing out the exact job responsibilities you have will allow you to write a thorough job description and help you train new employees.” – Martin
  • “On the job training is NOT training. It's an abdication of training.” – Martin
  • “Is the business out there for you to get, [as an owner or salesperson], if you had the time?” – Martin
  • “Don’t limit yourself by saying “nobody can ever do what I do.” – Martin
  • “When it comes to the expense of hiring, yes it will cost you on the front end, but think of the return after they’re trained.” – Martin
  • “If you’re going to hire someone for $60,000, that’s not a $60k expense, that’s a $5,000 expense.” – Martin
  • “If it’s not a fit, you can always reverse your decision.” – Martin
  • “You also need to consider the other things that come with hiring - managing, ensuring they’re doing their job, training them, and making sure they’re a cultural fit.” – Khalil



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114 - One Place To Look31 Mar 202200:23:39
  • 00:00 - Intro
  • 3:20 - Hear Martin’s Example
  • 5:40 - What’s ERP Software?
  • 8:00 - Why Integration Matters
  • 10:00 - What Software Should I Use?
  • 13:45 - Is Niche Software Good or Bad?
  • 15:00 - Is Salesforce Good or Bad?
  • 16:50 - The Contractor Set-Up Essentials
  • 18:35- From Legal Pads to ERPs
  • 20:00 - Our Software Stack Recommendation
  • 22:00 - Outro

Quotable Moments

  • “Just because you’re using a software does not mean that you’re going to be using it correctly.” – Khalil
  • “You have to model the behavior inside of your systems for your team to do it correctly.” – Khalil
  • “Once you understand your need, you can start to find your solution.” – Khalil
  • “You don’t want to buy this big box solution, like Salesforce, because it’s so large and takes so much time to learn.” – Khalil
  • “For a lot of contractors, they’re not doing 100 projects a year, it’s not hard to copy over the required fields into a new system.” – Khalil
  • “A lot of ERPs are just business owners running off other business’s systems.” – Khalil
  • “If you have all of this together, you can manage all of your billing, communications, bookkeeping, and projects in one place.” – Khalil



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113 - Building a Growth Foundation24 Mar 202200:21:31
  • 00:00 - Intro
  • 02:10 - Plenty Of Work, Shortage Of The Right Kind
  • 02:30 - So, What’s A Growth Foundation + Its Benefit?
  • 04:00 - A Website That Converts
  • 08:50 - A Customized CRM Tool
  • 10:05 - Set-Up Streamlined & Integrated Accounts
  • 12:30 - Meaningful & Measurable Messaging
  • 14:00 - Uniform Design & Templates
  • 14:30 - Immediate Results From The Growth Foundation
  • 15:00 - Good Content & Building Upon Your Growth Foundation
  • 17:00 - Promoting Your Good Content
  • 19:30 - Want What We’ve Discussed? Benali Can Help
  • 20:24 - Outro


Quotable Moments

  • “There’s demand in the marketing right now for real estate, remodeling, and new construction, but they don’t necessarily have the right kind of work.” – Khalil
  • “Contractors might just be saying “yes” to whatever job comes their way, which can cause frustration and inefficiencies in your processes.” – Khalil
  • “A growth foundation is something that allows you to do good sales, good marketing, and actually allows you to grow your business at scale.” – Khalil
  • “It’s a persistent, constant marketing that is there all the time.” – Martin
  • “A website is more than just a digital business card, it will market for you and will operate 24/7 a lot more smoothly than if you were picking up the phone.” – Khalil
  • “CRM is a customer relationship management tool that allows you to track deals you’re working on, what jobs you need to bud on, what jobs you’ve closed, and lost.” – Khalil
  • “You want to make sure that your messaging speaks to your client’s emotions and is solving their pain points.” – Khalil
  • “Strong messaging and language on every single channel you have where you use words canl help your marketing.” – Khalil
  • “You’re going to get more results because your conversion rate is going to go up, but you do need to build on that foundation through content.” – Khalil
  • “That foundation for growth is going to make you so much more efficient and keep you at a good foundation and the content and strategy is the “turn-up” or “turn-down” piece to amplify and share your efforts.” – Khalil



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112 - Mowing, Marketing, & Managing Franchises with Mike Andes17 Mar 202200:54:44
  • 00:00 - Intro
  • 02:10 - How Mike Got Started
  • 05:14 - Mike’s First Employee
  • 08:16 - The Growth of Augusta Lawn Care
  • 10:40 - How Mike Handles The Seasonality of Landscaping
  • 13:00 - Mike’s Approach To Marketing
  • 20:00 - How To Raise Prices
  • 23:00 - How Mike Knew He Wanted To Franchise
  • 26:00 - The Value Metric Used To Raise Prices
  • 30:00 - The Software Mike Recommends & Uses
  • 34:00 - So What’s Pay For Performance?
  • 39:50 - How You Calculate Pay For Performance
  • 44:00 - Efficiency With Pay For Performance
  • 53:00 - Outro


Quotable Moments

  • “Two and a half years ago we started franchising Augusta Lawn Care and now we have 87 locations around North America.” – Mike
  • “If you have under 100 customers, focus on localized ways [of marketing]; direct mail, Nextdoor, door hangers, and going to very specific neighborhoods.” – Mike
  • “The best form of investing is taking a small business, getting customer acquisition costs that you can nail down, and then investing into marketing. If you’re trying to grow your business, you need to invest into marketing.” – Mike
  • “When we raise prices 25%, we usually have about a 97-98% retention rate. A good rule of thumb to remember is to raise your prices by 10%, until you lose 20% of customers.” – Mike
  • “Everything in pricing is tied to budget hours because that’s really the building block to P to P. If they’re not hitting budget hours, pricing isn’t high enough and the rate is too low.” – Mike
  • “If I was just getting started, I would recommend and use Jobber. If you want something more complicated, I would be going with a larger, publicly traded company like Service Titan.” – Mike
  • “Pay for performance in one sentence is - you give a percentage of the labor revenue the employee earns every single day for the business - that’s what their wages are.” – Mike
  • “At the end of the day, if you’re not accurate on budget hours, it’s going to be a big problem. You’re going to make errors sometimes but our goal is to make 4 out of 5 estimates beat budget hours.” – Mike
  • “On average, with P4P, we will see at least a 20-30% efficiency increase and as high as a 45% increase.” – Mike
  • “The worst thing in the world for an A-grade employee is to work with unmotivated, C-grade, employees.” – Mike



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111 - Replacing Yourself10 Mar 202200:08:44
  • 00:00 - Intro
  • 01:30 - Mark Twain Analogy
  • 04:30 - Why You Need Courage
  • 05:40 - The 3 Attributes of a Successful Business Owner
  • 07:45 - The Difficulties Of Replacing Yourself
  • 08:15 - Outro



Quotable Moments

  • “You could find a replacement to do all the same job functions and do everything you do but they have to have courage - it’s not only about skills but judgment.” – Martin
  • “The three attributes of a highly successful business owner is that they are engaged, decisive, and focused.” – Martin
  • “Being an engaged business owner means that they see their business as an adventure, they don’t give up when it’s tough and they make decisions and moves like its an adventure.” – Martin
  • “Being a decisive business owner doesn’t mean just making snap decisions but it means that you make tough decisions when the time has come or at the right time.” – Martin
  • “Being a focused business owner means that you need to be honed in on being able to make the decisions that work.” – Martin
  • “Good things come to those who wait but not to those who hesitate.” – Martin


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110 - Homeowners vs. Builders03 Mar 202200:47:07
  • 00:00 - Intro
  • 05:30 - The Differences Between Homeowners & Builders
  • 08:27 - Their Unique Sales Processes
  • 15:45 - The Ultimate Buyer’s Guide
  • 22:00 - Increasing Your Margins
  • 26:00 - The Differences When It Comes To Marketing
  • 30:30 - The Value Of Case Studies
  • 35:00 - Traps You Fall Into With Homeowners
  • 39:00 - Referral Program Strategies
  • 46:15 - Summarized Pros and Cons
  • 48:00 - Outro

Quotable Moments

  • “When you work with homeowners, you can have higher margins.” – Martin
  • “An Ultimate Buyer’s Guide outlines the entire process of working with the client and answers all customer questions that may come up.” – Khalil
  • “What you want to do is under promise and over deliver.” – Martin
  • “Your bid is your marketing when your’e working with a builder.” – Khalil
  • “If you’re planning on working with homeowners, you need to have case studies, with photography, that you can use on social media and your website.” – Khalil
  • “You need to start where you’re winning when it comes to marketing and sales.” – Khalil
  • “Take a second look, and make sure that you’re prepared and optimized to work directly with homeowners.” – Khalil



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109 - Building A Lean Business with Colin Reed24 Feb 202201:01:21
  • 00:00 - Intro
  • 02:45 - Meet Our Guest, Colin Reed
  • 05:00 - Colin’s Start With Lean Thinking & Consulting
  • 08:00 - How To Be Lean In A Grocery Store
  • 12:00 - The Deadly Wastes That Can Kill Your Business
  • 13:15 - The 1st Deadly Waste - Overproduction
  • 17:00 - The 2nd Deadly Waste - Inventory
  • 21:20 - The 3rd Deadly Waste - Transportation
  • 22:15 - The 4th Deadly Waste - Defects
  • 29:00 - The 5th Deadly Waste - Processing
  • 34:00 - The 6th Deadly Waste - Motion
  • 42:00 - The 7th Deadly Waste - Waiting
  • 48:00 - How We Help Companies Eliminate Waste
  • 52:00 - How To Get Started



Quotable Moments

  • “Great benefits come from really small changes – if you increase your gross profit margin by 1%, the avg company in the U.S. will increase its net profit by 14.5%.” – Martin
  • “If you increase your sales by 17% without increasing overhead, the avg company in the U.S. will double its net profit.” – Martin
  • “Everything is a process - you can either spend more time and more money or you can spend less time and have higher quality.” – Colin
  • “The first deadly waste that threaten your business is overproduction. You can only actually work on one thing at a time - in order to prevent work from piling up and idling, you have to have a process and steps.” – Colin
  • “The second deadly waste is inventory. There’s inventory that functionally needs to be there and then there’s inventory to work on to stay busy.” – Colin
  • “The fourth deadly waste of defects is brutal because when there is a defect, it’ll cost you 30-100% more to get that product out correctly and done.” – Colin
  • “With small businesses, accuracy is extremely important.” – Colin
  • “If you were to watch a pit crew, everyone has their job. They are doing things in the right order and they’re synchronized.” – Colin
  • “I had my client walk down the aisle in his shop 100 paces while I timed him and found it took him 3.4 cents a step for him to walk around and chase things down That’s motion waste.” – Colin
  • “The 7th deadly waste of waiting is exemplified when someone who is ready, willing, and able to work but can’t. This person is waiting for approval to go ahead or the right information.” – Colin
  • “We help the management develop the plan but we also train the operators and anyone who touches the process.” - Colin
  • “It frees up management and ownership to focus on things instead of micromanaging processes because these processes will start to run on their own.” – Colin



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108 - An Inflation Explanation17 Feb 202200:49:11
  • 00:00 - Intro
  • 00:30 - Jeff Finney’s “In-Theory vs. In-Practice”
  • 02:30 - What’s Inflation?
  • 05:55 - The Rule of 72
  • 07:30 - Inflation in the 70’s vs. 2022
  • 10:30 - Inflation in Real Estate
  • 13:40 - Uncertain Inflation Strategy - Crypto
  • 17:20 - Uncertain Inflation Strategy - Real Estate
  • 19:40 - Uncertain Inflation Strategy - Loans
  • 21:11 -  Bad Inflation Stategies For Contractors
  • 26:00 - Good Inflation Strategies For Contractors
  • 30:00 - Efficiency Is The Best Defense Against Inflation
  • 42:00 - Moving To Higher Margin Work
  • 46:00 - Why You Can’t Afford To Not Be Confident
  • 48:00 - Outro



Quotable Moments

  • “Inflation is a general price increase on labor, goods, and materials in response to increase of the money supply.” – Martin
  • “There’s 37% more money in the United States today than there was 1 year ago. Meanwhile, the gross domestic product only went up 5%.” – Martin
  • “Chasing more sales as a hedge against inflation is just compounding the problem and digging yourself into a hole.” – Khalil
  • “Even though the number in your bank account is going up, you can’t buy anything because the money is worth less.” – Martin
  • “If you’re not paying employees more because of inflation, then you’re going to lose those employees.” – Khalil
  • “Personal savings for individuals have increased $380 billion since before the pandemic.” – Martin
  • “There’s no better time to raise prices because your customers are most likely expecting it – they’ve heard of inflation.” – Khalil
  • “Don’t wait – if you’re the last contractor to increase prices then people are probably going to push back on it because you waited too long to do it.” – Khalil
  • “If you start tracking things, then you can start fixing things. You have to be more efficient with time, money you have, and costs that you’re incurring.” – Khalil
  • “Do it, or perrish.” – Martin
  • “You need to consider which work has higher margins and you need to pivot to that.” – Khalil



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107 - Software Q/A10 Feb 202200:10:28
  • 00:00 - Intro
  • 00:37 - What Tech Stack Is
  • 02:00 - I Hate Monthly Fees. What Do I Do?
  • 02:40 - How Do I Know What’s Essential?
  • 03:49 - How To Know If A Costly Software Is Worth It
  • 06:05 - How To Build A Marketing Framework, On Budget
  • 07:04 - Non-Basic Benefits Software Can Provide



Quotable Moments

  • “A tech stack is the concoction of key softwares that you use to run your business efficiently. These could be softwares for project management, sales, or CRM – whatever functions support your business.” – Khalil
  • “As software goes, nothing’s essential, if you’re just a one-man shop, or even if you have lots of employees and you’re in a paper system, you don’t really need software.” – Khalil
  • “In my opinion, an essential software would be something to help you manage projects and bill customers, like QuickBooks. Another essential would be something to help you stay organized, like Google workspace.” – Khalil
  • “Oftentimes, depending on your specific need, you can find plenty of cheaper softwares to do the job you need. You just need to do the research to find the best fit.” – Khalil
  • “If you’re looking for a good software, go out and look at what other people are using in the industry.” – Khalil
  • “Good marketing costs.” – Khalil
  • “Incorporate your software sooner rather than later. The longer you wait, the harder it is to get into the habits of adopting using these tools efficiently.” – Khalil



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214 - Becoming a 40,000 Foot Operator11 Jul 202400:42:13

Ready to operate at a 40,000-foot level? Join us as we break down each stage of business evolution & uncover the traits of a top-tier contractor! 


Time Stamps

  • 00:36 - Episode Intro
  • 01:42  - Defining the 40,000 Foot Operator
  • 05:50  - Ground Level Operator: The Starting Point
  • 09:07  - Challenges and Strategies at 10,000 Feet
  • 15:37  - Reaching the 20,000 Foot Level
  • 22:49  - Delegating Responsibilities Effectively
  • 24:12  - Elevating to 30,000 Foot Level
  • 25:18  - The Importance of Data and Forecasting
  • 29:07  - The 40,000 Foot Operating Level
  • 32:02  - Qualities of a 40,000 Foot Operator
  • 34:59  - Valuation and Long-Term Strategy
  • 39:36  - The Adventure of Business Ownership
  • 40:39  - Episode Outro


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 


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106 - Vitamins vs. Medicine03 Feb 202200:06:02
  • 00:00 - Intro
  • 01:30 - Vitamins v Medicine
  • 02:15 - Applied To Construction Industry
  • 03:30 - Why You Need To Understand Vitamins + Medicine
  • 04:30 - Let’s Recap
  • 05:30 - Outro


Quotable Moments

  • “A Vitamin is something a customer might take proactively that’s not really solving a current problem vs medicine that’s solving a current problem that’s urgent.” – Khalil
  • “In construction, a vitamin might be a remodel and medicine might be a plumber that comes out and fixes a leak same day.” – Khalil
  • “If you’re a vitamin business, you might need to shift to have more medicine services and if you’re a medicine type business with a ton of business but loose organization, you might shift to more vitamin services to stay organized.” – Khalil



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105 - How To Pick A Channel27 Jan 202200:05:06
  • 00:00 - Intro
  • 02:00 - Let’s Define A Channel
  • 02:42 - How To Pick Your Channel
  • 03:50 - What To Do Once You Pick A Channel
  • 05:10 - Applying The Approach Every Time
  • 05:35 - Outro

Quotable Moments

  • “A channel is somewhere you start to receive new leads, opportunities, and business. It can be word of mouth, social media, website, paid ads, or even your salespeople.” – Khalil
  • “Your channel is really just your source of leads and where you’re able to close new business.” – Khalil
  • “When it comes to picking your channel, start with where you feel most comfortable, where your customers spend the most time, and where your strengths are.” – Khalil
  • “You can have multiple channels as long as you have someone on your team dedicated to each channel.” – Khalil
  • “A lot of times you can grow faster by focusing on doing one channel well over trying to focus on five channels and doing them poorly.” – Khalil


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104 - Finding Your Rhythm20 Jan 202200:46:57

Show Notes

  • 00:00 - Intro
  • 01:45 - New Year Motivation
  • 04:40 - Work Rhythms
  • 12:00 - Rhythm vs Process
  • 17:50 - Being Specific (Khalil)
  • 18:45 - Martin Client Story
  • 20:20 - 3 Questions to Ask Your Employees
  • 24:20 - Being Firm
  • 29:19 - Being Specific in Your Ads + Marketing
  • 30:00 - Features vs Benefits
  • 33:00 - Key Partnerships + Referrals
  • 37:00 - Other kinds of strategic partnerships
  • 38:00 - Partner Agreement Doc
  • 44:00 - Outro



Quotable Moments

  • “Question your rhythms. Ask yourself if it’s valuable and if there alternatives. If you don’t question them, then you’ll end up just doing them without purpose.” – Khalil
  • “A process is something that’s written out and it’s how you do something with step-by-step instructions of how it is done. A rhythm is establishing a time that’s occurring so you can do the process.” – Khalil
  • “The 3 questions all supervisors need to ask their employees: 1. Do you understand clearly what is expected of you today? 2. Do you understand how you’re being measured? 3. Do you have everything you need to accomplish your work - in tools and training?” – Martin
  • “You need to start with benefits, then the features of those benefits, and then think of how your service influences those. It makes you put your customers first instead of your product or service.” – Khalil
  • “It has to come down to something that has clarity and is something that you can actually do. They have to be actionable items and that’s the benefit of being specific.” – Martin



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103 - Pricing, Branding, & Scheduling23 Dec 202100:55:17
  • 00:00 - Intro
  • 01:55 - Highlights of the Year
  • 06:05 - Marketing for Contractors
  • 11:20 - Pricing Conundrums
  • 20:50 - Martin’s Wordkeeper Story
  • 22:30 - Under Promise, Over Deliver
  • 23:50 - The Issue of Surcharges
  • 30:00 - Consumer Price Index
  • 31:00 - Inflation in the 70’s
  • 35:20 - Martin’s Article - What is Money?
  • 39:30 - Why You Need To Be Reasonable With Prices
  • 43:29 - How Measuring Brings Clarity
  • 44:50 - Scheduling Issues Arise
  • 51:50 - Outro & Recap



Quotable Moments

  • “When you're really focused on branding, focused on the long term. You can start to make some of those plays and get better word of mouth referrals, the right word of mouth referrals, and really amplify that.” – K
  • “Marketing doesn’t need to be some massive effort.” – K
  • “When it comes to pricing, expectation is everything.” – K
  • “You need to include design in your pricing. Charge for your design. They can pay for it and take it to any other contractor or they can stay and work with you and that fee can apply to your work.” – K
  • “For most contractors, if you’re in a place where you’re saying “yes” more than you’re saying “no,” you’re probably not in a good place.  You should be turning away some work.” – K
  • “A surcharge is an extra line on your quote and its intent is to recover some temporary charges.” – M
  • “I’m telling every client I have that they need to raise their prices while inflation is up right now. Consumers will try and push back but everyone knows prices are going up.” – M
  • “Get the software. I know it might be a little more but it can work for you rather than you having to work for it.” – K



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102 - Less Stress16 Dec 202100:17:53
  • 00:00 - Intro
  • 01:45 - The Two Types of Stress
  • 02:00 - The Causes of Bad Stress
  • 04:30 - The Causes of Good Stress
  • 10:00 - Why Small Failures Are Good
  • 11:00 - What Bad Stress Boils Down To
  • 12:20 - Why Processes Are Crucial
  • 15:51 - Good Books Mitigate Bad Stress


Quotable Moments

  • “There are two types of stress – there’s a blister which is a negative stress or you can have a callus which helps you develop the ability to handle future stress.” – Martin
  • “The bad stress can come from uncertainty, indecision, doubt, fear, what-ifs, second guessing decisions, regret, holding grudges, poor communication, or partner issues” – Martin
  • “The good stress can come from experience, decisiveness, being busy in your work, learning, bringing an employee on, trusting people, building and fostering culture, above-and-beyond communication, and having small failures.” – Martin
  • “Oftentimes, 50 years of experience is just 1 year of experience 50 times.” – Martin
  • “If you’re going to start addressing the bad stress, first you need to make a decision, second is to make a plan, third is to create systems and fourth is to have information.” – Martin
  • “Good bookkeeping information can tell you whether or not you can buy that truck which will help your indecision.” – Martin
  • “To reduce your stress, focus on systems and information.”– Martin
  • “You will never eliminate your stress because we don’t want to. There is good stress that encourages us to learn new things.” – Martin


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101 - Don't Be Held Hostage09 Dec 202100:50:38
  • 00:00 - Intro
  • 01:15 - Adios to Lincoln Riley
  • 03:00 - Is Your Business Holding You Hostage?
  • 13:00 - Don’t Let Software Be Your Bottleneck
  • 23:00 - Know What You Want & Stick To It
  • 34:00 - Let’s Talk About Sustainable Growth
  • 42:20 - Rollercoaster Profits
  • 47:00- Outro


Quotable Moments

  • “Hostage is when your company is dependent on a person instead of a system or a process.” – M
  • “Create something that you’ll be able to replicate and not have to rely on the top talent to do, but that you’ll be able to train to learn.” – K
  • “While they could stick with the same software, it’s just not a fit anymore and it doesn’t make them more efficient.” – K
  • “Have an idea of what you want rather than just deciding based on the pitch.” – M
  • “Your vision is just what you want.” – M
  • “Sometimes, when you don’t stick to your price and you lower it, what ends up happening is that you create more chaos for yourself.” – K
  • “These challenges that you think are overwhelming and unique to you… they’re not. I’ll find you 5 people with the exact same issue.” – M
  • “You can’t listen to this and try and do all these things at once. There’s something that’s more important than anything else and you need to work on that thing until it’s no longer the short stave in the barrel.” – M



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100 - Current Events02 Dec 202100:50:34
  • 01:15 - Intro, Coffee Convo
  • 02:00 - Challenges that MH has had this week
  • 05:00 - Tracking KPI’s
  • 14:00 - Tom Brady and Bill Belichick
  • 18:00 - The Great Resignation & the Future of Hiring
  • 21:10 - What a Bonus Program Looks Like
  • 33:40 - Employee Development & Incentives
  • 48:15 -  Passing on Costs & Wage Increases
  • 51:00 - Get in Touch


Quotable Moments

  • “There’s not a lack of work in construction. The demand is there. But you’re fighting hiring efforts because of the remote jobs being offered.” – K
  • “There’s only 3 ways to get experience – pay someone for their experience, go and get the experience, or someone pays you through a training program to get the experience.” – K
  • “For smaller companies, it can be a challenge to know all those numbers to be able to pay 30% above break even to the employees as a bonus.” – K
  • “The number one reason for leaving is unclear expectations… which stems from having an idiot boss.” – M


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99 - Moving Obstacles18 Nov 202100:53:00
  • 00:00 - Intro
  • 03:15 - Partnerships
  • 10:00 - Resentment in Partnerships
  • 18:50 - Hiring + Retaining Your Team
  • 29:00 - Cultural Fits
  • 32:15 - Investing in Your Team
  • 36:00 - “You Can’t Eat It All”
  • 40:00 - Reactive vs Proactive Price Increases
  • 41:40 - Just Do It
  • 43:00 - Why Branding Is So Important
  • 45:00 - Examples of Branding
  • 50:00 - You’re Not Alone/Recap


Quotable Moments

  • “Partnership isn’t always the literal definition – think of it as any way that you get into business with somebody where you offer them rights or grants or ownership that you can’t get out of.” – M
  • “If you’re not having uncomfortable conversations then you’re not having the right conversations.” – M
  • “Your company will benefit more from you focusing on your strengths and focusing on a different role than your partner.” – K
  • “We spend the majority of our time working. If you don’t feel a connection and purpose during the best hours of your day, then people are going to leave if they don’t feel that.” – K
  • “You can’t eat it all – you have to have the buffer for the world and you have to have the courage to raise your prices.” – M
  • “Your brand has a lot more to do with who you are and has more to do with what your unique value proposition is.” – K
  • “On partnerships, be intentional about it and make sure you have a really good operating agreement.” – K
  • “On hiring, the market has changed. You may have to change your ads, change your culture, and change the time you give to your employees.” – K
  • “With your brand, it’s what’s going to increase your prices, hire better employees, and contributes to everything.” – K



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98 - Safety with Gary Messec15 Nov 202100:57:48
  • 00:00 - Intro
  • 02:00 - Meet Gary Messec
  • 09:30 - Procedures & Systems
  • 12:00 - OSHA & MSA (Mine Safety)
  • 18:20 - Who Is Responsible for Safety?
  • 24:45 - Types of Hazards
  • 29:00 - Safety Procedures
  • 35:30 - OSHA 300 Forms & Resources
  • 41:15 - Martin’s Stories/Cost of Training
  • 43:20 - Your Employee’s Buy-In
  • 48:20 - Don’t Cut Corners
  • 48:05 - OSHA Audits
  • 52:20 - Benefits of a Safe Workforce
  • 54:50 - Get In Touch With Gary


Quotable Moments

  • “If they’re proceduralized, you can follow them step by step and eliminate the hazards.” – G
  • “Any time you get ready to do a job, a JSA (job safety analysis) should be completed before you start your job. It has 3 items you need to know: what the job is and the tools it requires, what the hazards are involved with using the tools, and then how do we mitigate those hazards.” – G
  • “If you’re going to put someone in a hazardous job, whether it’s 2 people or 2,000, they need to be trained and understand what those hazards are and how to mitigate them.” – G
  • “Complacency causes the most accidents – you have to be disciplined not to skip over something when it’s something you do every day.” – G
  • “A lot of people think OSHA is out to get us, but they’re not. They’re there to protect the workers.” – G
  • “Your employees can only work safely if you train them on how to work safely.” – G
  • “One way OSHA audits happen is by an employee complaint. They’ll come in and ask for your procedures, information, and OSHA 300. They may not fine you initially, but they’ll find something.” – G
  • “OSHA is not your enemy. In the end, they’re going to make you a better company.” – G


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97 - The Evolution of a Business Owner with Jeff Finney04 Nov 202101:33:21
  • 00:00 - Intro
  • 04:00 - Evolution of a Coffee Drinker
  • 07:15 - We Hope You’re Hungry
  • 09:40 - Jeff's Background
  • 11:50 - How Jeff Started Woodworking
  • 22:50 - College? Y or N
  • 26:25 - The Value of Finance
  • 28:50 - Full-time Business Owner
  • 31:05 - Partner Conflicts + Dynamics
  • 37:50 - Going Solo
  • 40:00 - Making a Profit
  • 42:30 - Not Being a “Yes Man”
  • 55:00 - Build A Business To Sell
  • 1:02:00 - Getting Out Sales
  • 1:11:00 - Don't Focus On Sales Only
  • 1:22:00 - How to Scale



Quotable Moments

  • “For our young listeners out there, take the opportunity and look for the experience you can get. If you’re more focused on getting paid now, you’re not going to get as good of pay later.” – K
  • “I tell people all the time that you don’t need an MBA to succeed in business. I also say, an MBA will not in any way remotely assure that you will succeed in business.” – M
  • “There’s 2 ways to be educated and they both happen through experience. You can either get the experience yourself or you can pay for someone else’s experience to be passed down to you.” – K
  • “Profit is not new cars – profit is inventory, new machines, and innovating.” – M
  • “Your suppliers have no reluctance to tell you it just went up 15% and yet we, as the middleman between suppliers and their ultimate consumer, why are we reluctant?” – M
  • “I’m building my company to sell it – I’m not sure whether I ever do it or not, but I want to get it to that position where it could be sold.” – J
  • “Just because there’s a language and a culture barrier there, it doesn’t mean that there’s a talent barrier.” – K



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213 - 11 Signs of a Bad Customer: When to Say Goodbye27 Jun 202400:39:55

Have you ever had a customer you just knew was trouble? Knowing when to part ways with a bad customer could save your business and sanity! Join us as we break down common red flag signs, plus real-life examples you might relate to. Tune in!


Time Stamps

  • 00:34 - Episode Intro
  • 01:32 - Identifying Red Flags in Potential Customers
  • 02:48 - Indecisiveness
  • 03:58 - Unrealistic Timeline & Budget Expectations
  • 05:35 - The Self-Sourcing Customer
  • 08:02 - Excessive Haggling
  • 09:23 - No Boundaries
  • 10:57 - Customer Supremacy
  • 13:06 - Comparing Apples to Oranges
  • 15:20 - Making Decisions Beyond Their Intelligence
  • 16:51 - Lack of Understanding of the Effort Behind the Ask
  • 18:13 - The Option Assassins
  • 20:08 - Red Flags Recap
  • 21:32 - Real-Life Red Flag Examples
  • 35:44 - Episode Takeaways


Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 


Resources

  • Need Marketing Help? We Recommend Benali
  • Need Help with podcast production? We recommend Demandcast


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96 - In-house vs. Outsourced28 Oct 202100:47:33
  • 00:00 - Intro
  • 01:00 - Martin is Grumpy
  • 04:30 - KB Stroy about Client & Outsourcing
  • 05:30 - 2 Types of Outsourcing
  • 06:50 - When to use subs - Examples and Reasons
  • 09:45 - What happens if you don't outsource?
  • 10:30 - Advantages and Disadvantages of Outsourcing
  • 13:00 - Advantages and Disadvantages of In-House
  • 14:30 - Inside Outsourcing
  • 17:00 - Starting a Business - Stay in Your Lane
  • 22:00 - What to consider when choosing who to outsource
  • 24:30 - OSSHA 300 Form (Where is your audience?)
  • 31:00 - Contracting is tough
  • 31:15 - Look at your org chart - What do you need?
  • 36:00 - Outsourcing gives you an outside perspective
  • 37:00 - Getting started → Advisors and Mentors Checklist
  • 39:30 - Strength Finders
  • 44:00 - Specialize at What You Are Best at
  • 46:30 - Closing Remarks

Quotable Moments

  • “Get your capacity and your sales up with outsourcing.” – K
  • “One of the main advantages of outsourcing is that you don’t have to hire people. A disadvantage is that you won’t have control like you would with an in-house employee.” – M
  • “You’re better served to focus on what you’re good at and to stay in your lane.” – K
  • “When you’re deciding to choose an outsourced partner, you still need to keep in mind how they will fit in with your company and team.” – K
  • “Look at your org chart and start to think about your role and the hats you’re wearing - take a step back and think about if someone else on your team should be doing these tasks.” – K
  • “List of potential roles and responsibilities that can be outsourced: bookkeeping, taxes, banking, attorney, HR, marketing, safety, training, and systems.” – K
  • “When outsourcing, you’re getting an outside perspective that will notice things you won’t.” – K


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95 - Quit Getting Screwed with Karalynn Cromeens21 Oct 202100:58:21
  • 00:00 - Intro
  • 02:30 - Liens Don't Have to be One-Sided
  • 04:00 - If You Aren't Careful, You'll Fail
  • 05:30 - Different Clauses in Liens
  • 11:20 - Your Bid is Your ___
  • 13:00 - People That Don't Use Contracts
  • 15:00 - Expectations Document
  • 17:30 - Counselor, Not Lawyer
  • 21:30 - Realistic Litigation Fees
  • 24:30 - It's Worth the Investment
  • 25:50 - The Stigma of Lawyers
  • 26:30 - 'Reasonably Insured' - What it means
  • 33:00 - Cloud v. Paper
  • 36:00 - The Rules of Having a Partner
  • 40:00 - Being Employees vs Partners
  • 45:00 - Karalynn’s Advice on Liens
  • 47:00 - What Happens When A Lien is Filed Incorrectly
  • 51:00 - How Karalynn Got Started

Quotable Moments

  • “If you don’t know and you’re going in blind then you’re going to fail.” – Karalynn
  • “There’s a big misconception that if you’re terminated all you’re going to lose is the money that they owe you – if you walk away from a job and it costs them more to replace your scope than what you agreed to do, you’re on the hook for that difference because you promise to do this work for X amount of dollars and you didn’t.” – Karalynn
  • “The general contractor has the right to terminate you for no reason or any reason at all. It’s called a termination for convenience clause.” – Karalynn
  • “Know how to CYA – cover your ass as a general business practice. If something does happen, keep records or have systems so if you need something, it’s there.” – Karalynn
  • “If you don’t have certain agreements in your business, the underlying reason is you don’t really value your business.” – Martin
  • “Stay in your lane. You can grow your way out of it, but stay in your lane. And when you’re going to grow, let’s be intentional about it.” – Martin
  • “Even if you have a lien and it’s been a while, you have way more leverage than somebody who doesn’t.” – Karalynn
  • “Generally speaking, a voluntary lien is a security interest in a piece of property. You go to the bank and get a mortgage and take back a lien on your house – you’ll pay them back and you sign off on that.” – Karalynn
  • “To know about the industry, you really need to have spent some time in it right before you can really understand what to do.” – Karalynn
  • “I stay in my lane. I don’t do divorces. I don’t do wills. I stay here with what I’m good at.” – Karalynn



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94 - Onboarding Customers07 Oct 202100:38:31
  • 00:00 – Intro
  • 4:50 – Managing Customer Expectations
  • 9:00 – Getting Started with a customer or client
  • 13:30 – Starts with Sales
  • 14:30 – Marcus Sheridan
  • 18:20 – When does onboarding end?
  • 22:00 – Contract vs. Expectations Doc.
  • 26:00 – How to set expectations
  • 31:00 – Areas to set expectations
  • 38:00 – Outro


Quotable Moments

  • “90% of the problems in business are communications.” – M
  • “Words are one thing but actions are a whole other deal. People need to see where you’re living it out.” – K
  • “They’ll [customers] get mad at you anyways so 
  • “The handshake kind of deal works with the right people and the right project, but you shouldn’t rely on it.” – M
  • “Your contract and your expectations document are different – your contract is there to protect you and the expectations document is to make things clear.” – K
  • “Your values as a company, your culture as a company will help dictate those expectations for and by those employees.” – K
  • “It’s not all about what you expect from a customer but what the customer expects from you too.” – M



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93 - Choosing the Right Software for Your Company30 Sep 202100:25:10
  • 00:00 - Intro
  • 01:00 – How the Software Starts
  • 04:00 – The Benefits of Software
  • 07:00 – The Reality of Software
  • 09:30 – Building Your Tech Stack
  • 13:00 – Managing Multiple Softwares
  • 16:00 – Will it Make Me Money?
  • 18:00 – Does it Scale Well?
  • 19:50 – Is This Software Actively Updated?
  • 21:10 – Does it Integrate?


Quotable Moments

  • “Things get busy once you buy and install that software. You get a lot of work and you don’t have the time to train your team and you just put it back on the shelf” – Khalil
  • “You get fed up so you go back to the basics of pen and paper and you don’t really solve any of your problems.” – Khalil
  • “Software adds value to your business – it adds efficiency, organization, delegation, and systemization.” – Khalil
  • “The most software you’re going to purchase as a company is going to be for administering the business.” – Khalil
  • “You want to make sure your software integrates with several other tools and uses native integration.” – Khalil
  • “You want software to work for you. You want it to add value to your business. You want it to create organization inside of your company. You want it to ultimately allow you to become a more efficient company.” – Khalil


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92 - Employee Engagement with Chris Zervas23 Sep 202101:08:35
  • 00:00 - Intro
  • 1:00 - Who is Chris Zervas?
  • 6:15 - Communication in the Workplace (3-Legged Stool)
  • 13:50 - Contractors and Communication
  • 15:30 - The Charisma Myth by Olivia Fox Cobane
  • 23:45 - Nonverbal Communication
  • 29:00 - How Communication has Changed (Martin’s Story)
  • 31:00 - Learning Leadership Communication Skills
  • 34:00 - Communication between Generations
  • 40:30 - Retaining Employees
  • 43:50 - The Importance of Culture
  • 48:40 - Appropriate Relationships with Employees
  • 53:30 - Vulnerability as a Leader
  • 55:40 - Providing Feedback
  • 1:00:00 - Power & Leadership vs. Authority & Leadership
  • 1:01:30 - What Actions to Take
  • 1:06:30 - Contact Chris


Quotable Moments

  • “Whatever you’re doing, be all there.” – Chris
  • “We have a tendency to destroy our relationships with important clients by our distractibility.” – Chris
  • “60% of employees are actively or passively disengaged in their company.” – Chris
  • “What you don’t do and what you allow has a greater impact on your culture than what you’re actually intentional about.” – Khalil
  • “When you build relationships, you build trust. When you have trust… you’re ultimately increasing productivity.” – Chris
  • “All good communication starts with a question internally – ‘who’s my audience?’” – Chris
  • “Authority is given and it’s a title that you assume. Leadership is earned.” – Chris
  • “We’re wired to be in community with people that interact with us with grace and truth.” – Chris


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91 - Protecting What You Build with Eric Daffern16 Sep 202101:18:36
  • Who is Eric Daffern? Why did he go into law? (1:50)
  • There are two main risks in real estate and contracting: the risk of getting sued, and the risk of not getting paid. (5:30)
  • Story of the Show — The perfect construction contract and project suddenly went wrong because of the pandemic. (12:20)
  • Why are systems so essential for contractors? (14:15)
  • Why don’t more contractors have relationships with an attorney? (17:20) 
  • 99% of the time, everything’s gonna work out. How do you protect against that 1% where the bottom falls out? (20:27)
  • What’s the most important tool you can use to make sure you get paid and stay out of court? (22:00)
  • What’s a contract system? (22:40)
  • What’s a contract addendum, and how does it give subcontractors power in a negotiation? (24:40)
  • How do large GCs react to subs trying to negotiate? Do subcontractors even stand a chance against them? (27:30)
  • Do you need to pay an attorney to review every contract? (30:20)
  • What are some other systems contractors need? (33:15)
  • Can you still do work on a handshake? (35:50)
  • Systems add value ($$$) to your business. (40:00)
  • Mechanic lien systems — Don’t ignore your superpower! (40:45)
  • Why do you need HR systems? (46:30)
  • Your team can work closely together to make sure that your business is protected. (48:10)
  • How can early incident management systems protect you and your employees? (49:10)
  • How can you be a good consumer and choose the right attorney? (55:00)
  • Mount Rushmore — Lawyer Jokes edition (59:40) Listen to see which joke was Eric’s favorite!
  • Quote of the day — “Knowledge is power.” (1:02:40)
  • Something you can actually go do (1:06:10)
  • Closing the story — Remember that this was the PERFECT job. Everything went right, until the last payment. Luckily, we had already worked with the client to create a mechanic lien system. Unfortunately, we had to file a mechanic lien, but my client was able to get paid and still maintain a good relationship with his client. (1:09:50)
  • Intern Insights with Ethan — Can Ethan sum up in 60 seconds or less what it took the other guys over an hour to explain? (1:13:14)


Quotable Moments

  • “The earlier you find a problem, the cheaper the resolution is.” — M
  • “If you will focus on a team around you and invest in your team, then you can have that team help you make money as well. There’s no difference between having a screwdriver, a hammer, or whatever in your craft, and having a lawyer, an accountant, and a banker on the business side of it.” — Eric
  • “The number one reason people leave an employment position is unclear expectations ... Systems define the expectations against which people are measured so you can go and do those things.” — M
  • “You’re not going to be the expert in everything. You have to hire and trust other people. It’s going to make you better.” — K
  • “You have the choice of doing nothing or the choice of doing something.” — Eric


Mount Rushmore

  • Listen to our best lawyer jokes at 59:40!


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90 - Building a Family Legacy with Michael Barnett09 Sep 202100:53:59
  • Who is Michael Barnett, and what was his path to being a business owner? (1:24)
  • When should you get lawyers involved in a family business? (3:26)


What was life like when he took over the company?

  • 2012 - 2016: Growing the company, focused on sales, no idea how much money was in the bank. (6:12)
  • What caused his vision of the company to change? What were the biggest issues he faced as a new business owner who was trying to build and grow a legacy? (7:18)
  • How was he prospecting for new customers? (9:14)
  • 2017: Focused his sights on commercial work because there was more money in it. (11:22)
  • They hit a million in sales, but started to feel some cashflow problems. (12:46)
  • Even though they grew in 2017, they lost money. So, Michael started talking to other business owners and took a mastermind class with Martin (14:41)
  • Bookkeeping 101: How to use good books to make decisions. (17:16)


Becoming a business owner, not just an electrician

  • Being a business owner is fun. (18:43)
  • They started focusing on service work because it had 40% margins without putting in any work to improve processes. (24:06)
  • BUT, Michael DID improve the service processes. Here’s how. (25:30)
  • Michael’s mentality through the changes? “Jump. We’ll build the wings on the way down.” (30:18)
  • The power of getting rid of the hourly rate and charging a service fee. (34:48)
  • How Michael sets his costs AND protects his customers. (36:30)
  • How technology supports his business. (38:30)
  • What was the key to turning around his business? (42:58)
  • The evolution of his vision. (45:28)
  • What’s Michael’s advice for others who want success? (47:35)
  • Ethan’s Insights — Ethan’s favorite moments from the interview. (49:25)



Quotable Moments

  • “If you’re cheap enough, you can get as much work as you want, but you won’t be around.” — Michael
  • “We broke a million, so where’s the money?” — Michael 
  • “If you have 35 margins and you raise your prices 10, you can lose 22 of your business before you lose 1 penny of profit.” — M
  • “Jump. We’ll build the wings on the way down.” — Michael
  • “As a business owner, you have to make those leaps of faith all the time. Otherwise, you just stay stagnant, get in a rut, and you don’t improve. You miss out on opportunities and you don’t grow.” — K



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89 - Mo' Money, Mo' Problems with Sergio Garcia02 Sep 202101:41:29
  • Intro (0:00)
  • Who is Sergio Garcia? (0:55)
  • Then something really crazy happened. (9:10)
  • What’s his business? (13:20)
  • Why your business name matters. (15:50)
  • What’s a typical day at Alpha Surfaces? (16:40)
  • That’s when things started going bad... (19:20)
  • “We started getting behind on a lot of payments.” (22:30)
  • “That’s when I got that gut check.” (22:50)
  • “I was bleeding cash everywhere.” (25:00)
  • Even people with no business sense can tell that this isn’t right... (27:10)
  • Margins? Bidding? How did they determine pricing? (28:70)
  • “That $5,000 is not all for you.” (29:50)
  • You’re busy, but you’re on credit lock — it’s like quicksand. (31:10)
  • They decided that we needed help. It was divine intervention. That’s when everything changed. (34:20)
  • “We think we’re saving money by doing it ourselves, but it costs us opportunities.” (43:00)
  • How Sergio reacted to competitors then and now. (49:00)
  • What was the most impactful change that he made in his business? (54:00)
  • One danger of increasing your capacity before you’re ready. (1:00:30)
  • What’s the hardest part of getting your pricing right? (1:06:20)
  • How did he tell his customers that he was going to have to start charging more? (1:09:45)
  • A common marketing mistake that contractors make. (1:18:00)
  • How a CRM transformed Alpha’s business. (1:22:20)
  • Mount Rushmore — Sergio’s biggest improvements (1:27:17)
  • Quote of the day — “Sometimes you win, and sometimes you learn.” — Sergio’s daughter (1:35:10)
  • Intern Insights with Ethan — There’s a ton to cover, so let’s see if Ethan can get it all in! (1:36:30)


Quotable Moments

  • “When it comes to the numbers and the business side, it’s a whole different story.” — Sergio
  • “If you don’t know what you’re doing and don’t have something that you want, it’s pretty hard to do it.” — M
  • “It’s not just about working harder, it’s about working smarter.” — K
  • “Keeping track of your business is just as hard as doing it.” — M
  • “When you do a good job, customers are happy to pay you.” — Sergio
  • “When you’re small, you don’t see the big issue with not having the margins or the systems... As you get bigger, it becomes a magnifying glass on all of the problems you have.” — K


Mount Rushmore

  • Courage
  • Getting the books right
  • Creating a vision for the company — Sergio’s George Washington
  • Improving operational efficiency
  • Delegation
  • Price increase
  • Getting the books right (so important, we had to mention it twice!)
  • Grit 


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88 - Outclass Your Competition with Hilarie Blaney26 Aug 202101:27:02
  • 00:00 - Intro
  • 10:20 - What is Etiquette?
  • 16:20 - Zoom Etiquette
  • 26:35 - First Impressions
  • 43:00 - Table Manners
  • 53:00 - Unspoken Etiquette


Quotable Moments

  • “You play golf? Would you really want to go out and play a round with someone who doesn’t play golf?” – H
  • “People don’t pay attention to their background and the lighting [of their Zoom background] and I’ll be watching the news and staring at the plates and dishes behind them.” – H
  • “A first impression usually lasts 7 seconds.” – H
  • “First line of communication is good posture.” – H
  • “The knife blade is the business side of your knife. Even when you’re sitting down, the knife blade needs to be pointing in. In medieval times, if your knifeblade was pointing out, it conveyed that you were dishonorable.” – H
  • “The main thing contractors can take away from this is that they need to be intentional and self-aware with how they act around employees, around clients, and other subs.” – K


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87 - Onboarding Employees19 Aug 202100:54:51
  • How onboarding starts (10:00)
  • Why onboarding needs to be dimensional (20:00)
  • Onboarding culture (28:00)
  • Why legal and HR needs to come first (35:00)
  • Necessary onboarding processes (44:00)
  • Small steps at a time. (50:00)


Quotable Moments

  • “Onboarding starts during the hiring process.” – Khalil
  • “The number one reason for people leaving a company is unclear expectations. It’s not money, it’s not hours, it’s not safety, and it’s not coworkers.” – Martin
  • “Doing training on the first day is fine but you need to talk about values, give examples of the values, and bring in other employees to talk about them.” – Khalil
  • “Nowadays, people can find work anywhere. You need to give them a reason, besides money, to come work for you.” – Martin
  • “You hire for skill and you fire for attitude.” – Martin
  • “Ignorance is not an excuse to not have the professionals that you need in your business.” – Martin
  • “The biggest takeaway is to make a checklist of all the things you need to go over in onboarding in the future.” – Khalil
  • “Know that you were able to make huge leaps and progress over the last 5 years so know that you’ll be able to do it in the next five years as well.” – Khalil


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212 - Elements of CRM: Why You Need One and What to Look For in Software20 Jun 202400:39:06

Organize, strategize, and grow your business with the right CRM tools! We discuss why every business needs a CRM and the essential features to look for. Listen in!


Time Stamps

  • 00:30 - Introduction to CRMs
  • 02:14  - The Importance of Bookkeeping
  • 04:10  - Understanding CRM Features
  • 09:11  - Choosing the Right CRM for Your Business
  • 20:20  - Essential Features for CRM Beginners
  • 26:05  - Implementing and Pricing Your CRM
  • 38:20 - Episode Outro

Learn how you can improve your customer and project workflows! BOOK YOUR FREE 30-MINUTE STRATEGY CALL HERE! 

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  • Need Marketing Help? We Recommend Benali
  • Need Help with podcast production? We recommend Demandcast


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86 - Selling Your Business with Hank Bockus12 Aug 202101:36:22
  • Hank’s family business history. (7:41)
  • Graduating college and starting in the work field. (11:00)
  • Working in and selling his family's business of 92 years. (13:58)
  • Burnout with your work. (19:28)
  • Becoming a business broker. (39:36)
  • How to find out the value of a business. (43:13)
  • Asset sale vs. stock sale. (51:46)
  • The most common delay when selling your business. (57:36)
  • Reasons why people sell their business. (59:34)
  • Who are these business buyers? (1:03:30)
  • How long is the selling process? (1:12:27)


Quotable Moments

  • “I quickly learned that cash lived in the bank and profit was completely on paper.” - Hank
  • “Profit is on paper, but it's not nearly as meaningful as if at least part of it's in the bank.” - Martin
  • “Sales were tremendous, transactions were tremendous, things were going fantastic, and I was just utterly depressed.” - Hank
  • “​​This is more than just a thing I do, or a place I go, or even a game, it's just more than that. I'm creating, I'm helping the world, I'm feeding people, I'm accomplishing things, and I love that.” - Martin
  • “When businesses are acquired, they want the employees, those employees are one of the biggest assets they can have.” - Hank
  • “Too often I see owners pay themselves too little cause they say, oh, you know I want the business to do well, but that hurts them.” - Hank
  • “The worst thing that a builder can do is not know the market.” - Hank
  • “If your books are a mess... so is everything else.” - Martin
  • “As a business owner, the reason why you want to sell is more important than the price and the terms of selling your business.” - Hank
  • “If you're a business owner right now, and you're looking to grow, you can grow through that acquisition as well.” - Khalil


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85 - Make it Easy05 Aug 202100:08:07
  • How the biggest companies in the world make things easier. (0:47)
  • How to use software to your advantage. (3:07)
  • Some questions to ask yourself about your business practices. (3:42)
  • Common misconceptions when customers pay invoices. (4:20)
  • Positioning document. (4:59)


Quotable Moments

  • “Do you confuse your prospects with the 30 or 40 options that you could provide or do you present them with your three recommended bestsellers?”
  • “The law of least effort tells us that people when they're deciding between similar options are hard-wired to gravitate toward the option requiring the least effort.”
  • “You are losing sales and referrals with every step you impose on prospects and customers.”
  • “When dealing with competition and customers, the easy option needs to be you.”



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84 - Why You Need an Apprentice with Jennifer Cowns29 Jul 202101:05:27
  • What is a registered apprentice? (9:38)
  • National apprentice act of 2021. (17:24)
  • How to set up an apprenticeship program for your company. (22:15)
  • What makes someone an ideal employee? (27:25)
  • Common misconceptions of apprenticeships. (33:53)
  • Working with the youth. (35:32)
  • The importance of having a mentor. (39:40)
  • The time frame of getting started on your apprenticeship program. (44:23)


Quotable Moments

  • “When we hear the word apprenticeship, typically that's been tied to blue-collar professions or trades, but it goes much beyond that.” - Jennifer
  • “In the United States, the average age for an apprentice is 29, globally it's 17.” - Jennifer
  • “How important it is to get a variety of experiences in your life and how much more valuable it is to people to have that.” - Khalil
  • “It shows the apprentice that you are invested in their learning, but it also provides the mentor with that, hey, you trust me enough to train this individual.” - Jennifer
  • “Another benefit of working with that particular person group is that you have the ability to mold that individual specific to your company, allowing for you to prevent the creation of bad habits.” - Jennifer


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