Advertise on podcast: Contractor Evolution

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 [email protected]. 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

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

To learn more about Breakthrough Academy, click here: https://trybta.com/EP290  Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL290 There's a lot of noise about selling to private equity in the trades right now. Some of you may even be considering this as your exit strategy. But how much do you REALLY understand what’s involved in arguably one of the biggest decisions of your life? Our guest today Tyler Goodhue has been involved in the acquisition of over 200 businesses, primarily in the trades, and he's here to discuss the part nobody talks about publicly. What actually creates value, what quietly destroys it, and how to avoid settling for a bad deal. Today, he’s walking us through what actually happens when you decide to sell to private equity. The whole process: the good, the bad and the ugly. 00:00-Intro 02:27-Why Private Equity Loves Trades 08:04-P.E. Acquisition Strategy 11:58-Factors Driving Company Valuation 24:57-Evaluating Owner Reliance Risks 38:20-Common Seller Misconceptions 46:07-Key Contract Deal Terms 53:48-Planning an Optimal Sale

To learn more about Breakthrough Academy, click here: https://trybta.com/EP289 Get a free contractor Lead Source Attribution template and example here: https://trybta.com/DL289  While contractors and construction business owners are busy scrambling to get our websites ready for AI search, Phil Risher is asking a much bigger question: Will your website even matter in 3 years? Phil is a digital marketing specialist who works exclusively with contractors.  He's been watching in real time as AI search puts an end to everything we thought we knew about modern marketing. Traffic is dwindling. SEO is changing. And websites... well, they might be dying. Instead, Phil says AI agents will dominate contractor digital marketing strategies in just a few years. In today's episode, Phil shares his predictions, what they mean for the construction industry, and what you need to start building today to survive the next decade. 00:00-Intro 02:03-Recent AI Shifts  03:41-Changing Website Traffic  07:32-Measuring Marketing Success  12:43-Gathering Customer Data  24:25-Building Trusted Brands  31:38-Evolving Ad Landscape  34:56-Selecting Right Agencies

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

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

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

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

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

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

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

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

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

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

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