Beers With Contractors

Beers with Contractors

Welcome to Beers with Contractors. We're cracking a cold one and taking a deep dive into the foundations of your construction business, pun intended, to unearth the strategies, techniques, and insider knowledge that can take your contracting business to the next level. So, grab your favorite beer, pull up a seat, and let's have a chat about the nuts and bolts of the construction industry.

  1. 2 HR AGO

    S2 E67 - Achieving 18X Success: Jolly Goat's Strategic Growth Story

    In this episode of Beers with Contractors, hosts Will welcomes back Jeff Gabelsberg of Jolly Goat Garage Doors, a central Oklahoma residential and commercial garage door company, to discuss his background and how he grew the business through systems, processes, and knowing his numbers. Jeff recounts a difficult childhood, limited formal schooling, and entering the trades through a remodeling job that led to garage doors via a mentor connection. He explains why he rejected early private equity interest due to cultural disruption, and what made a later “strategic partnership” with Guild Garage Group appealing, including shared values, resources, collaboration with other brand presidents, and purchasing power. Jeff covers acquisition integration tactics like involving teams 90+ days pre-close, prioritizing lead flow, and using Power BI dashboards, and shares growth goals of expanding markets and aiming for $30M+ revenue with strong net margins. 00:00 Introduction 01:13 What Is Jolly Goat 01:55 From Truck To Growth 03:32 Hard Childhood Origins 05:48 Refrigerator To Trades 09:17 Turning Down Private Equity 12:31 Systems And Numbers 16:37 Buying Businesses Basics 19:27 Acquisition Culture Merge 23:39 Platform Deal Vs Handshake 25:28 Strategic Partnership Fit 28:21 Partnership Pathway 29:00 Platform Growth Playbook 29:55 Valuation Multiple Surprise 32:05 Mindset Vision Shift 35:11 Beyond Bank Loans 38:02 Deal Regrets Lessons 42:08 Culture Systems Evolution 44:03 Power BI Competition 46:14 Next Growth Markets 48:14 Boutique Market Strategy 50:26 Local Brand Pushback 52:36 Upsell Training Example 54:19 Mentorship Contact Info 56:16 Couples Business Alignment 57:51 Book Wrap Closing Contact Jeff Gabelsberg at: Website: https://jollygoatgaragedoors.com Facebook: https://www.facebook.com/jeffgabelsberg Email: jeff@jollygoatgaragedoors.com Youtube: http://www.youtube.com/@jollygoatgaragedoors TikTok: https://www.tiktok.com/@jollygoatgaragedoors Instagram: https://www.instagram.com/jollygoatgaragedoors/ Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    59 min

  2. 9 APR

    S2 E66 - The Hard Conversations Before Partnering Up

    In this episode of Beers with Contractors, hosts Will and Terry discuss why contractors form partnerships and the different types—family, operational, financial, and strategic—emphasizing that partners should share a clear end goal and defined contributions. They stress setting an operating agreement before formation to establish equity splits, decision authority, deadlock resolution, salary/work expectations, distribution thresholds, buyout/exit triggers, and what happens if a partner dies. They warn against desperation-driven money partnerships and “three F’s” funding, advise vetting investors by checking prior partners, and highlight the importance of managing-member control and NDAs. The episode contrasts banks as capital partners with private investors and outlines entity/tax considerations (LLC, S corp, C corp, accredited investors, cap tables). They address employee equity via vesting stock options/phantom equity, and discuss private equity’s varied approaches, owner retention, platform rollups, and preparation via clean financials and professional advisors. 00:00 Introduction 01:21 Why Partnerships Come Up 03:57 Goals and Roles First 05:16 Family Partnerships Done Right 06:46 Operating Agreements and Deadlocks 13:11 Operational vs Financial Partners 15:31 Financial Partners and Structuring 21:27 Vetting Investors and Horror Story 24:50 Due Diligence and Reputation Risk 28:30 Exit Plans and Triggers 29:16 Partner Buyout Valuation 31:41 Assets Debts and Vehicles 33:01 Investor Classes and Entities 36:56 Employee Equity and Vesting 40:50 Private Equity Realities 48:30 Taxes and Long Term Strategy 50:16 Relationships and NDAs 53:09 Wrap Up and Disclaimers Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    57 min

  3. 2 APR

    S2 E65 - Tech Trends and Trade Show Triumph

    In this episode of Beers with Contractors, hosts Will and Terry share updates ranging from Terry’s restaurant renovation project—featuring a massive black walnut bar slab and plans for event/office space—to Terry’s trip to the AGC National Convention in Orlando with four OU Construction Science students. They discuss conference highlights including AI tools for bidding, accounting, inventory tracking, jobsite documentation, and safety reporting with translation and incident trend analysis, plus emerging ideas like integrating video capture. They also cover tool trends such as improved battery technology, manufacturers moving away from corded tools, and safety shutoff drills, along with the culture of swag and networking. Breakaway topics include the rapid growth of data centers, their increasing proximity to population bases due to latency, infrastructure needs, workforce shortages and immigration, and discussions of onsite power options including nuclear and micro-reactors. 00:00 Introduction 00:30 Terry Restaurant Project 01:24 Bar Build And Bargain Finds 03:41 Italy Trip And Conference Tease 04:09 Swag Stickers And Gifts 05:16 Why Orlando AGC Trip 07:11 AGC Convention Highlights 08:47 Coolest AI Tech For Bids 11:21 Battery Tools Going Cordless 15:09 Automation Robots And AI Mindset 16:27 AI Safety Software 19:41 Trench Safety Reality Check 24:01 Random Booths And Tool Gadgets 25:58 Missing Bits Chaos 27:13 Milwaukee Jenga Score 28:51 Old School Tool Brands 32:08 Battery vs Corded Power 36:44 AGC Data Center Boom 41:49 Workforce and Infrastructure 43:56 Micro Nuclear Power Talk 48:29 Industry Community Giveback 50:52 Wrap Up and Disclaimers Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    52 min

  4. 26 MAR

    S2 E64 - Highlight Episode: The Next Era of Home Services

    In a combined episode featuring Christian Olson of Footprint Capital with hosts Terry and Will, the group explains the difference between private equity (PE) and investment banking and why contractors should understand it when considering a sale or partnership. Olson describes PE as capital raised from institutions to invest in privately held businesses on a 3–5 year return timeline, while investment bankers represent contractors to structure and run transactions (full exit, minority growth, control sale, ESOP) typically over 6–12 months, sometimes longer to build management depth and buyer-ready KPIs. They discuss a recent M&A slowdown tied to higher rates, consumer financing costs, and mild winters, followed by expectations for a more active 2025 if macro uncertainty stabilizes. Olson notes deal success depends on competitive processes, realistic owner succession, culture retention, and that PE usually keeps teams. They cover minimum scale (around $500K EBITDA), referral sources, LOI/diligence risks when sellers go direct, and how technology/AI, CRM/ERP “tech stacks,” and efficiency tools are accelerating consolidation expectations into 2026. 00:00 Private Equity vs Banking 01:51 Deal Timelines Explained 02:10 M&A Market Outlook 04:11 PE Partnership Options 07:41 Avoiding Fire Sale Exits 10:16 LOI to Close Process 12:36 Minimum Size for PE 13:44 Finding the Right Advisor 15:21 Tech and AI for Scale 17:41 2026 Consolidation Trends 30:25 What Buyers Want Fixed 30:58 Succession and Culture Wrap Contact Christian Olson at: Email: colson@footprintcapital.com Website: https://www.footprintcapital.com/ LinkedIn: https://www.linkedin.com/in/christian-olson-68329b6/ Instagram: https://www.instagram.com/footprintcapital/ Facebook: https://www.facebook.com/footprintcapital/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    40 min

  5. 19 MAR

    S2 E63 - What Actually Drives Success In Sales

    In this episode of Beers with Contractors, hosts Will and Terry interview Jeff Peters, a national home service sales trainer and host of the Elevate In-Home Sales podcast, about what actually drives success in in-home sales. Jeff shares how he entered sales through a foundation and concrete repair company, became a top producer, and moved into coaching. He challenges common misconceptions that being “good with people” means talking more, arguing elite reps ask better questions, listen, and follow a consistent process—even when it’s boring—because process is scalable unlike owner-driven selling. He emphasizes building value before discussing price, rejecting “it won’t work in my market” thinking, and focusing on professional rather than social rapport. Jeff discusses training non-negotiables, role play with strong feedback, authenticity in interviews, and illustrates questioning techniques with stories from the field and a massage-chair sales experience. 00:00 Introduction 03:01 Jeff Sales Origin Story 05:19 Sales Myths and Listening 08:04 Trust the Process 10:15 Owners Breaking Process 13:27 Build a Process Fast 15:41 Mundane Wins in Sales 17:56 Market Mindset and Value 26:58 Pushing Sales Norms 29:11 Why Rapport Backfires 31:31 Professional Rapport Training 36:03 Golf House Wake Up Call 38:41 Interview Advice Authenticity 41:51 Sales Training Nonnegotiables 49:07 Power of Questions Story 54:54 Conclusion Elevate In-Home Sales Podcast: https://podcasts.apple.com/us/podcast/elevate-in-home-sales/id1850173798 Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    57 min

  6. 12 MAR

    S2 E62 - The Construction Labor Shortage: Causes and Solutions

    Hosts Will and Terry discuss construction workforce recruiting, arguing that young people aren’t lazy but approach work differently due to technology and changing expectations. Terry, now at the University of Oklahoma after OSU, shares how many students secure internships as early as freshman year and how companies that show loyalty often lock in top talent through repeat internships and part-time school-year work, with average starting salaries around $74,000 for OU grads. They emphasize culture fit, reputation, and being present at career fairs, including sending relatable recent graduates and providing branded swag. Terry explains what a formalized internship program can include—rotations through PM, superintendent, estimating, and presentations—and warns that poor intern treatment travels by word of mouth. They also cover licensed trades pathways in Oklahoma, merit vs. hour-based licensure, and the need for continuing education as technology changes. 00:00 Introduction 01:58 Nobody Wants to Work 03:22 Dad Jobsite Lessons 05:57 Gen Z Work Styles 07:25 Recruiting Top Talent Early 11:03 Culture and Loyalty 12:26 Building Internship Programs 16:30 Career Fairs and Headhunters 19:26 Pay Expectations and Degrees 21:49 Schools as Talent Pipeline 25:21 Speaking to Student Entrepreneurs 26:01 Employer Red Flags 26:55 Intern Feedback Loop 28:44 Trade Licensing Pathways 31:53 Merit vs Hour Requirements 33:30 Modernizing Licensure 38:19 Merit Based Storytime 43:52 Career Fairs and Branding 46:16 Recruiting Future Trends 50:41 Treat Hiring Like Sales 53:18 Conclusion Check Out Greenbaum Stiers Strategic Marketing Group: https://www.greenbaumstiers.com/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    55 min

  7. 5 MAR

    S2 E61 - The Exact KPIs You Need to Grow Past $1M

    In this episode of Beers with Contractors, host Will answers the common question “how do I scale my construction company?” by explaining a simplified “flywheel” model for home services businesses: starter gear (cash, assets, technology) drives marketing, then call center, sales, production/installs, accounting, and sometimes service, with leftover money reinvested to keep the wheel spinning. He emphasizes scaling departments evenly to avoid financial strain and outlines key KPIs for each: marketing (total qualified leads, cost per lead, marketing spend as % of installed revenue), call center (lead-to-appointment conversion, speed to lead, follow-up rate), sales (total sales, average dollar per lead, cancellation rate), production (installed volume, gross profit margin, install volume per week, install rate, reviews), accounting (AR, AP, break-even, spread), and service (average dollar per stop, service sales, churn). 00:00 Introduction 00:18 Scaling Question Framed 01:46 Flywheel Model Explained 04:09 Starter Gear Basics 05:46 Departments Overview 11:15 KPIs Dashboard Mindset 12:46 Marketing KPIs 17:09 Call Center KPIs 20:18 Sales KPIs and ADL 25:40 Production KPIs Intro 26:30 Scaling With Suppliers 28:07 Gross Profit Margin KPI 29:42 Install Volume Metrics 30:41 Accounting Department KPIs 34:10 Service Department Metrics 37:58 Flywheel Recap 40:21 Hiring By Department 46:57 Investments And Debt 49:37 Final Takeaways Link to e-book: https://app.typeset.com/play/014G6E Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    51 min

  8. 26 FEB

    S2 E60 - Why Most Contractors Misunderstand Commercial Buyers

    In this episode of Beers with Contractors, host Will and Terry joke about which trades bash each other the most, then welcome return guest Brandon Sprenger, a former field tech and now commercial/industrial HVAC outside sales executive with Intech Solutions in Atlanta. Brandon explains key differences between residential and commercial HVAC especially identifying the real buyer across owners, property managers, and tenants—and how selling has shifted from pressure to consultative to an “intelligence era” focused on psychology and qualifying questions. They discuss efficiency claims vs real ROI, the importance of detailed digital reporting, and new AI tools that can capture asset data and generate quotes quickly while risking an overly transactional sales process. Brandon shares how ongoing sales training (e.g., Jeremy Miner, Alex Hormozi) and simplifying technical concepts for decision-makers help him sell outcomes, and they close with trade labor trend and rising technician pay. 00:00 Introduction 00:14 Which Trades Talk the Most 00:41 Concrete Guys and Online Critiques 01:14 MEP Blame Game and Finishers 03:37 Introducing Brandon Sprenger 04:56 Moving to Atlanta Culture Shock 06:24 Residential vs Commercial HVAC Buyers 08:42 Modern Selling and Amazon Mentality 10:42 Efficiency Talk and Owner Attitudes 15:00 Low Hanging Fruit Digital Reporting 18:30 AI Reporting and Auto Quoting 21:19 Will AI Replace Salespeople? 23:57 From Technician to Sales Skills 26:01 Sales Turning Point and School Board 26:48 Rejection To Skillbuilding 27:48 Words Mean Different Things 29:52 Selling Outcomes Not Products 30:42 Training For Mastery 35:25 Technical Knowledge In Sales 40:25 Trade Careers And Pay 43:21 Private Equity Disruption 51:15 Wrap Up And Listener Shoutouts Contact Brandon Sprenger on: LinkedIn: https://www.linkedin.com/in/brandon-sprenger-293299220/ Foundation Rescue Supply Link: https://www.foundationrescuesupply.com/ Contractors Kick Ass! Podcast Store Link: https://williamwalkerblake.com/store-1 The Worker Incentive Program that Contractors Love! - Per4mance Software https://per4mance.io - Pay for performance, not hours

    54 min
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About

Welcome to Beers with Contractors. We're cracking a cold one and taking a deep dive into the foundations of your construction business, pun intended, to unearth the strategies, techniques, and insider knowledge that can take your contracting business to the next level. So, grab your favorite beer, pull up a seat, and let's have a chat about the nuts and bolts of the construction industry.

Information

  • Creator
    Beers with Contractors
  • Years Active
    2023 - 2026
  • Episodes
    123
  • Rating
    Explicit
  • Copyright
    © Beers with Contractors
  • Show Website
    Beers With Contractors

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