Build to Win

Josh Blickley launched BathWorks of Michigan just before the pandemic. Fast forward, and he's built on pace for $44.8 million in 2026. Part of the reason for his huge success is his forecasting, budgeting, and hiring strategies.In this episode, he reveals exactly how he plans his year, starting in Q3 of the previous one.You’ll learn how he builds alignment across departments, sets aggressive yet realistic goals, and plans staffing well in advance. Plus, his “money-is-no-object” marketing method might just change how you budget forever.👉 Listen now to learn how to forecast smarter, scale faster, and stop letting slow months crush your growth.Key Takeaways: Introduction (00:00)Forecasting and budgeting for business growth (04:56)Good rate of growth per year (18:41)Seasonality and market trends in contracting business (26:34)Key performance indicators (KPIs) and daily monitoring (34:54)44.8M sales target for 2026 (42:43)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=23⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Stop me if this sounds familiar. You run a home improvement business. You know your busy season, it’s spring. March, April, May. The weather is warming up, and people are thinking about home projects.That’s what John thought, too. However, his assumption was based on gut feeling, as it has always been.Then he looked at three years of his CRM data. He fed it into a simple spreadsheet tool from the Wealthy Contractor Success Society and let ChatGPT analyze it all.The results blew up his entire business model. It turned out that his assumption about spring was completely off.If you’re still budgeting like most contractors, you take your annual revenue goal and split it evenly across 12 months.But your business doesn’t work like that. It has peaks and valleys. When you budget evenly, you end up overspending on marketing in slow months, and you're dramatically understaffed during your real busy season.Tune in now to hear the full conversation about using AI, managing sales reps, and building a data-backed plan for the year ahead.Key Takeaways: Introduction (00:00)Business compass planning tool (01:16)John shares his $1.9m to $5m growth story (03:12)Using ChatGPT to identify sales seasonality (06:31)Marketing spend adjusted based on slow months (17:52)Demo count is marketing’s most important KPI (24:44)Headcount planning for sales and production (33:52)Business plan timing advice (42:26)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=22⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

When Kirk Koskiniemi launched his roofing company, he thought hustle was enough.He sold every job himself. Worked builder leads and took whatever came his way just to keep the lights on. Within five years, he hit $5 million in revenue, but profit was another story.It wasn’t until he stepped back, built a real sales system, tracked every lead source, and implemented EOS that the business truly became his again.In this rerun episode, Kirk shares exactly how he did it. From ditching builders, hiring his first salespeople, to spending over $1.8M in marketing the right way.If you're stuck wearing every hat in your business, this episode is your blueprint to getting unstuck. 🎧Tune in!Key Takeaways: Introduction (00:00)Meet Kirk (01:23)How Kirk grew his business (02:34)Let’s talk about marketing (24:34)Why you need EOS (48:04)Kirk’s future plans (59:11)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=21 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Struggling with rising lead costs and unpredictable sales numbers? Chances are, you're not working your numbers backwards.In this episode of Build to Win, we sit down live in Las Vegas with Tim Brown from RGS Exteriors and Construction to break down how he’s planning to hit $18 million in 2026 despite rising lead costs and a tougher market.He walks us through the exact budgeting process he uses, starting from net profit and reverse-engineering the number of leads, sales, and marketing dollars needed to hit it.You’ll also hear how Tim is restructuring his rehash strategy, raising prices without pushback, and holding his team accountable, all without burning out or blowing the budget.Listen now and learn:Why lead costs are up 30% (and how to respond)The rehash system that’s actually convertingHow to raise prices without your team freaking outThe monthly process that keeps budgets on trackWhy most companies plan backwards (and why that works)Planning to grow in 2026? Let’s dive in.Key Takeaways: Introduction (00:00)Impact of lead costs and sales projections (01:11)Industry trends and lead cost increases (01:53)Strategies to manage lead costs and increase sales (03:39)Reverse engineering sales and lead requirements (09:54)Sales team and production capacity (12:08)Gross profit and price adjustments (15:02)Monthly financial review and leadership team involvement (16:50)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=20 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Too many reps walk into a home and start pitching before they’ve even earned the right to, and that’s exactly where the sale falls apart.In this episode of Build to Win, we break down one of the most overlooked yet most important stages of the sales process: the needs assessment.We’ll walk you through our full discovery doc, from the exact questions we ask to what we’re listening for and everything else in between.We even touch on the power of pre-appointment materials (like our buyer’s guide) and how early conversations about financing can set expectations and make the close feel natural, rather than forced.Listen in and learn:How to run a 30-minute discovery without it feeling like an interrogationWhy deeper follow-up questions uncover real buying signalsHow to handle resistance and still keep the process smoothThe one pre-appointment tactic that filters your best buyersHow being honest (even when you’re not the right fit) can win trustTune in now to learn more!Key Takeaways: Introduction (00:00)Why needs assessment is a must! (00:58) Are you asking the right questions? (02:38)Active listening for the win (15:32)Always discuss finances early (32:30)What happens before the appointment (37:37)Being adaptable is EVERYTHING (42:37)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=19    ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Ever had a customer go radio silent after they signed the contract, and wondered what went wrong?Well the answer is simple: Your follow-up (or lack thereof) might be the issue.In this week’s episode of Build to Win, we share with you the exact systems and strategies we use to keep our clients informed, excited, and on schedule from the moment they say “yes” all the way through install, warranty, and even a one-year follow-up.Listen now and learn:What we send right after the job is soldHow internal texts and emails keep the whole team alignedWhy production updates are a goldmine for customer trustHow follow-ups lead to reviews, referrals, and repeat jobsThe sneaky-simple move that helped us close the loop post-install… and a lot more!Are you ready?Let’s get into it.Key Takeaways: Introduction (00:00)The happy email (02:25)What to do after the order is uploaded (10:34)Always keep your customer informed (14:31)Don’t forget about texts (17:46)Setting expectations (19:59)Scheduling the walkthrough (24:52)After year after the installation (28:06)How to create happy customers (29:03)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=18  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

We have a question for you: do you ever feel like you’re too old, too late, or too stuck to build something big? You’re not alone; and most importantly, it’s never too late.Meet John D O’Leary: At 53 years old, he was still climbing roofs, burning out his body, and had nothing set aside for retirement. Most other contractors would have accepted that was the end of their story, but not John. Instead, he decided to pivot and ended up building a multimillion dollar business in just five years!In this week’s episode of the Build to Win podcast, we sit down with John to unpack how he went from grinding as a one-man crew to scaling a $6M+ roofing business and selling it for more than he ever imagined.Listen in now and learn:How John grew from $600k to $6M+ in just five yearsWhy customer service was his secret weaponHow he used the “knowing-doing gap” to out-execute everyone elseWhat private equity looks for, and how he checked every boxWhy building a business with an exit in mind changes everythingThis is a must-listen for any contractor wondering if they’re too far in to start thinking bigger. Well then, what are you waiting for?Run, don’t walk, and tune in now!Key Takeaways: Introduction (00:00)Meet John (00:30)How John transformed his business (06:23)Scaling secrets (15:07)Why you need to maintain a “customer first” culture (23:34)Let’s talk about mindset (38:56)The power of letting go (45:39)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=17  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Many contractors focus on chasing revenue, neglecting profit, and end up building businesses that trap them rather than set them free.We have met contractors who work countless and are still wondering where their money went, not understanding that hard work isn’t the only thing needed to achieve success in our industry. In this week’s episode of the Build to Win podcast, we sit down with Brian Kaskavalciyan, founder of The Wealthy Contractor and Profit Masters, to discuss all of this and more. Brian has helped hundreds of contractors break past 7 and 8-figure ceilings, not by selling harder, but by thinking differently.Listen in now and learn:Why most contractors get stuck under $1.5MThe mindset shift that drives real business growthHow to set your company up for profit from the startWhy you must stop selling and start systemizingWhat your P&L should reveal to you each month… and so much more!After building and selling multiple companies, facing bankruptcy, and rebuilding with a renewed focus on mindset, systems, and profitability, Brian is sharing ALL his secrets with us.Well then, what are you waiting for?Run, don’t walk, and tune in now!Key Takeaways: Introduction (00:00)Meet Brian (01:25)How to build a $1M company (12:57)How to stop being stuck (17:51)Rethink your profit strategy (24:08)Is your pricing right for you? (34:35)Do you know how to read a P&L? (46:52)Learn more about Brian (01:01:56)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=16  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

If you’re still sending one-off texts to leads, or worse, only calling them, then we've got some bad news for you: you’re leaving a ton of money on the table.In this week's episode of the Build to Win podcast, we’re handing over the actual SMS and email templates that help us set 80% of our raw leads into appointments, and we’re walking you through how to use them step by step.Listen now and learn:How to structure an SMS that actually gets you responsesThe simple text that drastically reduces appointment no-showsWhen to send messages for maximum engagementWhy even your biggest jobs should start with a text, not a call…and a whole lot more.Are you ready?Let's dive in!Key Takeaways: Introduction (00:00)Why speed-to-lead is everything (02:59)What makes a good SMS template? (08:32)THIS is why you need multi-touch sequences (23:42)Use emails wisely (27:36)What about surveys? (37:31)Additional Links & Resources:🔥 Get our **FREE** SMS templates: https://drive.google.com/file/d/12LZwr_mg_EgClecR_CZrp1hFaH8sNaXO/view?usp=sharing🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=15  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

In this episode of Build to Win, we sit down with Chuck Thokey, a renowned sales coach in the home improvement industry. With over two decades of experience in sales, Chuck built large teams in the bath and roofing sectors and has been coaching professionally for nearly a decade. Together, we discuss how to hire smart, build a repeatable sales process, and stop losing deals (and profits) because you’re stretched too thin.If you're stuck doing it all yourself and can’t figure out how to grow without burning out, then you 100% don’t want to miss this episode.Listen in now and learn:Who your first hire should be Why owners shouldn't be the only ones closingHow to add value instead of cutting pricesWhat makes a great rep (and how to spot one)… and a lot more.What are you waiting for?Run, don’t walk, and tune in now!Key Takeaways: Introduction (00:00)Meet Chuck (01:17)Sales in the early stages (04:03)Setting your first sales rep for success (10:46)What makes a good sales rep? (21:02)Adding value-adders to your sales process (30:24)Why you need to understand simple sales (38:31)Consistency is a must! (49:53)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=14  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

In this episode of Build to Win, we take a deep dive into one of the most important tools for any home improvement business: your CRM. If you're still handling your leads and estimates the old-school way, it might be time to think about how technology can streamline your processes and boost your success.We explore the evolution of CRMs, starting from the manual methods that contractors used to rely on (think paper forms and file cabinets) up to the powerful, cloud-based systems available today, like Builder Prime. Plus, we touch on the huge role tech plays in managing your entire workflow, from intake to scheduling, estimating, and beyond.Listen in and learn all about:The real value of CRMs for contractors Why using multiple systems for different parts of your business can lead to inefficiency and errorsThe power of integrations that bring together sales, marketing, and productionHow AI is changing the game for lead generation, customer communication, and moreThe simple but often-overlooked tools that can make your business run smoother and more profitablyIf you’re looking to start running your business the smart way, this episode is a must-listen!Tune in now to learn more.Key Takeaways: Introduction (00:00)Why CRMs are so important (02:34)Back to the past (05:30)What makes a CRM effective? (18:15)Is your tech stack good enough? (28:02)How AI is transforming the industry (43:38)Why you need to embrace tech to grow (54:29)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=13 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Too many reps walk into a home and start pitching without ever really understanding why they’re there, and that’s exactly why they lose the sale.In this episode of Build to Win, we dive into what we believe is one of the most overlooked but most critical parts of the sales process: the needs assessment. We also walk through our full discovery doc, the exact questions we ask, and why each one matters more than most people realize.We even touch on the power of pre-appointment materials (like our buyer’s guide) and how early conversations about financing can set expectations and make the close feel natural, rather than forced.Listen in and learn:How to run a 30-minute discovery without it feeling like an interrogationWhy deeper follow-up questions uncover real buying signalsHow to handle resistance and still keep the process smoothThe one pre-appointment tactic that filters your best buyersHow being honest (even when you’re not the right fit) can win trustTune in now to learn more!Key Takeaways: Introduction (00:00)Why needs assessment is a must! (00:58) Are you asking the right questions? (02:38)Active listening for the win (15:32)Always discuss finances early (32:30)What happens before the appointment (37:37)Being adaptable is EVERYTHING (42:37)Additional Links & Resources:🔥 Get your personalized Needs Assessment: https://www.builderprime.com/podcasts/needs-assessment 🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=12  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

You’ve found leads for your home improvement business, but what if you aren’t fast enough to close on them? Then, more often than not, you simply lose them.Speed is everything when it comes to converting leads into customers. In today’s episode of Build to Win, we dive deep into the critical importance of automated follow-ups and how responding quickly can drastically increase your conversion rates.We also share our insights on how businesses (no matter their size) can scale faster and more effectively by automating their lead follow-up process. From reducing human error to maintaining consistent engagement with every lead, automation helps you stay on top of your sales without getting overwhelmed.In this episode, you’ll also learn:Why responding within seconds to leads is a game-changer for conversionsHow automation systems streamline follow-ups at every stage of the sales processThe secrets to making sure no lead slips through the cracks, no matter your company sizeHow small businesses can compete with larger companies through efficient automation…and a lot more!Don’t miss this episode and tune in now.Key Takeaways: Introduction (00:00)Let’s talk about speed to lead (01:24)Why you need automated follow-ups (10:56)Quick demo (17:31)Speed to lead statistics (24:59)Leveling the playing field for smaller contractors (38:16)What if a sale happens? (43:50)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=11 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Scaling a business isn’t always as glamorous as it sounds, and Tim Brown, owner of RGS Exteriors, knows this firsthand. In the latest episode of Build to Win, Tim opens up about the challenges, mistakes, and lessons he learned while growing his family-owned business from a small $300K gutter company to a $17 million leader in exterior services.Tim takes us through his journey, from working alongside his father to running a multi-million dollar operation. He also discusses how he realized that true growth comes from focusing on profitability, getting the right systems in place, and knowing when to pivot away from low-margin work.He also talks about:The importance of focusing on profits over revenueHow to scale by adding complementary services like siding and windowsThe critical role of cash flow and systematizing your business operationsLessons learned from building relationships with mentors and industry experts… and a lot more.If you're looking for easy and actionable strategies to grow your contracting business, then don’t miss this episode. Tune in now.Key Takeaways: Introduction (00:00)Meet Tim (00:32)Let’s talk about marketing (10:27)The effects of the 2008 crisis (16:21)“If you want to be successful, you have to charge enough!” (25:44)Diversifying is the answer (30:48)The tech systems contractors need (41:12)Lessons from Tim (49:07)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=10  ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Have you ever felt like you're stuck on the same revenue plateau year after year? Stephen Pisulak, owner of Lehigh Gap Exteriors, has been there before, and in this episode of Build to Win, he shares with us how he grew his business from a simple gutter truck to a thriving exterior services company, overcoming countless challenges along the way.Stephen also walks us through his journey of scaling his business, from his humble beginnings working in his family's supply company to taking full control of Lehigh Gap Exteriors. After several years of learning on the job, Stephen realized that a key to his success was a mix of hiring the right people, getting educated from industry leaders, and fine-tuning his marketing and sales systems.Listen in and learn all about:The challenges of managing a home improvement business during COVID-19 How to find new revenue streams and build the right team for youWhy you need to refine your pricing modelThe importance of learning how to manage marketing costs… and a lot more!Want to learn how to break through revenue plateaus? Tune in to hear Stephen's powerful story of resilience, learning, and growth in the competitive world of contracting.Key Takeaways: Introduction (00:00)Meet Stephen (00:32)The impact of the pandemic on contractor businesses (04:33)How Stephen transformed his business (09:42)Your marketing strategy is important—don’t neglect it! (16:15)Why you need a good sales process (35:05)Stephen’s company now (53:33)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=9 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Hitting $5 million in revenue isn’t the finish line, it’s just the start of the next big challenge.If you’ve reached the $5M mark in your home improvement business and feel like you’re maxed out, you’re not alone. Scaling beyond this point isn’t about working harder—it’s about working smarter, building a leadership team you can trust, and setting up systems that can grow with you.In this episode of the Build to Win podcast, we walk you through what it really takes to scale your contracting business from $5 million to $10 million. John shares what his $8–10M operation looks like today, including the exact structure of his team, how he uses KPIs to keep everyone aligned, and how EOS became the operating system behind his growth.We also get into:What your org chart should look like at $5M and beyondWhy investing in the right people is your biggest growth leverThe one KPI every department should obsess overHow to test, invest, and retire lead sources like a proWhy culture can make or break your ability to scaleWant to learn more?Then tune in now!Key Takeaways: Introduction (00:00)Your org chart past $5M (01:51)What should your marketing look like now? (11:40)Let’s talk event marketing (16:50)Why you need EOS (28:07)Set your culture through mission and vision (46:23)The tech stack beyond $5M (55:01)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=8 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Do you feel like you’re too old, too late, or too stuck to build something big? Think again.At 53, John D O’Leary was still climbing roofs, burning out his body, and had nothing set aside for retirement. Most people would have accepted that was the end of their story, but not John.In this week’s episode of the Build to Win podcast, we sit down with John to unpack how he went from grinding as a one-man crew to scaling a $6M+ roofing business and selling it for more than he ever imagined.Together, we discuss what really changes when you go from working IN your business to working ON your business, the mindset shift that made it all possible, and how hiring smarter people freed him up to lead.Listen in now and learn:How John grew from $600k to $6M+ in just five yearsWhy customer service was his secret weapon (hint: red tickets)How he used the “knowing-doing gap” to out-execute everyone elseWhat private equity looks for—and how he checked every boxWhy building a business with an exit in mind changes everythingThis is a must-listen for any contractor wondering if they’re too far in to start thinking bigger. Spoiler: you’re not.Well then, what are you waiting for?Run, don’t walk, and tune in now!Key Takeaways: Introduction (00:00)Meet John (00:30)How John transformed his business (06:23)Scaling secrets (15:07)Why you need to maintain a “customer first” culture (23:34)Let’s talk about mindset (38:56)The power of letting go (45:39)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=7 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Hitting the $2 million mark is a major milestone and definitely something to celebrate, but what happens when you hit a ceiling and struggle to push past it?If you’ve made it to this point and find yourself stuck, don’t panic—you’re not alone. In fact, many contractors deal with this exact same issue; they find themselves at an impasse and think working harder will do the trick. However, that’s not the solution you’re looking for. Setting up the right systems, building a reliable team, and making smart investments in marketing and sales—these are the steps you should take to help your company grow.In this week’s episode of the Build to Win podcast, we share what it takes to scale your home improvement business from $2 million to $5 million. We also discuss:How to reverse engineer growth to hit your $5 million goalWhy you need to invest in a better marketing strategyThe importance of creating a sales system that can be taught and scaledHow a structured production system can help you maintain quality as your business grows… and a lot more!If you’re ready to scale and break through that $2 million ceiling, then don’t miss this episode!Tune in now for more.Key Takeaways: Introduction (00:00)Reverse engineering the $5M goal (02:14)What should your organizational structure look like? (05:57)Do you need to revamp your marketing strategy? (10:47)How to develop a great sales team (29:37)Let’s talk about quality control! (47:57)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=6 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Too many contractors chase revenue while ignoring profit—and end up building businesses that trap them instead of freeing them.We have seen contractors working over 70 hours a week and still wondering where their money went, not understanding that hard work isn’t the only thing needed to achieve success in our industry. In this week’s episode of the Build to Win podcast, we sit down with Brian Kaskavalciyan, founder of The Wealthy Contractor and Profit Masters. Brian has helped hundreds of contractors break past 7 and 8-figure ceilings—not by selling harder, but by thinking differently.Listen in now and learn:Why most contractors get stuck under $1.5MThe mindset shift that triggers real business growthHow to structure your company for profit from day oneWhy you must stop selling and start systemizingWhat a P&L can (and should) tell you every month… and so much more!Brian has built and sold multiple companies, faced total bankruptcy, and rebuilt again with a renewed focus on mindset, systems, and profitability; and today, he’ll be sharing ALL his secrets with us!Are you ready for this?Tune in now!Key Takeaways: Introduction (00:00)Meet Brian (01:25)How to build a $1M company (12:57)How to stop being stuck (17:51)Rethink your profit strategy (24:08)Is your pricing right for you? (34:35)Do you know how to read a P&L? (46:52)Learn more about Brian (01:01:56)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=5 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!

Hitting the $1 million mark is a major milestone and definitely something to celebrate, but what happens when you hit a ceiling and struggle to push past it?If you’ve made it to this point and find yourself stuck, don’t panic—you’re not alone. In fact, many contractors deal with this exact same issue; they find themselves at an impasse and think working harder will do the trick. And for many of them, breaking the $1 million to $2 million barrier presents new challenges that require a shift in mindset and strategy.If you’ve found yourself stuck between these two milestones, don’t worry—we are here to help. In this episode, we share with you the exact steps you need to take to scale your business to the $2 million mark and beyond.Tune in now and learn: The importance of building a more formal organizational chart as you scaleWhy you need key tools, such as CRMs and project management software, to manage your growthHow to evolve your sales and marketing strategies for the next phase of business growthThe critical role of setting up strong production processes to maintain quality as you expand… and a lot more!If you’re ready to scale and break through that $1 million ceiling, then don’t miss this episode!Tune in now for more.Key Takeaways: Introduction (00:00)You need an organized team (02:11)Your key tools for scaling (09:09) The best marketing strategies to scale (23:34)Let’s talk about your sales process (39:13)Should you offer financing? (46:10)Production process systemization (01:00:26)Additional Links & Resources:🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=4 ⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!