Built To Win: Marketing, Sales, Faith, and Building a Life That Matters

Jonathan Watkins
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  • Marketing

Built to Win: Marketing, Sales, Faith, and Building a Life That Matters Hosted by Jonathan Watkins and Brent Killen, founders of JBX Strategies, Built to Win is the podcast for business owners and leaders who are serious about winning in both business and life. While we work primarily with home service companies—especially landscaping and outdoor service companies—this podcast is for anyone looking to grow a business with purpose, discipline, and faith. Each week, we bring a mix of: Practical, no-nonsense teaching episodes on marketing, sales, and business growthReal conversations with successful entrepreneurs, operators, and faith-driven leaders You’ll learn how to generate more leads, close more deals, build systems that scale, and lead with integrity—without sacrificing what matters most. Whether you’re a contractor, home service business owner, or sales professional, this show will challenge you, equip you, and help you build something that lasts. New episodes drop weekly. 👉 Want help growing your business? Schedule a strategy session: https://go.jbxstrategies.com/

Episodes

  1. 1d ago

    The 7 Pillars Every Home Service Business Needs to Grow, Scale and Win

    The webinar covers the seven pillars every home service business needs to know, focusing on sales and marketing strategies. It emphasizes the importance of understanding the ideal customer, building a strong marketing foundation, generating consistent leads, and measuring marketing efforts. The sales process, including speed to lead, discovery questions, proposal presentation, and nurture campaigns, is also discussed. The webinar concludes with a focus on integrity in business dealings. Takeaways Understanding the ideal customer is crucial for home service businesses.Consistent lead generation and effective sales processes are essential for business growth. Chapters 00:00 Introduction and Webinar Overview05:20 Pillar 1: Know Your Ideal Customer09:39 Pillar 2: Build Your Marketing Foundation13:00 Pillar 3: Generate Consistent Leads15:47 Pillar 4: Measure Your Marketing18:04 Pillar 5: Speed to Lead and Sales Process20:23 Pillar 6: Discovery Questions and Proposal Presentation27:15 Pillar 7: Nurture Campaign and Reactivation31:24 Pillar 8: Integrity and Conclusion

  2. Aug 18

    Built To Scale: How EOS Help Business Owners Gain Control and Grow

    Kurt Larson shares his career journey from finance and accounting to operations and sales, culminating in his role as president and CEO of Viking Engineering. He discusses the impact of EOS on the business and the benefits it brings to the leadership team. The conversation delves into the challenges of leadership, the implementation of EOS, and the transformation it brings to the organization. The conversation covers the challenges of business growth, the importance of leadership development, and the role of authenticity in leadership. It also delves into the significance of accountability and the need for change as a company grows. The conversation concludes with insights on faith, adversity, and the value of seeking counsel in business and life. Takeaways Career evolutionImpact of EOS on business growth Business growth can lead to complexity and challenges that require simplification, better systems, and leadership development.Authenticity in leadership is crucial for building trust and creating meaningful connections within an organization.Adversity and challenges in business and life can lead to personal growth and character development. Chapters 00:00 Career Evolution07:32 Transition to EOS10:07 Implementing EOS20:47 Impact of EOS on Business25:47 Challenges of Leadership27:48 Challenges of Business Growth29:44 Leadership Development and Authenticity32:28 Accountability and Change in Business Growth44:34 Faith, Adversity, and Seeking Counsel

  3. Jul 30

    The 5 Numbers Every Contractor Should Know

    Before you can grow your business, you need to know your numbers. Many contractors track what's in their checking account, but that doesn't tell the full story of a healthy business. In this episode of Built to Win, Jonathan Watkins and Brent Killen break down the five key metrics every home service business owner should know to make smarter decisions, improve profitability, and build a stronger company. Whether you're running a landscaping company, roofing business, HVAC company, plumbing business, electrical company, or another home service business, these numbers will help you measure what matters and identify opportunities for sustainable growth. In This Episode:✔️ Why lead generation is the foundation of business growth ✔️ How improving your close rate can increase revenue without more marketing ✔️ Ways to raise your average job value through better customer service ✔️ Why gross profit matters more than revenue alone ✔️ How customer lifetime value creates long-term business success ✔️ Advanced metrics every growing contractor should begin tracking, including Cost Per Lead (CPL), Customer Acquisition Cost (CAC), and Marketing ROI

  4. Jul 16

    Building A Business That Lasts

    The conversation delves into the power of vision and goal-setting, emphasizing the importance of behavior-based goal setting and the value of being present. It also explores the significance of strategic relationships and identity, the role of perseverance and trials, and the value of mentorship and wisdom. Takeaways Vision and goal-settingBehavior-based goal settingThe importance of being presentStrategic relationships and identityPerseverance and trialsThe value of mentorship and wisdom Chapters 00:00 The Power of Vision and Goal-Setting06:03 Behavior-Based Goal Setting07:59 The Importance of Being Present17:08 Strategic Relationships and Identity33:39 Perseverance and Trials34:37 The Value of Mentorship and Wisdom

    Building A Business That Lasts

  5. Jul 2

    The Fortune Is In The Follow Up

    The conversation delves into the significance of follow-up in sales, emphasizing the use of CRM systems, building brand visibility, and the power of persistence. It also highlights the importance of nurturing and retargeting prospects, providing valuable insights into the sales process and customer relationship management. Takeaways Consistency in follow-upBuilding brand visibility Chapters 00:00 The Importance of Follow-Up in Sales05:57 The Power of Follow-Up and Persistence12:00 Building Your Brand and Staying Visible17:00 Understanding and Utilizing CRM

    The Fortune Is In The Follow Up

  6. Jun 18

    Stop Sending Estimates and Start Closing Deals

    The conversation delves into the sales process, emphasizing the importance of setting appointments and conducting discovery meetings. It also highlights the significance of pre-call preparation, the presentation stage, and the follow-up process. The closing of the deal is discussed, with an emphasis on nurturing leads and avoiding the hard close approach. Takeaways Sales process is crucialSetting appointments is key Chapters 00:00 Introduction to Sales Process05:29 Discovery Meeting and Pre-Call Preparation13:13 Presentation Stage23:21 Follow-Up and Closing the Deal

    Stop Sending Estimates and Start Closing Deals

  7. May 29

    Before You Spend Money on Marketing Fix These 3 Things

    The conversation covers the importance of being prepared for more leads, fixing the message, identifying ideal customers, crafting the right message, answering the phone, follow-up strategy, sales system and process, understanding your numbers, and stewardship for growth. Takeaways Prepare for more leads by fixing your message, identifying ideal customers, and crafting the right message.Answering the phone and having a follow-up strategy are crucial for lead conversion and customer retention. Chapters 00:00 Preparing for More Leads08:16 Answering the Phone and Follow-Up16:44 Sales System and Process23:48 Stewardship and Preparation for Growth

    Before You Spend Money on Marketing Fix These 3 Things

  8. May 19

    Why We Started Built to Win

    Welcome to the very first episode of Built to Win — the podcast where we talk marketing, sales, faith, and what it really takes to build a life and business that matters. In this inaugural episode, hosts Jonathan Watkins and Brent Killen, co-founders of JBX Strategies, share the story behind the podcast, their nearly 30-year business partnership, and the lessons they learned from building, scaling, and eventually exiting their first company, Digital Planet. Jonathan and Brent talk about how they met in the telecommunications industry, the leap of faith that pushed them to leave corporate sales and start their own company, and the real struggles that come with entrepreneurship — including starting from zero, fighting through hard seasons, ignoring the naysayers, and learning not to quit too early. They also explain why they launched Built to Win: to give back to business owners by sharing practical lessons on sales, marketing, leadership, faith, discipline, and growth. Whether you’re a home service business owner, entrepreneur, sales professional, or someone thinking about taking the next step in life or business, this episode sets the foundation for what Built to Win is all about. In this episode, you’ll hear: ● How Jonathan and Brent met and became business partners ● The “get out of the boat” moment that changed everything ● Lessons learned from starting Digital Planet ● Why sales, process, and activity solve a lot of business problems ● Why they started JBX Strategies after selling their first company ● What listeners can expect from future Built to Win episodes ● How faith, business, and giving back all fit together Built to Win is for business owners and leaders who want to grow with purpose, discipline, and faith. We don’t just talk about winning. We build it.

    Why We Started Built to Win
  • 8 Episodes

About

Built to Win: Marketing, Sales, Faith, and Building a Life That Matters Hosted by Jonathan Watkins and Brent Killen, founders of JBX Strategies, Built to Win is the podcast for business owners and leaders who are serious about winning in both business and life. While we work primarily with home service companies—especially landscaping and outdoor service companies—this podcast is for anyone looking to grow a business with purpose, discipline, and faith. Each week, we bring a mix of: Practical, no-nonsense teaching episodes on marketing, sales, and business growthReal conversations with successful entrepreneurs, operators, and faith-driven leaders You’ll learn how to generate more leads, close more deals, build systems that scale, and lead with integrity—without sacrificing what matters most. Whether you’re a contractor, home service business owner, or sales professional, this show will challenge you, equip you, and help you build something that lasts. New episodes drop weekly. 👉 Want help growing your business? Schedule a strategy session: https://go.jbxstrategies.com/

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