Podcast
Contractor Evolution
Hosted by Breakthrough Academy · EN
Breakthrough Academy presents Contractor Evolution.
In this show we unpack the systems, tactics, and skills you need to take your fast-growing contracting business to the next level.
If you’re here to learn what it takes to scale up, work less, and increase profitability, you’ve come to the right place.
Stay tuned to learn what separates the new breed of contractor from the old school, and welcome to your ultimate guide to the business of contracting.
32episodes
Episodes
Newest firstAll episodes
274. He Grew a Gutter Company to $6.5M Using This Mindset - Jason Alcott
2w ago00:36:05Tap to summarizeTo 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 itThe "Gap vs. Gain" framework that stops the overwhelm spiralHow your mindset as an owner trickles down and silently kills team moraleWhy tactics fail when mindset isn't addressed firstHow 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 thinkAbout 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-Intro06:22-Why do we ignore mindset?10:44-Gap versus Gain15:29-Shifting your headspace27:27-Setting activity goals29:35-Implementing the Gain mindset
Transcribe →273. He Worked 90 Hours In A Week. Here’s What Happened - Chris Bailey
3w ago00:53:47Tap to summarizeTo 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 businessSimple, 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 moreWhether 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-Intro02:12-Addiction to Distractions 03:55-Impact of Tech on Focus 09:51-Lessons from Boredom Experiment17:08-The Power of Wandering in Leadership20:00-Busyness Versus Productivity 28:17-Training Brain Presence 31:51-Sleep and Productivity Myths
Transcribe →272. Negotiating Contracts With AI Can Cost You Millions - Megan Shapiro
4w ago00:57:16Tap to summarizeTo 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/590f12c899Check out Megan’s Negotiation Style Quiz: https://meganshapiro.kit.com/81045b49f1If 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 marginsHow to spot red flags (before they cost you)A simple three part framework to review and negotiate contracts with confidenceWhere it’s appropriate to use AI in your negotiations (and where it can trigger a legal disaster)00:00-Intro05:49-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
Transcribe →271. How To Land $100K+ Projects Without Bidding Against Competitors - John Malanchuk
May 600:46:39Tap to summarizeTo 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 outreachUses networking, presentations, and follow-ups to create predictable revenueTurns one meeting into multiple project opportunitiesStructures his CRM and pipeline to stay organized and consistentThis 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 sellingThe goal is to get in before projects go to bid and become the trusted go-toConsistency beats intensity—just a few hours per week can transform your pipelineYour network is your biggest asset—leverage suppliers, GCs, and existing contactsFollow-up is everything (and most contractors fail here)00:00-Intro03:10-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
Transcribe →270. AI for Contractors: Eliminate Admin Bloat & Scale Faster - Mark Wong
Apr 2900:48:42Tap to summarizeTo learn more about Breakthrough Academy, click here: https://trybta.com/EP270 What’s slowing down your contracting or construction business isn’t always obvious.In this episode of Contractor Evolution, Danny Kerr sits down with Mark Wong to break down the hidden inefficiencies that quietly drain profit, capacity, and momentum inside a growing company. From admin bloat and paperwork to wasted field time and poor workflows, this conversation dives into how smarter systems can improve construction management without adding more chaos.If you’ve been trying to grow but feel like your team is stuck in reactive mode, this episode will show you where to look first.Mark shares practical insights on business automation, how to identify repeatable tasks worth fixing, and where AI for contractors can actually create leverage. Instead of replacing people, the best tools help your team move faster, reduce non-billable work, and improve the customer experience.You’ll learn how to use ride-alongs to find wasted time, how to tell the difference between a people problem and a process problem, and why the best contractor automation opportunities often come from fixing one repeatable task at a time.In this episode, we cover:- how unbillable labor eats away at profit- where waste hides in the average job- how to spot automation opportunities in the field- the right way to approach business automation- where ai for contractors works best today- how better systems improve your construction business- why stronger construction management starts with visibility- how to use contractor automation without overcomplicating your workflowWhether you run a construction, electrical, HVAC, plumbing, or other trades company, this episode will help you think differently about systems, efficiency, and scale.00:00-Intro04:19-Identifying Unbillable Labor Wastage07:05-Analyzing Contractor Production Systems08:47-Practical Field Observation Steps11:54-People Versus Workflow Problems13:50-Integrating Effective Software Tools16:30-Balancing AI and Accountability29:56-Effective Team Adoption Strategies
Transcribe →269. Scale From $1M to $10M (The Easy Way) - Cameron Herold
Apr 2201:06:03Tap to summarizeTo learn more about Breakthrough Academy, click here: https://trybta.com/EP269 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL269 Most contractors didn't start a business to be trapped inside of it. Cameron Herold, the operational mind behind 1-800-GOT-JUNK's explosive scale from $2M to $106M, reveals the exact blueprint to turn your contracting company from a daily grind into a sellable, scalable asset.In this episode of Contractor Evolution, Cameron breaks down why most contractors get stuck between $1M and $10M, what systems need to be in place before you can step out of the day-to-day, and the key hires that actually add enterprise value to your business. Whether you plan to sell someday or never, building like an owner (not an operator) changes everything.🔗 Grab Cameron's book "Vivid Vision": https://www.amazon.ca/Vivid-Vision-Remarkable-Aligning-Business/dp/161961877X🔗 Learn more about Cameron Herold’s program for COOs: https://cooalliance.com/In this episode, you'll learn:– Why most contractors build a job, not an asset– The mindset shift required to scale past $1M– How clear does your vision really need to be?– The first systems to get you out of the day-to-day– Key hires that add enterprise value (and when to make them)– How the owner's role must evolve as the company scales– Grounded expectations + frameworks to take action🎧 Listen to Contractor Evolution on your favorite platform:Apple Podcasts: https://podcasts.apple.com/ca/podcast/contractor-evolution/id1541384174Spotify: https://open.spotify.com/show/72kRn2i2oRcqAx77DqkM7K?si=y0Uy-aPYRs6VmijQpioXKw&nd=1Breakthrough Academy is the home of the Contractor Growth Method™ — a business coaching program purpose-built for contractors who want to scale sustainably, build real systems, and get their time back.🌐 Website: https://btacademy.com📸 Instagram: https://www.instagram.com/btacademy/#contractor #constructionbusiness #cameronherold #scaling #businessgrowth #contractorevolution #leadership00:00-Intro02:07-Enjoying the Entrepreneurial Journey09:20-Building Business as an Asset11:31-Overcoming Plateaus and Limiting Beliefs25:56-Implementing a Vivid Vision34:14-Strategic Leadership and Genius42:32-Building the Right Team56:32-Successful Entrepreneurial Patterns
Transcribe →268. Open the Books, Change the Game: Ellen Rohr's Accountability Blueprint
Apr 1501:04:58Tap to summarizeDownload a copy of Ellen's Weekly Financial Quick Check Templates here: https://trybta.com/DL268-2Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL268 To learn more about Breakthrough Academy, click here: https://trybta.com/EP268 What if the fastest way to build an accountable team was to show them the numbers you've been hiding? Ellen Rohr (Zoom Drain, Business Uncomplicated) has helped hundreds of contractors implement open book management — and the results are transformational. In this episode, she breaks down exactly how to share your financials with your team, what to share (and what NOT to), and how to turn transparency into a game your crew actually wants to win.If you've ever thought "My employees just don't care about profit" — this episode will show you why that's your fault, and how to fix it.🔥 What You'll Learn in This EpisodeBy the end of this conversation, you'll know how to:Implement open-book management without exposing what you take homeDecide exactly which numbers to share with which roles on your teamHandle the #1 objection: "Won't my team resent what I make?"Use gamification to turn financial targets into a competition your crew cares aboutBuild a team that thinks like owners — not just clock-punchersShift from "my team doesn't care" to "my team is obsessed with hitting the number"Structure incentives tied to the metrics your team can actually influenceAvoid the biggest pitfalls Ellen sees contractors make with open booksLearn more about Ellen: https://www.youtube.com/ellenrohr00:00-Intro02:08-Defining open book management07:21-Financial transparency and strategic pricing22:08-Prerequisites for rolling out financial reports29:13-Departmentalization and relevant KPIs37:22-The importance of manual tracking and gamification50:59-Cultural yield and future technology
Transcribe →267. How To Hire When No One’s Applying (Builder Roundtable) - Matt Risinger, Jacob Toler, Matt Balfe
Apr 801:26:41Tap to summarizeTo get your free Hiring Resource Bundle, click here: https://trybta.com/DL267To learn more about Breakthrough Academy, click here: https://trybta.com/EP267 Most contractors post a job ad, get zero qualified applicants, and wonder why they can't find good people. The problem isn't the labor market — it's your hiring system.In this roundtable, Matt Risinger (founder of The Build Show Network), Jacob Toler ($2.8M contractor running a 35% gross profit), and BTA coach Matt Balfe break down exactly how top contractors recruit, hire, and retain A-players — even when no one's applying.In this episode, we cover:Why your job postings aren't attracting qualified candidates (and what to do instead)Hiring systems that build your bench so you're always staffed for busy seasonCreative recruitment strategies the best contractors use to find A-playersThe difference between hiring out of desperation vs. hiring from a position of strengthWhether you're a general contractor, remodeler, or specialty trade, if you're struggling to find good employees for your construction business, this conversation is your blueprint.00:00-Intro & speaker backgrounds08:21-Identifying hiring pain points & root causes09:58-Candidate screening & interview process30:08-Out-of-the-box recruiting & social media tactics43:18-Leveraging AI and automation in recruitment48:37-Key hiring lessons: ability over reactivity01:14:53-Q&A: references & quality growth
Transcribe →266. How to Run a Contracting Business With Your Spouse (Without Killing Each Other) - Caleb Auman
Apr 101:07:39Tap to summarizeTo learn more about Breakthrough Academy, click here: https://trybta.com/EP266 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL266 Can you actually run a contracting business with your spouse… …and still like each other at the end of the day? Caleb Auman (host of the Kid Contractor Podcast) and his wife Brittany have been through bankruptcy, business failure, and the kind of fights that almost ended everything. In this episode, they share the hard-won rules for how they rebuilt — together — and turned their marriage into their biggest competitive advantage.If you and your partner are building a business side by side (or thinking about it), this one's for you.🔥 What You'll Learn in This EpisodeBy the end of this conversation, you'll know how to:Navigate the real tension between being business partners and life partnersDefine clear roles so you stop stepping on each other's toesFight productively — without letting business stress destroy your relationshipRebuild trust and alignment after a major failure (including bankruptcy)Parent effectively while running a demanding contracting businessSet boundaries between "work mode" and "marriage mode"Turn your partnership into a system that makes your business strongerCheck out The Kid Contractor Podcast: https://www.youtube.com/playlist?list=PL8UxQJ9VFnDk4B2f7vMZzJLoWikTD_08k00:00-Intro03:37-Defining Missions and Shared Why06:46-Navigating Bankruptcy and Partnership Roles18:42-Dividing Spouse-Run Business Role27:08-Self-Realization, Humility, and Leadership40:07-Tools for Healthy Communication50:17-Parenting and Instilling Values59:28-Final Thoughts on Life Perspective
Transcribe →265. How To Get Crews To Track Their Time (Without Babysitting) - Derrik Shakespear
Mar 2500:45:07Tap to summarizeTo learn more about Breakthrough Academy, click here: https://trybta.com/EP265 Take our five minute quiz and get a custom Contractor Growth Scorecard: https://trybta.com/DL265 Your biggest expense is labor. If you aren’t tracking it accurately, your job costing is a lie. In this episode, Derrik Shakespear (CRO of AlignOps) reveals why most contractors bleed profit through inaccurate time tracking—and how to fix it without micromanaging your crew.If you’re still using paper timesheets or trusting the "honor system," you’re likely losing thousands in unbilled hours and slip-ups every single year.🔥 What You’ll Learn in This EpisodeBy the end of this episode, you’ll know how to:Stop "managing blind" and get accurate data on your biggest expense (Labor)Compare Estimates vs. Actuals to see which jobs actually made moneyImplement digital time tracking without your crew feeling "Big Brothered"Spot the "Silent Killers" in your workflow that paper timesheets hideUse construction time tracking data to bid more accurately next timeTurn time data into a competitive advantage for safety and liabilityMove from "guessing" productivity to measuring it like a manufacturer00:00-Intro02:24-The importance of time tracking in construction08:59-Productivity comparisons: Manufacturing vs. construction14:26-Essential components of a healthy time tracking system20:14-Frequency and best practices for reviewing project data26:02-Strategies and pitfalls for owner adoption of technology31:47-Incentivizing field crews and gamification34:43-The future of AI in the construction industry
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