WELCOME TO YOUR ULTIMATE GUIDE ON THE BUSINESS OF CONTRACTING

This is the Contractor Evolution Podcast. 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 profits, you’ve come to the right place.

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Master Class: Ultimate Hiring Funnel Series

So look - it is no secret that hiring is hard. Like really hard. Especially in our construction and trade industries. Labor shortages are a real thing, and yes, perhaps Millennials and Gen Z’ers aren't as gritty as older Generations may have been. And also yes, the government has paid a bunch of people to stay at home for over a year-and-a-half leading to a super lethargic Workforce. We get it. But look, it is what it is and can’t do much about the above factors. What you can do though is build the best hiring funnel in your market. Over a 6-part series, we explain in plain English how you can think like a marketer and start building an Employer Brand that attracts top talent. Whether you are a seasoned pro or just starting your business if you want to build your dream team, this series is for you.

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Categories

Episode 169 52 min
SALES & MARKETING, STRATEGIC PLANNING

Land More Commercial Contracts – Business Development 101 - Dave Notte

We talk a lot on the show about residential marketing and sales systems, but the requests from commercial contractors for content they can use are beginning to pile up. And that tracks. Landing commercial contracts comes with its own set of challenges. 

We talk a lot on the show about residential marketing and sales systems, but the requests from commercial contractors for content they can use are beginning to pile up.

And that tracks. Landing commercial contracts comes with its own set of challenges. 

It’s a lot less catchy Facebook ads… 

And a lot more strategic relationship building 🤝

So today, we’re diving into business development and we’re lucky to have Dave Notte, Founder of WCP Building Renewal and Shack Shine, on the show today.

Using an incredibly dialed-in customer acquisition strategy, WCP has partnered with countless commercial property groups, residential property management companies, HOAs, and stratas over the past 20 years. 

If you want to learn how sophisticated commercial contractors court, land, retain, and build trust with huge clients that continue to work with them for years or even decades, this episode is a must-listen.

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Episode 168 52 min
RECRUITING & HIRING, SALES & MARKETING, STAFF ACCOUNTABILITY

Can Mass Hiring Systems Work For Contractors? - Logan Campbell

After wasting countless hours trying to hire good people the old fashioned way—vetting applications, interviewing, probing into skills—for cleaning positions with a shorter shelf life, Breakthrough Academy Member Logan Campbell redesigned his entire hiring and onboarding process using automation, thoughtful job descriptions and streamlined interview processes.

After wasting countless hours trying to hire good people the old fashioned way—vetting applications, interviewing, probing into skills—for cleaning positions with a shorter shelf life, Breakthrough Academy Member Logan Campbell redesigned his entire hiring and onboarding process using automation, thoughtful job descriptions and streamlined interview processes.

An owner of an AirBnB cleaning company, Logan knows the feeling all too well. His business, The Dream Clean Team, requires a HUGE number of people to get a lot done in a very short time window.

In this episode, he outlines how he set up his hiring process: attracting the right type of candidate, weeding out tire kickers, mass interview scheduling, onboarding, and even retaining A-players through gamification and performance pay.

If you hire positions with higher turnover or seasonal workers, this one’s for you.

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Episode 167 85 min
SALES & MARKETING

4 Tactics To Boost Your Lead-to-Sale Ratio - Kevin Donnelly

If you’re getting fewer leads than ever, you’re not alone. A shifting economy is changing the sales and marketing game for contractors. Gone are the days of accepting a 25% ratio as par for the course. Frankly, you can’t afford it.

If you’re getting fewer leads than ever, you’re not alone.

A shifting economy is changing the sales and marketing game for contractors. Gone are the days of accepting a 25% ratio as par for the course. Frankly, you can’t afford it.

According to today’s guest, Kevin Donnelly from Webrunner, it’s time to become obsessive about sales efficiency.

Kevin walks us through four ways to increase your lead-to-sale ratio—basically, how you can sell more with less.

Webrunner is a full-service digital marketing agency that only works with contractors. We’ve had them on the show before and, seriously, they know their stuff.

Let’s dive in with Kevin.

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Episode 166 71 min
STRATEGIC PLANNING

What is it ACTUALLY Like To Sell To Private Equity? - Steve Wheatcroft

Private equity buying up contracting companies is a popular subject lately. You may have seen Instagram posts and articles about entrepreneurs who’ve struck it rich by selling their businesses to mysterious private equity investors. But, what does that actually mean?

Private equity buying up contracting companies is a popular subject lately.

You may have seen Instagram posts and articles about entrepreneurs who’ve struck it rich by selling their businesses to mysterious private equity investors.

But, what does that actually mean?

Today, we’re going to learn what it’s ACTUALLY like to sell to private equity investors, from someone who’s done it.

Over the course of 30 years, Steve Wheatcroft grew his humble landscaping business called Urban Life Solutions into a 30MM behemoth that – no surprise – caught the eye of private equity. 

After the deal was done in late 2019, Steve remained the CEO for another three years and helped the new ownership scale through more acquisitions to 100 MM.

And in today’s episode, he shares the unfiltered truth about what selling to private equity is really like. 

The good. 

The bad. 

And the ugly. 

And there is plenty of all three. 

Enjoy.

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Episode 165 48 min

Could Door-to-Door Marketing Work For Your Business? - Sam Taggart

A changing market can mean fewer leads, slower decision-making, and lower average job size. While punchy Facebook ads, a decent website, and a Google Business profile may have been enough to get the phones ringing in the past, passive marketing is just not cutting it for contractors in 2024.

A changing market can mean fewer leads, slower decision-making, and lower average job size.

While punchy Facebook ads, a decent website, and a Google Business profile may have been enough to get the phones ringing in the past, passive marketing is just not cutting it for contractors in 2024.

According to today’s guest Sam Taggart, now is the time to try one of the most tried and tested methods of “getting in front of your customer” — meeting them where they live. 

Literally.

As the founder and CEO of The D2D Experts, Sam helps hundreds of companies build successful and cost-efficient Door-to-Door Sales teams every year, and today, he’s going to teach us how to: 

  • Hire enthusiastic door knockers
  • Build your own script using a proven framework
  • Design a compensation plan for your D2D team
  • …and more.

If you’re door-to-door curious or looking for a more active marketing channel to add this year, this episode is a must-listen.

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IT’S TIME TO GET OUT OF THE DAY-TO-DAY

If you are a 7 figure contractor who has the vision to scale to 8 figures without adding more stress, then learn how to replace yourself with this proven management system. Take the 10-day ‘Evolved Contractor’ challenge and identify the methods that will scale your business.

MEET THE HOSTS

BENJI CARLSON

Benji gained insights into the trades as a 4-year franchisee with College Pro Painters, earning accolades for having the most productive staff in the franchise network. Since then, Benji has run in-depth business assessments with over 1000 contractors and now uses that information to represent the interests of contractors on the show 'Contractor Evolution’ whose goal is to arm smart contractors with the skills they need to grow.

IGOR TRNINIC

Igor has an impressive track record running trade businesses. He started by building up to a GM with College Pro Painters, running a $2.5MM business. He then co-started the franchise SHACK SHINE, which was acquired within 18 months. Igor is a co-founder of Breakthrough Academy, which coaches over 500 contractors (with a combined $1.6B in revenue) on how to systemize their businesses for growth.

HOW DOES A $20M CONTRACTING BUSINESS RUN? WOULD YOU LIKE TO FIND OUT?

Take the 10-day ‘Evolved Contractor’ challenge and identify the methods that will scale your business past 8-figures.

TAKE THE CHALLENGE

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