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.

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/EP199

Use code TRADE2025 to get $10 off a copy of the Motivated By Appreciation Inventory for Trades here: https://shop.appreciationatwork.com/collections/mba-inventory (limit one code per email, good through March 15, 2025).

Ever wonder why your staff feel “under-appreciated?”

Like—you tell them they’re doing a good job, you take them for lunch every now and then, and you pay them fairly.

And yet there’s always someone who feels like you don’t value their contributions.

Our guest today, Dr. Paul White, has some possible answers.

He coauthored The 5 Languages of Appreciation in the Workplace alongside Gary Chapman, the man who coined the five love languages many of us are familiar with.

The idea is simple: not everyone experiences appreciation the same way. Some like verbal praise, some find meaning in gifts, others need quality time with their manager or team.

This conversation is about how to recognize the best way to appreciate your team, and the tangible impact appreciation can have on your business.

Episode Highlights:

• Get a breakdown from Dr. Paul White, coauthor of The 5 Languages of Appreciation in the Workplace, of how the five love languages coined by Gary Chapman can be applied to how people give and receive appreciation in the workplace.
• Learn how learning how to appreciate your team members according to their appreciation language of choice can improve their sense of purpose in your business.
• Understand the tangible results proper appreciation can achieve in all areas of your business.

00:00-Intro

01:13-About Dr. Paul

03:01-Appreciation in the trades

08:12-Is blue-collar work underappreciated?

12:43-The psychology of appreciation?

16:03-Misconceptions about appreciation at work

17:52-The 5 Languages of Appreciation

18:21-Words of Affirmation

25:00-Quality Time

31:22-Acts of Service

35:21-Gifts

39:07-Physical Touch

41:09-Tools & assessments for appreciation at work

43:32-How to install appreciation across your organization

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 SOP starter kit here: https://trybta.com/DL198

To learn more about Breakthrough Academy, click here: https://trybta.com/EP198

Ever wonder why some contractors scale smoothly to 7-figures and beyond while others constantly get stuck in an operational hellhole?

Clients constantly badgering you…

Crews relying on you to answer every single question…

Margins so depressing they could make a grown man cry…

The good news is, there’s a relatively simple tool that can help you solve most of your operational challenges.

SOPs (standard operating procedures).

A while back, I co-hosted a comprehensive SOP web class with the one and only Matt Risinger, CEO of Risinger Build and founder of the Build Show Network. We covered everything you need to know about SOPs, based on Breakthrough Academy’s work with over 1500 contractors and Matt Risinger’s own experience scaling two massive companies.

Today, we’re releasing that class as a podcast episode so more contractors can benefit from Matt’s insights.

Episode Highlights:

• Hear about Matt Risinger’s SOP journey, including the time the lack of an SOP resulted in a 6-figure mistake.
• Get a step-by-step walkthrough of how to build SOPs for your company.
• Learn how to manage change when implementing SOPs with your team, so that they actually get used as intended.

00:00-Intro
02:13-About the web class
06:50-What part of your operations frustrates you the most?
15:11-SOP Red Flags
25:52-Where to start with SOPs
35:34-How to build SOPs
50:04-Change management
58:54-Why SOPs fail
01:00:49-The evolution of the entrepreneur
01:02:09-Implement SOPs faster with the Contractor Growth Method
01:04:53-Q&A

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/EP197

When times get tough, tragedy strikes or things take a turn for the worst, how do you keep faith that everything will turn out ok?

Today, that’s what our very own Breakthrough Academy coach Ian Ouwerkerk is joining me to discuss.

On August 29th, 2008 on their way to a wedding, Ian, his mum and his dad were T-boned by a car going 70 miles an hour. The accident left Ian with a severed carotid artery plus 11 ribs and both his collar bones broken. And the list of injuries goes on.

He died and came back multiple times through this harrowing event.

Today, he’s generously opening up about his accident, miraculous recovery and the life lessons he learned from the tragic experience.

We talk about how to cultivate resilience, perspective, and faith in life’s most challenging seasons.

Episode Highlights:

• BTA Coach Ian tells the story of the near-fatal car accident he survived in 2008 and how the event changed his life.
• Hear the life lessons Ian took away from the experience, and what they taught him about resilience and faith.
• Gain perspective on the challenges you’re facing in business and life, and understand how having faith can help you push through adversity.

00:00-Intro

01:31-About Coach Ian

08:17-Ian's accident and out of body experience

17:58-The injuries Ian had to overcome

28:27-What got Ian through the recovery process

30:32-Getting back on his feet

39:05-Enduring more bad news

49:07-Core lessons and takeaways from that difficult period

50:56-It's all about faith

01:06:57-The power of impacting others through entrepreneurship

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

Grab your free "goodie bag" of financial management templates here: https://trybta.com/DL196

To learn more about Breakthrough Academy, click here: https://trybta.com/EP196

If you’ve made it this far in business, I probably don’t need to tell you that need to budget, track your overhead, and do job costing.

The problem is: nobody ever shows you HOW.

A few weeks back, we co-hosted a webinar with our friend Bob Gauvreau from Gauvreau Accounting Tax Law Advisory to teach 7-figure contractors everything they need to know about managing their finances. We talked about budgeting, job costing, avoiding cash crunches and more.

And today, we’re replaying it here on the podcast so more contractors can benefit from the insights.

This is a must-listen for anyone whose New Year’s Resolution is to get better at financial management.

Episode Highlights:

• Understand the least painful way to track your budgets, job costing, and overhead—without wasting hours with mind-numbing numbers.
• Get insight into the top 5 cash flow problems to watch out for. Many of these are new in 2024 — but avoiding them is simple once you know what to look for.
• Learn how to take the guesswork out of your financial decision-making, including your financial benchmarks for your specific industry.

00:00-Intro
02:34-About the session
03:47-About our free templates (link in description)
05:24-Why talk cash flow and budgeting?
06:50-About Benji & Bob
08:05-Purpose, Outcomes & Agenda
10:59-Why is staying on top of your numbers so hard?
13:41-Common challenges with financial management
21:41-3 Core Systems of Financial Management
36:23-Industry Benchmarks - Profit Margins
41:20-Margins as you evolve
46:21-Signs you should be worried about your cash flow
51:04-Five Cash Flow Destroyers
59:33-How to implement change
01:07:18-Q&A

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/EP195

How are you using AI and automation in your business? Maybe you use ChatGPT for idea generation or have some automated reminders going out through your bookkeeping software or CRM.

If so, that’s great. But the reality is there is a lot more you could be doing. And it doesn't all require in-depth programming knowledge or tech skills.

Today’s conversation is with Tersh Blissett. He’s an AI and automations expert for trades and construction, Host of the Service Business Mastery Podcast, owner of two HVAC companies, and founder of Trade Automation Pros.

We discuss the five types of automations all contractors need and three of the most clever ways he’s seeing AI deployed in the trades today.

If you’re tired of monotonous and repetitive tasks but aren’t sure where to start with automations, this episode is a must-listen.

Episode Highlights:

• Get intel from Tersh Blissett, AI and automations expert for trades and construction, Host of the Service Business Mastery Podcast, owner of two HVAC companies, and founder of Trade Automation Pros.

• Learn the five types of automations every contractor needs to optimize their operations.

• Get tips on how to get started with AI and automations, including three of Tersh’s favorite AI use cases in the contracting space.

00:00-Intro
01:16-Defining automations
02:04-Background on Tersh's passion for AI and automation
06:42-About Tersh
11:55-Five automations every contractor needs
12:23-Automated appointment scheduling and reminders
19:36-Streamlined customer support ticket handling
24:10-Automated lead management
25:23-Social media content curation and posting
30:54-Automated onboarding for new clients
40:49-Three clever ways contractors can use AI in their business
54:10-Advice for the not so tech-savvy contractor
56:52-Connect with Tersh

See omnystudio.com/listener for privacy information.