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 interrogation
• Why deeper follow-up questions uncover real buying signals
• How to handle resistance and still keep the process smooth
• The one pre-appointment tactic that filters your best buyers
• How being honest (even when you’re not the right fit) can win trust

Tune 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=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 conversions
• How automation systems streamline follow-ups at every stage of the sales process
• The secrets to making sure no lead slips through the cracks, no matter your company size
• How 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 revenue
• How to scale by adding complementary services like siding and windows
• The critical role of cash flow and systematizing your business operations
• Lessons 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 you
• Why you need to refine your pricing model
• The 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 beyond
• Why investing in the right people is your biggest growth lever
• The one KPI every department should obsess over
• How to test, invest, and retire lead sources like a pro
• Why culture can make or break your ability to scale

Want 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 years
• Why customer service was his secret weapon (hint: red tickets)
• How he used the “knowing-doing gap” to out-execute everyone else
• What private equity looks for—and how he checked every box
• Why building a business with an exit in mind changes everything

This 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 goal
• Why you need to invest in a better marketing strategy
• The importance of creating a sales system that can be taught and scaled
• How 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 $1.5M
• The mindset shift that triggers real business growth
• How to structure your company for profit from day one
• Why you must stop selling and start systemizing
• What 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 scale
• Why you need key tools, such as CRMs and project management software, to manage your growth
• How to evolve your sales and marketing strategies for the next phase of business growth
• The 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!

If you’re struggling to grow your contracting business beyond the 7-figure mark, you’re not alone.

Many contractors hit a ceiling when they max out what they can do alone (keyword here being “alone”). And the secret to moving beyond is not more sales—it’s setting up the right systems, people, and processes to do the work for you.

In this week’s episode of the Build to Win podcast, we sit down with Kirk Koskiniemi, the president of IBEX Roof, a full-service residential roofing company in the states of Washington and Oregon.

Kirk was able to grow his company from nothing to a staggering $17 million in annual revenue—and today, he shares exactly how he achieved that. 

Tune in now and learn:

• Why profit is more important than top-line growth
• Why you need to implement a proper sales process
• Why Kirk stopped selling jobs himself
• The importance of marketing ROI and knowing your numbers
• How EOS can help you scale faster

… and much more!

If you’re trying to scale without burning out, then don’t miss this episode.

Tune in now for more.

Key Takeaways: 

Introduction (00:00)

Meet Kirk (00:19)

How Kirk grew his business (02:23)

Let’s talk about marketing (24:23)

Why you need EOS (47:54)

Kirk’s future plans (59:00)

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=3 

⚡ 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!