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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

62:34

22 - Three Ways to Compete

The Cash Flow Contractor ·

2020/11/10

Story of the Show — Martin has a client who does exceptional work and provides outstanding customer service, but lowballers moved into his market. He was concerned about how he was supposed to compete with them. Martin’s answer? You don’t. (4:20)What are the three ways to compete? (6:29)When does operational excellence work best? (9:33)When does being a low cost leader hurt? (11:48)If you don’t know your worth, it’s really hard to get your pricing right. (16:03)When should you compete on

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9:22

21 - You Just Can't Hire Good People Anymore

The Cash Flow Contractor ·

2020/11/05

Storytime - You just can’t hire good people anymore. (0:17)Why is it that we struggle to find good employees? (0:55)The value of team alignment. (1:38)Best coworker traits. (3:00)Worst coworker traits. (3:27)Questions you can use in an interview to uncover the attitude of the person you’re interviewing. (4:40)High in skills but low in attitude VS. high in attitude but low in skills: who do you hire? (8:10)ResourcesHiring for Attitude by Mark MurphyInterview QuestionMore from

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127:51

20 - A Strong Foundation with Will Blake

The Cash Flow Contractor ·

2020/11/03

Who is Will Blake and how did Vesta Foundation Solutions begin? (1:00)What’s the difference between a million company and a 70 million dollar company? (6:30)It was a good experience, but stallions just need a bigger field to run in. (9:47)How did he choose Oklahoma as the “right” place to start his business (hint: market research!) (13:17)Don’t run away from a competitive market! (17:11)Was it difficult to replicate what he’d done on the east coast when he got to Oklahoma? (20:02)Umm, what

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10:09

19 - How to Capitalize on Every Job

The Cash Flow Contractor ·

2020/10/29

Storytime: We had a client close two jobs from a single photo we posted on social media. (0:30) Case studies and results are what matters most to customers in the decision-making process. (1:45)So, how do you do it? (2:10)1. Know where your jobs are coming from. (2:25)2. Invest more in the places where your customers are finding you. (3:00)3. Ask for reviews - on every. single. job. (3:30)4. Create a survey that you can send to every single customer. (4:10)5. Photograph every single job —

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112:48

18 - Brisket, Carpet, and Maybe Some Sales with John...

The Cash Flow Contractor ·

2020/10/27

How to make a delicious Alabama brisket, with John Hill (3:16)A lesson on how to sell anything, even a brisket. (11:45)Who is John Hill anyway, other than a great brisket-maker? (15:39)The first 2 things you need to do if you’re starting a business. (20:36)A life lesson on what to do when you hate what you’re doing. (24:03)Transitioning out of storm windows into the axle industry. (5:18)Expanding to Nashville and taking on a new business opportunity. (32:13)Business is fun, but it’s time to

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6:46

17 - The 1% Rule

The Cash Flow Contractor ·

2020/10/22

Storytime — Contractor friend looking for the “big score.”(0:24)The danger of a job that’s too big. (1:10)There’s a better (and more predictable) way to make more money. (1:40)Why does the 1% rule work? (3:00)How can you get your labor costs down by 1%? (4:00)ResourcesPrice Increase CalculatorThe 1% CalculatorMore from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com martin@anealbc.com LinkedInFacebookInstagramMore from The Cashflow

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53:59

16 - Building a Family Legacy with Michael Barnett

The Cash Flow Contractor ·

2020/10/20

Who is Michael Barnett, and what was his path to being a business owner? (1:24)When should you get lawyers involved in a family business? (3:26)What was life like when he took over the company?2012 - 2016: Growing the company, focused on sales, no idea how much money was in the bank. (6:12)What caused his vision of the company to change? What were the biggest issues he faced as a new business owner who was trying to build and grow a legacy? (7:18)How was he prospecting for new customers

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12:12

15 - 5 Quick Marketing Wins You Can Do Right Now

The Cash Flow Contractor ·

2020/10/15

Things you need to get started. (1:15)1. Update your Google My Business account (2:20)2. Get at least 50 reviews on your GMB page (3:38)3. Set up a CTA on your website (5:04)4. Add your CTA to all of your social accounts and your GMB (6:35)5. Get traffic to your social media and website (7:13)If you don’t have a website, set up a referral program (9:25)Pay-per-lead services (10:45)Things you need to get started: A websiteSocial media accounts (start with Facebook and Instagram)An email

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62:51

14 - Website vs. A Salesman

The Cash Flow Contractor ·

2020/10/13

Story of the Show — Benali started working with a new client who had some issues with their digital presence, so we came in to help them with that. They had two salespeople and they were frustrated with their lack of performance. They wanted to go directly to the consumer. (4:41)What is a “good” salesman? (6:56)What are the downsides of the old way of doing sales where the customer had a relationship with the salesman, but not the company? (8:59)Sell to the right product or service to the

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4:27

13 - They Say I Make Money, So Why Don't I Have Any?

The Cash Flow Contractor ·

2020/10/08

Storytime — I had a client who was making over $100,000 in sales each month. The problem? He had no cash.(0:20)1. You haven’t been paid yet. (0:55)2. You already spent the money. (2:00)3. You, the owner, took it. (2:44)Resources3 Reasons You Don’t Have CashMore from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com martin@anealbc.com LinkedInFacebookInstagramMore from The Cashflow ContractorSubscribe to Our NewsletterAsk Us A QuestionSign Up

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63:24

12 - Company Culture & Why It Matters

The Cash Flow Contractor ·

2020/10/06

Story of the Show — There’s an extremely well-known company that started in 1985. Their company values were integrity, commitment, respect, and excellence. They were a smashing success. (3:18)How do we define company culture? (4:48)How are values and company culture intertwined? (9:53)What does the Benali culture look like? (14:24) Where is the right place to start with company culture? (18:13)How do you discover and identify your values? (23:53)After you write out your values, here’s the

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10:22

11 - Understanding Your Customer's Buyer's Journey

The Cash Flow Contractor ·

2020/10/01

Storytime: My recent buyer’s journey (00:25) What are the 3 stages of the buyer’s journey? (2:02)Why does the buyer’s journey even matter to your business? (4:03)How do you join your customer’s journey? (4:55)Resources that will help you along the way (7:55)ResourcesBuilding a StoryBrand by Donald MillerHomeowner Heather StoryBrand BrandScriptBuyer’s Journey infographic More from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com

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100:41

10 - How Passion Turns Into Opportunity with Antonio...

The Cash Flow Contractor ·

2020/09/29

Who is Antonio? (0:58) How Antonio ended up at Kentucky Fried Chicken. (5:00)Lessons he learned at KFC that helped him be a better business owner. (08:18)How a hobby turned into a passion, which turned into an opportunity. (12:45)The door opens to leave KFC. (17:19)How the koi pond business began. (20:00)What’s the hardest thing about sales? (27:00)Plot twist: Seasonal work is hard. Antonio had to go back to KFC. (32:00)How did he keep track of customer info, materials, figure out pricing,

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9:13

09 - Bid Like You Mean Business

The Cash Flow Contractor ·

2020/09/24

Bidding with intent. (0:10)Why you can be making good sales, but not a lot of money. (1:05)Bidding without a target. (1:55)Markup vs. margin strategies. (3:00)Confusion between cost and price. (4:28)Lack of confidence. (6:35)ResourcesBreakeven CalculatorMore from Khalilwww.benali.com khalil@benali.comLinkedInFacebookInstagramMore from Martinwww.annealbc.com martin@anealbc.com LinkedInFacebookInstagramMore from The Cashflow ContractorSubscribe to Our NewsletterAsk Us A QuestionSign Up For

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101:29

08 - Mo' Money, Mo' Problems with Sergio Garcia

The Cash Flow Contractor ·

2020/09/22

Who is Sergio Garcia? (0:55)Then something really crazy happened. (9:10)What’s his business? (13:20)Why your business name matters. (15:50)What’s a typical day at Alpha Surfaces? (16:40)That’s when things started going bad... (19:20)“We started getting behind on a lot of payments.” (22:30)“That’s when I got that gut check.” (22:50)“I was bleeding cash everywhere.” (25:00)Even people with no business sense can tell that this isn’t right... (27:10)Margins? Bidding? How did they determine

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14:14

07 - Where to Start With Your Marketing

The Cash Flow Contractor ·

2020/09/17

Always start with a vision (00:27) Boat and fish analogy: are you a “boat first” company, or a “fish first” company? (00:54)Are you a “boat first” company, or a “fish first” company?You have to start with your customers if you want reliable, predictable results. (2:05) What is a buyer persona and how do you create one? (3:06) Use your buyer persona to create a marketing plan. (5:18) Step 1: Get a list of past customers (6:20) Step 2: Research existing customers (6:55) Step 3: Answer

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78:36

06 - Protecting What You Build with Eric Daffern

The Cash Flow Contractor ·

2020/09/15

Who is Eric Daffern? Why did he go into law? (1:50)There are two main risks in real estate and contracting: the risk of getting sued, and the risk of not getting paid. (5:30)Story of the Show — The perfect construction contract and project suddenly went wrong because of the pandemic. (12:20)Why are systems so essential for contractors? (14:15)Why don’t more contractors have relationships with an attorney? (17:20) 99% of the time, everything’s gonna work out. How do you protect against that

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61:43

05 - Administering the Business

The Cash Flow Contractor ·

2020/09/10

Why you shouldn’t try to do all of the administering yourself. (4:28)Three reasons why people don’t reach out to experts to help them. (6:52)Story of the Show — Martin’s client didn’t know his costs, margins, or whether the business was even making money. (9:33)Before you start a business, consider this... (12:19)What is administration? (15:35)Where do you start when you want to improve your administration? (16:46)How the administrative part of bookkeeping informs all of the other three

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82:25

04 - Doing The Business

The Cash Flow Contractor ·

2020/09/08

Story of the Show — Derek Sivers, author of Anything You Want (2:32)What do contractors struggle with the most, across the board? (7:12)What is performance? It’s delivering what you sold on time and on budget. (9:47)Why is it so much more difficult to deliver on your promises when you have employees? (14:02)How do you manage expectations about “on-time” delivery? (17:47) Our bests tips for staying on budget (24:12)What’s the 1% rule, and how can it affect your net profit? (27:37)How do you

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52:58

03 - Getting The Business

The Cash Flow Contractor ·

2020/08/31

Story of The Show — A contractor client of ours was trying to find a salesperson to grow his business, but never found the right fit. His business has grown anyway. How did he do that? (2:44)What is “Getting the Business?” (3:47)Why is marketing the business important? (4:57)Can marketing do more than generate leads? (6:00)Is marketing an expense or an investment? (7:27)There are three elements of marketing. (9:47)Why you need to understand your marketing strategy, even if you’re not the

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