The Cash Flow Contractor

Todd Hagopian shares his revolutionary Hypomanic Operational Turnaround (HOT) system that transformed multiple businesses in just 6-12 months. Developed after his bipolar diagnosis, this powerful methodology helps businesses break free from stagnation by implementing aggressive 80/20 strategies, continuous improvement cycles, and transformation team building—all without requiring superhuman effort. What You’ll Learn * How to apply the 80/20 principle to dramatically increase profitability * Why grandiose goal setting delivers better results than conservative targets * How to implement 52 improvement projects in 52 weeks without overwhelming your team * A systematic approach to pricing that maximizes profits in your core business * How to build transformation teams that drive exponential results Time Stamps * 00:45 – Episode Intro * 01:31 – Guest Intro: Todd Hagopian * 02:47 – Todd’s Career Journey and Achievements * 05:28 – The Hypomanic Toolbox: Managing Bipolar Disorder * 14:54 – Implementing the Hypomanic Operational Turnaround System (HOT) * 19:02 – Grandiose Goal Setting * 23:25 – 80/20 Matrix of Profitability * 28:30 – Implementing Price Increases and Outsourcing * 37:42 – Applying the 80/20 Rule to Services * 41:32 – Continuous Improvement and Theory of Constraints * 44:57 – Practical Examples * 46:38 – Transformation Team Building * 56:52 – Connect with Todd (Book Launch, Website, Socials) * 63:48 – Inbound Accelerators (Sales Tactics) * 68:09 – Episode Wrap-up & Final Thoughts Snippets from the Episode * "The addiction to yesterday is the worst one. If you want to transform, you can't transform the business by doing the same thing that got you to where you're in trouble."— Todd Hagopian * "Lead time's a hell of a drug. If you cut your lead time and you're better than the competition, that 42% close rate becomes 100%. Nobody can touch you."— Todd Hagopian Key Takeaways 1. Focus 100% on the vital 20% 2. Implement 52 improvements in 52 weeks 3. Price B-customers higher than A-customers 4. Never simply backfill vacant positions 5. Use the A-B-C-D matrix for profitability 6. Set grandiose goals to achieve better results 7. Cut lead time to dominate your competition Resources * ⁠24 Things ⁠ [https://offer.growth-kits.com/24-things-construction-business-owners-assistant]Construction Business Owners Need to Successfully Hire & Train an Executive Assistant * ⁠Schedule⁠ [https://www.growth-kits.com/schedule-a-call] a 15-Minute Roadblock Call * Check out⁠ OpenPhone⁠ [https://www.openphone.com/?utm_source=partnerstack&utm_medium=affiliate&utm_campaign=khalilbenalioulhaj3893&utm_content=standard_affiliate&pscd=get.openphone.com&ps_partner_key=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw&ps_xid=VFecpSCp6yqIj0&gsxid=VFecpSCp6yqIj0&gspk=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw] * Build a Business that Runs without you. Explore our ⁠GrowthKits ⁠ [https://www.growth-kits.com/] * Need Marketing Help? We Recommend⁠ Benali⁠ [https://bit.ly/benaliconstructyoursuccess] * Need Help with podcast production? We recommend ⁠Demandcast⁠ [https://www.demandcast.co/] More from Todd Hagopian * * The Hypomanic Toolbox  [https://hypomanictoolbox.com/] * * LinkedIn [https://www.linkedin.com/in/toddhagopian/] * * X (Formerly Twitter) [https://x.com/toddhagopian?lang=en] * The Stagnation Assassin on YouTube [https://www.youtube.com/@ToddHagopianAuthor] More from Martin Holland * ⁠⁠⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/The-Profit-Problem] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [martin@anealbc.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Meet-With-Martin] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-Facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching-Instagram] More from Khalil * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [khalil@benalimarketing.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/meet-khalil] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Khalil-Benalioulhaj-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-instagram] More from The Cash Flow Contractor * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@cashflowpod] * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.thecashflowcontractor.com/subscribe] * Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorlinkedin],⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorfacebook], ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorinstagram]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://twitter.com/Cashflowpod] * Visit our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://thecashflowcontractor.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [info@thecashflowcontractor.com] The Cashflow Contractor Connect with Us Ready to implement these strategies in your business? Visit cashflowcontractor.com for more resources or email questions@cashflowcontractor.com. Don't forget to subscribe to the podcast and leave a review if you found this episode valuable. For exclusive content and behind-the-scenes insights, follow Martin and Khalil on social media.

Discover how to ethically influence clients and team members using Robert Cialdini's seven principles of persuasion. Guest Tara Landes, a certified Cialdini trainer and business systems expert, breaks down these powerful psychological triggers that can transform your sales process, pricing strategy, and company culture. Learn how small, strategic changes in your communication can lead to significant improvements in customer acquisition and team engagement. What You’ll Learn * The seven principles of persuasion and how they apply to your contracting business * How to ethically influence clients without manipulation * Practical ways to raise prices without losing customers * Strategies to retain valuable employees who might otherwise leave * Simple techniques to differentiate yourself from competitors Time Stamps * 01:14 - Episode Intro * 01:42 - Guest Intro * 03:13 - The Basics of Influence and Persuasion * 06:21 - Ethical Persuasion Defined * 07:08 - Principle 1: Reciprocity * 11:31 - Principle 2: Liking * 13:53 - Principle 3: Unity * 17:24 - Principle 4: Social Proof * 20:05 - Principle 5: Authority * 21:53 - Principle 6: Consistency * 28:15 - Principle 7: Scarcity * 30:50 - Applying Scarcity in Sales * 33:32 - Core Motives in Persuasion * 35:44 - Implementing Foundational Systems with Bellrock * 39:53 - Addressing Toxic A-Players * 41:54 - Retaining Sales Talent * 45:16 - Raising Prices and Customer Retention * 48:42 - The Power of Personalized Gifts * 52:43 - Engaging with Bell Rock Consulting * 54:39 - Conclusion and Final Thoughts Snippets from the Episode * If you're trying to get someone to do something that isn't in their best interest, I'd call that manipulation. If it's good for you and it's good for me, then it's ethical persuasion.— Tara Landes * Instead of asking for people's opinions or feedback, ask them for advice. When you ask for an opinion, you're creating a critic. When you ask for advice, you're co-creating, and you're both wanting to win.— Tara Landes Key Takeaways 1. The relationship principles 2. The uncertainty principles 3. The motivational principles 4. Making gifts personal and meaningful 5. Creating paths to ownership for employee retention 6. Activating scarcity by showing what customers stand to lose 7. Using authority in customer introductions Resources * Influence by Robert Cialdini [https://www.influenceatwork.com/principles-of-persuasion/] * Pre-Suasion by Robert Cialdini [https://www.amazon.com/Pre-Suasion-Revolutionary-Way-Influence-Persuade-ebook/dp/B01C36E2YS] * Thinking, Fast and Slow by Daniel Kahneman [https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555] * The Essential Guide to One-On-One Meetings [https://bellrock.ca/our-resources/the-essential-guide-to-one-on-one-meetings-2/] * 24 Things [https://offer.growth-kits.com/24-things-construction-business-owners-assistant]Construction Business Owners Need to Successfully Hire & Train an Executive Assistant * Schedule [https://www.growth-kits.com/schedule-a-call] a 15-Minute Roadblock Call * Check out OpenPhone [https://www.openphone.com/?utm_source=partnerstack&utm_medium=affiliate&utm_campaign=khalilbenalioulhaj3893&utm_content=standard_affiliate&pscd=get.openphone.com&ps_partner_key=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw&ps_xid=VFecpSCp6yqIj0&gsxid=VFecpSCp6yqIj0&gspk=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw] * Build a Business that Runs without you. Explore our GrowthKits [https://www.growth-kits.com/] * Need Marketing Help? We Recommend Benali [https://bit.ly/benaliconstructyoursuccess] * Need Help with podcast production? We recommend Demandcast [https://www.demandcast.co/] More from Tara Landes * Website: bellrock.ca [http://bellrock.ca] * Tara on LinkedIn [https://www.linkedin.com/in/taralandes?originalSubdomain=ca] More from Martin Holland * ⁠⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/The-Profit-Problem] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [martin@anealbc.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Meet-With-Martin] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-Facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching-Instagram] More from Khalil * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [khalil@benalimarketing.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/meet-khalil] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Khalil-Benalioulhaj-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-instagram] More from The Cash Flow Contractor * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@cashflowpod] * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.thecashflowcontractor.com/subscribe] * Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorlinkedin],⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorfacebook], ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorinstagram]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://twitter.com/Cashflowpod] * Visit our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://thecashflowcontractor.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [info@thecashflowcontractor.com] The Cashflow Contractor Connect With Us Ready to apply these principles in your contracting business? Visit cashflowcontractor.com to learn more about our coaching programs and resources. Don't forget to subscribe, leave a review, and share this episode with fellow contractors who want to improve their sales process and team management.

In this practical episode, Khalil breaks down the Vision/Traction Organizer (VTO) from the Entrepreneurial Operating System (EOS), sharing how Growth Kits is implementing this powerful framework. Whether you have a fuzzy business vision or struggle communicating it to your team, this actionable walkthrough provides contractors with a structured approach to clarify direction, align team efforts, and create accountability systems that drive freedom. What You’ll Learn * How to transform a fuzzy vision into a clear direction using the VTO framework * Why your team needs consistent communication about the company vision * Practical ways to implement core values that guide hiring, firing, and recognition * How to create a three-year picture that drives meaningful progress * Simple methods for setting measurable quarterly goals that build momentum Time Stamps * 00:49 - Episode Intro * 02:50 - Vision/Traction Organizer Overview * 06:46 - Core Values and Their Importance * 10:26 - Core Focus and Niche * 11:47 - 10-Year Target and Marketing Strategy * 18:13 - Proven Process and Implementation * 20:22 - Three-Year Picture and Goal Setting * 26:14 - Conclusion and Resources Snippets from the Episode * "I have a vision that is fuzzy for what we're doing and where we're going, and I think that I communicate it often, but the reality is my team needs to see it, to know it, to hear it all the time. And I don't communicate it as often as I think I do."— Khalil Benalioulhaj * "If a guarantee doesn't scare you, it's not really much of a guarantee."— Martin Holland * "It is a real problem. Most people when I meet them can't really tell me what they want in three years."— Martin Holland Key Takeaways * Core Values Drive Culture * Combine Purpose With Niche * Effective Marketing Requires Unique Differentiators * Create A Meaningful Guarantee * Document Your Proven Process * Three-Year Targets Beat Ten-Year Goals * Quarterly Rocks Create Momentum Get Exclusive Access to Resources, Tools, and Extra Insights Delivered to Your Inbox! [https://www.thecashflowcontractor.com/get-the-resources] Resources * Traction by Gino Wickman [https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837] * Entrepreneurial Operating System (EOS) [https://www.eosworldwide.com/] * Donald Miller's StoryBrand AI for brand messaging [https://storybrand.com/] * ⁠⁠⁠⁠24 Things⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://offer.growth-kits.com/24-things-construction-business-owners-assistant] Construction Business Owners Need to Successfully Hire & Train an Executive Assistant * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Schedule⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/schedule-a-call] a 15-Minute Roadblock Call * Check out ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠OpenPhone⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.openphone.com/?utm_source=partnerstack&utm_medium=affiliate&utm_campaign=khalilbenalioulhaj3893&utm_content=standard_affiliate&pscd=get.openphone.com&ps_partner_key=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw&ps_xid=VFecpSCp6yqIj0&gsxid=VFecpSCp6yqIj0&gspk=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw] * Build a Business that Runs without you. Explore our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthKits ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/] * Need Marketing Help? We Recommend ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Benali⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * Need Help with podcast production? We recommend ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Demandcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.demandcast.co/] More from Martin Holland * ⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/The-Profit-Problem] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [martin@anealbc.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Meet-With-Martin] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-Facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching-Instagram] More from Khalil * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [khalil@benalimarketing.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/meet-khalil] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Khalil-Benalioulhaj-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-instagram] More from The Cash Flow Contractor * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@cashflowpod] * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.thecashflowcontractor.com/subscribe] * Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorlinkedin],⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorfacebook], ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorinstagram]⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://twitter.com/Cashflowpod] * Visit our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://thecashflowcontractor.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [info@thecashflowcontractor.com] The Cashflow Contractor Connect With Us Want the VTO template mentioned in this episode? Email Khalil directly or fill out the form on our website to get this powerful tool in your hands today Ready to clarify your vision and create systems that drive freedom? Visit cashflowcontractor.com to learn more about how we can help you build a more profitable business with less stress. Subscribe to the podcast on Apple Podcasts, Spotify, or wherever you listen to stay updated on actionable strategies for creating a more profitable contracting business.

In this thought-provoking episode, Martin and Khalil explore the 10 least asked questions business owners should be asking themselves. These powerful questions challenge contractors to shift from working in their business to working on it, helping you gain clarity, improve profitability, and reduce stress in your operations. What You’ll Learn * How to clarify what you actually want your business to do for you * Which key metrics reveal the health of your business * How to identify and plug profit leaks throughout your operations * Where fear might be holding you back from making crucial decisions * Practical strategies to build cash reserves for stability and opportunity Time Stamps * 00:39 - Life Updates * 03:30 - Episode Intro * 04:33 - Question 1: Purpose and Focus * 09:00 - Question 2: Key Metrics * 14:28 - Question 3: Weak Systems * 16:11 - Question 4: Managing or Babysitting * 18:18 - Question 5: Critical Gaps * 20:59 - Question 6: Decision Avoidance * 25:27 - Question 7: Bold Actions * 29:33 - Question 8: Leaking Margins * 35:14 - Question 9: Cash Reserves * 40:10 - Question 10: Root Cause of Stress * 46:02 - Conclusion Snippets from the Episode * "Everybody wants to double their sales, and I say, what the hell you wanna do that for? How about you just double your profit? You can double your profit with far less effort and risk than it takes to double your sales."— Martin * "If customers aren't saying no to you, then you're bidding too low. You should be striving to win 50% of jobs. That means you're getting market value and the better customers who are willing to pay a premium."— Khalil * "What gets measured gets managed. What gets managed gets better. It just does. If you're paying attention to something, it gets better."— Martin Key Takeaways 1. Clarify Your Business Purpose 2. Identify Your Critical Number 3. Prepare Systems for Growth 4. Develop People Instead of Babysitting 5. Document Your Critical Knowledge 6. Face Avoided Decisions 7. Confront Fear-Based Limitations 8. Plug Profit Leaks Systematically 9. Build Adequate Cash Reserves 10. Address Root Causes of Stress Resources * ⁠⁠⁠24 Things⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://offer.growth-kits.com/24-things-construction-business-owners-assistant] Construction Business Owners Need to Successfully Hire & Train an Executive Assistant * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Schedule⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/schedule-a-call] a 15-Minute Roadblock Call * Check out ⁠⁠⁠⁠⁠⁠⁠⁠⁠OpenPhone⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.openphone.com/?utm_source=partnerstack&utm_medium=affiliate&utm_campaign=khalilbenalioulhaj3893&utm_content=standard_affiliate&pscd=get.openphone.com&ps_partner_key=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw&ps_xid=VFecpSCp6yqIj0&gsxid=VFecpSCp6yqIj0&gspk=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw] * Build a Business that Runs without you. Explore our ⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthKits ⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/] * Need Marketing Help? We Recommend ⁠⁠⁠⁠⁠⁠⁠⁠⁠Benali⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * Need Help with podcast production? We recommend ⁠⁠⁠⁠⁠⁠⁠⁠⁠Demandcast⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.demandcast.co/] More from Martin Holland * ⁠⁠⁠⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/The-Profit-Problem] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠ [martin@anealbc.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Meet-With-Martin] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-Facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching-Instagram] More from Khalil * ⁠⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠ [khalil@benalimarketing.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/meet-khalil] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Khalil-Benalioulhaj-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-instagram] More from The Cash Flow Contractor * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@cashflowpod] * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.thecashflowcontractor.com/subscribe] * Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorlinkedin],⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorfacebook], ⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorinstagram]⁠⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://twitter.com/Cashflowpod] * Visit our ⁠⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠⁠ [http://thecashflowcontractor.com] * ⁠⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠⁠ [info@thecashflowcontractor.com] The Cashflow Contractor Ready to implement these powerful questions in your business? Visit our website at thecashflowcontractor.com to access the show notes and additional resources. If you subscribe to ChatGPT Pro, email us for a special prompt that will guide you through a personalized session answering these 10 critical questions for your business. The AI will help you process your thoughts and provide a summary of where you stand on each question. Don't forget to subscribe to the podcast for more insights on building a profitable contracting business that works for you, not the other way around. Leave a review if you found this episode valuable, and let us know which question resonated most with your current business challenges.

Think doing everything yourself is saving your business money? It might be costing you way more than you think. Martin shares real stories of business owners who learned the hard way why DIY isn’t always the smart move. Time Stamps * 00:32 - Episode Intro * 01:11 - The Dangers of DIY in Small Business * 03:18 - Case Study: Misclassifying Employees as Contractors * 05:37 - The Risks of Misclassifying Contractors * 09:29 - Legal and Financial Consequences of DIY * 13:35 - Episode Outro Snippets from the Episode * “DIY means trying to understand and be an expert in all areas. That’s dangerous for small business owners.” * “One of my clients got hit with a potential $1.15 million fine just for misclassifying employees—she ended up paying $43,000.” * “People want to pay 1099s to avoid taxes and paperwork. But that’s exactly why the IRS wants you to use W-2s.” * “Your training and experience are in what you do for a living, not in accounting, HR, or legal. Hire experts and stay in your lane.” Resources * ⁠⁠24 Things⁠⁠⁠⁠⁠⁠⁠⁠ [https://offer.growth-kits.com/24-things-construction-business-owners-assistant] Construction Business Owners Need to Successfully Hire & Train an Executive Assistant * ⁠⁠⁠⁠⁠⁠⁠⁠Schedule⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/schedule-a-call] a 15-Minute Roadblock Call * Check out ⁠⁠⁠⁠⁠⁠⁠⁠OpenPhone⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.openphone.com/?utm_source=partnerstack&utm_medium=affiliate&utm_campaign=khalilbenalioulhaj3893&utm_content=standard_affiliate&pscd=get.openphone.com&ps_partner_key=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw&ps_xid=VFecpSCp6yqIj0&gsxid=VFecpSCp6yqIj0&gspk=a2hhbGlsYmVuYWxpb3VsaGFqMzg5Mw] * Build a Business that Runs without you. Explore our ⁠⁠⁠⁠⁠⁠⁠⁠GrowthKits ⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.growth-kits.com/] * Need Marketing Help? We Recommend ⁠⁠⁠⁠⁠⁠⁠⁠Benali⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * Need Help with podcast production? We recommend ⁠⁠⁠⁠⁠⁠⁠⁠Demandcast⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.demandcast.co/] More from Martin Holland * ⁠⁠⁠⁠⁠⁠⁠⁠theprofitproblem.com⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/The-Profit-Problem] * ⁠⁠⁠⁠⁠⁠⁠⁠annealbc.com ⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching] * ⁠⁠⁠⁠⁠⁠⁠⁠Email Martin⁠⁠⁠⁠⁠⁠⁠⁠ [martin@anealbc.com] * ⁠⁠⁠⁠⁠⁠⁠⁠Meet With Martin⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Meet-With-Martin] * ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Martin-Holland-Facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Anneal-Business-Coaching-Instagram] More from Khalil * ⁠⁠⁠⁠⁠⁠⁠⁠benali.com ⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benaliconstructyoursuccess] * ⁠⁠⁠⁠⁠⁠⁠⁠Email Khalil⁠⁠⁠⁠⁠⁠⁠⁠ [khalil@benalimarketing.com] * ⁠⁠⁠⁠⁠⁠⁠⁠Meet With Khalil⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/meet-khalil] * ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/Khalil-Benalioulhaj-LinkedIn] * ⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-facebook] * ⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/benali-instagram] More from The Cash Flow Contractor * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠YouTube channel⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@cashflowpod] * Subscribe to our ⁠⁠⁠⁠⁠⁠⁠⁠Newsletter⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.thecashflowcontractor.com/subscribe] * Follow On Social: ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorlinkedin],⁠⁠⁠⁠⁠⁠⁠⁠ Facebook⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorfacebook], ⁠⁠⁠⁠⁠⁠⁠⁠Instagram, ⁠⁠⁠⁠⁠⁠⁠⁠ [https://bit.ly/thecashflowcontractorinstagram]⁠⁠⁠⁠⁠⁠⁠⁠X(formerly Twitter)⁠⁠⁠⁠⁠⁠⁠⁠ [https://twitter.com/Cashflowpod] * Visit our ⁠⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠⁠ [http://thecashflowcontractor.com] * ⁠⁠⁠⁠⁠⁠⁠⁠Email⁠⁠⁠⁠⁠⁠⁠⁠ [info@thecashflowcontractor.com] The Cashflow Contractor