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PODCAST

The Cash Flow Contractor

If you’re like most contractors we know, then you started your business because you’re passionate about and great at your craft. You also wanted to be your own boss. Owning a business has a lot of advantages, but also a lot of challenges. We started this podcast to talk about things that matter to you as an owner, like business fundamentals, sales processes, marketing, leadership, and much more. Armed with knowledge, you’ll be able to reach your goals, whether that’s growth, getting your shop to

business management

All Episodes

92:13

42 - What am I Doing Wrong? with Cary Daniels

The Cash Flow Contractor ·

2021/01/19

Maintaining a full-time job and being an entrepreneur. (2:00)Learning Spanish and becoming a bilingual contractor. (9:00)How OKC Pools started & their original pricing structure. (15:00)Encountering money issues. What am I doing wrong? (25:00)How to know your worth. (39:00)Variable Costs, margins and markups. (56:00)In hindsight– from a successful entrepreneur. (1:17:00)Quotable Moments“My hesitancy to raise prices was because I didn't want to lose customers. I thought, “they’re all

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13:35

41 - Building a Sales Pipeline

The Cash Flow Contractor ·

2021/01/14

What’s a sales pipeline & what’s a GOOD sales pipeline? (1:00)Every stage and micro-stage of the sales pipeline. (3:45)Narrow down deal stages/deal triggers and examples. (5:57)Sales Pipeline Webinar (10:00)Deal Info: What’s necessary for every job? (11:30)Quotable Moments“A trigger is something that requires an action.” – K“Your first step is discovery. That is where this all starts.” –K“If you have a business that does multiple things, you should have a service pipeline and an install

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99:46

40 - Money Grows on Trees with Monty Marcum

The Cash Flow Contractor ·

2021/01/09

Young Monty Marcum. (7:00)Getting Capitalized & What That Means. (22:00)Marcum’s Nursery– Ownership Change. (32:00)Accurate Bids & Landing Jobs you’ll Deliver on. (47:00)Relationships, Reputations, & Residential Side of Things. (57:00)Keeping Books (1:05:00)Quotable Moments“There’s a difference between an Entrepreneur and a Businessman.” – Monty“To entrepreneurs – you’ve got to make sure you’re capitalized. If you ever get under-capitalized, no matter how good of a market you

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5:22

39 - How Do You Know?

The Cash Flow Contractor ·

2021/01/07

Where “How Do You Know?” started for Martin Holland. (0:40)How to alleviate problems by keeping records. (2:15)Quotable Moments“I failed to bill a customer for a $23,000 part. How did I know? Because the customer told me.” –M (1:53)“Both catching mistakes and resolving them both require good records and good processes.” –M (3:15)“Bookkeeping receiving processes, inventory management controls, reconciling with banks, and credit cards. All those things are a royal pain, but they are not

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63:25

38 - Building a Best Workplace

The Cash Flow Contractor ·

2021/01/05

Things that are superficial and don’t actually create a great workplace. (3:39)Three things you should provide your employees: autonomy, mastery, and purpose. (6:04)How do you provide autonomy, and what is the Giraffe of the Month? (10:11)One aspect of mastery is letting your employees help train someone new. (14:37)You can give your employees purpose by helping them align their personal growth goals with the business goals. (18:17)What makes a great coworker (and employee)? What makes an

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4:40

37 - Gangster Loans

The Cash Flow Contractor ·

2020/12/31

Gangster Loans — What are they? (0:40)The difference between a % of Fee and an Interest Rate. (3:50)Gangster Loans are fundamentally deceptive! (4:03)Quotable Moments“Gangster loans are those loans you can get from companies online, maybe even from your credit card company, where they’re not really interested in your credit score.” — M (1:00)“Gangster Loans are outrageously expensive. What my client thought was a 9% interest rate was actually a 36% interest rate.” — M (4:00)“If you need

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85:20

36 - How to Work with a CPA with Lori Yearwood

The Cash Flow Contractor ·

2020/12/29

Who is Lori Yearwood? (01:20)Auditing (05:20)Accrual Accounting (13:00)Reconciling Cash (26:00)Hire a Managerial Accountant, not a Tax Accountant (30:00)Embezzlement (44:00)The Envelope System (1:05:00)How to understand my Financial Statements (1:14:40)Quotable Moments“Let’s be honest, when you work part-time in your own business it never actually works out– especially if you want your business to grow.” –L (02:38)“Audit is a Latin word and it means to hear or to listen. We use the word

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21:58

35 - Exactly What Needs To Be On Your Website

The Cash Flow Contractor ·

2020/12/24

What pages are a must for a contractor website?Home Page (1:20)About Page (1:18)Our Work Page (2:43)Product/Service Page (5:33)Info Pages (8:23)Landing Pages (8:51)Extras (9:55)What features are a must for a contractor website?Must have website features (12:40)Extra website features (16:37ResourcesWebsite Audit from BenaliMore from Khalilbenali.com khalil@benali.comLinkedInFacebookInstagramMore from Martintheprofitproblem.comannealbc.com martin@anealbc.com LinkedInFacebookInstagramMore

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69:58

34 - Evolution of a Business Owner

The Cash Flow Contractor ·

2020/12/22

Story of the Show — The “Do Everything” pool business owner. (2:10)The Change Formula — Dissatisfaction x Vision must be > Resistance or you won’t change. (7:18)What is the evolution of a business owner, and why is it important? (8:00)How long does the evolution take? (12:55)How do you move from one stage to the next? (16:02)Employee Stage (16:41)Self-Employed Stage (27:02)Manager Stage (35:24)Owner Stage (44:49)Investor Stage (49:53)Entrepreneur Stage (54:18)Mount Rushmore — Best

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9:03

33 - Is Debt Worth The Risk

The Cash Flow Contractor ·

2020/12/17

Most companies have debt- it’s healthy (1:30)How to calculate the debt coverage ratio (3:26)How to calculate your current ratio (5:28)Lending is just as important as borrowing (7:41)Quotable Moments“Debt creates enough risk to offset any possible advantage” -Dave Ramsey -M (1:15)“The thing about debt is that you have to pay it back. When we borrow money, we have to pay it back out of future profits” (2:20)“Although debt might work to smooth cashflow or speed growth, it is always a risk”

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86:02

32 - Roofing Supply Co. with Tami Hasselwander

The Cash Flow Contractor ·

2020/12/15

Tami’s evolution from secretary to entrepreneur? (1:10)Getting offered ownership of a roofing company. (10:00)Metal Roofing Company- how it started (13:13)Terminating people and employee expectations on a job site (20:20)Keeping up with your inventory, the retail side, & bookkeeping (32:20)The growth stage and adapting to grow (40:00)What is ASA OK? (54:00)Common mistakes made by GCs and Subs (1:03:00)How competitors are good (1:19:00)Quotable Moments“I started as a secretary and then

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9:28

31 - Advisors & Mentors

The Cash Flow Contractor ·

2020/12/10

Storytime — There’s a hell of a lot of things that they didn’t tell ya. (0:17)What are All The Things they didn’t tell you? Bookkeeping, taxes, insurance, HR, IT, marketing, legal... (1:05)What choices do you have when you look at the list of All The Things? (4:23)Build a team. (5:55)ResourcesAdvisor & Mentor ChecklistMore from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com martin@anealbc.com LinkedInFacebookInstagramMore from The

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71:39

30 - Get Paid with Jan Reeves

The Cash Flow Contractor ·

2020/12/08

Who is Jan? (1:32)Shocking statistics and common invoice errors (2:27)Myths around accounts receivable and payments (5:15)How Jan ensures and monitors outstanding invoices (13:20)Why we need to celebrate invoices and not just sales (18:20)What actually happens if an invoice doesn’t get paid (23:00)Step #1: Creating a Perfect, error-free, invoice (28:41)Step #2: Keeping in touch with the customer and building relationships (31:31)Step #3: Feeling Confident About Asking for Payment

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7:22

29 - The Purpose of Business

The Cash Flow Contractor ·

2020/12/03

There are many subjective reasons to go into business. (0:47)There’s only one objective reason to go into business (1:15)We all think that the cycle of business makes sense, so why don’t we act like it? (2:45)Profit isn’t enough. (3:20)The purpose of business is not sales, not profit, but to turn cash into more cash. (6:11)ResourcesThe Cycle of Business More from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com

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74:00

28 - Stop the Spinning Top: Creating a Strategy for...

The Cash Flow Contractor ·

2020/12/01

Background: Who is Chad, what’s his company, and what is he struggling with? (0:57)What has Chad tried in his business? (2:59)Does this sound familiar to you: “Too much of what I do is a one-time sale.” — Chad. (5:04)What was Chad’s “why” for starting the business? (6:46)The Ups and Downs of Rugged Roofing: An Owner’s Tale (9:01)Can you separate your personal and professional lives? (26:15)What things are causing the “spinning top” for Chad right now? (28:20)Who is the RIGHT target audience

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8:25

27 - Know Your Customers

The Cash Flow Contractor ·

2020/11/26

Know Your Numbers (0:26)Scratching Your Own Itch (0:59)Why You Stop Knowing Your Customers (1:43)Keeping A Pulse on Your Customers (2:42)Go to the Next Meeting (3:14)Listen to Customer Calls (4:05)Gather Qualitative Data (4:53)Monitor Social Media (6:07)Look Out For Trends (6:45)ResourcesCallRail for listening to recorded inbound customer callsMore from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com

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104:20

26 - Build a Business to Sell with Larry Hughes

The Cash Flow Contractor ·

2020/11/24

Who is Larry Hughes, and how does he help business owners? (1:40)Why you need to do a valuation of your business before you sell. (8:56)Common reasons business owners sell their business. (13:36)Does your business have value? (19:49)5 things you have to do to create a highly valuable business that someone will want to buy:1. Operating margins above industry standards. (22:00)Strategies for improving your margins. (29:22)2. Have a stable, motivated management team. (33:55)If you already have

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4:44

25 - Cash vs. Accrual Accounting

The Cash Flow Contractor ·

2020/11/19

Cash books do NOT refer to jobs you do for cash on the side and never record. (0:36)What are cash basis books? (0:52)What are accrual basis books? (1:09)Why you MUST keep accrual basis books. (1:18)What if your accountant says you’re “on the cash basis” for taxes? (2:55)More from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com martin@anealbc.com LinkedInFacebookInstagramMore from The Cashflow ContractorAsk Us A QuestionSign Up For A Free

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119:07

24 - Finally Talking Sales with John Hill

The Cash Flow Contractor ·

2020/11/17

How John got into sales at Green Okie. (1:28)He’s been doing sales for about 5 years, but John doesn’t actually LIKE sales. What?? (8:28)What does it really mean to listen to your customer? (12:22)How do you find your ideal customer for your product or service? (26:04)What does John’s sales process look like? How does he keep it efficient? How has it changed because of Covid-19? (30:19)Is there an efficient way to qualify leads AND improve the customer connecting process? (44:50)What are

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9:29

23 - Getting Started with a CRM

The Cash Flow Contractor ·

2020/11/12

What is a CRM, and why do I need one? (0:47)Does a CRM really matter? (1:18)So, how do you get started with a CRM?Step 1: Start with a spreadsheet. (2:21)Step 2: Take it a step further and find a CRM software. (3:25)Which CRM do we use? (4:51)Step 3: Create habits to use your CRM regularly. (5:11)Step 4: Build systems. (6:06)Bonus: Know the information that you actually need to use (6:42)ResourcesThe Profit Problem by Martin HollandHubSpot (free version)More from

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