Builders Makers Doers: The Resilience Behind American Business

S1E23 | Why Profit Has to Come First in a Trades Business with Mike Michalowicz

Most business owners were taught the same formula: Revenue minus expenses equals profit. Mike Michalowicz believes that formula is one of the biggest reasons entrepreneurs stay stuck financially. In this episode of Builders, Makers, Doers, Andy Bassett and Elliot Bassett sit down with Mike Michalowicz to talk about profit protection, owner psychology, operational discipline, and why so many businesses work hard without actually building financial resiliency. This conversation matters because a lot of trades businesses are generating revenue while still operating too close to the edge. Mike explains why profit cannot be treated as whatever is left over, and how taking profit first forces owners to confront pricing problems, overspending, weak marketing, and operational inefficiencies before they become bigger risks. In this episode: * Why “Revenue - Expenses = Profit” creates behavioral problems for owners * How Profit First exposes what is actually broken inside a business * Why ordinary trades businesses often have the biggest opportunity to stand out * What ambitious employees are really looking for from leadership * How customer experience can outperform expensive marketing Guest: Mike Michalowicz Co-Founder, Entrepreneur https://www.linkedin.com/in/mikemichalowicz/ https://mikemichalowicz.com/ ▶ Subscribe for more conversations with builders, makers, and doers solving real business problems in construction, manufacturing, and the skilled trades. Stay Connected & Follow the Movement • Follow Builders, Makers, Doers on LinkedIn https://www.linkedin.com/company/ellerbrock-norris/ • Grab a copy of Andy Bassett’s book https://www.ellerbrock-norris.com/book Connect with the Hosts Andy Bassett CEO, Ellerbrock-Norris https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853/ Elliot Bassett President and Partner, Ellerbrock-Norris https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ 🌐 https://www.ellerbrock-norris.com/ Chapters: 00:00 — Why So Many Entrepreneurs Stay Financially Stuck 02:35 — The Problem With the Traditional Profit Formula 04:05 — Profit First Exposes What’s Actually Broken 07:30 — Can Profit First Still Support Growth? 10:40 — Why Employees Do Not Care About Your Revenue Goal 16:35 — Open Books and Quarterly Profit Distributions 18:30 — The Truth About Ambitious Employees 22:00 — The HVAC Company That Replaced Ads With Experience 24:00 — Why Ordinary Businesses Have the Biggest Opportunity We often talk about the 10 impact areas of risk within a business. Now, you can join us for a FREE Resiliency Audit. In 30 minutes, we'll comb through your business, find where you may be at risk, and deliver a detailed plan on how to address the issues. Time to stop being reactive – and commit to being proactive. Schedule your audit today.  [https://www.ellerbrock-norris.com/resiliency] You clearly like learning how other businesses are building resiliency. From the people the hire to their safety practices, risk management strategies, exit planning and more. Now, you can do a deep dive on YOUR business – for free. We'll dive into your business and deliver a detailed report that shows you actionable next steps and potential cost long-term savings. Sign up today at www.ellerbrock-norris.com/resiliency [https://www.ellerbrock-norris.com/resiliency].

S1E22 | Why Aaron Gunderson Is Buying Trades Businesses Instead of Tech Companies

Most trades businesses are still built around a few key people. The owner knows everything. The foreman keeps jobs moving. The systems live in someone’s head. And eventually growth starts creating pressure instead of freedom. That’s a big reason Aaron Gunderson started buying trades businesses. Aaron is the CEO of Bison, a company that acquires and operates businesses across landscaping, roofing, irrigation, and other trades-related industries. In this conversation, he breaks down what actually makes a trades company valuable, why keeping good people matters more than perfect systems, and where many operators quietly get stuck as they grow. This episode matters because a lot of trades businesses are running into the same challenges: Scaling without structure. Keeping key employees. Building systems while still running jobs every day. Trying to grow without losing what made the business work in the first place. In this episode, you’ll learn: What Aaron Gunderson looks for when evaluating trades businesses for acquisition Why key employees are often more valuable than equipment or assets How growing companies create opportunities that keep strong people from leaving Why many trades companies struggle with systems, marketing, and operational structure Practical ways AI is already helping operators improve efficiency and decision-making If you own, lead, or are trying to grow a construction, landscaping, roofing, or specialty trades business, this conversation will feel practical, familiar, and immediately relevant. ▶ Watch the full episode and subscribe to Builders, Makers, Doers for more conversations with operators, builders, and business owners. Stay Connected & Follow the Movement • Subscribe on YouTube, Spotify, and Apple Podcasts • Follow Builders, Makers, Doers on LinkedIn https://www.linkedin.com/company/ellerbrock-norris/ • Grab a copy of Andy Bassett’s book https://www.ellerbrock-norris.com/book Connect with the Hosts Andy Bassett CEO, Ellerbrock-Norris https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853/ Elliot Bassett President and Partner, Ellerbrock-Norris https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ 🌐 https://www.ellerbrock-norris.com/ CHAPTERS 00:00 – Why Aaron Gunderson buys businesses 02:10 – From rental properties to acquisitions 05:00 – Why Bison focused on trades companies 08:15 – What makes a trades business valuable 11:00 – How acquisitions are evaluated 14:05 – The challenge of keeping key people 19:10 – Biggest problems in the trades today 21:25 – Why employees leave to start competitors 26:00 – Marketing and AI for trades businesses 29:15 – Using AI to improve operations 31:00 – Building companies that scale long term 34:10 – Leadership, communication, and growth We often talk about the 10 impact areas of risk within a business. Now, you can join us for a FREE Resiliency Audit. In 30 minutes, we'll comb through your business, find where you may be at risk, and deliver a detailed plan on how to address the issues. Time to stop being reactive – and commit to being proactive. Schedule your audit today.  [https://www.ellerbrock-norris.com/resiliency] You clearly like learning how other businesses are building resiliency. From the people the hire to their safety practices, risk management strategies, exit planning and more. Now, you can do a deep dive on YOUR business – for free. We'll dive into your business and deliver a detailed report that shows you actionable next steps and potential cost long-term savings. Sign up today at www.ellerbrock-norris.com/resiliency [https://www.ellerbrock-norris.com/resiliency].

S1E21 | How Stahla Scaled an Overlooked Niche with Sales, Systems, and Focus feat. Grant Stahla

Some businesses look simple from the outside. Then you hear what it actually takes to build one. Grant Stahla built Stahla Services in a niche most people would overlook: premium mobile restroom trailers, shower trailers, and temporary site support.  But the real story is not about trailers.  It is about capital pressure, sales discipline, hiring the right people, managing seasonality, using vendors well, and building a business that can keep growing without losing what makes it work. In this episode, Andy and Elliot sit down with Grant to talk through the lessons behind more than a decade of building, struggling, adjusting, and scaling. In this episode, you’ll learn: - Why a narrow niche can become a serious growth advantage - How Stahla went from brand-first marketing to a real sales system - Why the right leadership hire can expose the gap you did not know you had - How creative contracting helps manage seasonality and protect overhead - Why AI should strengthen the business without damaging the customer experience If you own, lead, or help run a trades business, this episode will hit home. ▶ Watch the full episode and subscribe to Builders, Makers, Doers. Stay Connected & Follow the Movement • Subscribe on YouTube, Spotify, and Apple Podcasts     • Follow Builders, Makers, Doers on LinkedIn     https://www.linkedin.com/company/ellerbrock-norris/ • Grab a copy of Andy Bassett’s book     https://www.ellerbrock-norris.com/book Connect with the Hosts Andy Bassett     CEO, Ellerbrock-Norris     https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853/ Elliot Bassett     President and Partner, Ellerbrock-Norris     https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ 🌐 https://www.ellerbrock-norris.com/ Chapters: 00:00 - Welcome to Builders, Makers, Doers     01:20 - What Stahla Services does today     03:35 - Serving job sites nationwide     04:35 - Starting the business in college     07:35 - Finding opportunity in an overlooked niche     10:25 - Early challenges and capital pressure     13:15 - The sales system they were missing     16:25 - Hiring the leader they needed     22:20 - Why people became the biggest win     26:15 - Building culture with a remote team     30:20 - Why vendors matter more than owners think     31:55 - Creative contracting and seasonal growth     33:35 - What Grant is building next     35:30 - AI infrastructure without AI slop     40:00 - Staying focused on what customers value We often talk about the 10 impact areas of risk within a business. Now, you can join us for a FREE Resiliency Audit. In 30 minutes, we'll comb through your business, find where you may be at risk, and deliver a detailed plan on how to address the issues. Time to stop being reactive – and commit to being proactive. Schedule your audit today.  [https://www.ellerbrock-norris.com/resiliency] You clearly like learning how other businesses are building resiliency. From the people the hire to their safety practices, risk management strategies, exit planning and more. Now, you can do a deep dive on YOUR business – for free. We'll dive into your business and deliver a detailed report that shows you actionable next steps and potential cost long-term savings. Sign up today at www.ellerbrock-norris.com/resiliency [https://www.ellerbrock-norris.com/resiliency].

S1E20 | Why Trades Owners Should Treat Recruiting Like a Risk Strategy

Most trades owners know people are hard to find. But the bigger issue is what happens when recruiting stays reactive. Wrong hires create turnover. Turnover hurts culture. Culture problems hit safety, continuity, growth, and long-term business value. In this episode of Builders, Makers, Doers, Andy Bassett and Elliot Bassett talk about why recruiting is not just an HR task. It is one of the most important systems inside a resilient trades business. They break down what they have seen with clients, what they have experienced inside Ellerbrock-Norris, and why the strongest companies are always building a pipeline of the right people before the need becomes urgent. In this episode, you’ll learn: - Why people are the foundation of a resilient business - How reactive recruiting creates hidden costs across the company - Why the wrong person in the wrong seat can damage culture fast - How recruiting impacts safety, continuity, key personnel planning, and exit readiness - Why employer positioning matters just as much as client positioning If you own, lead, or help run a trades business, this episode will hit home. ▶ Watch the full episode and subscribe to Builders, Makers, Doers. Stay Connected & Follow the Movement • Subscribe on YouTube, Spotify, and Apple Podcasts • Follow Builders, Makers, Doers on LinkedIn https://www.linkedin.com/company/ellerbrock-norris/ • Grab a copy of Andy Bassett’s book https://www.ellerbrock-norris.com/book Connect with the Hosts Andy Bassett CEO, Ellerbrock-Norris https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853/ Elliot Bassett President and Partner, Ellerbrock-Norris https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ 🌐 https://www.ellerbrock-norris.com/ Chapters: 00:00 – Recruiting as business resiliency 03:40 – Why recruiting needs a system 07:20 – The best leaders always recruit 10:45 – The real cost of bad hires 12:50 – Moving beyond reactive hiring 15:40 – Wrong person, wrong seat 17:10 – How hiring impacts business risk 19:40 – Defining the ideal employee 22:40 – Marketing to talent, not just clients 26:10 – Turning culture into a recruiting advantage 28:05 – Why pre-hire systems matter 31:05 – A real trades company recruiting journey  We often talk about the 10 impact areas of risk within a business. Now, you can join us for a FREE Resiliency Audit. In 30 minutes, we'll comb through your business, find where you may be at risk, and deliver a detailed plan on how to address the issues. Time to stop being reactive – and commit to being proactive. Schedule your audit today.  [https://www.ellerbrock-norris.com/resiliency] You clearly like learning how other businesses are building resiliency. From the people the hire to their safety practices, risk management strategies, exit planning and more. Now, you can do a deep dive on YOUR business – for free. We'll dive into your business and deliver a detailed report that shows you actionable next steps and potential cost long-term savings. Sign up today at www.ellerbrock-norris.com/resiliency [https://www.ellerbrock-norris.com/resiliency].

S1E19 | Are You Building a Resilient Business or Just Buying Insurance?

Most trades owners think insurance is the safety net. It is not. Insurance can help you survive a bad event. It does not make your business resilient.  In this solo episode, Andy and Elliot break down the difference between being insured and actually building a business that can take a hit, keep running, protect profit, and hold its value over time. In this episode, you’ll learn: ✅ Why insurance should be treated as catastrophic protection, not the whole strategy ✅ How one injury can quietly impact safety, retention, workflow, and future profit ✅ Why shopping the market is usually the wrong move when costs rise ✅ How weak continuity planning can kill a business even when the insurance works ✅ Why de-risking your company can directly increase business value If you own, lead, or help run a trades business, this episode will hit home. ▶ Watch the full episode and subscribe to Builders, Makers, Doers. Stay Connected & Follow the Movement • Subscribe on YouTube, Spotify, and Apple Podcasts • Follow Builders, Makers, Doers on LinkedIn https://www.linkedin.com/company/ellerbrock-norris/ • Grab a copy of Andy Bassett’s book https://www.ellerbrock-norris.com/book Connect with the Hosts: Andy Bassett CEO, Ellerbrock-Norris https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853/ Elliot Bassett President and Partner, Ellerbrock-Norris https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ 🌐 https://www.ellerbrock-norris.com/ Chapters: 00:00 The core question 00:30 Resilient vs. insured 03:00 Why owners default to price 07:05 Insurance helps you survive 10:15 Why shopping the market fails 14:20 When one injury hits everything 17:50 Key people and retention risk 23:25 Hidden costs owners miss 26:15 Insurance worked, business failed 28:45 De-risking increases business value 31:30 How to start building resilience  We often talk about the 10 impact areas of risk within a business. Now, you can join us for a FREE Resiliency Audit. In 30 minutes, we'll comb through your business, find where you may be at risk, and deliver a detailed plan on how to address the issues. Time to stop being reactive – and commit to being proactive. Schedule your audit today.  [https://www.ellerbrock-norris.com/resiliency] You clearly like learning how other businesses are building resiliency. From the people the hire to their safety practices, risk management strategies, exit planning and more. Now, you can do a deep dive on YOUR business – for free. We'll dive into your business and deliver a detailed report that shows you actionable next steps and potential cost long-term savings. Sign up today at www.ellerbrock-norris.com/resiliency [https://www.ellerbrock-norris.com/resiliency].