On March 11, attend our free web class to learn the proven hiring framework top contractors use to attract and retain A players during a labor shortage. Register here: https://trybta.com/CE-HIRING2025

Grab a copy of Ellen's pricing tool here: https://trybta.com/DL202

To learn more about Breakthrough Academy, click here: https://trybta.com/EP202

Today, we’re welcoming industry legend Ellen Rohr to the show. We couldn’t be more excited.

She’s built and sold two companies. Written a slew of unbelievably helpful books including Where Did the Money Go? and How Much Should I Charge? She’s the founder and owner of Zoom Drain which now has over 50 locations.

This episode is all about pricing. AKA how much you should charge and why.

Episode Highlights:

• Learn why price is the EASIEST and FIRST lever you should always pull when you’re trying to grow your top AND bottom line.
• Understand how to use psychology to help you or your sales team gain the confidence needed to own your value and charge what you need.
• Get access to a simple equation for calculating your own selling price based on your own financial goals (spoiler alert: what your competition charges has nothing to do with it).

00:00-Intro

01:57-About the 2011 book: How Much Should I Charge?

08:45-Why pricing as a passion?

12:36-How most contractors decide what to charge

17:21-The importance of value

21:34-How to figure out what you should charge

29:05-Importance of billable hours

34:22-The best position to be in the market

39:19-How to know when your price is too high

44:27-How to train your sales team to "own their price"

53:39-Pricing analysis and updates in an inflationary environment.

58:01-Fun Hypothetical Question

See omnystudio.com/listener for privacy information.

On March 11, attend our free web class to learn the proven hiring framework top contractors use to attract and retain A players during a labor shortage. Register here: https://trybta.com/CE-HIRING2025

Get your free guide to being COACHABLE here: https://trybta.com/DL201

To learn more about Breakthrough Academy, click here: https://trybta.com/EP201

Today’s episode has a very specific purpose. We’ve gathered four of our world-class business coaches to give advice to contractors who are just beginning to systemize their business with Breakthrough Academy.

If you chose this episode, you are either:

• A new Breakthrough Academy Member looking for advice on how to get the most out of your time in the program. In that case, welcome and congratulations.
• Not a Breakthrough Academy Member yet, but are kinda curious about what exactly we do. In that case, listen closely, and if the conversation that follows resonates with you, you can book a discovery call with us using the link in the description.

Through conversations with Coach Harold, Coach Ashley, Coach Brayden and Coach Shane, you’ll learn:

• The mindset you need to succeed in the program.
• What makes some contractors exceptional implementers while others struggle to bring projects across the finish line.
• What kind of progress you can expect when you invest your time and effort into the BTA Program.

Episode Highlights:

• Get insights on how to be coachable from four world-class business coaches.
• Learn the difference between a contractor who implements systems quickly and a contractor who struggles to finish what they start.
• Understand the mindset, time commitment and skillsets of Members who get the most out of the BTA Program, versus the “red flags” of Members who fall behind.

00:00-Intro
02:16-Why do most people start BTA?
04:16-Successful Members vs. those who struggle
07:53-New Member red flags
09:59-The first six months: what to expect
11:36-Mindset tips for faster results
12:36-How to implement faster and be more coachable
14:45-Importance of the BTA community
19:50-How coaches help struggling Members
21:23-How to become data-driven
23:50-Coaching pet peeves
26:01-The first year: what to expect
29:22-Best part of being a BTA coach

See omnystudio.com/listener for privacy information.

On March 11, attend our free web class to learn the proven hiring framework top contractors use to attract and retain A players during a labor shortage. Register here: https://trybta.com/CE-HIRING2025

To learn more about Breakthrough Academy, click here: https://trybta.com/EP200

Today is a very special day for the team here at Contractor Evolution.

Today, we’re releasing our 200th episode.

We've spoken to some incredible guests, and that has helped us build a following of the coolest listeners in the world.

So... if you've been on the show or just listen to it, we want to express profound gratitude to you.

To say we are humbled and proud would be to say nothing at all.

For this milestone episode, we're going back through some of Benji's favorite episodes and talking through the lessons we took away from the conversations.

Episode Highlights:

• Celebrate 200 episodes with Benji and the Contractor Evolution team.
• Take a trip down memory lane and revisit stand out moments from past episodes.
• Discover hidden gem moments from episodes you may have missed (and then go back and listen to them!

00:00-Intro
01:40-How To Create A Vivid Vision For Your Company - Cameron Herold
10:16-Which Fire Should I Put Out Next? - Mike Michalowicz
14:26-Is Blue-Collar Work Making a Comeback? - Ken Rusk
20:47-What’s Your Business REALLY Worth? - John Warrilow
26:45-Thinking Lean: Eliminate Waste Through Continuous Improvement - Paul Akers
31:14-Mark Bradley: From 0 To 50MM + Founding LMN - Mark Bradley
34:58-SOP's: Why Your Business Is A Mess & What To Do About It - Tom Hughes
41:45-How To Buy Back Your Time - Dan Martell

50:15-Matt Risinger on Hiring - Matt Risinger
56:02-Negotiation Tactics for Contractors - Chris Voss
01:01:56-Is Wrapping Your Vehicles Worth It? - Dan Antonelli

See omnystudio.com/listener for privacy information.