To learn more about Breakthrough Academy, click here: https://trybta.com/EP278

Get a copy of Ryan’s Lead Follow Up Formula (The Revenue Engine) here: https://trybta.com/DL278

Most contractors assume the sale is dead after two ignored messages. The data says otherwise, and the money you're leaving on the table is staggering.

Ryan Fenn, founder of CHIIRP, has analyzed massive volumes of real customer conversations to find out what actually gets replies, what kills deals, and what the best follow-up systems do differently. In this episode, we break it all down into the three elements that matter most: words, cadence, and channel.

You'll learn: 

• Why the words most contractors use in follow-up are silently killing deals — and what to say instead
• The data-backed timing and cadence that turns cold quotes into signed contracts
• Which channel (text, phone, email, video) actually converts — and when to use each one
• A simple dead quote reactivation system to bring stalled deals back to life
• Where AI is genuinely helping follow-up right now — and where it's hurting

If you've ever wondered why your quotes go cold or how long you should really keep following up, this one's for you.

00:00-Intro

10:44-Follow-up in contracting

14:30-Effective sales language

29:57-Ideal follow-up cadence

44:13-Choosing communication channels

52:01-Risks of AI voice

56:05-Increasing lead conversion

To learn more about Breakthrough Academy, click here: https://trybta.com/EP277

Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL277

Your crew isn't lazy. Your processes are broken. In this episode of Contractor Evolution, process strategist Moustafa Moursy breaks down why most business systems collect dust, and introduces the OPTIMIZE Framework: a step-by-step method for building SOPs that your team actually uses, so you can stop running every decision through yourself.

If you've ever written a process doc that nobody followed, this episode will show you exactly where you went wrong (and how to fix it).

In this episode:

• Why "people problems" are almost always process problems in disguise
• What you need to define BEFORE touching any software or templates
• The OPTIMIZE Framework: Observe → Picture → Tailor → Implement → Memorialize → Zoom/Evolve
• The real balance between owner direction and team input when designing processes
• How to know when a process is ready to roll out (instead of endlessly perfecting it)
• What separates a process that gets followed from one that gets ignored (the triangle)
• How great processes give your team independence, not just more control

Check out Moustafa’s TedX Talk: https://www.youtube.com/watch?v=SemHh0n19LA

00:00-Intro

02:21-Successful vs. Failed Processes

07:21-Defining the Optimize Framework

10:14-Step 1: Observe

15:43-Step 2: Picture

21:58-Step 3: Tailor

34:18-Step 4: Implement

45:54-Step 5: Evolve

Register for Matt and Danny’s upcoming team accountability web class: https://trybta.com/DL276

To learn more about Breakthrough Academy, click here: https://trybta.com/EP276

If you're the only person on every jobsite who can catch a mistake, you don't have a team; you have a daycare. In this episode, Matt Risinger (from The Build Show) maps the exact path from babysitter to system-builder, so your business runs without you hovering over every decision.



Most contractors don't even realize they're micromanaging. They just know they're exhausted, their PMs won't make a call without them, and nothing gets caught until they personally show up. This episode breaks down why smart owners get trapped as the answer guy, what it's costing them in profit and sanity, and the step-by-step framework to build a team that thinks, decides, and polices standards on its own.

You'll learn:

• How to spot the line between managing and micromanaging, and why crossing it is a silent profit killer
• The real cost of being the only person who catches mistakes (hint: it shows up in your margins, your turnover, and your ceiling)
• How to set non-negotiable standards your team can self-audit before you ever see the work
• The exact roles and decisions a PM must own before you can truly step back
• A simple accountability meeting structure you can use to get real value out of every meeting
• How to train independent thinking into your people without killing their ownership when they get it wrong
• What has to be true culturally before your team starts policing standards themselves

00:00-Intro

02:18-The Path to Effective Delegation

10:22-Building Loyalty & Accountability with Subcontractors

16:59-Communication & Standards for On-Site Teams

25:19-Defining Roles & Learning from Mistakes

31:55-Structuring Effective Accountability Meetings

36:50-Training for Independence & Mentorship

48:28-Philosophy on Leading & Treating People

To learn more about Breakthrough Academy, click here: https://trybta.com/EP275

Download your free Cash Flow Resource Bundle here: https://trybta.com/DL275

You're winning jobs, billing strong — and still sweating payroll every two weeks. Cash timing slips. Payroll doesn't. Here's how to fix it.

In this episode, Danny Kerr breaks down the exact cash flow management system BTA has used with 1,900+ contractors to stop the financial panic and start projecting 90 days ahead, so you can make growth decisions with intention, not desperation.

What you'll learn:

• The 5 cash flow killers quietly draining your roofing contractor business (weak deposits, slow collections, and more)
• How to build a simple weekly cash flow system — so you know what you can spend before you hire, buy, or market
• How to project your cash position 90 days out and spot payroll pressure before it hits
• The financial benchmarks $10MM contractors actually use
• How to stop playing financial roulette and build real confidence in your numbers

Whether you're at $1M or pushing $10M, cash flow management isn't optional — it's the difference between scaling and gambling.

00:00-Intro

09:32-Developing Annual Budgets

19:20-Effective Job Costing

23:48-Industry Profit Benchmarks

28:04-Strategic Cash Flow

32:28-Avoiding Cash Flow Destroyers

41:22-Using Cash Flow Projections

53:43-Expense and Overhead Q&A

To learn more about Breakthrough Academy, click here:https://trybta.com/EP274

We’re actively working with ~600 contractors, and a LOT of them are struggling — and it's not the economy. Breakthrough Academy coach Jason Alcott reveals the hidden mindset trap keeping contractors stuck, and the one framework that changes everything.

Most contractors are measuring their success the wrong way. They're locked in "the gap,” constantly chasing an ideal that keeps moving, instead of looking back at how far they've actually come. In this episode, Jason Alcott (BTA coach and former contractor who scaled Weatherguard Gutters to $6.5M with 25 staff) breaks down Dan Sullivan's Gap and the Gain framework and why fixing your mindset is the prerequisite to every system, every strategy, and every team decision you'll make this year.

In this episode:

• Why 70% of the contractors Jason works with are having a rough year— and what's really behind it
• The "Gap vs. Gain" framework that stops the overwhelm spiral
• How your mindset as an owner trickles down and silently kills team morale
• Why tactics fail when mindset isn't addressed first
• How to set 90-day goals your team actually cares about (leading vs. lagging indicators)
• Gratitude as a stress management tool — and why it's more powerful than you think

About Jason Alcott:

Jason is a Breakthrough Academy coach and former BTA member who scaled a gutter contracting business to $6.5M before joining the coaching side. He currently coaches 25+ contractor businesses and is actively helping them navigate one of the toughest business climates in recent memory.

00:00-Intro

06:22-Why do we ignore mindset?

10:44-Gap versus Gain

15:29-Shifting your headspace

27:27-Setting activity goals

29:35-Implementing the Gain mindset

To learn more about Breakthrough Academy, click here: https://trybta.com/EP273

Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL273

Have you ever pulled a 60-hour work week and felt like you got nothing done? Productivity researcher Chris Bailey ran a radical experiment—working 90 hours one week, 20 the next—just to see what would happen to his output. The results challenge everything contractors believe about grinding longer to get ahead.

In this episode of Contractor Evolution, Chris Bailey (author of Intentional) breaks down what his 90-hour vs 20-hour productivity experiment revealed about how work smarter not harder actually works. If you're running a contracting business and burning 60+ hours a week in the trenches, this conversation will show you why more hours ≠ more results—and give you practical methods for how to get more done in less time without sacrificing your margin or your mental health.

What you'll learn:

• The surprising results of Chris Bailey's 90-hour productivity experiment
• Why working longer hours actually destroys your output (and the data that proves it)
• How to transition from "warrior" mode to "system-builder" mode in your business
• Simple, research-backed methods for intentional productivity
• The real cost of contractor burnout—and how to prevent it
• Why the most productive contractors work fewer hours, not more

Whether you're stuck in the trenches or building systems to scale, this episode will change how you think about time, energy, and what it actually takes to grow a profitable contracting business.

00:00-Intro

02:12-Addiction to Distractions

03:55-Impact of Tech on Focus

09:51-Lessons from Boredom Experiment

17:08-The Power of Wandering in Leadership

20:00-Busyness Versus Productivity

28:17-Training Brain Presence

31:51-Sleep and Productivity Myths

To learn more about Breakthrough Academy, click here: https://trybta.com/EP272

Grab a copy of Megan’s OWN Your Contracts QuickStart Guide: https://meganshapiro.kit.com/590f12c899

Check out Megan’s Negotiation Style Quiz: https://meganshapiro.kit.com/81045b49f1

If you’ve thought about using AI to make the process of drafting, reading, and negotiating contracts easier, you’re not alone.

But according to today’s guest, relying on AI for your contracts could be a costly mistake. Because the reality is: AI is only as good as the knowledge of the user.

In this week’s episode of Contractor Evolution, we sit down with construction lawyer Megan Shapiro to break down what’s actually happening inside the agreements you’re signing, and how to negotiate them in a way that makes you more profit, keeps you out of legal trouble and empowers you to safely incorporate AI where appropriate.

You’ll learn:

• The biggest contract clauses that quietly kill your margins
• How to spot red flags (before they cost you)
• A simple three part framework to review and negotiate contracts with confidence
• Where it’s appropriate to use AI in your negotiations (and where it can trigger a legal disaster)

00:00-Intro

05:49-Trade Contractor Contract Rights

07:22-Risks and Common Pitfalls

10:16-Introducing The OWN Framework

17:13-Weighing Specific Contract Provisions

29:29-Change Orders And Delays

39:27-Healthy Professional Negotiation Strategies

47:53-AI In Contract Management

To learn more about Breakthrough Academy, click here: https://trybta.com/EP271

Get a copy of John’s slide deck here: https://trybta.com/DL271

If you’re relying on leads coming in… you’re already behind.

In this episode, Breakthrough Academy Member John Malanchuk breaks down a proven approach to business development for contractors; one that goes beyond marketing and sales, and focuses on building real relationships that generate consistent, high-value work.

Drawing from nearly 20 years in the commercial painting space and five years in the Breakthrough Academy contractor coaching program, John shares exactly how he:

• Builds long-term relationships with decision-makers (not just bids against competitors)
• Lands $100K+ projects through simple, repeatable outreach
• Uses networking, presentations, and follow-ups to create predictable revenue
• Turns one meeting into multiple project opportunities
• Structures his CRM and pipeline to stay organized and consistent

This isn’t theory—it’s a boots-on-the-ground system you can start using immediately, whether you're in commercial or residential contracting.

Key Takeaways:

• Business development is proactive relationship building, not reactive selling
• The goal is to get in before projects go to bid and become the trusted go-to
• Consistency beats intensity—just a few hours per week can transform your pipeline
• Your network is your biggest asset—leverage suppliers, GCs, and existing contacts
• Follow-up is everything (and most contractors fail here)

00:00-Intro

03:10-Target Diverse Commercial Verticals

11:40-Residential Business Development Strategies

16:36-Effective Practical Networking Tactics

20:28-Key Success Tracking Metrics

23:30-Avoiding Common Followup Mistakes

28:19-Real World Project Examples

38:46-Implementing CRM Pipeline Systems