Build to Win

What if the one thing holding your contracting business back was sitting right in front of you, but you just weren’t tracking it?

John Kolbaska reveals the huge impact of overhauling his call center, slashing speed to lead from 43 minutes to under 60 seconds.

The result was a 50% increase in appointment set rate and the company's best December ever.

You’ll also get a behind-the-scenes look at how separating new and veteran reps in training avoided confusion and burnout, and why his rehash strategy now closes 50% of lost sales.

This is the tactical episode you don’t want to miss. 🎧 Listen now.

Key Takeaways: 

Introduction (00:00)

Call center metrics and improvements (4:58)

Sales department strategies and training (25:26)

Rehash appointment setting and script (34:08)

Marketing and lead generation (49:52)

Sales revenue and growth projections (50:47)

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=23

⚡ 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/ 

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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!

Josh Blickley launched BathWorks of Michigan just before the pandemic. Fast forward, and he's built on pace for $44.8 million in 2026. Part of the reason for his huge success is his forecasting, budgeting, and hiring strategies.

In this episode, he reveals exactly how he plans his year, starting in Q3 of the previous one.

You’ll learn how he builds alignment across departments, sets aggressive yet realistic goals, and plans staffing well in advance. Plus, his “money-is-no-object” marketing method might just change how you budget forever.

👉 Listen now to learn how to forecast smarter, scale faster, and stop letting slow months crush your growth.

Key Takeaways: 

Introduction (00:00)

Forecasting and budgeting for business growth (04:56)

Good rate of growth per year (18:41)

Seasonality and market trends in contracting business (26:34)

Key performance indicators (KPIs) and daily monitoring (34:54)

44.8M sales target for 2026 (42:43)

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=23

⚡ 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/ 

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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!

Stop me if this sounds familiar. You run a home improvement business. You know your busy season, it’s spring. March, April, May. The weather is warming up, and people are thinking about home projects.

That’s what John thought, too. However, his assumption was based on gut feeling, as it has always been.

Then he looked at three years of his CRM data. He fed it into a simple spreadsheet tool from the Wealthy Contractor Success Society and let ChatGPT analyze it all.

The results blew up his entire business model. It turned out that his assumption about spring was completely off.

If you’re still budgeting like most contractors, you take your annual revenue goal and split it evenly across 12 months.

But your business doesn’t work like that. It has peaks and valleys. When you budget evenly, you end up overspending on marketing in slow months, and you're dramatically understaffed during your real busy season.

Tune in now to hear the full conversation about using AI, managing sales reps, and building a data-backed plan for the year ahead.

Key Takeaways: 

Introduction (00:00)

Business compass planning tool (01:16)

John shares his $1.9m to $5m growth story (03:12)

Using ChatGPT to identify sales seasonality (06:31)

Marketing spend adjusted based on slow months (17:52)

Demo count is marketing’s most important KPI (24:44)

Headcount planning for sales and production (33:52)

Business plan timing advice (42:26)

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=22

⚡ 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/ 

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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!

When Kirk Koskiniemi launched his roofing company, he thought hustle was enough.

He sold every job himself. Worked builder leads and took whatever came his way just to keep the lights on. Within five years, he hit $5 million in revenue, but profit was another story.

It wasn’t until he stepped back, built a real sales system, tracked every lead source, and implemented EOS that the business truly became his again.

In this rerun episode, Kirk shares exactly how he did it. From ditching builders, hiring his first salespeople, to spending over $1.8M in marketing the right way.

If you're stuck wearing every hat in your business, this episode is your blueprint to getting unstuck. 🎧Tune in!

Key Takeaways: 

Introduction (00:00)

Meet Kirk (01:23)

How Kirk grew his business (02:34)

Let’s talk about marketing (24:34)

Why you need EOS (48:04)

Kirk’s future plans (59:11)

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=21

 ⚡ 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/ 

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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!

Struggling with rising lead costs and unpredictable sales numbers? Chances are, you're not working your numbers backwards.

In this episode of Build to Win, we sit down live in Las Vegas with Tim Brown from RGS Exteriors and Construction to break down how he’s planning to hit $18 million in 2026 despite rising lead costs and a tougher market.

He walks us through the exact budgeting process he uses, starting from net profit and reverse-engineering the number of leads, sales, and marketing dollars needed to hit it.

You’ll also hear how Tim is restructuring his rehash strategy, raising prices without pushback, and holding his team accountable, all without burning out or blowing the budget.

Listen now and learn:

• Why lead costs are up 30% (and how to respond)
• The rehash system that’s actually converting
• How to raise prices without your team freaking out
• The monthly process that keeps budgets on track
• Why most companies plan backwards (and why that works)

Planning to grow in 2026? Let’s dive in.

Key Takeaways: 

Introduction (00:00)

Impact of lead costs and sales projections (01:11)

Industry trends and lead cost increases (01:53)

Strategies to manage lead costs and increase sales (03:39)

Reverse engineering sales and lead requirements (09:54)

Sales team and production capacity (12:08)

Gross profit and price adjustments (15:02)

Monthly financial review and leadership team involvement (16:50)

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=20

 ⚡ 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/ 

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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 reps walk into a home and start pitching before they’ve even earned the right to, and that’s exactly where the sale falls apart.

In this episode of Build to Win, we break down one of the most overlooked yet most important stages of the sales process: the needs assessment.

We’ll walk you through our full discovery doc, from the exact questions we ask to what we’re listening for and everything else in between.

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=19    

⚡ 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/ 

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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!

Ever had a customer go radio silent after they signed the contract, and wondered what went wrong?

Well the answer is simple: Your follow-up (or lack thereof) might be the issue.

In this week’s episode of Build to Win, we share with you the exact systems and strategies we use to keep our clients informed, excited, and on schedule from the moment they say “yes” all the way through install, warranty, and even a one-year follow-up.

Listen now and learn:

• What we send right after the job is sold
• How internal texts and emails keep the whole team aligned
• Why production updates are a goldmine for customer trust
• How follow-ups lead to reviews, referrals, and repeat jobs
• The sneaky-simple move that helped us close the loop post-install

… and a lot more!

Are you ready?

Let’s get into it.

Key Takeaways: 

Introduction (00:00)

The happy email (02:25)

What to do after the order is uploaded (10:34)

Always keep your customer informed (14:31)

Don’t forget about texts (17:46)

Setting expectations (19:59)

Scheduling the walkthrough (24:52)

After year after the installation (28:06)

How to create happy customers (29:03)

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=18  

⚡ 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/ 

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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!

We have a question for you: do you ever feel like you’re too old, too late, or too stuck to build something big? 

You’re not alone; and most importantly, it’s never too late.

Meet John D O’Leary: At 53 years old, he was still climbing roofs, burning out his body, and had nothing set aside for retirement. 

Most other contractors would have accepted that was the end of their story, but not John. Instead, he decided to pivot and ended up building a multimillion dollar business in just five years!

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.

Listen in now and learn:

• How John grew from $600k to $6M+ in just five years
• Why customer service was his secret weapon
• 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. 

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=17  

⚡ 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/ 

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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!

Many contractors focus on chasing revenue, neglecting profit, and end up building businesses that trap them rather than set them free.

We have met contractors who work countless and are 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, to discuss all of this and more. 

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 drives real business growth
• How to set your company up for profit from the start
• Why you must stop selling and start systemizing
• What your P&L should reveal to you each month

… and so much more!

After building and selling multiple companies, facing bankruptcy, and rebuilding with a renewed focus on mindset, systems, and profitability, Brian is sharing ALL his secrets with us.

Well then, what are you waiting for?

Run, don’t walk, and 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=16  

⚡ 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/ 

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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 still sending one-off texts to leads, or worse, only calling them, then we've got some bad news for you: you’re leaving a ton of money on the table.

In this week's episode of the Build to Win podcast, we’re handing over the actual SMS and email templates that help us set 80% of our raw leads into appointments, and we’re walking you through how to use them step by step.

Listen now and learn:

• How to structure an SMS that actually gets you responses
• The simple text that drastically reduces appointment no-shows
• When to send messages for maximum engagement
• Why even your biggest jobs should start with a text, not a call

…and a whole lot more.

Are you ready?

Let's dive in!

Key Takeaways: 

Introduction (00:00)

Why speed-to-lead is everything (02:59)

What makes a good SMS template? (08:32)

THIS is why you need multi-touch sequences (23:42)

Use emails wisely (27:36)

What about surveys? (37:31)

Additional Links & Resources:

🔥 Get our **FREE** SMS templates: https://drive.google.com/file/d/12LZwr_mg_EgClecR_CZrp1hFaH8sNaXO/view?usp=sharing

🔥 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=15  

⚡ 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/ 

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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!