Beers With Contractors

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156

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Oct 2026

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About the show

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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October 25, 2026Episode 9328 min

S2 E93 - Planning for 2027? Build a Team That Can Handle Change

In this episode of Beers with Contractors, Will apologizes for the delayed “Beers with Contractors Tradies” episode and references the prior episode on setting 2027 goals using hard-edge metrics (sales, leads, staffing, equipment, finances). This episode shifts to the soft edge of business—people and culture—focusing on how owners in home services and construction must navigate and institutionalize change to hit growth targets. He outlines planning change with a written roadmap and a “pre-mortem” to anticipate failure points, warns against abandoning initiatives within 30–90 days, and cites a 2023 Prosci study on why employees resist change (unclear reasons, job/income fears, lack of trust, and exclusion), noting mid-level managers are most resistant. Will stresses communicating early and often, creating buy-in (“what’s in it for me”), limiting gossip, accepting that some people may not fit the next stage, and using Patrick Lencioni’s Working Genius roles (Wonder, Invention, Discernment, Galvanizing, Enablement, Tenacity) to execute change through to completion. 00:00 Introduction 00:44 Recap 2027 Goals 01:41 Hard Edge Soft Edge 02:56 Why Change Matters 04:48 Change Examples 06:44 Plan And Premortem 08:26 Why Teams Resist 10:49 Who Resists Most 14:28 Failure Scenarios 15:14 Hard Truth People 17:00 Communicate Buy In 19:40 Working Genius Model 20:44 WIGGT Types 23:09 Make Change Stick 26:18 Wrap Up Next Steps 27:17 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

October 15, 202629 min

S2 E92 - The Contractor's Guide to Pricing, Sales, and Profit in 2027

In this episode of Beers with Contractors, Will opens an October episode by encouraging comments and explaining his annual goal-planning process: start in October, collaborate with the team, and lock budgets by mid-November, noting the first budgeting year is often messy but improves control. Using a MidCon home-service case study, he shows how to reverse-engineer a 2027 target from installs (not sales): $3M with a $12,500 average job requires 240 jobs, 727 qualified appointments at a 33% close rate, and 807 leads at 90% lead-to-appointment conversion. With an 8% marketing budget ($240,000), allowable CPL is about $297, and the sales team must hit about $4,126 average dollars per appointment. He also stresses checking gross profit margin (example 42%), overhead limits for a 10% net goal, staffing capacity, revenue per full-time employee, and debt-to-equity before adding equipment, emphasizing that growth should be judged by profitability and cash, not vanity metrics. 00:00 Introduction 00:27 October Goal Planning 02:41 Set Install Targets 04:46 Sales Math and Closing 06:48 Lead Conversion Funnel 08:05 Marketing Budget and CPL 12:12 KPI Scorecard Setup 13:05 Gross Profit and Overhead 16:35 Staffing and Capacity 19:40 Hiring Costs and Efficiency 23:03 Debt and Equipment Decisions 27:44 Final Recap and Next Steps 30:24 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

October 8, 2026Episode 9132 min

S2 E91 - The Pricing Formula Every Contractor Needs to Know

In this special solo episode of Beers with Contractors, host Will encourages contractors to start Q4 annual planning early and then walks through how to handle vendor price increases without guessing, using a crawl space vapor barrier example where material cost rises from $0.25 to $0.27 per foot and the customer price moves from $4.50 to about $4.88 to maintain margin, potentially improving net profit due to fixed costs. He discusses a contractor plateauing at $2M by analyzing market size, homeowner-occupied rates, and estimated niche market capacity (~$14M), concluding that growth may require expanding territory, diversifying services, and focusing on profitability over ego. He reframes production managers as operations managers and highlights COGS, gross profit margin, and break-even (fixed expenses ÷ gross margin) with examples to guide scheduling. He advises slowing down when approached by PE, using brokers, contrasts proposal software vs sales presentations, notes AI tools, urges owners to share top employee expectations, and recommends reviewing operating agreements every October. 00:00 Welcome and Q4 Focus 01:21 Handling Vendor Price Hikes 02:25 Math for Price Adjustments 07:19 Applying the Method Everywhere 08:42 Breaking Through a Plateau 10:11 Market Size Reality Check 14:53 Production Managers as Ops 17:35 Three Metrics to Master 18:56 Break Even Race Strategy 23:55 Private Equity Buyout Calls 26:45 Proposal Tools and AI 29:42 Employee Expectations Homework 30:26 October Operating Agreement Check 31:26 Wrap Up 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

October 5, 2026Episode 73 min

The Safety Mistake Contractors Make | Beers with Contractors: Flight Edition

✈️ Safety isn’t just another box to tick on your to-do list. If you’re running a construction or home services business, your job is to make sure everyone gets home safe. In this week’s Beers with Contractors Flight Sampler, Will and Terry talk about why safety has to start with leadership and become part of your company culture. Because it’s not enough to have safety talks sitting in a folder. Your team needs to know they have the power to speak up, stop something unsafe, and correct it without being afraid of getting in trouble. And safety doesn’t stop when the crew leaves the job site. 🚧 Job site safety 🚚 Driving company vehicles 🦺 Toolbox talks ⛏️ Trenching & excavation ⚠️ Confined spaces It all matters. So here’s your challenge this week: 👉 If you’re not talking about safety every single week, start now. You don’t need a massive database or expensive system to begin. You need consistent conversations, good judgment, and a culture where your people know safety comes first. Because at the end of the day, bringing your people home safe is the job. Consider this your weekly dose of Beers with Contractors. 🍻✈️ Drop your thoughts in the comments, and we’ll see you Thursday for the full episode. #BeersWithContractors #FlightSampler #ContractorTips #ConstructionBusiness #HomeServices #ConstructionSafety #JobsiteSafety #ContractorBusiness #BusinessLeadership #Tradies

October 1, 2026Episode 9040 min

S2 E90 - AI, Automation & the Future of Contractor Software

In this episode of Beers with Contractors, host Will and Terry welcome host Christopher Rice of Builder Prime to clarify how CRMs, ERPs, and field service management tools fit together in home services and to explain Builder Prime as a “business operating platform” managing the customer lifecycle from lead intake through scheduling, estimating, invoicing, production, and final payment. Chris emphasizes Builder Prime’s reporting and AI-driven insights, recent focus on improving estimating and integrations (including Windows-related integrations), and the importance of listening to both paying customers and frontline end users, especially for mobile-first field teams. They discuss key contractor metrics—gross profit/margins, lead-source conversion through the funnel, and production capacity/daily revenue per crew—plus scaling needs from small to enterprise, including integrations like NetSuite. 00:00 Welcome and Introductions 00:09 CRM Confusion Explained 03:05 Builder Prime Overview 04:32 Sales Estimating Focus 07:06 Three Key Metrics 09:49 Assessing a New Client 11:27 AI Reporting Insights 12:45 From Data to Action 15:01 AI Buzzword Reality Check 17:41 Mobile Features and Integrations 20:07 Support and Implementation Matters 21:03 Setting Up Categories 21:42 Contractor Software Tiers 23:00 Scaling Through Integrations 23:52 Listening Not One Offs 28:00 Pushback For Scalable Process 30:51 Human Support Versus AI 33:31 Founder Led Customer Care 35:55 Voice AI And Tech Stack 37:45 How To Reach Chris 39:08 Wrap Up And Disclaimers Contact Christopher Rice at: LinkedIn: https://www.linkedin.com/in/chrisriceoh/?isSelfProfile=false Facebook: https://www.facebook.com/carice14/ 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

September 28, 2026Episode 64 min

Stop Using Banks the Wrong Way | Beers with Contractors: Flight Edition

✈️ Your banker should be more than just the person you call when you need a loan. In this week’s Beers with Contractors Flight Sampler, Will and Terry break down why building a real relationship with your banker can become a serious advantage for your business. From credit lines and business loans to your next investment property or simply managing cash flow, the right banking relationship can help you move faster when opportunities come up. And here’s the part most tradies overlook: 👉 Find a banker who understands your industry. 👉 Build the relationship before you need the money. 👉 Don’t be afraid to show them your track record and past successes. 👉 And if you can’t pick up the phone and talk to your banker when you need to… you might be at the wrong bank. So here’s your challenge this week: Do you actually have a banker who knows your business? If not, it might be time to find one. Consider this your weekly dose of Beers with Contractors. 🍻✈️ Drop your thoughts in the comments, and we’ll see you Thursday for the full episode. #BeersWithContractors #FlightSampler #ContractorTips #ConstructionBusiness #HomeServices #BusinessGrowth #ContractorBusiness #Banking #BusinessFinance #Tradies

September 24, 2026Episode 8944 min

S2 E89 - $3 Billion Projects, AI Data Centers & The Future of Construction

In this episode of Beers with Contractors, hosts Will welcomes Terry back to Beers with Contractors, joking about his absence, then they discuss construction headlines and trends. They note US construction spending fell 0.5% in July 2026 (down 3.8% year over year) with residential especially soft, while commercial remains active, increasingly driven by AI data center work that may be overly concentrated for some contractors. They cover data-center MEP demands, cost-driven efficiency efforts, rising steel prices and lead times, and growing interest in mass timber. The hosts argue specialty subcontractors (especially electrical/mechanical) offer strong opportunities, and that AI is reducing sales friction for small residential contractors, though customer-facing tasks may be automated too quickly. They touch on repossession/delinquency trends, major megaprojects and subsidies, OU career fair salaries, and a NAHB finding that residential firms under 20 employees account for over half of fatalities while employing under one-third of workers, emphasizing safety systems. 00:00 Introduction 01:16 Is Construction Slowing 03:00 Data Center Boom 04:55 Cooling And Power Tech 07:45 Steel Prices And Timber 10:04 Who Profits Most 13:46 Residential In The Tank 15:27 AI Makes Buying Easy 16:57 Repossessions And Housing 18:52 Customer Service And Bots 20:23 Automation Vs People 21:27 32 Hour Workweek Debate 22:37 Contractor Marketing Partner 23:56 Third Person Speaker Story 24:22 Why We Never Work Less 26:31 Residential Demand Trends 28:58 Mega Projects And Subsidies 34:59 Construction Career Fair Pay 37:42 Small Contractor Safety Crisis 43:13 Wrap Up 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

September 21, 2026Episode 52 min

How Much Should Your Property Make? | Beers with Contractors: Flight Edition

✈️ What if you could quickly tell whether an investment property is worth the risk? In this week’s Beers with Contractors Flight Sampler, Terry breaks down the 1% and 2% rules—a simple way to look at rental income potential before putting your money into a property. For example, a $300,000 property using the 1% rule means targeting $3,000/month in rent. But the numbers are only part of the equation. Your risk tolerance matters, too. Whether you’re investing on your own or with a business partner or spouse, understanding how much risk you’re willing to take can make all the difference. And sometimes, finding a distressed property, putting in the sweat equity, and increasing its value can completely change the numbers. 🍻 The takeaway: Know your numbers. Know your risk. Then make the investment decision that works for you. Consider this your weekly dose of Beers with Contractors. Drop your thoughts in the comments, and we’ll see you Thursday for the full episode. #BeersWithContractors #FlightSampler #ContractorTips #RealEstateInvesting #InvestmentProperty #ConstructionBusiness #Contractors #BusinessGrowth

September 17, 2026Episode 8835 min

SE E88 - The 5 Biggest Profit Leaks in Your Contracting Business

In this episode of Beers with Contractors, hosts Will interviews Scott Pierce, founder of Third Edge Consulting and a certified Pinnacle business guide, about why growth often creates chaos for contractors and why “better” matters more than simply getting bigger. Scott emphasizes differentiating through a great customer experience, watching for warning signs like shrinking profitability and outdated systems, and creating organizational clarity by defining where the company is going and what success looks like. He explains Pinnacle’s “Basecamp” process for aligning purpose, values, long-term goals, and 90-day priorities, and contrasts Pinnacle’s flexible, guide-based approach with EOS, including how individualized “rocks” can be pushed through the organization. Scott highlights common margin leaks—direct labor, materials, commissions, marketing, and indirect labor—and advises contractors to know break-even, track key KPIs (leads through reviews), and avoid abdicating responsibilities. 00:00 Introduction 02:10 Better Not Bigger 04:50 Scaling Warning Signs 07:59 Clarity Before Growth 10:37 Basecamp Framework 14:02 Pinnacle vs EOS 17:25 Rocks for Everyone 20:27 Margin Leaks Checklist 27:12 Know Numbers and KPIs 29:25 Wrap Up and Contact 34:53 Outro and Disclaimers Contact Scott Pierce at: Website: https://t3econsulting.com/ LinkedIn: https://www.linkedin.com/in/scott-pierce-43872a78/ 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

September 14, 2026Episode 44 min

Why Your Business Isn’t Scaling | Beers with Contractors: Flight Edition

✈️ Why do some contractors go from $1M to $5M… while others stay stuck at $3M? You’ve probably seen it yourself. Two companies in the same market, doing similar work yet one keeps growing while the other seems to stay in the same place. So what’s the difference? In this week’s Beers with Contractors Flight Sampler, Will challenges contractors to look beyond systems, processes, and market conditions and ask a much harder question: Are you willing to become the leader your business needs you to be? Because building a bigger business starts with understanding what you actually want that business to become. So here’s your challenge this week: 👉 Get clear on what you really want from your business. 👉 Write down your vision. 👉 Ask yourself what needs to change to get there. Your business can only grow as far as your vision takes it. Consider this your weekly dose of Beers with Contractors 🍻 Drop your thoughts in the comments, and we’ll see you Thursday for the full episode. #BeersWithContractors #FlightSampler #ContractorTips #HomeServices #ConstructionBusiness #BusinessGrowth #Leadership #Mindset #Contractors

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