Beers With Contractors

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139

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Aug 2026

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Welcome to Beers with Contractors. We're cracking a cold one and taking a deep dive into the foundations of your construction business, pun intended, to unearth the strategies, techniques, and insider knowledge that can take your contracting business to the next level. So, grab your favorite beer, pull up a seat, and let's have a chat about the nuts and bolts of the construction industry.

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August 14, 2026Episode 8329 min

S2 E83 - The Sales Strategy Every Contractor Needs to Know

In this episode of Beers with Contractors, Will reframes in-home sales for contractors by using movie roles to shift mindset: the customer is the protagonist (hero) of their own story, and salespeople should avoid trying to be the hero or the customer’s best friend (deuteragonist). Instead, contractors should act as the guide/mentor—helping customers understand the problem, solution, and price while letting them reach conclusions themselves. He explains that mentors think three steps ahead by anticipating “villains” like low bids, financing constraints, multiple decision-makers, and other estimates, and preparing tools like references, value education, and financing options. He references his CRISS closing system and five common objections, and argues professionals can challenge customers respectfully to prevent bad decisions, ultimately helping both customer outcomes and the seller’s 12-month goals. 00:00 Solo Intro Sales Focus 00:47 Set Your 12 Month Goal 01:34 Customer Is The Hero 04:32 Story Roles Explained 07:06 Be The Guide Not Friend 10:28 Anticipate Villains Objections 15:27 Five Objections CRISS 17:08 Challenge Customers Like Mentor 23:19 Respect Craft Not Always Right 25:33 Recap And Closing 28:06 Outro And Disclaimers Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

August 7, 2026Episode 8248 min

S2 E82 - How to Recruit Top-Tier Tradesmen in 2026

In this episode of Beers with Contractors, hosts Will and Terry talk with Meghan Ritchie of Trustal Recruiting about hiring for locally owned home services companies. Meghan shares her background from marketing agency work to becoming a GM in Atlanta, managing 26 trucks, and explains how recruiting should be treated like marketing: budget a consistent percentage of projected revenue, stay focused year-round, and proactively pursue passive candidates. She stresses pre-hire preparation—clear job descriptions, defining success, and having a training/onboarding plan—to ensure recruiting ROI and reduce turnover. The conversation covers moving fast to hire, competing in a tight labor market, generational expectations around work-life balance and schedule transparency, and benefits like PTO and affordable health options, while noting pay must match market rates. Meghan outlines onboarding best practices, the importance of culture and “why,” and how to reach her at trustalrecruiting.com. 00:00 Welcome And Cheers 00:41 Trades To Business Skills 01:57 Meet Meghan Ritchie 05:33 Recruiting Mindset Shift 07:07 Prehire Strategy And ROI 11:48 Talent Shortage Reality 14:43 Always Be Recruiting 16:53 Fractional Recruiters And Speed 21:38 Generational Worklife Balance 23:58 Benefits Pay And Packages 29:37 Bad Job Descriptions 32:46 Onboarding That Retains 40:35 Culture And The Why 44:09 How To Reach Trustal 47:27 Wrap Up And Disclaimers Contact Meghan Ritchie at: Website: https://trustalrecruiting.com/ LinkedIn: https://www.linkedin.com/company/trustalrecruiting Facebook: https://www.facebook.com/profile.php?id=61582990086280 Youtube: https://www.youtube.com/@Trustal_Recruiting Instagram: https://www.instagram.com/trustal_recruiting/ Tiktok: https://www.tiktok.com/@trustal_recruiting Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

July 28, 2026Episode 8150 min

S2 E81 - Contractors Are Saving Hours with This Estimating Tool

In this episode of Beers with Contractors, host Will and Terry banter about Terry’s Florida trip and a new studio they joke is a “death trap,” then welcome Ryan Weiss, Director of Business Development at ArcSite. Ryan explains ArcSite as a mobile-first drawing, estimation, takeoff, and proposal platform used in the field on an iPad to create project drawings, drag-and-drop products from a robust library spanning 50+ industries, auto-calculate quantities and pricing, and generate polished proposals with payment and digital signature options. The discussion covers how proposal presentation and visuals build trust, how onboarding customizes products, calculations, margins, labor, and taxes, and how the tool reduces errors and keeps reps consistent. Ryan shares common proposal mistakes (too little info, too much technical detail, limited payment options, lack of easy signing), ROI via reduced time on site, and upcoming features like topographic mapping, deeper supplier/manufacturer integrations (e.g., NCFI, SRS), and AI-assisted guidance and proposal creation. 00:00 Show Kickoff Banter 00:08 Florida Trip Recap 00:37 Studio Safety Jokes 01:40 Meet ArcSite Ryan 03:16 ArcSite One Minute Overview 04:51 Product Library And Industries 05:47 Selling Beyond Price 08:19 Onboarding And Pricing Setup 11:38 Proposal Mistakes To Avoid 17:07 What Homeowners Want 21:18 Deliver Proposals On Site 25:18 Customization Not Cookie Cutter 25:51 Custom Onboarding Setup 26:46 Short Form Clip Banter 27:13 ROI Through Time Savings 31:01 Proposal Tools And Trust 32:20 Small Business Edge 37:45 Future Features Partnerships 43:37 AI Inside ArcSite 46:15 How To Get Started 48:28 Final Thanks And Sign Off Contact Ryan Weiss at: Website: https://www.arcsite.com/ LinkedIn (Ryan Weiss): https://www.linkedin.com/in/weissryan/ LinkedIn (ArcSite): https://www.linkedin.com/company/arcsite/ Youtube: https://www.youtube.com/c/ArcSite Facebook: https://www.facebook.com/arcsiteapp Instagram: http://instagram.com/arcsite/ Tiktok: https://www.tiktok.com/@arcsite Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

July 18, 2026Episode 8057 min

S2 E80 - From Spray Foam to Seven Figures: What It Takes to Scale

In this episode of Beers with Contractors, host Will and Terry welcome Cory Boehs of Kool Foam and discuss his path from framing and starting Kool Foam in 2007 to building a higher-integrity spray foam business with his wife Suzanne (now 51% owner). Cory explains how the industry shifted from customer education to commoditization, with poor installs driven by low training and lack of understanding that foam is “manufactured” on site and must be on-ratio and to depth. They cover verification tools and tech like Accurate Dynamics equipment, reporting, density tests, and blower door testing, plus barndominium pitfalls like thermal bridging and sweating purlins, and debunk the myth that metal can’t be replaced later. Cory shares Kool Foam’s cost/payback, comfort benefits, and his creation of Brave Build to help contractor-owners overcome bottlenecks, define success beyond money, and build an authentic peer community. 00:00 Introduction 00:46 Meet Cory Boehs 01:47 Kool Foam Origin Story 04:29 Spray Foam Industry Shifts 06:03 Quality Installs Matter 10:44 Commoditization Debate 13:39 Verification Tech Tools 17:39 Barndominium Foam Pitfalls 22:13 Cost Payoff Comfort 28:27 Toward Brave Built 30:07 Satchel Banter and Turning Point 31:00 Backstory and Business Bottleneck 35:17 Brave Build Vision of Success 39:57 What Brave Build Is 44:02 First Mastermind and Momentum 47:31 Events and Expanding Beyond Foam 50:52 Handing Over Control to Suzanne 53:58 Authenticity and Community Impact 55:35 Wrap Up and Safety Disclaimer Contact Cory Boehs at: Website: https://koolfoamllc.com/ Email: cory@koolfoamllc.com Facebook (Cory Boehs): https://www.facebook.com/cory.boehs/ Facebook (Kool Foam): https://www.facebook.com/koolfoaminc Instagram: https://www.instagram.com/koolfoam Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

July 13, 2026Episode 791 hr 2 min

S2 E79 - The Million-Dollar Habit Every 8-Figure Contractor Has

In this Q&A episode of Beers with Contractors, Will and Terry discuss common contractor business challenges: profit margin vs. markup (including how material-based markup and costly callbacks destroy gross profit), marketing ROI (using an 8% budget target, prioritizing Google/search, SEO, CRM and call tracking, and avoiding billboards/TV), and branding basics like truck decals and lead tracking. They address hiring, arguing mindset and consistent recruiting/branding matter, and cite construction grad starting pay around $75,000. Compliance topics include excavation safety, MVR checks, subcontractor insurance/additional insured requirements, and documenting performance to reduce wrongful termination risk. Will describes slowing growth to improve systems, profits, reviews, satisfaction, and turnover; explains pricing psychology and a margin-based rationale for raising prices; predicts an AI/IT integration specialist role; and lists weekly KPIs: gross margin, net operating margin, leads, appointment conversion, and close rate. 00:00 Welcome and Cheers 00:38 Q&A Kickoff 01:15 Margin Trap Explained 02:03 Markup and Callbacks 05:00 Bad Rules of Thumb 07:45 Marketing Budget Math 11:48 Branding That Sticks 16:02 Hiring Mindset Shift 18:41 Recruiting Like Marketing 23:57 Compliance and Safety 30:19 Owner Bottlenecks 32:54 Leadership Bottlenecks 33:11 Working Genius Strengths 35:10 Finishers vs Starters 36:52 Million Dollar Mindset 40:50 Pricing Fear and Math 47:46 Scaling Without Burnout 52:00 AI Integration in Construction 59:34 Five Weekly KPIs 01:01:37 Final Wrap and Disclaimer Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

July 8, 2026Episode 7854 min

S2 E78 - The Software That's Helping Contractors Win More Jobs

In this episode of Beers with Contractors, host Will and Terry recap meeting listeners at the National Foundation Repair Association Conference and discuss Will’s Bedrock Academy event, then welcome guests Rachael and Leslie from Oblyss. They explain how Oblyss was created to solve foundation repair contractors’ pain points with disconnected tech stacks by consolidating scheduling, estimating, production tracking, and data into a single “ecosystem” with one login, integrating with other tools via APIs. Rachael describes funding and developing the platform over several years and focusing on contractor feedback, while Leslie emphasizes canonical data, rapid development, and simplifying onboarding by pulling data from existing systems. They cover supply catalog integration and markups, plans for estimate-to-order workflows, and permit/engineering coordination, plus future ideas like homeowner portals with job tracking, reviews, and AI-driven communication. 00:00 Introduction 00:36 NFRA Listener Stories 02:18 Meet Oblyss Team 03:47 Leslie Origin Story 06:46 Rachael Pain Points 09:14 Building Oblyss Vision 12:00 Contractors Need Tech 14:51 Data Tracking Matters 21:15 Oblyss Pipeline Preview 23:56 Demos and Onboarding 25:56 Catalogs and Ordering 28:09 Inventory and Engineering Workflow 29:22 Cost Savings and Consolidation 32:24 Permits and Engineering Fixes 35:56 Commercial Software Reality Check 38:16 Fast Integrations and Roadmap 41:00 Homeowner Portal Vision 44:51 Building Features Through Relationships 48:25 People First Product Iteration 51:10 Wrap Up and Safety Disclaimer Contact Rachael Jackson at: Website: https://oblysspro.com/ Email: rachael@oblysspro.com LinkedIn: https://www.linkedin.com/in/rachael-jackson-oblyss/ Instagram: https://www.instagram.com/oblysspro/ Facebook: https://www.facebook.com/Oblysspro/ Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

June 28, 2026Episode 7724 min

S2 E77 - Top Contractor Mistakes (Compilation)

This episode of Beers with Contractors highlights common mistakes contractors make when starting and running their businesses and the lessons learned from costly real-world failures. Key themes include using clear, adequate contracts instead of informal paperwork, staying on top of lien timelines, and structuring payment terms to maintain leverage and avoid paying too early. Guests discuss trade-specific pitfalls like misdiagnosing foundation issues, improper roof ventilation that damages materials and voids warranties, and misunderstanding building science in areas like spray foam and attic ventilation. The conversation also covers safety and quality-control lapses, from electrical verification to measurement errors and jobsite accidents, emphasizing the importance of double-checking work. Hiring and retention strategies are addressed, along with the critical need to choose business partners carefully and seek professional legal and financial guidance to avoid severe consequences. 00:03 Season 1 Episode 38 - Legal Mistakes New Contractors Make 01:35 Season 2 Episode 21 - The #1 Mistake Foundation Contractors Keep Making 03:06 Season 2 Episode 19 - The Most Expensive Lesson Every Contractor Learns 06:29 Season 1 Episode 35 - Construction Safety 101: Always Check, Never Trust 07:24 Season 2 Episode 27 - The $40K Roofing Mistake 09:24 Season 2 Episode 05 - The Costliest Mistake—And Why It Was Worth It 10:34 Season 2 Episode 37 - The Overlooked Hiring Mistake 13:11 Season 1 Episode 32 - The Biggest Mistake in Home Insulation 15:36 Season 1 Episode 41 - Unexpected Lessons in Workplace Safety ‪@John_Malecki‬ 17:02 Season 1 Episode 49 - Biggest Sales Screw Up Ever 20:44 Season 1 Episode 44 - The Mistake That Can Bankrupt Your Business Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

June 22, 202633 min

S2 E76 - Remix Episode: Close More Deals with These Sales & Financing Lessons

In this remix episode of Beers with Contractors, the guests discuss why contractors should treat financing as a company-level commitment rather than leaving it to sales reps, including absorbing associated costs appropriately and marketing payment options early so customers expect them and can choose between cash, promotions, and monthly payments. One host shares an HVAC quote experience where added fees for credit card and financing, unclear terms, and lack of options led to a lost $30,000 sale, illustrating how friction kills conversions. They cover why contractors avoid financing (fear, fee reluctance, and customers not asking), when to introduce it (marketing, appointment setting, and pricing), and broader money advice like avoiding overleveraging trucks/equipment, properly managing lines of credit, knowing your banker, and understanding loan terms like default rate acceleration and collateral. The episode also emphasizes in-home sales fundamentals: ask questions, listen, educate, create clarity, train for character and teachability, spend more time with homeowners when needed, and maintain recruiting and slight overcapacity in sales staffing. 00:03 S2 E38 - The #1 Reason Financing Falls Flat 01:02 S2 E38 - How a $30K Sale Was Lost in 30 Seconds 03:15 S2 E38 - Why Contractors Still Avoid Financing 03:57 S2 E38 - When and How to Bring Up Financing 04:54 S1 E21 - How to Overcome Financing Fears for Good 08:22 S2 E26 - You're Asking the Wrong Finance Person for Advice 09:10 S2 E04 - The Loans Contractors Should Avoid 10:43 S2 E04 - One Banking Habit That Could Save Your Business 12:16 S2 E04 - The Hidden Loan Terms That Can Wreck You 17:42 S2 E27 - What Good Sales Training Actually Looks Like 19:19 S1 E34 - How to Train Technicians to Sell Without Being Pushy 21:08 S2 E63 - The Biggest Lie in Sales 24:54 S2 E03 - Why a High Close Rate Still Leaves You Broke 27:13 S2 E03 - How One Rep Made $28,000 by Slowing Down Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

June 14, 2026Episode 7547 min

S2 E75 - ICF Explained: Energy Efficiency, Strength, and Speed

In this episode of Beers with Contractors, host Will and Terry recap their fifth Construction Camp for Kids event and welcome longtime friend Alfonso Nieves of Fox Blocks (Airelite Plastics), an insulated concrete form (ICF) expert who trains contractors nationwide and with the National Home Builders Association. Alfonso explains how he entered the ICF industry, the technology’s origins in Canada in the 1960s, and why above-grade ICF excels for energy efficiency. They discuss ICF benefits including continuous insulation, fire rating, sound attenuation, storm resilience, fewer foundation issues, and faster construction (about 15% faster than finished CMU), plus typical cost premiums (about 7–10%) with a 5–10 year payback. Alfonso addresses myths (termites, “double the cost,” lack of installers, “houses don’t breathe”), covers rebar options and additives, outlines training availability via foxblocks.com, and shares contact info. 00:00 Introduction 01:23 Meet Alfonso Nieves 03:11 How Alfonso Nieves Found ICF 05:18 ICF Across Climates 07:16 ICF History Evolution 09:06 Beyond Homes Use Cases 10:37 Cost ROI Payback 12:36 Storm Safety Foundation 14:25 Speed Scheduling Cashflow 16:42 Myths Termites Cost 18:33 Affordable Housing Example 19:29 Tight Envelope HVAC Downsizing 20:42 Rebar Alternatives Logistics 25:33 FRP Rebar Availability 26:01 Thin Brick With ICF 27:54 Finding Fox Blocks Training 29:16 Construction Camp Stories 31:44 Lintels And Big Openings 34:04 Floor Systems On ICF 35:27 Fastening Strips Deep Dive 39:52 DIY Vs Pro Install Reality 42:36 Materials And Recycling Ties 45:07 How To Reach Alfonso 46:21 Final Wrap And Disclaimers Contact Alfonso Nieves at: Website: https://www.foxblocks.com/ Email: alfonso@foxblocks.com LinkedIn: https://www.linkedin.com/in/alfonso-nieves-27113a49/ Instagram: https://www.instagram.com/foxblocks_icf/ Facebook: https://www.facebook.com/foxblocks/ Twitter: https://x.com/FoxBlocksICF Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

June 4, 202659 min

S2 E74 - Most Contractors Are Breaking Labor Laws Without Knowing It

In this episode of Beers with Contractors, hosts Will introduces employment attorney Tracy Melvin of Melvin Law to discuss common employment-compliance pitfalls for construction and home services companies, especially around payroll and overtime. Tracy explains her HR-to-law background, employer-side focus, and ties to construction, then highlights frequent mistakes like misclassifying workers as independent contractors and miscalculating the “regular rate” by failing to include certain bonuses and other pay when computing overtime. They cover how audits and claims are triggered (disgruntled employees, random agency audits, state focus areas like Illinois), why early legal help can reduce fines, and examples where employers still face penalties even when practices benefited workers. Tracy outlines red flags for 1099/sub use, the complexity of multi-state rules, piece-rate risks, and clarifies discretionary vs non-discretionary bonuses and related tax issues. 00:00 Welcome and Setup 01:40 Meet Tracy Melvin 03:00 Why Employment Law 05:40 Payroll Mistakes Explained 07:36 Resources and Audits 11:09 When DOL Comes Knocking 13:52 Fines Penalties Reality 19:44 Seasonal Overtime Trap 21:42 1099 vs Employee Basics 26:06 Subcontractor Red Flags 28:48 Multi State Classification 29:48 Contractor Audit Pitfalls 31:13 Piece Rate Red Flags 34:03 Agreements Dont Override Law 35:32 AI Boilerplate Warnings 37:17 Bonus Types Explained 44:19 Taxable Perks And Rewards 48:15 Overtime Calculation Minefield 51:56 Regular Rate Defined 54:37 Commissions Mixed With Hourly 57:21 Closing And Contact Info 58:27 Final Disclaimer And Signoff Contact Tracy Melvin at: Email: tmelvin@melvinlawoffices.com LinkedIn: https://www.linkedin.com/in/tracyjmelvin/ Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours