Breakthrough Academy

Contractor Evolution

A Entrepreneurship , Business and Arts podcast

#32 in Entrepreneurship · 🇨🇦 #184 in Entrepreneurship · 🇺🇸

About the show

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. Named one of the Top 100 Business Growth Podcasts by FeedSpot! https://podcast.feedspot.com/business_growth_podcasts/

Newest episodes

298. How He Scaled From $500K to $5M (A Real Contractor’s Roadmap) - Brandon Smith

Nov 11, 2026 46 min

Get a copy of the episode transcript: https://trybta.com/Transcript298 Get a copy of our Contractor Success Roadmap and see how 13+ contractors scaled to 7-figures (without working more hours): https://trybta.com/DL298 To learn more about Breakthrough Academy, click here: https://trybta.com/EP298 In 2015, Vancouver-based contractor Brandon Smith was doing about $500K a year. Along with his business partner, he was handling sales, running production and estimating his own jobs. Eleven years later, he runs a $5M company. The road between those two numbers wasn't a straight line. There was a declined debit card at Quiznos, an eight-foot whiteboard that looked like a murder board, and a global pandemic that threw a wrench in the plan. In this episode, Brandon walks through the exact zig-zagging path he took to go from operator of a 6-figure construction business to the CEO of an award-winning company with time and money to give back. He also shares the one piece of advice from Danny he still hasn't forgotten: move faster. If you're stuck at a lower revenue than you want to be at, this episode is for you. Want Brandon's full sales process? Follow him on Instagram @buildwithbsmith and send him a DM that says "breakthrough." You can also catch his podcast: https://open.spotify.com/show/6lPo3hHrreDSuz6v4MhikA?si=twW4mktVTxqcH2Nec8AxHA&nd=1&dlsi=71a45319798646cc 00:00-Intro 06:01-From Laborer to Business Owner 07:48-Early Financial Struggles 11:06-Scaling to the $1M Mark 17:10-Growing from $1M to $2M 23:53-Leadership Growth for Scaling 30:49-Business Lessons Learned 40:01-What Not to Sacrifice for Business

297. Why Your Managers Keep Asking You What To Do - Perry Holley

Nov 4, 2026 38 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about Breakthrough Academy, click here: https://trybta.com/EP297 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL297 You promoted your best salesperson to run sales. Now they are in your office three times a day asking what you would do. That is not a hiring mistake. Perry Holley says it is a development gap, and most owners skip right past it without knowing. Perry is an executive coach with Maxwell Leadership, and he has worked with the BTA Community at Winter Summits and retreats for years. He was on the show back in Episode 132 breaking down the 5 Levels of Leadership. He is back to tackle the level that trips up almost everyone: becoming a developer of people. He walks Danny through seven steps that have to happen before anyone is actually empowered. Recruit, position, model, equip, develop, empower, measure. When somebody keeps coming to you for answers, Perry says go back through the first five and find the one you skipped. The step most owners miss is development. Equipping is teaching the job. Developing is teaching someone to lead themselves: time management, priority management, emotional management, resilience. Skills your crew leads were almost certainly never taught. Perry also covers accountability as ownership rather than blame, why the goal rarely changes but the plan usually does, and the question that tells you whether your team trusts you: are they telling you hard things, or only the good stuff? And if your own development has stalled, his answer is irreducible minimums. Fifty words a day. Two pages a day. Small things done daily, consistently, compounding into something you could not have planned. Follow Perry Holley and the Maxwell Leadership Podcast for more on this: https://www.maxwellleadership.com/podcast/ 00:00...

296. How $10M Contractors Keep Crews Busy All Winter (Roundtable) - Mason Marquis, Joe Kelly, Toby Woodiwiss, Luke Hansen

Oct 28, 2026 1 hr 46 min

Get the free templates from this session here: https://trybta.com/DL296 Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about Breakthrough Academy, click here: https://trybta.com/EP296 Winter is the season most contractors brace for. These four have stopped bracing. This is the replay of our October Marketing and Sales Roundtable, where Danny sat down with three painting contractors running between $5 and $10 million and the founder of CompanyCam. Joe Kelly went from $3.5 million to $10 million in three years at JK Paint in Portland, and he keeps all ten crews working through December and January. Mason Marquis runs one of the largest residential painting companies in Dallas, and his winter discount season produced a better gross margin than his busy season. Toby Woodiwiss has been building Woodiwiss Painting in California since 2004, holds a net promoter score of 100, and runs at 46% gross profit. Luke Hansen founded CompanyCam after years in roofing. Here is what they talk about: The numbers each of them watches weekly, and why every one of them named booked appointments as the earliest warning signHow to tell the difference between passive and active lead sourcesWhich levers you can actually pull when flow dries up. 00:00-Intro 04:25-Meet the Panelists 17:06-Signs of Broken Sales Process 28:34-Winter Playbook & Data Tracking 48:18-Off-Season Crew Tactics 1:03:07-Turning Leads to Booked Work 1:28:22-Final Advice

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All episodes

The newest 50 of 298 episodes

298. How He Scaled From $500K to $5M (A Real Contractor’s Roadmap) - Brandon Smith

Nov 11, 2026 46 min

297. Why Your Managers Keep Asking You What To Do - Perry Holley

Nov 4, 2026 38 min

296. How $10M Contractors Keep Crews Busy All Winter (Roundtable) - Mason Marquis, Joe Kelly, Toby Woodiwiss, Luke Hansen

Oct 28, 2026 1 hr 46 min

295. How Contractors Get Better Pricing From Their Suppliers - Rhydon Atzenhoffer

Oct 21, 2026 38 min

294. Subcontractors or Employees: What’s The Better Model? - Jacob Toler

Oct 14, 2026 40 min

293. Why Do So Many Contractors Hate Their Business? - Spencer Sheinin

Oct 7, 2026 59 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about Breakthrough Academy, click here: https://trybta.com/EP293 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL293 Learn more about Spencer and Entreprenutcases: https://entreprenutcases.com/ Talk to enough contractors and you hear the same sentence. "This isn't fun anymore." Sometimes it comes from the guy who is grinding to make payroll. But just as often it comes from the guy whose business is finally working, who has the trucks and the team and the margin, and who feels absolutely nothing about any of it. Spencer Sheinin has seen both versions up close. He is a CPA, the founder of Shift Financial, and the author of Entreprenumbers. He has owned businesses since 2000, across four companies and 300 employees, and he spent roughly twenty years running work that was never really connected to him. He is now writing a book called Entreprenutcases based on interviews with owners who found real meaning in their businesses and the ones who lost it along the way. In this episode, Spencer and Danny dig into why the business stops being fun. The grind that only works for so long. The moment survival is handled and the fight disappears. And what Spencer calls robot mode, the programming that keeps us chasing bigger and faster instead of better. Then he gets practical. Three archetypes of purpose-driven businesses, two questions every owner needs to answer, and the formation moments in your own history that point to the answer. Danny gets into his own version of it too, including the year he quit painting to fly helicopters and what that taught him about being underwhelmed. Fair warning: Spencer is not here to convince anybody. If money is the whole point for you right now, he says that is fine, and he will be around when it stops being enough. Spenc...

292. How To Build A Company Brain With NotebookLM - Grant Fuellenbach

Sep 30, 2026 45 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 Get a copy of our AI Guide For Contractors and learn the 4 highest leverage AI workflows for trades businesses: https://trybta.com/DL292 Get Grant’s free Claude skills for your business here: https://skillmatch.zite.so/ Most contractors are drowning in AI options. New tools every week. New features buried inside the tools you already pay for. No clear answer on which ones are worth your time. Grant Fuellenbach implements project management systems for contracting companies at GoFirst Consulting, and he uses AI to do it faster. He also hosts the Beyond the Bid podcast. So we asked him a simple question: what should a contractor actually be using right now? His answer was three tools, and two of them are free. Grant walks us through NotebookLM (he calls it the underserved GOAT), Prompt Cowboy, and Claude Cowork. Then he actually walks through the work, with examples: a company brain built from SOPs and training videos, an estimate pulled together from a photo and a few measurements, and an SEO audit that runs on a schedule without him touching it. If you have ever lost a night to an AI rabbit hole and come out with nothing, start here. Find Grant on LinkedIn: https://www.linkedin.com/in/grantfuellenbach or reach him at https://gofirstconsulting.com/ To learn more about Breakthrough Academy, click here: https://trybta.com/EP292 00:00-Intro 01:49-AI in Contracting & Workflows 10:01-NotebookLM & Second Brain 21:59-Prompt Cowboy & Efficiency 25:50-Claude Co-Work & Automations 31:23-Demo of NotebookLM 38:45-Final Recommendations

291. How To Implement AI Without Losing Your Mind [For Contractors] - Tyler Folkman

Sep 23, 2026 59 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about Breakthrough Academy, click here: https://trybta.com/EP291 Get a copy of our AI Guide For Contractors and learn the 4 highest leverage AI workflows for trades businesses: https://trybta.com/DL291 Tyler Folkman has been working in the AI space for nearly twenty years. You read that right. While most of us were just getting used to having a website, Tyler was working on next level technology. Today, he’s the Chief AI Officer at JobNimbus. He helps provide roofers with the tech they need to make operations quicker, easier and more profitable. Here’s why we wanted him on the show: Many of you are starting to incorporate AI into your business. The result is that we end up wasting a ton of time going down rabbit holes that lead nowhere, maybe even putting our information at risk along the way. Today, Tyler is walking us through a clear roadmap to using AI to build systems once, properly, so you can power your business with good processes and accurate data. And if you’re not a roofer, don’t worry. Everything we discuss today is relevant to any business owner in the trades. Subscribe to Tyler’s AI newsletter here: https://www.tylerfolkman.ai/ 00:00-Intro 04:08-Contractor AI Adoption 13:30-Practical Workflows & Estimating 22:16-CRM AI Integrations 30:08-Managing Data Security Risks 40:25-Staying Current with AI 49:22-Future of AI in Contracting

290. What Happens When You Sell To Private Equity? - Tyler Goodhue

Sep 16, 2026 1 hr 4 min

289. How To Dominate AI Search Results (For Home Services) - Phil Risher

Sep 9, 2026 50 min

288. The REAL Impact Of AI in Construction [And How To Prepare] - DJ Carroll

Sep 2, 2026 56 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about Breakthrough Academy, click here: https://trybta.com/EP288 When ChatGPT released in 2022, we all knew the start of a new era in tech was coming. But we couldn't possibly comprehend just how much our industry was about to change. Although robotics are a few years away from replacing field labor, pretty much every other area of a contracting business has been totally disrupted. Today, I've brought on DJ Carroll, a former contractor known for scaling home service companies through disciplined AI and automation, to share his opinions on where the industry is now, where it's headed, and the skills and concepts we HAVE to understand if we want our businesses to survive what he calls the next industrial revolution. This is not a philosophical conversation. DJ gives some real, actionable advice any contractor can implement in the next week. – Learn more about DJ Carroll: https://carroll.media/about/ 00:00-Intro 04:12-Hype Versus Reality 08:28-AI Adoption & Memory Capacity 19:43-Marketing Use Cases 28:32-Building AI Ads 34:50-Adopting Voice Services 40:17-Creating Company SOPs 45:23-Upcoming AI Advancements

287. How To Run Projects Like a $34M Contractor - Caleb George, Scott Kelley, Jordan Coolidge

Aug 26, 2026 1 hr 18 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To get the Project Management resource bundle, click here: https://trybta.com/DL287 To learn more about Breakthrough Academy, click here: https://trybta.com/EP287 Caleb George produces $34M in projects with just three project managers. Scott Kelley’s team can run a million dollar project without asking him a single question. What do these two builders have in common? Exceptional project management systems. In this roundtable discussion, I sat down with Caleb George of Chris George Custom Homes, Scott Kelley of Evolution Design Build, and Jordan Coolidge from Buildertrend to break down the difference between projects that run profitably without owner involvement and projects that require constant firefighting to cross the finish line. – Caleb and Scott are Breakthrough Academy Members who have worked with their coaches and contractor community group to achieve exceptional results. To learn more about becoming a Breakthrough Academy Member, click here: https://trybta.com/EP287 Check out Buildertrend: https://buildertrend.com/ Learn more about Chris George Custom Homes: https://www.chrisgeorgecustomhomes.com/ Learn more about Evolution Design Build: https://evobuildgroup.com/ 00:00-Intro 07:37-Biggest Contractor Issues 09:59-Broken Process Signs 15:38-Defining PM Roles 26:18-Implementing Balanced Accountability 35:49-Optimizing Project Communication 57:51-Streamlining Planning Capacity 1:12:11-Advice for Contractors

286. $7M Playbook: Build A Profitable Landscaping Company - Riley Rivers

Aug 19, 2026 1 hr 2 min

Book an implementation call and join thousands of contractors like Jason in running a better business while working less: https://trybta.com/DI1026 To learn more about becoming a Member, click here: https://trybta.com/EP286 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL286 At just 30 years old, Riley Rivers owns a $7M dollar landscaping business, pulling in $120K in profit every month. Multiple divisions. Massive contracts. Complex operations. And he does it all in less than 40 hours a week. In this episode, I'm talking to Riley to find out how he built his company, including the key decisions he made as he scaled. If you're ready to step out of the day-to-day and become a real CEO, Riley's story is a must listen. — Riley is a Breakthrough Academy Member who has worked with his coach and contractor community to build a business he loves running. To learn more about becoming a Member, click here: https://trybta.com/EP286 Learn more about Rivers Landscaping: https://www.riverslandscapingmt.com/ Episode highlights: Learn which systems enabled Riley to more than double his revenue without sacrificing profitability.Get insight into Riley’s hiring strategies when it comes to adding high-impact leaders into his organization.Discover how Riley built his team culture… by letting his team build his culture. Find out how he stepped back and let his people establish the company’s core values and the tactics used to live them out. 00:00-Intro 01:55-Journey to $3 Million 07:12-Evolution of Roles 09:41-Strategy for Growth 11:49-Identifying Core Gaps 21:01-Org Structure Strategy 30:18-Cultivating Company Culture 40:22-Leadership and Management

285. The Formula For Consistent Cash Flow In 7-Figure Contracting Businesses - Bob Gauvreau

Aug 12, 2026 57 min

Grab a copy of Bob's Top 10 Tax Tips For Self-Employed Contractors: https://trybta.com/DL285 To learn more about Breakthrough Academy, click here: https://trybta.com/EP285 Ever run out of money despite making millions of dollars? This is the situation Bob Gauvreau has seen hundreds of contractors fall into. Revenue is up, profit may even be up. But they run out of cash unexpectedly and when they get hit with an unexpected bill or expense… …they crumple. In today’s episode, Bob walks us through a foolproof system for managing your cash flow so financial stress becomes a thing of the past. Episode Highlights: Learn why your P&L might be lying to you, and which metrics actually matter when it comes to the health of your businessUnderstand where cash gets “stuck” and how to avoid accidentally spending the cash you need to pay the bills.Discover the foolproof system for managing your cash flow and forecasting potential issues 90 days in advance (no more being jump-scared by your bank balance) Get in touch with Bob: https://gauvreaucpa.ca/ 00:00-Intro 02:18-Cash Flow vs Profit 08:32-Tight Cash Impact 15:36-Optimizing Cash Inflows 23:04-Accounts Receivable Systems 29:38-Managing Cash Outflows 43:57-Owner Compensation Rhythm 47:24-Financial Process Organization

284. How Hiring ONE PERSON Doubled This Contractor's Business - Joel Retherford

Aug 5, 2026 43 min

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 monthsThe hiring process he used to find a rockstar capable of driving all that valueAnd 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

283. How This Contractor Made $200K From Change Orders - Eric Olson

Jul 29, 2026 50 min

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: - The exact strategy he used to 4X his profits on all change orders - Why getting this wrong can leave you with angry clients, a frustrated team and zero dollars in the bank - 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

282. She Sold 600 Homes In A Year. Here's How $100M Contractors Scale. - Charlene Barrett

Jul 22, 2026 48 min

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: - What contractors get wrong about scaling from 1 to 10 million, - How to use referrals and reviews to supercharge sales, - 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

281. Systems (Literally) Saved This 8-Figure Spray Foam Business - Curt Janzen & Kevin Boschee

Jul 15, 2026 36 min

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

280. Why Your Leadership Skills Are Killing Your Growth (And What to Do Instead) - Dr. J.J. Peterson

Jul 8, 2026 56 min

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: - Keep your best people longer - Reduce costly mistakes and miscommunication - Build a team you can actually trust - 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

279. The Only AI Guide You'll Ever Need As A Contractor - Rob Cupello

Jul 1, 2026 58 min

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

278. He Analyzed Over 4,000 Sales: Here’s What Kills Revenue - Ryan Fenn

Jun 24, 2026 1 hr 6 min

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

277. How To Plan And Structure Your SOPs To Delegate Literally Anything - Moustafa Moursy

Jun 17, 2026 58 min

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 disguiseWhat you need to define BEFORE touching any software or templatesThe OPTIMIZE Framework: Observe → Picture → Tailor → Implement → Memorialize → Zoom/EvolveThe real balance between owner direction and team input when designing processesHow 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

276. Micromanaging Is Costing You THOUSANDS - Matt Risinger

Jun 10, 2026 51 min

Register for Matt and Danny’s 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 killerThe 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 workThe exact roles and decisions a PM must own before you can truly step backA simple accountability meeting structure you can use to get real value out of every meetingHow to train independent thinking into your people without killing their ownership when they get it wrongWhat 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

275. Stop Scrambling for Payroll: The 90-Day Cash Flow System for Contractors - Danny Kerr

Jun 3, 2026 1 hr 0 min

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 marketHow to project your cash position 90 days out and spot payroll pressure before it hitsThe financial benchmarks $10MM contractors actually useHow 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

274. He Grew a Gutter Company to $6.5M Using This Mindset - Jason Alcott

May 27, 2026 36 min

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 itThe "Gap vs. Gain" framework that stops the overwhelm spiralHow your mindset as an owner trickles down and silently kills team moraleWhy tactics fail when mindset isn't addressed firstHow 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

273. He Worked 90 Hours In A Week. Here’s What Happened - Chris Bailey

May 20, 2026 53 min

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 businessSimple, 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

272. Negotiating Contracts With AI Can Cost You Millions - Megan Shapiro

May 13, 2026 57 min

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 marginsHow to spot red flags (before they cost you)A simple three part framework to review and negotiate contracts with confidenceWhere 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

271. How To Land $100K+ Projects Without Bidding Against Competitors - John Malanchuk

May 6, 2026 46 min

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 outreachUses networking, presentations, and follow-ups to create predictable revenueTurns one meeting into multiple project opportunitiesStructures 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 sellingThe goal is to get in before projects go to bid and become the trusted go-toConsistency beats intensity—just a few hours per week can transform your pipelineYour network is your biggest asset—leverage suppliers, GCs, and existing contactsFollow-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

270. AI for Contractors: Eliminate Admin Bloat & Scale Faster - Mark Wong

Apr 29, 2026 48 min

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: - how unbillable labor eats away at profit - where waste hides in the average job - how to spot automation opportunities in the field - the right way to approach business automation - where ai for contractors works best today - how better systems improve your construction business - why stronger construction management starts with visibility - 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 Prob...

269. Scale From $1M to $10M (The Easy Way) - Cameron Herold

Apr 22, 2026 1 hr 6 min

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 #cameron...

268. Open the Books, Change the Game: Ellen Rohr's Accountability Blueprint

Apr 15, 2026 1 hr 4 min

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 homeDecide exactly which numbers to share with which roles on your teamHandle the #1 objection: "Won't my team resent what I make?"Use gamification to turn financial targets into a competition your crew cares aboutBuild a team that thinks like owners — not just clock-punchersShift 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 influenceAvoid 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

267. How To Hire When No One’s Applying (Builder Roundtable) - Matt Risinger, Jacob Toler, Matt Balfe

Apr 8, 2026 1 hr 26 min

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 seasonCreative recruitment strategies the best contractors use to find A-playersThe 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

266. How to Run a Contracting Business With Your Spouse (Without Killing Each Other) - Caleb Auman

Apr 1, 2026 1 hr 7 min

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 partnersDefine clear roles so you stop stepping on each other's toesFight productively — without letting business stress destroy your relationshipRebuild trust and alignment after a major failure (including bankruptcy)Parent effectively while running a demanding contracting businessSet 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

265. How To Get Crews To Track Their Time (Without Babysitting) - Derrik Shakespear

Mar 25, 2026 45 min

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 moneyImplement digital time tracking without your crew feeling "Big Brothered"Spot the "Silent Killers" in your workflow that paper timesheets hideUse construction time tracking data to bid more accurately next timeTurn time data into a competitive advantage for safety and liabilityMove 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

264. How To Build a Modern Marketing Strategy - Matt Jones

Mar 18, 2026 1 hr 1 min

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 workingUse customer lifetime value to make smarter marketing decisionsIncrease conversions without just pumping more cash into adsPosition yourself as the go-to expert in your marketUse 58 ai marketing tools to boost SEO, follow-up, and customer supportTake 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

263. 3 Onboarding Steps to Stop Employee Turnover - Mike Matalone

Mar 11, 2026 1 hr 11 min

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

262. Accountability, Kindness, and Profit: Blake’s Path to 30% Net - Blake Butry

Mar 4, 2026 1 hr 1 min

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 practicesHow 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

261. Construction Project Management Fundamentals (Build Show Live Session) - Danny Kerr

Feb 25, 2026 51 min

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 - 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

260. Why Business Partnerships Fail (And How to Fix Yours) - Dr. Matthew Jones

Feb 18, 2026 1 hr 0 min

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 someoneThe 3 "languages" cofounders speak (and why mismatches cause endless arguments)How to have conflict conversations that actually resolve issuesStrategies 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

259. How To Systemize Your Business Without Killing Creativity - Jonathan Ronzio

Feb 11, 2026 39 min

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 freedomThe simple framework to stop procrastinating on SOPsHow to build a business that runs on process, not just peopleThe 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

258. The Accountability System That Scaled Me From $4M to $12.5M - Nick Cloutier

Feb 4, 2026 53 min

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

257. 10+ Hours a Week Wasted: The Tasks Killing Contractor Productivity - Nick Sonnenberg

Jan 28, 2026 29 min

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? - Searching for the latest version of that SOP - Flipping through a hundred browser tabs to find your budget spreadsheet - 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

256. The Truth About Men's Mental Health - Connor Beaton

Jan 21, 2026 1 hr 6 min

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: 1. Business Therapist Destroys My Limiting Beliefs in Real Time: https://www.youtube.com/watch?v=mU7m0Bk0Z9s 2. How To Lead WITHOUT Ego (Keith Mercurio's Advice): https://www.youtube.com/watch?v=rwDRgYHKzow 3. 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 Confessi...

255. Why Contractors Are Losing the War for Talent - Aaron Witt

Jan 14, 2026 58 min

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 laborersThe employer branding mistakes you’re definitely making, and what to do insteadAnd 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

254. Patrick Lencioni’s Top Team Building Tips For Contractors - Patrick Lencioni

Jan 7, 2026 1 hr 2 min

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...

253. Cash Flow Q&A: Learn to Predict Your Profit in 2026 - Danny Kerr

Dec 31, 2025 13 min

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 bu...

252. Performance Pay vs. Hourly: What Actually Boosts Contractor Profits? - Michael Fortinberry

Dec 24, 2025 58 min

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

251. Are Trades Businesses Future-Proof? (AI Is Coming) - Kasim Aslam

Dec 17, 2025 50 min

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

250. Can Learning Less Can Make You More Successful? - Pat Flynn

Dec 10, 2025 53 min

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. - 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

249. How $10MM contractors get more done (with less meetings, emails, and messages) - Luke Hansen, Blake Butry and Adam Sylvester

Dec 3, 2025 1 hr 23 min

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?

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298. How He Scaled From $500K to $5M (A Real Contractor’s Roadmap) - Brandon Smith

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Podcast details

Created by: Breakthrough Academy
Status: Active
Latest episode: Nov 11, 2026
Episodes: 298
Release period: Weekly
Avg. episode length: 55 min
Explicit: No
Language: English

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