Contractor Evolution

Ryan Lee, founder of Landscape Lighting Secrets, shares his journey from running a successful $200K/month landscape lighting business to coaching home service entrepreneurs. He dives into the benefits of niching down, discussing how specialization can enhance customer experiences and profitability. Ryan addresses the potential risks of adding new services and emphasizes the importance of solid operational foundations. With insights on effective pricing and high-quality lead generation, he guides listeners on whether to focus or expand their business offerings.

Joe Crisara, a renowned expert in contractor sales training and creator of the Pure Motive Service System, shares insights on elevating the sales experience. He discusses five key principles that promote client-centric solutions and integrity-driven sales. Joe emphasizes offering customers three tailored options to enhance engagement and satisfaction. He highlights the importance of genuine connections, effective communication, and overcoming fears in decision-making, transforming the sales process into a meaningful interaction focused on mutual success.

Brian Gottlieb, author of 'Beyond the Hammer' and former owner of a $150MM remodeling business, shares his journey from a one-man operation to leading a team of over 600. He outlines the five foundational pillars of effective leadership, focusing on transferable beliefs and shaping culture with purpose. The conversation dives into the importance of fostering authentic relationships, maintaining a leader's emotional presence, and viewing businesses as training organizations to boost team performance. Get ready to rethink leadership in contracting!

Download Dr. J.J.'s one-liner template here: https://trybta.com/DL214To learn more about Breakthrough Academy, click here: https://trybta.com/EP214 Today we're interviewing the one and only Dr. J.J. Peterson, Head of Storybrand and co-author of Marketing Made Simple, which sold over a million copies worldwide.Dr. J.J. has helped thousands of businesses clarify their message by using a storytelling framework as old as time. Plus, we found out before we started recording that he actually has a contracting background. His family ran a concrete business when he was growing up, so he REALLY gets the challenges you’re all facing.Today’s conversation is all about how to apply the seven-part Storybrand framework to a contracting business. How to position your customer as the hero of your story so you can become their trusted guide.Episode Highlights:Get an overview of the Storybrand framework from someone who has implemented it into thousands of businesses.Learn how to apply each of the seven parts of a Storybrand to a roofing, painting, landscaping, construction, electrical, plumbing or home services business, with examples.Understand why it is so critical that you keep your message simple, and why so many businesses get this wrong.00:00-Intro01:43-About Dr. J.J.'s background in contracting and storytelling06:46-Why is story so important to marketing?17:17-The messaging sweet spot: too vague vs. too complex19:03-The 7-Part StoryBrand Framework: Contracting Edition24:20-Step 1: What does your customer want?25:16-Step 2: What problem does your customer face?32:57-Step 3: How do you position yourself as their guide?35:47-Step 4: What’s the plan?38:21-Step 5: The call to action38:50-Step 6/7: What does success/failure look like for your customer?41:12-Danny's example, Dr. J.J.'s feedback49:12-How to get the info you need from your customer53:39-Most common Storybrand mistakes57:54-Signs your messaging is working01:00:47-About Dr. J.J.'s one-liner template

A significant turnover marks the beginning of a new era as the longtime host passes the torch. The discussion dives into the evolution of content marketing, emphasizing its impact on the contracting industry. Listeners can learn about building authentic connections with audiences and leveraging unique job site experiences for brand visibility. The importance of addressing buyer pain points is highlighted, alongside the ideal balance of valuable versus promotional content in marketing strategies. Reflecting on over 200 podcasts, the hosts express gratitude for their audience's support.

In this discussion, Matt Risinger, a prominent Austin contractor and founder of the Build Show Network, reveals effective strategies for financial management in construction. He shares how to master budgets and cash flow to avoid the pitfalls of speculative building. Risinger emphasizes the importance of industry benchmarks to remove guesswork in financial decisions. Listeners will gain insights on why his company never bids on work and how pre-construction processes can enhance profitability while fostering community and transparency in the industry.

Thomas Erikson, author of the bestselling book Surrounded By Idiots, shares insights on understanding personality through the DISC profiles. He argues that self-awareness is key to improving workplace interactions and leadership effectiveness. Erikson critiques the limitations of personality tests but emphasizes their value when applied thoughtfully. He discusses adapting leadership styles, overcoming unconscious biases, and the importance of honest communication for fostering team engagement. This conversation is packed with practical advice for leaders seeking to enhance their dynamics with others.

Explore the influential Skill/Will Matrix, a framework that helps leaders identify whether productivity issues stem from a lack of skill or motivation. Discover strategies to enhance team dynamics, fostering development and engagement. Learn how to effectively navigate conflicts to elevate team performance. Understand how categorizing team members empowers you to create a workplace where everyone thrives.

Ian Ouwerkerk, a leading coach at Breakthrough Academy, shares his insights on the Contractor Growth Method—a six-part system designed to elevate contracting businesses. He emphasizes strategic goal-setting and the necessity of robust financial controls for stability. Ian discusses the importance of effective hiring and training, alongside innovative marketing strategies to attract top talent. With an adaptable mindset, he highlights how continuous improvement and gamification can enhance performance and foster sustainable growth in the construction industry.

Grab your FREE hiring resource bundle here: https://trybta.com/DL208 To learn more about Breakthrough Academy, click here: https://trybta.com/EP208In 2025, there is one issue contractors talk to me about more than any other:Hiring.Getting good people to agree to—and show up to—an interview suddenly seems impossible.You book five interviews and three no-show, one thinks they’re applying to be CEO and the other shows up drunk.After conducting over 2,400 interviews for trades positions myself, I know the struggle.That’s why I hosted a web class last month where I taught hundreds of contractors my system for attracting A-players and replacing time-wasters during the recruitment process.We decided to release it on the podcast as a BONUS episode so more contractors can benefit.Enjoy.Episode Highlights:Learn why creating a hiring funnel is just as important as creating a sales funnel.Understand how to write job ads that actually attract the people you WANT.Get the winning interview strategy Danny refined while interviewing over 2,400 people for trades positions.00:00-Intro08:15-What part of hiring frustrates you the most?09:28-Unpacking the hiring crisis15:00-The lost opportunity cost of not having a solid hiring system17:06-What a good hiring funnel looks like19:26-Hiring tool 1: Ideal Candidate Profile25:26-Hiring tool 2: Job Postings and Applicant Generation34:08-Hiring tool 3: Interview Setup Call42:52-Hiring tool 4: Behavioral Interviewing47:44-Recap50:57-Get more help systemizing your business59:37-Q&A