In this episode, Owen sits down with Pantelis, a residential builder who went from feeling like a failure—working seven days a week, ten hours a day, with finances going backwards—to building momentum, scaling a team, and creating a business that serves his life, not consumes it.

We unpack:

• The breaking point moment when his kids waved goodbye and he felt worthless inside.
• How taking complete responsibility flipped his results in weeks.
• Why builders must shift from “poverty mindset” to “prosperity mindset” to scale.
• The hidden danger of execution risk and why timeframes matter.
• Why leadership, clarity, and saying “no” to the wrong jobs is the real growth lever.

If you’re a builder stretched between being on the tools and running a multi-million-dollar operation, this conversation is your wake-up call.

 

🕒 Timestamped Key Points

• [00:05:30] The rock-bottom moment: kids waving goodbye, finances collapsing.
• [00:07:00] Taking ownership and stacking wins instead of chasing your tail.
• [00:09:20] Why tradespeople aren’t taught sales—and how it holds businesses back.
• [00:12:00] Service vs. hospitality: what elite builders actually deliver.
• [00:15:20] Scaling pains: from chaos to clarity with team roles and systems.
• [00:18:40] Picking the right clients and learning it’s okay to say “no.”
• [00:29:00] The poverty vs. prosperity mindset shift that unlocks growth.
• [00:33:00] Execution risk: why timeframes are your biggest financial hazard.
• [00:39:00] Leadership loneliness and why the right network changes everything.
• [00:42:20] Redefining success: from survival to lifestyle, wealth, and impact.

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Show Notes

A growing residential builder shares the uncomfortable truths that forced an identity shift from “on the tools” to business leader. We unpack how paid pre-construction flipped his sales process, why a detailed quote document beat a cheaper competitor for a $1.2M new build, the discipline of PSR 1-3-1 problem solving, and the accountability equation that makes tough conversations doable. We also get into marketing beyond Instagram posts, fixing the accountant relationship, and building momentum when cash is tight.

Key Points

[00:02:14] – "I realised I was working harder than ever and making less money than when I worked alone."
A brutally honest reflection on why he joined TPB and what wasn't working in his business.

[00:06:30] – “I started my business just to make ends meet—then I realised it could be something more.”
The early motivations: weekend cash jobs, financial pressure, and the leap from teaching to full-time business.

[00:12:17] – "Hiring my first apprentice was terrifying."
Why that first hire is harder than it seems, and how most owners default to labour instead of admin support.

[00:19:10] – “We just started our first $1.2M build—here’s what changed.”
How leadership, team building, and proper quoting systems led to winning larger, better projects.

[00:23:47] – "We teach PSR 1-3-1: One problem, three solutions, one recommendation."
How this simple habit trains your team to solve problems without dumping them on you.

[00:29:11] – “Accountability is just expectations, measurement, and feedback.”
How to structure crucial conversations and break the ‘mate vs. boss’ tension.

[00:36:30] – "My tax bill blindsided me—I had $1,000 in the bank and $150K in overdraft."
The harsh financial lesson that forced him to switch accountants and take control of his cashflow.

[00:41:22] – “I used to apologise for my prices… now I say it with confidence.”
The mindset shift from “please accept my quote” to “this is the professional service we deliver.”

[00:53:10] – "Success is freedom—financially and in my time."
Why he wants a business that can run without him, and how he's designing it to get there.

[00:58:40] – "That $1.2M job? We won it because our quote was 40 pages, not four."
How quoting depth and a Prelim Package beat cheaper builders—and why he's now charging for every pre-construction engagement.

Follow TPB for more

🖥️ Get your business health audit + free resources here – https://www.theprofessionalbuilder.com
🚀 Book your FREE strategy session: https://tpb.tools/pod-call

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In this episode of The Builder’s Ladder, Owen is joined by Coach Shane to spotlight one of TPB’s members, Rudy Marroquin of Atlas Custom Homes. Rudy’s story is a blueprint for transformation: from 80-hour weeks and razor-thin margins to securing $75M projects with 32% profit margins — all while working fewer hours than ever.

You’ll hear how Rudy tackled the five core dominoes of growth — financial visibility, marketing, sales, operations, and strategic expansion — and how his relentless mindset turned ambitious goals into reality.

Discover the modules and tools Rudy used to systemize his business, why mindset is the hidden multiplier for success, and how builders can break free from being the bottleneck to finally owning a business that runs without them.

Key Points

• 00:00:00 Introduction: Why sales become easy when marketing does the heavy lifting
• 00:02:15 Meet Coach Shane: Specializing in contracts, client management, and compliance
• 00:06:30 Spotlight on Rudy Marroquin — from $4.8M in revenue with negative margins to $75M in secured projects
• 00:09:45 The bottleneck problem: Why owners must decentralize command to grow
• 00:13:20 Step 1 — Financial systems: Back-costing, chart of accounts, and the Plan for Profit calculator
• 00:18:00 From -5% to +32% margins in under 2 months
• 00:20:10 Step 2 — Marketing pillars: Clarity, consistency, and creating a lookbook that wins trust
• 00:25:15 Step 3 — Sales process overhaul: Converting with SPACE (safety, performance, appearance, comfort, economy)
• 00:29:40 Hiring a VP of Sales and building systems that remove the owner from selling
• 00:34:00 Step 4 — Operations: Empowering staff, reducing bottlenecks, and installing site systems
• 00:38:15 Step 5 — Strategic growth: Launching Atlas Custom Cabinets and multi-home developments
• 00:42:10 Lifestyle shift: From 80-hour weeks to 5-hour days while achieving more
• 00:45:00 Key lesson: It’s not about doing more — it’s about doing the right things in the right order

Follow TPB for more

• 🖥️ Get your business health audit + free resources here – https://www.theprofessionalbuilder.com
• 🚀 Book your FREE strategy session: https://tpb.tools/pod-call

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Join Owen and Vinnie as they pull back the curtain on TPB's ambitious summit strategy. Discover why leaving your business for 2-3 days is one of the most important pressure tests you can do, how the "2D to 3D" experience creates breakthrough momentum, and what's planned for the upcoming Gold Coast Summit.

Learn the "Likes, Bests & Next Times" (LBS & NTS) framework you should use after every project, why we're adding family packages to make these events accessible, and how AI will help uncover 100 high-trust referral partners in minutes at the live workshop.

Key Points

• 00:00:00 Introduction: Why TPB is committing to five summits per year
• 00:03:20 The business case: Why expensive events deliver massive member value
• 00:06:40 Going from 2D to 3D: The power of in-person connections
• 00:09:15 The pressure test: Why leaving your business reveals weaknesses
• 00:12:30 LBS & NTS framework: Quantitative vs. qualitative project feedback
• 00:15:45 Gold Coast Summit preview: October 9-10 at Sofitel Broadbeach
• 00:18:20 Summit themes: Becoming the preferred builder and protecting profits
• 00:21:40 Live workshops: Building sales assets and AI referral strategies
• 00:24:10 Family packages: Making summits accessible for the whole family
• 00:26:30 How to reserve your spot: BuildersSummit.com with limited tickets

Discover why the person sitting next to you might have already solved your biggest business challenge, how Simon Manor's elite conversion process gets 80% signup rates, and why the morning activities (ice baths, boxing, ocean swims) set the energy for breakthrough days.

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 🎟️ Reserve your Gold Coast Summit seat: https://builderssummit.com

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One of our members had his business valued at $150K with a 1.5x multiple when he first came to us. Just 18 months later, after systemizing and improving profits to $500K, that same business was worth $1.5M with a 3x multiple. The difference between building a job and building a business asset is worth millions.

Join Marti Amos for the final episode of our eight-part series covering the biggest takeaways from The Profitable Builder's Playbook. Chapter 8 focuses on the ultimate goal: What's your exit strategy and how do you maximize the value of your business?

Learn why most building company owners work 10+ years but their business is worth almost nothing without them, the five-step buy-in process that can 4x your business value, and how to build an asset worth 3-4 times your net profit whether you ultimately sell or not.

Key Points

• 00:00:00 Introduction: Final episode recap and the ultimate business goal
• 00:03:20 Why most builders build themselves a job, not a business asset
• 00:06:40 Business valuation components: Stock, assets, and goodwill explained
• 00:09:15 Setting your Business Maturity Date (BMD) - your 18-month vision
• 00:12:30 Different exit options: Buy-ins, profit sharing, and vendor financing
• 00:15:45 The five-step buy-in process with legal frameworks
• 00:18:20 Intellectual property strategy: License vs. include in sale
• 00:21:40 Why building a saleable business makes it more profitable immediately
• 00:24:10 Simple math: From $300K to $1.5M business value in 18 months
• 00:26:30 Implementation: Calculate your current business value this week

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping: https://www.profitablebuilderbook.com/free

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Join Marti as he breaks down Chapter 7 of The Profitable Builder's Playbook: The 10 Step Sales Process That Consistently Converts. Discover why a good target conversion rate is 50%, yet most building company owners are only winning 20-30% of the jobs they quote.

Learn the complete systematic sales process that converts 60% of qualified prospects, why you should be charging $1,500-$5,000 for detailed pricing, and how to eliminate time wasters while positioning yourself as the professional choice in a competitive market.

Key Points

• 00:00:00 Introduction: From zero projects to $4.1M in six weeks
• 00:03:20 Why most builders treat sales like a lottery and compete on price
• 00:06:40 Step 1-3: Initial contact, qualifying questionnaire, and wow info pack
• 00:09:15 Step 4-5: Professional site visit with your full team
• 00:12:30 Step 6: The prelim budget meeting and charging for quotes
• 00:15:45 Step 7: Budget reality check and creating urgency
• 00:18:20 Step 8-9: Presenting the quote as an action plan with sales choreography
• 00:21:40 Step 10: The natural close and securing signed contracts
• 00:24:10 Overcoming objections: Why clients will pay for professional quotes
• 00:26:30 Implementation: Create your qualifying questionnaire this week

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping: https://www.profitablebuilderbook.com/free

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See omnystudio.com/listener for privacy information.

Mark from Tauranga went from chasing any work to being fully booked out for a year in advance at 20%+ margins after building a great marketing machine. The secret isn't necessarily spending more on marketing - it's answering the four key questions that make clients want to choose you before they even meet you.

Join Marti as he breaks down Chapter 6 of The Profitable Builder's Playbook: Marketing and How to Keep Your Pipeline Full. Discover why sales becomes easier when marketing does the heavy lifting, yet most builders are still waiting for the phone to ring.

Learn the complete Marketing Machine Framework with the three Ms (Market, Message, Medium), the TPB 1% referral system that 8x's your referral leads, and why the real gold mine is in the 25% of people who are 3-12 months away from starting their project.

Key Points

• 00:00:00 Introduction: From chasing work to being booked out a year in advance
• 00:03:20 Why most builders rely on hope marketing instead of predictable systems
• 00:06:40 The Marketing Machine Framework: Market, Message, Medium
• 00:09:15 Answering the four key questions that make clients choose you
• 00:12:30 The marketing calculator: Reverse engineering your lead needs
• 00:15:45 The TPB 1% referral system explained
• 00:18:20 The buyer's pyramid: Why 25% of prospects are the real gold mine
• 00:21:40 Lead magnets and nurturing prospects over 3-12 months
• 00:24:10 Why bad marketing is expensive but great marketing pays for itself
• 00:26:30 Implementation: List 20 people who could refer you ideal clients

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping: https://www.profitablebuilderbook.com/free

https://www.facebook.com/groups/TPBmember: https://www.facebook.com/TheProfessionalBuilder

See omnystudio.com/listener for privacy information.

Brian just signed a $750K contract at 25% margin using the Pricing for Profit system. The secret isn't just raising prices - it's knowing what to include that most builders give away for free.

Join Marti Amos as he breaks down Chapter 5 of The Profitable Builder's Playbook: How to Price Your Projects Profitably. Discover why pricing is by far the biggest tool for earnings improvement, and how building company owners are leaving $100K+ on the table every year by not getting this right.

Learn the complete Profitable Pricing Framework that transforms builders from pricing to win work (and making no money) to guaranteeing minimum 20% gross profit on every project. Plus, discover the variation control system that eliminates nasty surprises and dramatically improves cash flow.

Key Points:

• 00:00:00 Introduction: How one builder went from 10% markup to 25% actual gross profit
• 00:03:20 Why most builders price to win work, not to make money
• 00:06:40 Step 1: Creating an accurate estimating process
• 00:09:15 Step 2: Including all your costs with proper markups
• 00:12:30 Step 3: The variation control system for better cash flow
• 00:15:45 Step 4: Labor hour control broken down by stage
• 00:18:20 Step 5: Back costing in real time to catch problems early
• 00:21:40 Overcoming objections: Why clients expect project management fees
• 00:24:10 Implementation: Add project management fees to your next quote
• 00:26:30 How to guarantee profit on every job with daily tracking

Discover why project management should be positioned as a separate professional service, how to break down labor forecasting by stage to stay within 5% of targets, and why daily back costing discipline saves members $2K-$15K per job by catching invoice errors.

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping: https://www.profitablebuilderbook.com/free

https://www.facebook.com/groups/TPBmember: https://www.facebook.com/TheProfessionalBuilder

See omnystudio.com/listener for privacy information.

This mistake costs builders over $100K each in lost profits - and most don't even realize they're making it. Lou thought he was profitable until he learned how to read his numbers correctly and discovered he was actually losing money on most of his projects.

Join Marti as he breaks down Chapter 4 of The Profitable Builder's Playbook: Knowing the Numbers That Drive Your Business. Discover why over half the businesses we see have their profit and loss set up incorrectly, leading to decisions based on false information.

Learn the critical difference between markup and margin that's costing builders hundreds of thousands of dollars, the golden ratios every residential builder must hit, and the Four Levers Profit Calculator that shows exactly which area will give you the biggest bang for your buck.

Key Points

• 00:00:00 Introduction: The costly mistake builders make with their numbers
• 00:03:20 Why builders avoid their numbers and the real cost of ignorance
• 00:06:40 How to set up your profit and loss correctly
• 00:09:15 The golden ratios: Your success benchmarks for profitability
• 00:12:30 Markup vs. margin: The confusion costing builders $100K+ 00:15:45 The Four Levers Profit Calculator explained
• 00:18:20 How to reverse engineer your profit goals
• 00:21:40 Why "I can't get 20% margins in my market" is a myth
• 00:24:10 Controlling work in progress with real-time job costing
• 00:26:30 Implementation: Calculate your actual gross margin this week

Discover why 20% gross margin minimum is non-negotiable to run a real business, how small improvements in the four levers create exponential profit growth, and why numbers are the language of business - ignore them at your peril.

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping:  https://www.profitablebuilderbook.com/free

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See omnystudio.com/listener for privacy information.

Building a winning team isn't about finding perfect people - it's about creating the systems that turn good people into great performers. Ben from Twizel keeps half his staff for over five years and runs a $10 million company because he treats his business like a sports team, not a family.

Join Marti as he breaks down Chapter 3 of The Profitable Builder's Playbook: How to Build a Winning Team. Discover why the difference between a $500K builder and a $5M building company owner isn't skill - it's whether they've built a team or built themselves a prison.

Learn the complete Winning Team Framework, including how to establish company values that actually drive behavior, create scorecards that give clarity to both you and your team, and implement the PSR Problem-Solving Framework that will transform how your team approaches challenges.

Key Points

• 00:00:00 Introduction: The difference between $500K and $5M builders
• 00:03:20 Why treating your business like a sports team beats the family approach
• 00:06:40 The Winning Team Framework: Starting with your values
• 00:09:15 Creating scorecards for every role with clear KPIs
• 00:12:30 The four essential meetings every building business needs
• 00:15:45 Hiring for career progression to retain top talent
• 00:18:20 The PSR Framework: Problem, Solutions, Recommendation
• 00:21:40 Why good people aren't too expensive - bad people cost more
• 00:24:10 Creating compelling career paths to attract quality team members
• 00:26:30 Implementation: Rating your team and creating your first scorecard

Discover how one good foreman can save you 20+ hours per week in management time, why accountability through visibility beats micromanaging, and how clear career progression keeps great people while filtering out the wrong ones.

Follow TPB for more:

• 🖥️ Get your business health audit + free resources (including website audit) here – https://www.theprofessionalbuilder.com
• 🚀 Head to https://tpb.tools/pod-call to book your FREE strategy session.
• 📕Get your FREE copy of The Profitable Builders Playbook, just cover shipping:  https://www.profitablebuilderbook.com/free 

https://www.facebook.com/groups/TPBmember: https://www.facebook.com/TheProfessionalBuilder

See omnystudio.com/listener for privacy information.