In this episode of Beers with Contractors, hosts Will welcomes back Jeff Gabelsberg of Jolly Goat Garage Doors, a central Oklahoma residential and commercial garage door company, to discuss his background and how he grew the business through systems, processes, and knowing his numbers. Jeff recounts a difficult childhood, limited formal schooling, and entering the trades through a remodeling job that led to garage doors via a mentor connection. He explains why he rejected early private equity interest due to cultural disruption, and what made a later “strategic partnership” with Guild Garage Group appealing, including shared values, resources, collaboration with other brand presidents, and purchasing power. Jeff covers acquisition integration tactics like involving teams 90+ days pre-close, prioritizing lead flow, and using Power BI dashboards, and shares growth goals of expanding markets and aiming for $30M+ revenue with strong net margins.

00:00 Introduction

01:13 What Is Jolly Goat

01:55 From Truck To Growth

03:32 Hard Childhood Origins

05:48 Refrigerator To Trades

09:17 Turning Down Private Equity

12:31 Systems And Numbers

16:37 Buying Businesses Basics

19:27 Acquisition Culture Merge

23:39 Platform Deal Vs Handshake

25:28 Strategic Partnership Fit

28:21 Partnership Pathway

29:00 Platform Growth Playbook

29:55 Valuation Multiple Surprise

32:05 Mindset Vision Shift

35:11 Beyond Bank Loans

38:02 Deal Regrets Lessons

42:08 Culture Systems Evolution

44:03 Power BI Competition

46:14 Next Growth Markets

48:14 Boutique Market Strategy

50:26 Local Brand Pushback

52:36 Upsell Training Example

54:19 Mentorship Contact Info

56:16 Couples Business Alignment

57:51 Book Wrap Closing

Contact Jeff Gabelsberg at:

Website: https://jollygoatgaragedoors.com

Facebook: https://www.facebook.com/jeffgabelsberg

Email: [email protected]

Youtube: http://www.youtube.com/@jollygoatgaragedoors

TikTok: https://www.tiktok.com/@jollygoatgaragedoors

Instagram: https://www.instagram.com/jollygoatgaragedoors/

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

In this episode of Beers with Contractors, hosts Will and Terry discuss why contractors form partnerships and the different types—family, operational, financial, and strategic—emphasizing that partners should share a clear end goal and defined contributions. They stress setting an operating agreement before formation to establish equity splits, decision authority, deadlock resolution, salary/work expectations, distribution thresholds, buyout/exit triggers, and what happens if a partner dies. They warn against desperation-driven money partnerships and “three F’s” funding, advise vetting investors by checking prior partners, and highlight the importance of managing-member control and NDAs. The episode contrasts banks as capital partners with private investors and outlines entity/tax considerations (LLC, S corp, C corp, accredited investors, cap tables). They address employee equity via vesting stock options/phantom equity, and discuss private equity’s varied approaches, owner retention, platform rollups, and preparation via clean financials and professional advisors.

00:00 Introduction

01:21 Why Partnerships Come Up

03:57 Goals and Roles First

05:16 Family Partnerships Done Right

06:46 Operating Agreements and Deadlocks

13:11 Operational vs Financial Partners

15:31 Financial Partners and Structuring

21:27 Vetting Investors and Horror Story

24:50 Due Diligence and Reputation Risk

28:30 Exit Plans and Triggers

29:16 Partner Buyout Valuation

31:41 Assets Debts and Vehicles

33:01 Investor Classes and Entities

36:56 Employee Equity and Vesting

40:50 Private Equity Realities

48:30 Taxes and Long Term Strategy

50:16 Relationships and NDAs

53:09 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

In this episode of Beers with Contractors, hosts Will and Terry share updates ranging from Terry’s restaurant renovation project—featuring a massive black walnut bar slab and plans for event/office space—to Terry’s trip to the AGC National Convention in Orlando with four OU Construction Science students. They discuss conference highlights including AI tools for bidding, accounting, inventory tracking, jobsite documentation, and safety reporting with translation and incident trend analysis, plus emerging ideas like integrating video capture. They also cover tool trends such as improved battery technology, manufacturers moving away from corded tools, and safety shutoff drills, along with the culture of swag and networking. Breakaway topics include the rapid growth of data centers, their increasing proximity to population bases due to latency, infrastructure needs, workforce shortages and immigration, and discussions of onsite power options including nuclear and micro-reactors.

00:00 Introduction

00:30 Terry Restaurant Project

01:24 Bar Build And Bargain Finds

03:41 Italy Trip And Conference Tease

04:09 Swag Stickers And Gifts

05:16 Why Orlando AGC Trip

07:11 AGC Convention Highlights

08:47 Coolest AI Tech For Bids

11:21 Battery Tools Going Cordless

15:09 Automation Robots And AI Mindset

16:27 AI Safety Software

19:41 Trench Safety Reality Check

24:01 Random Booths And Tool Gadgets

25:58 Missing Bits Chaos

27:13 Milwaukee Jenga Score

28:51 Old School Tool Brands

32:08 Battery vs Corded Power

36:44 AGC Data Center Boom

41:49 Workforce and Infrastructure

43:56 Micro Nuclear Power Talk

48:29 Industry Community Giveback

50:52 Wrap Up and Disclaimers

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

In a combined episode featuring Christian Olson of Footprint Capital with hosts Terry and Will, the group explains the difference between private equity (PE) and investment banking and why contractors should understand it when considering a sale or partnership. Olson describes PE as capital raised from institutions to invest in privately held businesses on a 3–5 year return timeline, while investment bankers represent contractors to structure and run transactions (full exit, minority growth, control sale, ESOP) typically over 6–12 months, sometimes longer to build management depth and buyer-ready KPIs. They discuss a recent M&A slowdown tied to higher rates, consumer financing costs, and mild winters, followed by expectations for a more active 2025 if macro uncertainty stabilizes. Olson notes deal success depends on competitive processes, realistic owner succession, culture retention, and that PE usually keeps teams. They cover minimum scale (around $500K EBITDA), referral sources, LOI/diligence risks when sellers go direct, and how technology/AI, CRM/ERP “tech stacks,” and efficiency tools are accelerating consolidation expectations into 2026.

00:00 Private Equity vs Banking

01:51 Deal Timelines Explained

02:10 M&A Market Outlook

04:11 PE Partnership Options

07:41 Avoiding Fire Sale Exits

10:16 LOI to Close Process

12:36 Minimum Size for PE

13:44 Finding the Right Advisor

15:21 Tech and AI for Scale

17:41 2026 Consolidation Trends

30:25 What Buyers Want Fixed

30:58 Succession and Culture Wrap

Contact Christian Olson at:

Email: [email protected]

Website: https://www.footprintcapital.com/

LinkedIn: https://www.linkedin.com/in/christian-olson-68329b6/

Instagram: https://www.instagram.com/footprintcapital/

Facebook: https://www.facebook.com/footprintcapital/

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

In this episode of Beers with Contractors, hosts Will and Terry interview Jeff Peters, a national home service sales trainer and host of the Elevate In-Home Sales podcast, about what actually drives success in in-home sales. Jeff shares how he entered sales through a foundation and concrete repair company, became a top producer, and moved into coaching. He challenges common misconceptions that being “good with people” means talking more, arguing elite reps ask better questions, listen, and follow a consistent process—even when it’s boring—because process is scalable unlike owner-driven selling. He emphasizes building value before discussing price, rejecting “it won’t work in my market” thinking, and focusing on professional rather than social rapport. Jeff discusses training non-negotiables, role play with strong feedback, authenticity in interviews, and illustrates questioning techniques with stories from the field and a massage-chair sales experience.

00:00 Introduction

03:01 Jeff Sales Origin Story

05:19 Sales Myths and Listening

08:04 Trust the Process

10:15 Owners Breaking Process

13:27 Build a Process Fast

15:41 Mundane Wins in Sales

17:56 Market Mindset and Value

26:58 Pushing Sales Norms

29:11 Why Rapport Backfires

31:31 Professional Rapport Training

36:03 Golf House Wake Up Call

38:41 Interview Advice Authenticity

41:51 Sales Training Nonnegotiables

49:07 Power of Questions Story

54:54 Conclusion

Elevate In-Home Sales Podcast: https://podcasts.apple.com/us/podcast/elevate-in-home-sales/id1850173798

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

Hosts Will and Terry discuss construction workforce recruiting, arguing that young people aren’t lazy but approach work differently due to technology and changing expectations. Terry, now at the University of Oklahoma after OSU, shares how many students secure internships as early as freshman year and how companies that show loyalty often lock in top talent through repeat internships and part-time school-year work, with average starting salaries around $74,000 for OU grads. They emphasize culture fit, reputation, and being present at career fairs, including sending relatable recent graduates and providing branded swag. Terry explains what a formalized internship program can include—rotations through PM, superintendent, estimating, and presentations—and warns that poor intern treatment travels by word of mouth. They also cover licensed trades pathways in Oklahoma, merit vs. hour-based licensure, and the need for continuing education as technology changes.

00:00 Introduction

01:58 Nobody Wants to Work

03:22 Dad Jobsite Lessons

05:57 Gen Z Work Styles

07:25 Recruiting Top Talent Early

11:03 Culture and Loyalty

12:26 Building Internship Programs

16:30 Career Fairs and Headhunters

19:26 Pay Expectations and Degrees

21:49 Schools as Talent Pipeline

25:21 Speaking to Student Entrepreneurs

26:01 Employer Red Flags

26:55 Intern Feedback Loop

28:44 Trade Licensing Pathways

31:53 Merit vs Hour Requirements

33:30 Modernizing Licensure

38:19 Merit Based Storytime

43:52 Career Fairs and Branding

46:16 Recruiting Future Trends

50:41 Treat Hiring Like Sales

53:18 Conclusion

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

In this episode of Beers with Contractors, host Will answers the common question “how do I scale my construction company?” by explaining a simplified “flywheel” model for home services businesses: starter gear (cash, assets, technology) drives marketing, then call center, sales, production/installs, accounting, and sometimes service, with leftover money reinvested to keep the wheel spinning. He emphasizes scaling departments evenly to avoid financial strain and outlines key KPIs for each: marketing (total qualified leads, cost per lead, marketing spend as % of installed revenue), call center (lead-to-appointment conversion, speed to lead, follow-up rate), sales (total sales, average dollar per lead, cancellation rate), production (installed volume, gross profit margin, install volume per week, install rate, reviews), accounting (AR, AP, break-even, spread), and service (average dollar per stop, service sales, churn).

00:00 Introduction

00:18 Scaling Question Framed

01:46 Flywheel Model Explained

04:09 Starter Gear Basics

05:46 Departments Overview

11:15 KPIs Dashboard Mindset

12:46 Marketing KPIs

17:09 Call Center KPIs

20:18 Sales KPIs and ADL

25:40 Production KPIs Intro

26:30 Scaling With Suppliers

28:07 Gross Profit Margin KPI

29:42 Install Volume Metrics

30:41 Accounting Department KPIs

34:10 Service Department Metrics

37:58 Flywheel Recap

40:21 Hiring By Department

46:57 Investments And Debt

49:37 Final Takeaways

Link to e-book:

https://app.typeset.com/play/014G6E

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

In this episode of Beers with Contractors, host Will and Terry joke about which trades bash each other the most, then welcome return guest Brandon Sprenger, a former field tech and now commercial/industrial HVAC outside sales executive with Intech Solutions in Atlanta. Brandon explains key differences between residential and commercial HVAC especially identifying the real buyer across owners, property managers, and tenants—and how selling has shifted from pressure to consultative to an “intelligence era” focused on psychology and qualifying questions. They discuss efficiency claims vs real ROI, the importance of detailed digital reporting, and new AI tools that can capture asset data and generate quotes quickly while risking an overly transactional sales process. Brandon shares how ongoing sales training (e.g., Jeremy Miner, Alex Hormozi) and simplifying technical concepts for decision-makers help him sell outcomes, and they close with trade labor trend and rising technician pay.

00:00 Introduction

00:14 Which Trades Talk the Most

00:41 Concrete Guys and Online Critiques

01:14 MEP Blame Game and Finishers

03:37 Introducing Brandon Sprenger

04:56 Moving to Atlanta Culture Shock

06:24 Residential vs Commercial HVAC Buyers

08:42 Modern Selling and Amazon Mentality

10:42 Efficiency Talk and Owner Attitudes

15:00 Low Hanging Fruit Digital Reporting

18:30 AI Reporting and Auto Quoting

21:19 Will AI Replace Salespeople?

23:57 From Technician to Sales Skills

26:01 Sales Turning Point and School Board

26:48 Rejection To Skillbuilding

27:48 Words Mean Different Things

29:52 Selling Outcomes Not Products

30:42 Training For Mastery

35:25 Technical Knowledge In Sales

40:25 Trade Careers And Pay

43:21 Private Equity Disruption

51:15 Wrap Up And Listener Shoutouts

Contact Brandon Sprenger on:

LinkedIn: https://www.linkedin.com/in/brandon-sprenger-293299220/

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

In this episode of Beers with Contractors, hosts Will and Terry sit down with fourth-generation mason and Trinity Brick sales pro Zach Easley. They discuss why brick usually shouldn’t be painted, how masonry has evolved amid labor shortages, and efforts to rebuild interest in the trades through programs like Construct My Future, OU Construction Science, and Mid-Del Tech. Zach shares how hands-on training builds confidence and career pathways for students, from local competitions to nationals. The conversation also covers automation trials like the SAM bricklaying robot, prefab trends, and the growing use of thin brick for cost and logistics, while full-depth brick remains strong. They explore high-strength glass brick, its extreme cost and precision installation, architect-driven creative designs, and close with Zach’s brick-themed artwork, including massive brick-count pieces, and a shout-out to those supporting masonry education.

00:00 Introduction

01:37 Zach’s Background & Industry Role

04:22 Should You Paint Brick?

06:49 Masonry’s Future: Labor & Tools

09:18 Masonry Robots on the Jobsite

11:52 Training the Next Generation

17:23 Masonry as Art & Design

20:52 Thin Brick on the Rise

24:11 Thin vs. Full Brick

27:51 Prefab & Labor Impact

29:22 Prefab Pods Installed

30:17 Evolving Trade Skills

31:48 Old-School Jobsite Culture

38:25 Glass vs. Traditional Brick

40:11 Amsterdam Glass Brick Build

45:54 Brick Art & Massive Drawings

53:44 Conclusion

Contact Zack Easley at:

Instagram: https://www.instagram.com/brickartistzack/?hl=en

LinkedIn: https://www.linkedin.com/in/zack-easley-ba6300b5/

Facebook: https://www.facebook.com/brickartistzacke/

Email: [email protected]

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

In this episode of Beers with Contractors, hosts Will and Terry welcome Mark Winhoffer, head of the customer success team at Rilla, an AI-driven feedback tool for sales teams. The discussion includes the importance of using polite language with AI, Rilla's application in improving sales performance, and how it provides real-time, actionable feedback. The team also dives into humorous anecdotes from sales calls, the importance of emotional intelligence, and the tangible results businesses can achieve using Rilla. The conversation touches on the challenges of implementing AI in sales, legal considerations, and the importance of human involvement in utilizing AI technology effectively.

00:00 Introduction

00:47 AI Etiquette and Humor

03:16 Deep Dive into Rilla's Features

06:46 Sales Techniques and AI Feedback

14:21 Personal Stories and Sales Insights

27:02 AI Integration in Daily Life

28:21 Hilarious Sales Objection Stories

35:03 Privacy and Legal Concerns

38:15 The Human Element in Sales

42:14 Customer Success and Data Utilization

46:24 Future of AI in Sales

51:20 Conclusion

Contact Mark Winhoffer on:

Website:https://www.rilla.com/

LinkedIn: https://www.linkedin.com/in/mark-winhoffer-%F0%9F%87%B5%F0%9F%87%AD%E2%9A%BD%EF%B8%8F-b36282189/

LinkedIn (Rilla): https://www.linkedin.com/company/rilla-co/

Facebook: https://www.facebook.com/profile.php?id=100092587457445

Youtube: https://www.youtube.com/@RillaMedia

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