Mark Wales led SAS soldiers through firefights in Afghanistan. Here are the leadership rules that hold a building business together under pressure.

In this episode of The Builders Coach Show, business coach for builders Kurt Hegetschweiler sits down with Mark Wales: ex-SAS troop commander, Wharton MBA, McKinsey consultant, Australian Survivor winner and author of Mission Ready. Together they translate elite military leadership into practical strategies for residential builders and construction business owners: preparation, pressure, team culture, and the systems that keep a building company moving when everything goes wrong at once.

No theory. Just what the highest-performing teams on earth actually do, translated for builders.

🎟 SEE MARK WALES LIVE at the Builders Coach Success Summit 2026 in Sydney, 19-20 August. Book your seat now: https://milliondollar.builderscoach.com.au/bc-summit-2026

WHAT WE COVER:

- Why some leaders hold it together in a crisis and others fall apart (it is decided before the crisis starts)

- Win the battle before you get there: preparation as the builder's real advantage, from the battlefield to pre-construction

- The SAS mindsets that transfer straight to a building company: bias to action and the relentless pursuit of excellence

- A real mission vs a revenue target, and why profit follows the right mission

- AI for builders: finding gaps in pre-construction documentation, plus the builder who replaced a $7K website and a $700-a-month SEO retainer for almost nothing

- The complacency trap that hits builders after seven figures

- What Mark learned from fully committing to the wrong mission

- Train for your worst day, not your average day

- Work like a lion: focused bursts, deliberate recovery

- Staying calm under pressure: breathing, the amygdala, and slowing the game down

- After-action reviews: the simple weekly ritual that turns an average building team into an elite one

- The 20% of leadership that moves the needle: mission first, team second, you third, plus psychological safety and clear boundaries

CHAPTERS:

0:00 Intro

0:06 Welcome: who is Mark Wales

0:52 What separates those who hold it together in a crisis

2:24 Preparation before execution (the pre-construction parallel)

3:10 What "mission ready" means in business

4:43 Health foundation + the mission, team, self hierarchy

6:16 "Your business will never outgrow your leadership"

7:49 SAS mindsets: bias to action, relentless pursuit of excellence 9:24 Why Wharton was harder than SAS selection

12:32 A real mission vs a revenue target

14:52 Steve Jobs, unique ability and purpose

18:04 What builders really build

20:23 AI in building: pre-con checks + the $7K website replaced

22:45 Complacency at the top of the mountain

24:18 Teaching leadership: the book and the course

25:51 Where "relentless pursuit of excellence" comes from

27:23 Process over outcome

28:56 The hostage-rescue dream at 13

31:17 Fully committed to the wrong mission: the consulting years 32:52 The McKinsey leader who led humans first

36:06 Train for your worst day, not your average day

37:41 Work like a lion: bursts and recovery

40:03 Staying calm under pressure: breathing and the amygdala

43:16 Public speaking: purpose beats fear

44:52 12-week reviews + military after-action reviews

48:02 Why soldiers make good CEOs

48:48 The 20% of leadership that moves the needle

50:22 Psychological safety and clear boundaries

52:46 Deep work in the attention economy

55:06 Self-image, identity and the spotlight theory

57:26 Outro

JOIN US AT THE BUILDERS COACH SUCCESS SUMMIT 2026

Two days that will change how you run your building business. Kurt Hegetschweiler live, Mark Wales on stage, and a room full of Australia's most switched-on builders. Sydney, 19-20 August 2026.

👉 BOOK YOUR SEAT NOW: https://milliondollar.builderscoach.com.au/bc-summit-2026

READY TO GET SERIOUS ABOUT YOUR BUILDING BUSINESS?

If you're a residential builder doing $1M+ and you want the systems, leadership and numbers to match the mission, book your FREE 30-minute Strategy Session with Kurt:

👉 https://builderscoach.com/contact

More free resources for builders: https://builderscoach.com

ABOUT THE SHOW

The Builders Coach Show is hosted by Kurt Hegetschweiler, founder of Builders Coach, creator of the Million Dollar Builder Method, and business coach to thousands of residential builders over 20+ years. Real builders, real numbers, real strategies for profit, cash flow and workflow.

Subscribe so you don't miss an episode.

#BuildersCoach #ConstructionBusiness #ResidentialBuilder #BuilderPodcast #Leadership #MarkWales #BuildersCoachSummit

Most builders find out a job made no money when it's already finished. Joe Crawford finds out every Friday. That's how he caught a $100K cost blowout early enough to fix it. Joe runs Crawcon with his brother Dom: 18 staff across Sydney and Newcastle, delivering luxury renovations from $500K up to $10M.

In this episode of The Builders Coach Show, Kurt Hegetschweiler digs into how two brothers took a business full of family (Mum, Dad, brothers, cousins) and turned it into a structured operation with real role clarity, weekly financial controls, and a pipeline that doesn't rely on luck. No theory. Just what's actually working inside a growing residential building company.

WHAT WE COVER:

- Role clarity in a family business, and why "this isn't a conversation between two brothers, it's two business owners" changed everything

- Why the client, not the architecture, is the real difference between a big job and a small job

- The weekly dashboard: 10 key metrics Crawcon tracks to score the health of the business every single week

- How weekly financial controls caught a $100K restumping blowout, and why the client thanked them for it

- Delivering bad news early: the variation conversation most builders are terrified of

- Margin erosion: every week a job drags on eats your profit, here's how to track it

- Switching job management software to Wunderbuild for the forecasting tool

- Cost codes, purchase orders, and why Crawcon won't start a job unless it's 90% procured

- Timesheets and labour tracking: labour is now 50%+ of the job, get it wrong and there's no margin left

- The "donkey on the bridge": letting go of the belief that the builder has to do everything

- First key hires (bookkeeper, estimator, admin, content) and how to know you can afford them

- Daily stand-up meetings: what happened yesterday, what's happening today, what's blocking you

- Mindset, identity and leadership: lessons from rugby, a builder father, and $500M construction businesses

READY TO GET YOUR NUMBERS SORTED?

If you're a residential builder doing $1M+ and you want the same clarity Joe has (margins, cash flow, and a business that doesn't run on guesswork) book your FREE 30-minute Strategy Session with Kurt:

👉 https://builderscoach.com/contact/

More free resources for builders: https://builderscoach.com/book/

ABOUT THE SHOW

The Builders Coach Show is hosted by Kurt Hegetschweiler, founder of Builders Coach, creator of the Million Dollar Builder framework, and business coach to thousands of residential builders over 20+ years. Real builders, real numbers, real strategies for profit, cash flow and workflow. Subscribe so you don't miss an episode.

Pricing mistakes are one of the biggest reasons builders are losing profit, and in some cases, going under.

In this episode of The Builders Coach Show, Kurt Hegetschweiler breaks down the real issue facing the construction industry right now: pricing accuracy, margin confidence, and client communication.

With rising costs, fixed-price contracts, and increasing insolvencies across Australia, New Zealand, and beyond, builders are under more pressure than ever.

But here’s the truth:

👉 It’s not just the market, it’s how builders are pricing, managing risk, and communicating with clients.

In this episode, we cover:

- The 2 critical questions every client is now asking builders

- Why pricing accuracy is more important than ever in construction

- How to avoid price shock, variations, and client conflict

- The real reason you should never compete on price

- How to use provisional sums, buffers, and value management effectively

A real-life case study of a builder dealing with a $790K quote backlash

Kurt also shares insights from his Channel 7 interview and explains why builders must step up as leaders in uncertain times.

If you’re a residential builder, construction business owner, or project manager, this episode will change how you approach pricing and client communication.

🎯 Want help with your numbers, pricing, or systems?

Reach out: [email protected]

Are builders actually going under because of the economy? Or is something else going on?

In this episode of The Builders Coach Show, Kurt Hegetschweiler (fresh from his Channel 7 Weekend Sunrise appearance) and Jess Norton break down what's really driving Australia's building industry crisis and why the builders who understand their numbers are about to have the best years of their careers.

They cover:

✅ The real reason builders go broke (hint: it's not the economy)

✅ The science-backed stress mindset that can add 20 years to your life

✅ Why demand is at a generational high and what that means for YOU

✅ The peak performance structure used by elite athletes, and how to apply it to your building business

✅ How to protect your margins and come out the other side of this cycle stronger

Whether you're feeling the pressure right now or you're building well and want to stay ahead, this episode will give you a reality check AND a roadmap.

🎧 Subscribe so you never miss an episode.

📩 Want to work with Kurt? Visit www.builderscoach.com

🙏 THIS EPISODE IS BROUGHT TO YOU BY GORDON DIGITAL

Ready to grow? Book a Growth Session with Elly from Gordon Digital to explore the digital strategies that can help you reach your goals and get clarity on what’s working, and what isn’t, in your current marketing.

👉 Book your Growth Session here: https://app.gordondigital.com.au/widget/booking/ZL2qYG5h6RmXTiwt5Dik

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📌 Also mentioned in this episode: "Peak Performance. Elevate Your Game, Avoid Burnout, and Thrive with the New Science of Success"

By Brad Stulberg,Steve Magness

#BuildersCoach #BuildingIndustry #ConstructionBusiness #BuilderMindset #AustralianBuilders #BusinessCoaching #PeakPerformance #ConstructionIndustry #BuilderLife #FuelCrisis

Most building problems don’t start on site.

They start before construction even begins.

In this episode of The Builders Coach Show, Kurt Hegetschweiler and Jess break down the powerful principle:

“Slow is smooth. Smooth is fast.”

Originally used by firefighters and paramedics, this mindset has huge implications for residential builders and construction company owners.

Kurt shares real stories from builders he coaches and explains why rushing the pre-construction phase leads to delays, cost blowouts, difficult clients, and lost profit.

You’ll learn why the most successful builders focus on value management, early builder involvement (EBI), and strong leadership with clients before construction even starts.

If you're a builder or construction company owner who wants better projects, better clients, and higher profits, this episode is essential.

In this episode:

- Why 80–90% of construction problems start in pre-construction

- The biggest mistake builders make when starting a new project

- Why traditional 3-quote tender processes often fail clients

- How value management and EBI create better outcomes

- The leadership skill builders must develop with clients

- A real case study where a builder had to rip out a kitchen three times

The message is simple:

Slow down the front end, and your projects run faster and smoother.

Subscribe for more insights on profit, leadership, marketing and systems for residential builders.

Check out our website for more info and free resources: https://builderscoach.com

Getting back into rhythm after the holidays is harder than most builders admit.

In this episode of The Builders Coach Show, Jess and Kurt talk about the real challenges of restarting momentum after Christmas — from slipping habits and low motivation to mindset traps that impact performance in business and life.

You’ll hear practical insights on why goals alone don’t work, how routines and small daily actions create massive long-term results, and why emotional state plays a bigger role in business success than most construction company owners realise.

Kurt also shares coaching insights from builders experiencing stress, fear, and growth — and explains why focusing on the right metrics instead of negative thinking changes everything.

In this episode:

- Why January momentum often stalls for builders

- The power of “average days” instead of perfection

- Follow your plan, not your mood

- How habits outperform goal setting

- Using pain and setbacks as fuel for growth

- Leadership, mindset and emotional processing in business

If you’re a builder or construction company owner wanting to start the year stronger — this episode is for you.

📘 Get your FREE copy of Million Dollar Builder 2.0 by sending BOOK to [email protected]

#BuildersCoach #ConstructionBusiness #BuilderMindset #Leadership #Habits #BusinessGrowth

Builder insolvencies are rising at an unprecedented rate.

In Australia alone, over 3,500 builders went insolvent in 2025 — more than double the historical average. Similar trends are happening globally.

At the same time, demand for housing has never been higher.

So why are builders still going bankrupt?

In this episode of The Builders Coach Show, Kurt Hegetschweiler and Jess Norton unpack the real reasons behind the insolvency crisis affecting builders, and why many builders are struggling financially despite being fully booked.

This conversation explores the financial realities builders face, the emotional toll the industry is taking, and the critical importance of understanding your numbers.

In this episode, you’ll learn:

- Why builder insolvencies have doubled despite strong demand

- How many builders unknowingly operate with dangerously low margins

- Why not costing supervision and project management leads to hidden losses

- The impact of financial pressure on builders’ mental health and personal lives

- Why education and financial clarity are essential for long-term survival

Kurt also explains how builders can regain control by understanding the financial fundamentals of their business and making informed decisions.

If you’re a residential builder or construction business owner, this episode will give you clarity on what’s happening in the industry, and what you must understand to protect your business.

To request a free copy of Million Dollar Builder 2.0:

Email [email protected]

Subject: Book

Or check out our website for more info: https://builderscoach.com/book/

Builders who perform at the highest level don’t just get better at estimating and managing jobs, they get better at leading, thinking, and preparing.

In this episode of The Builders Coach Show, Kurt and Jess unpack the psychology and performance strategies used by elite athletes, special forces, and successful construction business owners.

We cover:

- Identity, self-image & leadership psychology

- How gratitude and competitive drive fuel performance

- Reflection & review frameworks for builders

- Planning your next 12 weeks with clarity

- Preparation tools for speaking, leadership & confidence

- How real builders are leveling up in 2026

If you’re a builder or construction company owner who’s serious about profit, performance, and leadership, this episode gives you the mental edge to stay ahead of the game.

Hit play to learn how to:

✔ Lead your team better

✔ Handle stress and conflict on site

✔ Improve performance through reflection

✔ Prepare strategically for the year ahead

📌 New episodes weekly

Subscribe for strategies on profit, cash flow, leadership, marketing, workflow and more for residential builders.

For more info and resources: https://builderscoach.com

In this special episode of The Builders Coach Show, Jess and Kurt share the biggest lessons, insights, and hard-won strategies from 2025, and how builders can use them to make 2026 their most profitable and streamlined year yet.

Whether you’re a residential builder, construction business owner, or managing a team and pipeline, this episode gives you practical clarity on leadership, estimating, pre-construction, value management, mindset, and margin protection.

In this episode, you’ll learn:

- Why more architects are finally embracing one-builder tenders and value management

- How builders can lead budget-led design to eliminate client price shock

- Why pre-construction is where you win or lose the job, and how to run it like a machine

- The 25/10/15 financial rule that helps builders quote accurately and protect gross margin

- How to handle burnout, boundaries, criticism, and the pressure of never-ending to-do lists

- Why “giving more than you take” is a core business strategy, not just philosophy

Plus: book recommendations, timeless mindset shifts, and yearly rituals Kurt uses to stay sharp as a leader and coach.

If you want to grow profit, improve workflow, lead better teams, and step into 2026 with confidence, this episode is for you.

👉 Listen now and subscribe for weekly episodes designed to help builders scale smarter, earn more profit, and run calmer, more efficient businesses.

#builders #builderscoach #residentialbuilder #constructionbusiness #valueengineering #preconstruction #estimating #leadership #businesscoachforbuilders #milliondollarbuilder

In this episode of The Builders Coach Show, Jess and Kurt unpack one of the most valuable chapters from Million Dollar Builder 2.0: the 80/20 Focus Framework.

This practical, no-BS conversation breaks down the three metrics every builder must optimise to run a profitable building company in 2026:

✅ Profit – How to get accurate numbers, set proper margins, and use the 25–10–15 model

✅ Cash Flow – How to structure payment schedules and push back on banks legally

✅ Workflow – How to manage capacity, forecasting, and client communication

If you’re a residential builder or construction company owner, you’ll learn:

✔ Why most builders don’t have accurate financials

✔ How to check your numbers in seconds (not weeks)

✔ The profit formula that stops builders going broke

✔ How to avoid trading insolvent with bank-funded projects

✔ The marketing + communication strategy that increases referrals

Whether you’re a $2M builder or a $20M builder, this episode gives you the 20% that drives 80% of business performance.

WHO THIS IS FOR:

Residential builders, custom home builders, renovation builders, boutique builders, and construction company owners who want to improve margins, cashflow, systems, and client experience.

RESOURCES MENTIONED:

📘 Million Dollar Builder 2.0 — now on Audible, Kindle, Spotify & Apple Books: https://www.amazon.com/dp/1966395205?ref_=cm_sw_r_ffobk_cp_ud_dp_VTHS8GC8NFKNJ2FTXNC7

🎧 Want the book launch replay? Email: RECORDING to [email protected]

LISTEN ON:

Spotify | Apple Podcasts | YouTube | Podbean

CONTACT & SUPPORT:

📩 Questions: [email protected]

🌐 https://builderscoach.com