The Contractor Grow Show

In this episode of The Contractor Grow Show, Mark chats with Jacob Maupin, owner of Maupin Homes in McCall, Idaho—a second-generation custom builder blending military discipline, finance expertise, and real estate savvy to thrive in a high-end resort market near Brundage Mountain. Jacob shares his journey from Air National Guard crew chief to banker, back to family business, and how he and his wife now deliver energy-efficient luxury homes that outperform dated resales.​

Discover proven strategies for contractors:

• How military "service before self" and attention to detail build client trust in custom, high-stakes projects​
• Finance degree hacks for accurate cost-plus estimates, ROI on spec homes, and explaining premium pricing​
• Overcoming "cost per square foot" objections by showcasing value like standing seam roofs and superior insulation​
• Vertically integrating real estate to help clients buy land, sell old homes, and build new for under resale prices​
• Low-cost marketing mix: radio ads, Facebook/Instagram, chamber sponsorships, and ski race support driving referrals​
• Prioritizing local subs in tight geographic areas like Valley County to stay efficient and community-rooted​
• Growth mindset: from post-crash pivot to eyeing spec builds, developments, and commercial amid family life with 4 kids

Description

In this episode of The Contractor Grow Show, Mark talks with Marc Heiman, President/CEO of New York–based builder Richter+Ratner, a 100+ year construction firm known for complex museums, schools, and civic projects—and for their bold promise of no fee on change orders. Marc unpacks how their T.E.A.R.™ (Technical Evaluation, Analysis, Recommendation) process transforms pre-construction from an afterthought into a profit-protecting advantage for owners, architects, and builders.

You’ll learn how shifting from lump-sum bidding to cost-plus/GMP, leaning into fast-track and complex work, and obsessing over constructability and logistics has allowed Marc’s team to deliver high-profile projects with fewer surprises and stronger relationships.

In this episode, we cover:

• Why Marc pivoted a legacy retail-focused firm into museums, schools, and civic work
• How the T.E.A.R.™ method reduces change orders through deep pre-construction collaboration
• The real difference between lump sum vs. cost-plus/GMP—and why some owners are misled
• Why Richter+Ratner charges no fee on change orders and still protects margins
• How referrals from long-term relationships (including a rabbi client) drive $5B+ in work
• Why chasing revenue without the right resources can destroy a referral-based business
• How Marc uses teaching, lecturing, and board work to influence the industry
• The personal boundaries and mental-health habits that keep a CEO effective long term

In this episode of The Contractor Grow Show, Mark talks with Bob Ray, owner of North Indy Fence Deck & Rail in Noblesville, Indiana. After selling his family office-supply business, Bob jumped into a completely new industry—buying a small fence company with no trade background, just years of experience running and growing businesses.

Bob unpacks how he evaluated the business, turned it into a highly reviewed local brand, and built steady lead flow through reviews, relationships, and smart job selection—not by trying to be everything to everyone. If you’re thinking about buying a contracting business or leveling up the one you’ve got, this conversation is packed with practical, repeatable tactics.

Key takeaways:

• Why Bob bought an existing fence company (and its building) instead of starting from scratch
• How he went from knowing nothing about tools to confidently running a fence/deck operation
• The simple “spiff for 5-stars” system that took them from ~50 reviews to nearly 250
• How crews are trained to ask for reviews without it feeling awkward or fake
• Building upstream referral engines via HOAs, landscapers, concrete contractors, and GCs
• Why he focuses on aluminum fencing and deck resurfacing instead of saying yes to everything
• The pros and cons of commercial work vs. residential (cash flow, payment delays, pricing)
• How North Indy uses online tools and instant quotes to pre-qualify and educate homeowners

In this episode of The Contractor Grow Show, Mark Lamberth sits down with Boaz Hillel of Neptune Construction & Remodeling in North Hollywood, CA. Celebrating 18 years in business, Boaz shares how Neptune evolved from full-service remodeling into one of Los Angeles’ go-to FEMA-certified soft-story retrofit specialists—while still helping clients design and build their dream homes.

Boaz dives into how he leads with values, trust, and transparency: from detailed 3D pre-design that reduces change orders, to a printed “trust packet” of licenses, insurance, certifications, and live client references. If you’re a remodeler or GC who wants better projects, better clients, and a better reputation, this is a masterclass in how to do it.

Key takeaways:

• How Neptune grew over 18 years into a 5-star rated remodel + retrofit company
• Why ~60% of their work is now Los Angeles soft-story seismic retrofits
• How 3D design tools help clients decide everything before work starts
• The “trust packet” Boaz brings to every estimate (licenses, insurance, real client phone numbers)
• Ways to protect and respect tenants during major building work (parking, access, trenches)
• Why Neptune limits active projects so Boaz can visit sites daily and maintain quality
• How long-term relationships with subs and inspectors support consistent results
• A values-first mindset: building a reputation that outlasts any single project

In this episode of The Contractor Grow Show, Mark sits down with Adam Trimm of Capo Projects Group, a 30-person construction consulting and project controls firm based in San Clemente, California. Adam shares how his four-partner team supports data centers, utilities, hospitals, schools, and major civil projects across the U.S.—and why they’re often chosen over bigger competitors even when they’re not the lowest bid.

They dig into how Capo Projects pre-positions for multi-million and billion-dollar opportunities, builds deep relationships with both contractors and institutional owners, and uses tech (including their PlanGo platform and AI experiments) to streamline scheduling and de-risk complex jobs. If you’re serious about moving up-market or competing on more than just price, this conversation is a playbook.

Key takeaways:

• How four ex–heavy civil pros built a 30-person consulting firm over 13–14 years
• The evolution from GC-focused work to 50–60% of revenue coming directly from institutional owners
• Why pre-positioning off capital improvement plans (CIPs) is critical before an RFP ever drops
• How they win RFPs on value, resumes, and risk reduction—not just low fees
• The role of face-to-face site visits and relationship-building in landing massive projects
• How their PlanGo scheduling platform was born from internal needs, then spun out as a product
• Where AI can (and can’t yet) replace the “salty 40-year superintendent” in project scheduling
• Why investing thousands in travel and pursuit work upfront can transform your hit rate at the top end

Navajo contractor Eric Natay of Natay Construction shares how he’s redefining high-end remodeling in Park City and the Salt Lake area by bringing serious planning, integrity, and professionalism back to the trades. From growing up with a single mom in Utah and spending summers on the Navajo reservation, to quitting his job in March 2020 and building a company around process and respect, Eric’s story is as powerful as it is practical for builders.

In this episode of The Contractor Grow Show, Eric breaks down the estimating and sales system that wins better clients, avoids ugly change orders, and actually increases project budgets—while keeping homeowners happy. If you’re a remodeler or custom home builder who wants fewer horror stories and more 5‑star reviews, this conversation is a blueprint.

Key takeaways:

• How Eric’s Navajo heritage and upbringing shaped his mission to “break contractor stereotypes”
• The planning lessons he learned on the reservation that solved COVID‑era material shortages
• Why he focuses on remodels (not just new builds) to make the biggest impact for homeowners
• His two-step estimating process: fast “projected estimate” then paid detailed preconstruction
• How stacking small commitments builds trust and leads to bigger, better-funded projects

In this episode of The Contractor Grow Show, Mark talks with David Konechne of Soft Rock Construction Management in Greenwood Village, CO, about how he and partner Jay Terry Hauge left a larger GC to build a 20-person firm that handles commercial projects from “birth to death” with a single point of contact. David explains why going “back to analog” with real phone calls—supported by smart use of tools like Procore—helps big clients like Belco, Crestone, Comcast, and Janus Henderson open sooner, save money, and feel truly heard on every project.

• How David saw large GCs fragment client relationships across business development, estimating, project management, and closeout—and why repeated client feedback of “we just want one person to call” sparked Soft Rock’s launch.
• The origin story of Soft Rock: leaving a previous firm, starting in David’s basement with four people, and growing to nearly 20 employees while keeping 90 percent of work coming from repeat clients.
• What “one point of contact” really looks like in practice: in-house permitting, tighter schedules, fewer hand-offs, and cutting a 12-week project to 10 weeks so banks and commercial clients can open doors and start ROI sooner.
• The communication playbook: when David stops emailing and just calls, how Procore daily logs, photos, and schedules let him instantly see which jobs need attention, and how monthly financial reviews flag projects that are drifting off-course.
• How his architecture degree from North Dakota State (with a focus on constructability and sustainability) helps him read plans faster, anticipate issues, and send RFIs with actual solution options and time/cost impacts instead of just dumping problems on architects.
• Running a healthy partnership: trusting a more experienced partner to make final calls, building buy-in before moving forward, and sending a transparent Friday company update so every superintendent and laborer knows where they’re headed next.
• Soft Rock’s range of work—from downtown Denver sidewalks poured in time for a Taylor Swift concert, to Comcast guard stations, to high-end law offices—and why David trains clients to call him directly instead of emailing or waiting for a chain of replies.
• Their operating footprint: licensed in 42 states but primarily focused along the Front Range from Cheyenne to Pueblo, following key clients while maintaining the responsiveness and relationship-based service that set them apart.

In this episode of The Contractor Grow Show, Mark sits down with Ben Russell of Russell Interior Systems in Escondido, CA, a specialty contractor focused on acoustical ceilings, T‑bar systems, and drywall in the greater San Diego area. Ben shares lessons from nearly four decades in the trades—from working for 10+ companies and serving as a field superintendent, to launching his own firm, scaling up to 26 people, and then intentionally shrinking to a lean, profitable crew.

• How Ben went from working in the field straight out of high school in the late 1980s to running T‑bar and acoustical ceiling crews, then stepping into a superintendent role for over 12 years before starting Russell Interior Systems in 2008–2014.
• Why he credits strong mentors at big companies for teaching him “good habits”—safety, profitability, and people management—and how he intentionally copied what worked while rejecting the bad examples.
• His philosophy of “stay in your lane”: only doing work they’re licensed and truly experienced for, saying no to high‑risk scopes like storefront glazing or complex custom door systems, and avoiding the temptation to chase every dollar.
• How he scaled up to a 26‑person company, then realized the stress, risk, thin margins, and constant manpower scramble weren’t worth it—and why he prefers a 3–10 person crew that can still hit the same profit with less chaos.
• The simple math that guides his decisions: choosing 1M at 20% profit over 2M at 10%, refusing to cut bids by 10–15% just to win work, and why landing more than 50% of open-market bids is a sign your prices are too low.
• How repeat property managers, long‑term commercial clients, and relationship-based work let him bid less, win more, and avoid the race-to-the-bottom “five bids” trap that eats office time and destroys margins.
• His approach to employee retention: fair pay, timely raises, not saving raises for when someone gives notice, buying lunch, paying a sick day here and there, and never dumping only the worst out‑of‑town or “crap work” on good hands.
• Practical red flags he uses to vet clients—especially slow-pay commercial accounts that drift past 45–60 days—and why he’s walked away from certain GCs only to see them later end up in Chapter 11, confirming his instincts about cashflow risk.

In this episode of The Contractor Grow Show, Mark talks with Abe Eledlebi of Abe’s HVAC & Refrigeration in Metro Detroit about how he left a high-priced HVAC company in 2019 to build a people‑first service brand with nearly 100 five‑star reviews in a fiercely competitive market. Abe explains how business training, soft skills, and a genuine desire to serve let him charge fair prices, calm stressed homeowners, and still grow steadily with a small but mighty team.

• Why Abe left a previous employer he felt was overcharging, got his mechanical license, and launched his own company focused on value, communication, and respect instead of just lower prices.
• How his business degree and management courses shaped his philosophy of “reading the room,” de‑escalating tense situations, and negotiating solutions that leave customers feeling heard and taken care of.
• Investing in the next generation: visiting local HVAC trade schools, mentoring students in the field, and watching former apprentices thrive across the country while two now work full‑time on his team.
• The role of faith, charity, and community work in his business, from helping struggling homeowners during holy seasons to fixing serious issues for little or no charge when it’s the right thing to do.
• How Abe and his techs make customers feel safe and comfortable in their homes, from clean appearance and clear explanations to honest advice like “just change your filter” instead of pushing unnecessary replacements.
• Training a three‑person team to act as true ambassadors for the brand, plus Abe’s promise that if a client ever feels uneasy, he’ll personally come out—even at 2 a.m.—to handle the call himself.
• Lessons from “tens of thousands” spent on marketing, why reviews still drive most decisions, and why a good marketer plus a strong online reputation beat any ad spend on its own.
• Abe’s thoughtful growth mindset: building the business like a multi‑story building with solid foundations at each stage, while helping customers navigate rising equipment costs and new regulations without feeling blindsided.

In this episode of The Contractor Grow Show, Mark Lamberth talks with John Holt, co‑founder of Pintail Restoration in Greater Houston, about his 25‑year journey in restoration and why his company was built to “be the best, not the biggest.” John shares how treating every home like his mother’s, investing in reputation and online presence, and rigorously following up on leads has turned Pintail into a trusted, owner‑led 24/7 restoration partner across Houston, Cypress, The Woodlands, Tomball, Spring, and beyond.

• How John’s first day in the mold business was 9/11/2001, his 13 years in a national firm, and why he finally launched Pintail as a construction partner and then a full restoration brand.
• The founding philosophy behind Pintail: the industry didn’t need more franchises, it needed owner‑led companies that care as much about clients as the work—and why legacy matters more to him than chasing every dollar.
• What “treat it like your mother’s house” looks like in practice, from water, fire, and storm cleanup to full in‑house reconstruction and long‑term commercial projects across Texas.
• How Pintail works directly with insurers to build complete scopes, advocate for homeowners, and still stay profitable in a tighter, deductible‑heavy, TPA‑driven environment.
• The importance of having a strong website and reviews—including the 250K fire job John lost for not having a site—and how one email blast and one mold lead turned into over a million dollars in work.
• Why John believes marketing “works if you stick with it,” how he approaches PPC and other campaigns, and why he’s willing to commit a full year to test channels properly.
• Pintail’s sales process from the first call through a structured CRM pipeline, weekly pipeline reviews, and 5–7 follow‑ups so they’re the company that answers when the customer is finally ready to move forward.
• John’s vision for the next decade: growing from a strong, owner‑led mid‑size firm into a $20–50M operation while staying profitable at each stage and keeping the same hands‑on, integrity‑first culture.