Episodes

  • 223. How to Pick the Right Software For Your Contracting Business - James Benham
    Jun 25 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    Grab a copy of our free tech stack audit tool here: https://trybta.com/DL223


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP223


    Ever had to shop for a software solution?


    It sucks.


    There’s so much out there and they all say they’re the best.


    That’s why today we're talking to James Benham.


    James is the CEO and co-founder of JBK, which offers technology solutions for Insurance & Construction companies. He’s also the author of Be Your Own VC and founder of the ConTechCrew podcast.


    Today’s conversation is all about how to solve problems by using the RIGHT technology.


    Including how to pick the problem to solve, how to research solutions using AI, and tips to get your team to actually adopt the solution you select.


    Episode Highlights:

    • Get a walkthrough of construction technology expert and author James Benham’s process for identifying, choosing and implementing the right software solutions for your business (e.g. CRMs, automation and AI tools etc.)
    • Learn the most common mistakes contractors make when purchasing new software.
    • Hear James’ tips on keeping your company innovative as technology continues to change at an unprecedented pace.


    00:00-Intro

    01:21-About James

    07:12-How has the construction technology space evolved in the last 10 years?

    11:32-How to prioritize and select the right tech solutions

    29:00-Is it realistic to get all systems working well together as one streamlined process?

    37:00-Bootstrapping: Make innovation a habit and a process

    39:40-What’s the biggest tech mistake you could make in the next 5 years?

    41:58-Connect with James

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    44 mins
  • 222. Is ADHD a Superpower? - Peter Shankman
    Jun 18 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP222


    In ten years of working with contractors, we've noticed that a LOT of entrepreneurs have ADHD or other forms of neurodiversity. It’s both our biggest strength, and our biggest weakness.


    And the data backs this up.


    Studies show as much as 10% of adults have an ADHD diagnosis, and there’s some data suggesting that people with ADHD are statistically more likely to pursue entrepreneurship.


    Chances are, you have or know someone who has ADHD. In your family, in your network or on your team.


    That’s why we wanted to talk to Peter Shankman, entrepreneur, author, and advocate for neurodiversity. He’s best known for his book Faster Than Normal, where he reframes ADHD as a superpower.


    Today, that’s exactly what we’re talking about. What ADHD actually is, how to manage it, and how to work with people who move a little faster than normal.


    Episode Highlights:

    • Understand what ADHD actually is, and what it is not when it comes to its symptoms and impacts on a person’s ability to function.
    • Learn why Peter Shankman, author of Faster Than Normal believes ADHD is a superpower for business owners and entrepreneurs.
    • Get tips on how to set yourself up for success as a business owner if you have ADHD, and how to set others on your team up for success if they have ADHD.


    00:00 - Intro

    01:26 - About Peter

    07:56 - Why ADHD is a superpower

    11:04 - ADHD and dopamine

    14:47 - Positioning yourself to succeed in business with ADHD

    18:05 - Recognizing tasks you are great at, and the ones you need help with

    20:21 - How to avoid burnout

    24:32 - Tackling imposter syndrome

    28:17 - Use of medication

    31:04 - How do you work with a team member who has ADHD?

    33:38 - What are a few best practices a listener with ADHD should adopt?

    36:29 - One thing to understand about people with ADHD

    38:38 - Where can people connect with you?

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    40 mins
  • 221. What to Say to An Underperforming Employee - Jen Long
    Jun 11 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    Get your free accountability resources from Jen here: https://trybta.com/DL221


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP221


    Is there someone on your team who is not performing the way you need them to?


    Someone you know you need to do a better job of holding accountable?


    Someone you need to have “the talk” with?


    If you’re used to an accountability conversation turning into a finger-pointing exercise that goes nowhere, this episode is for you.


    In today’s conversation with Jen Long, author of Own Up! How to Hold People Accountable Without All the Drama, we’re breaking down the six steps to getting someone to own their responsibilities by having one simple conversation.


    Spoiler alert: this conversation isn’t about ruling with an iron fist. It’s not even about giving into all your peoples’ needs.


    Danny even did a little role playing with her so you can hear what this sounds like in practice.


    Episode Highlights:

    • Learn the framework that accountability expert Jen Long has helped hundreds of businesses implement to create a culture of accountability within a team.
    • Understand how to hold an effective accountability conversation with anyone on your team by following six steps.
    • Hear Danny role play this conversation with Jen so you can actually hear what is sounds like in practice.


    00:00-Intro

    01:24-About Jen

    05:04-Accountability misconceptions

    07:50-What's unique about accountability in construction or contracting?

    10:49-SOS Conversation Model (6 Steps)

    11:38-Step 1: Identify Your Issue

    14:24-Step 2: Analyze the Context

    18:37-Step 3: Explore Impacts

    20:08-Step 4: Rehearse

    25:07-Step 5: Engage in Conversation

    34:12-Step 6: Build Solutions

    35:35-Role play



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    55 mins
  • 220. How to Build a Hiring Funnel - Brandon Vaughn
    Jun 4 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP220


    Those of you who know us know that we're huge advocates for putting as much effort into your hiring funnel as you do to your sales funnel.


    And that’s exactly why I’m excited for this week’s episode.


    Brandon Vaughn is a long-time entrepreneur, business coach and CEO of HireBus, a recruitment automation software built specifically for contractors.


    Using what’s called the RightSeat™ Assessment, HireBus helps contractors get the right people in the right roles so both the business and employees win.


    In this episode, I ask Brandon to walk us through an ideal hiring funnel for contractors, drawing on everything he learned from building and optimizing the RightSeat™ Assessment.


    How do you find qualified people? How do you get them to actually show up to an interview? And how do you know that they are ACTUALLY right for the role they applied for?


    Brandon covers all this and more.


    Episode Highlights:

    • Get actionable recruitment tips from Brandon Vaughn, CEO of HireBus, a recruitment platform built for contractors.
    • Learn what an ideal hiring funnel for contractors should look like, and what you can do right away to start attracting better people while weeding out the duds.
    • Hear real examples of what good recruitment assets look like for contractors (if you want to steal some ideas, we won’t tell).


    00:00-Intro

    01:30-About Brandon and HireBus

    07:51-Brandon's experience with Wise Coatings

    19:40-Why focus on recruitment?

    23:56-Learnings from HireBus for contractors

    27:42-What makes the best job ads?

    31:18-Importance of speed-to-lead in recruitment

    34:40-How to qualify and prioritize candidates

    37:31-How to get the right people in the right seats

    44:26-How do you get people to actually show up for an interview?

    50:45-Lightning round

    53:46-Connect with Brandon

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    57 mins
  • 219. Tariff-Proof Your Business: A Construction Lawyer's Playbook - Trent Cotney
    May 28 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    Download Trent's Price Acceleration Provision and tariff-proof your contracts today: https://trybta.com/DL219


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP219


    While the details have shifted over the past few months, there’s no doubt that all the talk about tariffs has caused uncertainty for the small business community. Especially contractors.


    And, whether the USA’s plan remains the same or not, this whole situation got me thinking: what exactly should contractors DO to minimize the impact of new tariffs on their materials, supply chain and profit margins?


    My guest today, Trent Cotney, is back on the show to help us answer that question.


    Trent is a board-certified construction lawyer, author and co-host of the #1 construction law podcast, Law and Mortar.


    Today, we cover:

    • What tariffs actually are, and how they will impact on our industry
    • What clauses you can put in your contracts to protect yourself from tariff shocks
    • Trent’s predictions on what’s coming next based on his time spent in Washington DC.


    And a whole lot more.


    00:00-Intro

    01:15-What's the current situation with US tariffs?

    07:41-How tariffs actually work

    10:40-Audit and rethink your supply chain

    13:50-Best way to price jobs when costs are unpredictable

    21:03-Tariff-proof contract clauses

    25:40-Trent's predictions on the future

    28:39-Planning for the good, the bad and the ugly

    34:04-One action you can take tonight to become more tariff resistant.

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    37 mins
  • 218. $10MM Contractor Roadmap: Operator to Strategist - Danny Kerr
    May 23 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    Grab a copy of your resource bundle: https://trybta.com/DL218


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP218


    Growth can be intimidating.


    More revenue, more staff and more work = more headaches.


    Plus, there’s no way to predict what new problems you’ll face as you grow.


    Except…there actually is.


    See, when you coach over 1500 contractors, like we have at Breakthrough Academy, you notice some patterns.


    Turns out, the journey to a highly profitable and systemized contracting business looks the same for pretty much everyone.


    Four phases. Predictable barriers at each phase. Predictable solutions to get from one phase to the next.


    Last year, Danny gave a keynote at a convention in Orlando that walked through this whole process. Today, we’re releasing it as a bonus episode so more contractors can benefit.


    Episode Highlights:

    • Understand the four phases of contractor growth and how to determine which phase you’re in.
    • Learn the predictable problems contractors will face at each phase, and which systems to implement in order to overcome them.
    • Get access to systems and templates that hundreds of contractors have used to make more money, hire A-players and promote themselves from operator to strategist.


    00:00-Intro

    02:48-Danny's story

    06:42-About Breakthrough Academy

    11:37-About the Contractor Growth Method

    14:56-Phase 1: Operators

    18:34-Phase 2: Managers

    26:45-Phase 3: Leaders

    32:30-Phase 4: Strategists

    38:51-Summary

    46:07-How to implement your learning

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    52 mins
  • 217. Should You Niche Down or Expand Out? - Ryan Lee
    May 21 2025

    On July 8, join me for a special Web Class where I’ll show you how to eliminate ALL staff excuses using ONE structured 30-minute meeting. Register here: https://trybta.com/CE-GSR-JL25


    To learn more about Breakthrough Academy, click here: https://trybta.com/EP217


    You’ve heard it before: the riches are in the niches.


    But, is that really always true?


    Today, I’m talking to Ryan Lee, founder of Landscape Lighting Secrets and host of the Landscape Lighting Secrets podcast.


    Before selling in 2019, Ryan grew his business to $200K a month. His service offering? Landscape lighting. Just landscape lighting.


    Now, he coaches home service entrepreneurs who either want to run their own landscape lighting business or add landscape lighting to their service offerings.


    This conversation is all about niche services:


    Should you niche your business down further?

    Should you expand into another niche to cover your off season?

    What are the honest pros and cons of niche services?


    Ryan’s got a wealth of experience that is gonna help us answer these questions.


    Episode Highlights:

    - Understand the power of niche service offerings from a contractor who grew a landscape lighting business to $200K per month.

    - Learn what to consider before niching down or adding a niche to your existing services.

    - Get tips on how to manage the impacts adding a new revenue stream has on your operations, branding, and org chart.


    00:00-Intro

    01:16-About Ryan

    10:12-Why add a service?

    13:22-Biggest operational impacts of adding a service

    16:45-Why specialize?

    21:10-Impact of specializing on profit margins

    25:15-3 key focuses of niching: raise prices, close deals on the spot and generate high quality leads

    32:04-When is a contractor ready to build out sub-brands/niches?

    37:11-Wrap-Up & Final Advice

    40:15-Connect with Ryan

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    42 mins
  • 216. Sell More by Putting the Customer First - Joe Crisara
    May 14 2025

    To learn more about Breakthrough Academy, click here: https://trybta.com/EP216


    To the outside world, the word “sales” has gotten a bad rap.


    People think it’s all transactional. All about pushing something on the customer in order to get what’s best for the sales rep or the company.


    And that can make the act of selling feel uncomfortable, awkward and transactional.


    That’s why we wanted to talk to Joe Crisara.


    Joe is a seasoned expert in contractor sales training, best known for creating the Pure Motive Service System that helps service businesses ethically boost revenue and closing rates all while doing what’s best for the customer.


    In this episode, Joe walks us through five key principles that anyone in sales can adopt today, creating a win-win for the customer, for the sales rep and for the company.


    Episode Highlights:

    • Get a walkthrough of the Pure Motive Service System from its creator, Joe Crisara.
    • Learn how offering three options to every customer will boost your revenue, closing rates and reputation.
    • Understand how to use the five principles outlined in Joe’s book, What Should We Do? to connect with your customers, move away from transactional selling methods and maintain integrity in every sales interaction.


    00:00-Intro

    01:24-About Joe

    05:14-About The Book: What Should We Do?

    14:00-5 Principles of Pure Motive Service

    14:18-Principle 1: Client-Centric Solutions

    22:25-Principle 2: Integrity-Driven Sales

    26:08-Principle 3: Customized Service Options

    38:06-Principle 4: Effective Communication

    45:42-Principle 5: Continuous Improvement

    50:12-How Joe is Continuously Improving

    55:32-Connect With Joe

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    57 mins