The Contractor Grow Show

In this episode of The Contractor Grow Show, Greg Culver from Pua Lani Landscape Design shares how he grew a boutique, high-end design-build landscape firm in Kailua, Hawaii from a one-man operation with a beat-up truck into a 40+ person team serving Fortune 500 executives, Hollywood clients, and luxury homeowners—without traditional advertising. You’ll hear how he navigates Hawaii’s strict regulations, labor shortages, and invasive pests while building a loyal team and client base that keeps the company thriving decade after decade. How Greg went from knocking on doors with a pick, shovel, and old truck in 1981 to leading a full-service design-build firm with 42 employees.Why Pua Lani targets high-end residential, second/third homes, and celebrity clients—and how that stabilizes revenue through economic ups and downs.The simple “do great work, let clients talk” referral system that allowed them to grow with virtually no advertising or paid marketing.The power of maintenance contracts for steady cash flow—and what Greg learned about cash flow the hard way during Hawaii’s boom-and-bust cycles.How they retain team members for 30+ years with old-school leadership: knowing families by name, caring in tough times, and creating multi-generational careers.The unique operational challenges of landscaping in Hawaii: high taxes, mandatory health coverage, plant shortages, and strict plant import rules.How Pua Lani is working with arborists to combat invasive pests like the coconut rhinoceros beetle that threaten Hawaii’s iconic palm trees and landscape industry.Why Greg brought in the next generation to modernize the business with a website and online presence—and how that opened the door to out-of-state luxury clients.

In this episode of The Contractor Grow Show, Mark sits down with Chris Obry, owner of OBRY Brick & Landscape in Armada, Michigan, to unpack how he’s built a thriving, owner-operated hardscape and landscape construction business over nearly 30 years. Chris shares how starting on a sod farm led to a turf and landscape degree from Michigan State and eventually to launching his own company back in 1997. He explains why he’s stayed focused on design-build hardscapes—patios, walkways, outdoor kitchens, poolside living areas, and planting projects—without getting pulled into mowing, fertilization, and other maintenance work. You’ll hear how COVID accelerated demand for outdoor living, what today’s homeowners expect from premium backyard projects, and why “indoor amenities outside” has become the new standard in brick and landscape design. Chris also breaks down why he’s committed to remaining the direct point of contact—from the first site visit and design sketches to being on-site with the crew—and how that owner-accessible approach has fueled near-100% word-of-mouth growth and repeat projects for customers’ kids and second homes. He talks candidly about staying small by design, training lead guys to take on more responsibility, and planning for a smooth transition as he moves gradually from field work into more sales and leadership. If you’re a contractor who wants to grow through reputation, craftsmanship, and personal relationships (without turning into a faceless multi-crew operation), this episode is packed with practical insight you can apply to your own market. Bullet points (episode highlights): How Chris went from sod farm worker to Michigan State turf grad to launching OBRY Brick & Landscape in 1997.Why he stayed niche on hardscape and construction-focused landscaping instead of chasing recurring maintenance revenue.The owner-operated model: being the one who sells, designs, and works on-site—and why clients love it.How COVID and changing homeowner lifestyles exploded demand for outdoor kitchens, grill stations, fire features, and poolside living spaces.Designing functional outdoor “hubs” for families that entertain—separating kids, adults, dining, and lounge zones the right way.Working in a rural market northeast of Detroit while still taking on referral projects across the wider region when they’re a strong fit.Building a five-star, referral-driven reputation over three decades and now doing projects for customers’ grown children and second homes.Planning the next chapter: training lead crew members, shifting toward more sales, and keeping growth aligned with lifestyle and values.

Seth Raile of FAST-IR Inc. shares how whole-home energy audits using infrared imaging, blower door testing, and even drones help Denver-area homeowners eliminate drafts, fix comfort issues, and lower utility bills without wasting money on the wrong upgrades. You’ll also hear how his lean, family-run operation adds recurring revenue with swamp cooler maintenance and commercial fire extinguisher inspections while serving Colorado’s mountain communities. Why most homes (especially pre-2008) are leaking money through hidden insulation gaps and air leaksHow infrared cameras, blower doors, and drones reveal problems without opening walls or tearing into finished spacesSimple upgrades that often beat new windows for comfort and 10–30%+ energy savings in older homesHow to tap into Xcel Energy programs and BPI “house-as-a-system” standards to boost credibility and close more jobsAdding recurring revenue with evaporative/swamp cooler startups, shutdowns, and seasonal maintenance across greater DenverBuilding a zero-overhead, owner–operator model that keeps prices sharp while delivering premium communication and serviceUsing fire extinguisher inspections to serve local businesses, stay compliant with NFPA 10, and fill your calendar year-roundA behind-the-scenes look at Seth’s multi-generational “big house” triplex and how living arrangements can support a resilient contracting business

In this episode of The Contractor Grow Show, Mark Lamberth sits down with Seattle remodeler and AmyWorks owner, Amy Ecklund, to unpack how she went from a science career and a shaky handyman franchise to building a women- and queer-owned remodeling company on track for $3M–$5M in revenue. Amy shares how she navigated the 2008 crash, pivoted from handyman work to high-value remodels, and is now systemizing her company so it can run without her as she prepares for retirement. You’ll also hear how Amy is launching a VIP home maintenance subscription that brings a licensed home inspector and quarterly maintenance visits into homeowners’ lives, preventing costly repairs before they happen. Along the way, Amy and Mark talk about awards, community work, and what it’s really like to be a woman in the trades while building trust with remodel clients. Bullet points How Amy went from science professional to handyman franchise owner to founder of AmyWorks in Seattle.The decision to shut down, pivot from handyman services to remodels, and rebuild into a multi‑million dollar company.Why systemizing operations and tracking KPIs is key to scaling toward $3M–$5M in revenue and an eventual exit.The origin story and structure of AmyWorks’ VIP Home Maintenance Plan and why prevention beats expensive emergency repairs.How being a women- and queer-owned remodeling company helps build instant trust with many homeowners.The role of community involvement, tiny home villages, and awards like Master Builders and Inc. 5000 in brand building.Amy’s take on marketing “by the numbers” and how coaching shifted her view of marketing from vague to data-driven.Why trusted vendor relationships (roofers, specialists, and more) are a powerful value-add for maintenance-plan clients

Plumbing growth without sacrificing craftsmanship. In this episode of The Contractor Grow Show, Mark Capehart of AR Mac Plumbing shares how he scaled from Arizona to Tampa, built a referral-driven business, and keeps standards sky-high while adding more trucks to the road. You’ll learn: Why Mark named AR Mac Plumbing for maximum visibility in old-school Yellow Pages and modern search.How storms and insurance work reshaped his Florida business from commercial-heavy to residential and back again.​The payment terms and phased billing strategies he uses so GCs fund jobs without upfront deposits.How he finds and develops young talent through high school trade programs instead of overpaying mediocre “managers.”​Why he refuses to compete on price, avoids track-home work, and focuses on inspectors complimenting his craftsmanship.The surprising reason national brands prefer his “non-local” LA number for Florida commercial projects.​His plan to add more trucks, expand licensing into multiple states, and grow steadily without losing control of quality. If you’re a contractor who wants to grow 10–40% this year while staying profitable and proud of your work, this conversation is for you.

In this episode of The Contractor Grow Show, host Mark Lamberth sits down with Alan Ruttencutter of Service Plus Garage Doors in Seymour, Tennessee, to unpack how he built a thriving garage door company by doubling down on community, culture, and customer experience. Starting in 2009 at the height of the housing crisis with just himself and his wife, Alan has grown the business to a nine-person team serving a 50–60 mile radius around Knoxville, Gatlinburg, and the surrounding areas.​ Alan shares the simple systems and mindset shifts that turned Service Plus Garage Doors into a highly reviewed, referral-driven business, including how they collect Google reviews, why they invested in the largest garage door showroom in their market, and the community events that now function as local family traditions. If you’re a contractor or home service pro looking to stand out in your market without pushy sales tactics, this conversation is packed with practical ideas you can swipe and deploy in your own company.​ Bullet Points (show notes / description bullets) How Alan launched a garage door company in 2009 during the housing crash and grew to a nine-person team.The “treat them like family” service philosophy that drives referrals without high-pressure sales.The exact review process they use with QR codes, tech business cards, and name recognition to consistently earn new Google reviews.Why they invested in the area’s largest garage door showroom and how it helps homeowners see, hear, and feel doors before buying.The community-first events (Christmas, Easter, Valentine’s, Mother’s and Father’s Day) that turned Service Plus into a local tradition.How involving employees’ families, company picnics, and Christmas outings has helped retain long-term team members.Simple mindset shifts contractors can use to build trust, earn referrals, and become a true staple in their community.

In this episode of The Contractor Grow Show, Mark sits down with Loannie “Luan” Reyes, co-founder and CEO of Authentic Elevator Services Corp., an eight-figure, family-owned elevator company serving New York, New Jersey, and Puerto Rico—with eyes on Florida and Connecticut next. Starting as an accountant with zero field experience, Luan learned the trade side-by-side with her husband, picked up the tools, became an inspector, and now leads a 25+ person team in one of the most specialized, male-dominated construction niches. You’ll hear how she builds a high-performing, loyal crew through intentional training, matching techs to the work they love, and treating people like humans—not numbers—while still maintaining strict safety and code compliance standards. Luan also breaks down how Authentic Elevator strategically expands into new markets without sacrificing service quality, why she invests heavily in education even when it means people may leave, and how that culture actually brings top talent back. Watch or listen in if you’re a contractor or trades business owner who wants to grow beyond a single location, create a culture people don’t want to leave, and build a company that clients and employees trust for the long haul. ​ Bullet points (6–8): How Luan went from CPA firm and admin background to hands-on elevator mechanic and inspectorThe moment she solo-fixed her first elevator and earned her place in a male-dominated fieldBuilding an eight-figure, multi-state elevator company with 25+ techs and strategic subcontractorsTheir in-house training “army” model and how they match mechanics’ strengths to the right roles​Why they invest heavily in education—even when trained techs leave—and why so many end up coming backNon-union, people-first culture: respect on the jobsite, zero yelling, and unwavering safety standardsStrategic growth into New Jersey, Puerto Rico, and future branches in Florida and Connecticut without diluting service qualityHow Authentic Elevator gives back through industry associations, inspector certification, and developing women in the elevator trade

In this episode of The Contractor Grow Show, Mark Lamberth sits down with Brian Huelsman of Mile High Roofing Services in Westminster, Colorado to unpack how a small, family-run roofing and exteriors company has stayed A+ rated and highly reviewed for over 15 years in one of the most competitive, storm-heavy markets in the country. Brian shares how a bad early experience in roofing sales shaped his “do the right thing” philosophy, why he built Mile High around honesty and referrals, and how he helps homeowners navigate hail damage and insurance without upselling work that isn’t storm-related. You’ll also hear how Mile High handles solar detach/reset, leverages Heather’s real estate background on timing and transactions, and plans to scale while keeping their hands-on, local reputation intact. If you’re a contractor looking to grow with integrity—or a homeowner in Colorado’s Front Range wanting a trustworthy roofer—this conversation is packed with practical, real-world insight. How Brian went from unpaid roofing salesman to launching Mile High Roofing in 2010 with an A+ BBB track record and long-term local presence.The “do the right thing” mindset that drives referrals, five-star reviews, and repeat business across Westminster and Denver’s north metro communities.Why every hail-damage homeowner should work with a general contractor who understands insurance language—not just a roofer bidding off the adjuster’s first estimate.How Mile High coordinates detach and reset of existing solar systems without getting tangled in the risks of full-blown solar installation.The role Heather’s real estate experience plays in nailing inspection deadlines, transaction timing, and communication with agents and buyers.Mile High’s flexible service area—from Westminster and the North Metro Front Range to occasional out-of-state commercial projects when the numbers make sense.Why Brian is shifting from a lifestyle business he largely ran solo into growth mode with more salespeople and managers, and what that means for future opportunities.

Andrew “Drew” DiSilvestro Jr., President of AmeriTech Contracting, joins The Contractor Growth Show to reveal how a 2‑person SDVOSB exploded into an $195M inks / $85M+ revenue federal construction powerhouse in just a few years. Key takeaways include: How Drew took over a fledgling company from a sick founder and turned it into an 86‑person veteran‑focused operation with a massive federal backlog.Why systems—not heroes—are the real engine behind stratospheric growth, and how he built processes that don’t rely on any single person.​The smart financial strategy he used to scale: starting with low‑bond‑requirement service construction, stacking cash, and building banking and bonding credibility.Why culture and intangibles are non‑negotiable: hiring for attitude, training up, and firing fast when standards slip.​​How you can hire ahead of revenue—securing A‑player talent early, then creating a roadmap so they slot in at the right time.​​The role of veteran leadership in shaping accountability, adaptability, and execution across a 22‑state federal construction footprint.​​Drew’s vision for the next 5–7 years: moving into private healthcare and life‑science work, expanding outside the U.S., and targeting $500M+ annual collected revenue.How to reward loyalty without paying for it, and why true loyalty is earned through consistent culture, clear expectations, and leadership from the top

Dynamic Air president Brad Carpenter shares how an employee-first culture, A‑player talent, and a “run to the fire” mindset helped DAC become a go‑to independent rep for complex institutional HVAC and energy recovery projects across labs, healthcare, and high-end commercial buildings in New England. How Dynamic Air grew from a founders’ vision into a leading Boston-based independent manufacturers’ rep for complex institutional HVAC systems.The employee-first, work–life balance culture that keeps elite sales engineers and technicians on the team in a highly competitive HVAC talent market.Why Brad organizes the company like a pro sports team so A players can do their best work and self-manage around shared standards and accountability.Real stories of going “all stops” for customers, from cross-border COVID supply chain workarounds to same-day site visits when critical projects are at risk.How DAC’s Local 537 pipefitters and Local 17 sheet metal service branches became the missing link between complex engineered systems and reliable field performance.Why owning service on high-spec, energy recovery and lab systems protects decades of brand equity and eliminates finger-pointing when something goes wrong.The unique “cradle to grave” sales-engineer model that keeps one accountable point of contact from design through installation, startup, and ongoing support.How large healthcare, lab, and institutional owners should engage their engineers and DAC together to get the right custom HVAC and energy recovery solution for their next project.

In this episode of The Contractor Grow Show, Mark sits down with Richard Safo, founder of Nature’s Lawn Care in Lakewood, Colorado, to unpack how he turned a small COVID side hustle into a growing local lawn care business serving Denver, Lakewood, Littleton, and Aurora. You’ll hear how Richard quit his full-time job with just 15 clients, pushed through losing nearly half of them, and still managed to grow to about 25 recurring customers by focusing on relationships, word of mouth, and relentless hustle. We dig into his simple but effective sales process, why he insists on visiting every property in person, and how listening first (instead of talking over customers) has become his secret weapon. Richard also shares how he cobbles together marketing—Nextdoor ads, EDDM postcards, door hangers, and even putting cards on cars at the park—to keep his phone ringing. For lawn and landscape pros, his first winter going full time is a must-listen segment, from slow snow seasons to budgeting and saving enough in the busy months to make it through. If you’re a lawn care or landscaping contractor wondering when to go all in, how far to travel for jobs, or how to keep revenue coming in a seasonal business, this conversation will give you real-world insight from someone in the trenches right now. Bullet points: How Richard turned a COVID side hustle into Nature’s Lawn Care in Lakewood, COQuitting his full-time job with 15 clients, losing nearly half, and rebuilding to 25Simple, relationship-first sales process from first text or call to on-site estimateWhy in-person property visits and truly listening to customers set him apartGrassroots marketing mix: word of mouth, Nextdoor ads, EDDM, door hangers, and moreNavigating Colorado’s slow winter season with minimal snow work and smart savingDialing in service area to cut travel costs while still serving Denver, Lakewood, Littleton, and AuroraHow to contact Nature’s Lawn Care via phone, Instagram, and LinkedIn to book services

In this episode of The Contractor Grow Show, Mark chats with Jacob Maupin, owner of Maupin Homes in McCall, Idaho—a second-generation custom builder blending military discipline, finance expertise, and real estate savvy to thrive in a high-end resort market near Brundage Mountain. Jacob shares his journey from Air National Guard crew chief to banker, back to family business, and how he and his wife now deliver energy-efficient luxury homes that outperform dated resales.​ Discover proven strategies for contractors: How military "service before self" and attention to detail build client trust in custom, high-stakes projects​Finance degree hacks for accurate cost-plus estimates, ROI on spec homes, and explaining premium pricing​Overcoming "cost per square foot" objections by showcasing value like standing seam roofs and superior insulation​Vertically integrating real estate to help clients buy land, sell old homes, and build new for under resale prices​Low-cost marketing mix: radio ads, Facebook/Instagram, chamber sponsorships, and ski race support driving referrals​Prioritizing local subs in tight geographic areas like Valley County to stay efficient and community-rooted​Growth mindset: from post-crash pivot to eyeing spec builds, developments, and commercial amid family life with 4 kids

Description In this episode of The Contractor Grow Show, Mark talks with Marc Heiman, President/CEO of New York–based builder Richter+Ratner, a 100+ year construction firm known for complex museums, schools, and civic projects—and for their bold promise of no fee on change orders. Marc unpacks how their T.E.A.R.™ (Technical Evaluation, Analysis, Recommendation) process transforms pre-construction from an afterthought into a profit-protecting advantage for owners, architects, and builders. You’ll learn how shifting from lump-sum bidding to cost-plus/GMP, leaning into fast-track and complex work, and obsessing over constructability and logistics has allowed Marc’s team to deliver high-profile projects with fewer surprises and stronger relationships. In this episode, we cover: Why Marc pivoted a legacy retail-focused firm into museums, schools, and civic workHow the T.E.A.R.™ method reduces change orders through deep pre-construction collaborationThe real difference between lump sum vs. cost-plus/GMP—and why some owners are misledWhy Richter+Ratner charges no fee on change orders and still protects marginsHow referrals from long-term relationships (including a rabbi client) drive $5B+ in workWhy chasing revenue without the right resources can destroy a referral-based businessHow Marc uses teaching, lecturing, and board work to influence the industryThe personal boundaries and mental-health habits that keep a CEO effective long term

In this episode of The Contractor Grow Show, Mark talks with Bob Ray, owner of North Indy Fence Deck & Rail in Noblesville, Indiana. After selling his family office-supply business, Bob jumped into a completely new industry—buying a small fence company with no trade background, just years of experience running and growing businesses. Bob unpacks how he evaluated the business, turned it into a highly reviewed local brand, and built steady lead flow through reviews, relationships, and smart job selection—not by trying to be everything to everyone. If you’re thinking about buying a contracting business or leveling up the one you’ve got, this conversation is packed with practical, repeatable tactics. Key takeaways: Why Bob bought an existing fence company (and its building) instead of starting from scratchHow he went from knowing nothing about tools to confidently running a fence/deck operationThe simple “spiff for 5-stars” system that took them from ~50 reviews to nearly 250How crews are trained to ask for reviews without it feeling awkward or fakeBuilding upstream referral engines via HOAs, landscapers, concrete contractors, and GCsWhy he focuses on aluminum fencing and deck resurfacing instead of saying yes to everythingThe pros and cons of commercial work vs. residential (cash flow, payment delays, pricing)How North Indy uses online tools and instant quotes to pre-qualify and educate homeowners

In this episode of The Contractor Grow Show, Mark Lamberth sits down with Boaz Hillel of Neptune Construction & Remodeling in North Hollywood, CA. Celebrating 18 years in business, Boaz shares how Neptune evolved from full-service remodeling into one of Los Angeles’ go-to FEMA-certified soft-story retrofit specialists—while still helping clients design and build their dream homes. Boaz dives into how he leads with values, trust, and transparency: from detailed 3D pre-design that reduces change orders, to a printed “trust packet” of licenses, insurance, certifications, and live client references. If you’re a remodeler or GC who wants better projects, better clients, and a better reputation, this is a masterclass in how to do it. Key takeaways: How Neptune grew over 18 years into a 5-star rated remodel + retrofit companyWhy ~60% of their work is now Los Angeles soft-story seismic retrofitsHow 3D design tools help clients decide everything before work startsThe “trust packet” Boaz brings to every estimate (licenses, insurance, real client phone numbers)Ways to protect and respect tenants during major building work (parking, access, trenches)Why Neptune limits active projects so Boaz can visit sites daily and maintain qualityHow long-term relationships with subs and inspectors support consistent resultsA values-first mindset: building a reputation that outlasts any single project

In this episode of The Contractor Grow Show, Mark sits down with Adam Trimm of Capo Projects Group, a 30-person construction consulting and project controls firm based in San Clemente, California. Adam shares how his four-partner team supports data centers, utilities, hospitals, schools, and major civil projects across the U.S.—and why they’re often chosen over bigger competitors even when they’re not the lowest bid. They dig into how Capo Projects pre-positions for multi-million and billion-dollar opportunities, builds deep relationships with both contractors and institutional owners, and uses tech (including their PlanGo platform and AI experiments) to streamline scheduling and de-risk complex jobs. If you’re serious about moving up-market or competing on more than just price, this conversation is a playbook. Key takeaways: How four ex–heavy civil pros built a 30-person consulting firm over 13–14 yearsThe evolution from GC-focused work to 50–60% of revenue coming directly from institutional ownersWhy pre-positioning off capital improvement plans (CIPs) is critical before an RFP ever dropsHow they win RFPs on value, resumes, and risk reduction—not just low feesThe role of face-to-face site visits and relationship-building in landing massive projectsHow their PlanGo scheduling platform was born from internal needs, then spun out as a productWhere AI can (and can’t yet) replace the “salty 40-year superintendent” in project schedulingWhy investing thousands in travel and pursuit work upfront can transform your hit rate at the top end

Navajo contractor Eric Natay of Natay Construction shares how he’s redefining high-end remodeling in Park City and the Salt Lake area by bringing serious planning, integrity, and professionalism back to the trades. From growing up with a single mom in Utah and spending summers on the Navajo reservation, to quitting his job in March 2020 and building a company around process and respect, Eric’s story is as powerful as it is practical for builders. In this episode of The Contractor Grow Show, Eric breaks down the estimating and sales system that wins better clients, avoids ugly change orders, and actually increases project budgets—while keeping homeowners happy. If you’re a remodeler or custom home builder who wants fewer horror stories and more 5‑star reviews, this conversation is a blueprint. Key takeaways: How Eric’s Navajo heritage and upbringing shaped his mission to “break contractor stereotypes”The planning lessons he learned on the reservation that solved COVID‑era material shortagesWhy he focuses on remodels (not just new builds) to make the biggest impact for homeownersHis two-step estimating process: fast “projected estimate” then paid detailed preconstructionHow stacking small commitments builds trust and leads to bigger, better-funded projects

In this episode of The Contractor Grow Show, Mark talks with David Konechne of Soft Rock Construction Management in Greenwood Village, CO, about how he and partner Jay Terry Hauge left a larger GC to build a 20-person firm that handles commercial projects from “birth to death” with a single point of contact. David explains why going “back to analog” with real phone calls—supported by smart use of tools like Procore—helps big clients like Belco, Crestone, Comcast, and Janus Henderson open sooner, save money, and feel truly heard on every project. How David saw large GCs fragment client relationships across business development, estimating, project management, and closeout—and why repeated client feedback of “we just want one person to call” sparked Soft Rock’s launch.The origin story of Soft Rock: leaving a previous firm, starting in David’s basement with four people, and growing to nearly 20 employees while keeping 90 percent of work coming from repeat clients.What “one point of contact” really looks like in practice: in-house permitting, tighter schedules, fewer hand-offs, and cutting a 12-week project to 10 weeks so banks and commercial clients can open doors and start ROI sooner.The communication playbook: when David stops emailing and just calls, how Procore daily logs, photos, and schedules let him instantly see which jobs need attention, and how monthly financial reviews flag projects that are drifting off-course.How his architecture degree from North Dakota State (with a focus on constructability and sustainability) helps him read plans faster, anticipate issues, and send RFIs with actual solution options and time/cost impacts instead of just dumping problems on architects.Running a healthy partnership: trusting a more experienced partner to make final calls, building buy-in before moving forward, and sending a transparent Friday company update so every superintendent and laborer knows where they’re headed next.Soft Rock’s range of work—from downtown Denver sidewalks poured in time for a Taylor Swift concert, to Comcast guard stations, to high-end law offices—and why David trains clients to call him directly instead of emailing or waiting for a chain of replies.Their operating footprint: licensed in 42 states but primarily focused along the Front Range from Cheyenne to Pueblo, following key clients while maintaining the responsiveness and relationship-based service that set them apart.

In this episode of The Contractor Grow Show, Mark sits down with Ben Russell of Russell Interior Systems in Escondido, CA, a specialty contractor focused on acoustical ceilings, T‑bar systems, and drywall in the greater San Diego area. Ben shares lessons from nearly four decades in the trades—from working for 10+ companies and serving as a field superintendent, to launching his own firm, scaling up to 26 people, and then intentionally shrinking to a lean, profitable crew. How Ben went from working in the field straight out of high school in the late 1980s to running T‑bar and acoustical ceiling crews, then stepping into a superintendent role for over 12 years before starting Russell Interior Systems in 2008–2014.Why he credits strong mentors at big companies for teaching him “good habits”—safety, profitability, and people management—and how he intentionally copied what worked while rejecting the bad examples.His philosophy of “stay in your lane”: only doing work they’re licensed and truly experienced for, saying no to high‑risk scopes like storefront glazing or complex custom door systems, and avoiding the temptation to chase every dollar.How he scaled up to a 26‑person company, then realized the stress, risk, thin margins, and constant manpower scramble weren’t worth it—and why he prefers a 3–10 person crew that can still hit the same profit with less chaos.The simple math that guides his decisions: choosing 1M at 20% profit over 2M at 10%, refusing to cut bids by 10–15% just to win work, and why landing more than 50% of open-market bids is a sign your prices are too low.How repeat property managers, long‑term commercial clients, and relationship-based work let him bid less, win more, and avoid the race-to-the-bottom “five bids” trap that eats office time and destroys margins.His approach to employee retention: fair pay, timely raises, not saving raises for when someone gives notice, buying lunch, paying a sick day here and there, and never dumping only the worst out‑of‑town or “crap work” on good hands.Practical red flags he uses to vet clients—especially slow-pay commercial accounts that drift past 45–60 days—and why he’s walked away from certain GCs only to see them later end up in Chapter 11, confirming his instincts about cashflow risk.

Welcome to another episode of the Contractor Growth Show! In this episode, host Mark sits down with Todd Chionis, owner of Top Drawer Carpentry in Barrington, Illinois. With over 23 years in the business and a stellar reputation for high-quality interior remodels, Todd shares the secrets behind his company’s organic growth, award-winning service, and the personalized approach that sets Top Drawer Carpentry apart. Whether you’re a homeowner considering a remodel, a contractor seeking inspiration, or simply interested in the business of custom carpentry, this episode offers valuable insights into the process, challenges, and rewards of running a small, client-focused remodeling company. In this episode, you’ll learn: - The history and evolution of Top Drawer Carpentry, from its Chicago roots to becoming a Barrington staple - How Todd’s team specializes in interiors—kitchens, baths, basements, and custom trim work - Why Top Drawer Carpentry relies almost exclusively on referrals and word-of-mouth for new business - The step-by-step process Todd uses to qualify, quote, and manage remodeling projects—including pre-inspections and realistic budgeting - How the company leverages industry platforms like Houzz to showcase their work and earn top-tier awards for both design and service - The importance of transparent communication and expectation-setting with clients, especially when surprises arise during remodels - Todd’s philosophy on sustainable, quality-focused growth and maintaining a tight-knit, highly skilled team Todd Chionis and Top Drawer Carpentry exemplify what it means to build a business on trust, craftsmanship, and genuine relationships. From winning the Best of Houzz awards to expertly navigating the challenges of remodeling older homes, Todd’s approach is rooted in honesty, thorough planning, and a commitment to client satisfaction. If you’re looking for inspiration on how to grow a reputable, referral-driven business—or want to understand what makes a top-tier remodeling contractor tick—this episode is a must-watch!