Tuesday Tuneup- #72
How to Build a Business That Gets Bought (Not Just Built)
Happy Tuesday everyone!
I talk to business owners every… single… day.
And there’s one dream that they all share: “I want to sell this company one day OR pass it onto my kids”.
But… most contractors build a job... not a company.
They hustle, take on every project, and work harder each year... but when it’s time to exit, there’s nothing to sell. By best estimates, 98% of construction companies are either closed down or sold for amounts that cover debts.
In other words….. just 2% of the owners are acctually going to walk away with anything meanignful when it comes time to leave their business.
That’s why we created the Built to Be Bought roadmap... a stage-by-stage system to help residential solar, roofing, and HVAC contractors grow businesses that don’t just survive... they scale, systemize, and eventually get acquired.
Here’s a breakdown of the journey...
Stage 1: Improvise
Target EBITDA: Less than $100K/year
You’re saying yes to anything that keeps the lights on. It’s chaos. Everything lives in your head and nothing is tracked.
You feel overwhelmed... reactive... and unsure if you’re even making money.
Your job is to stop guessing and start tracking:
Use a basic CRM or spreadsheet
Build simple checklists
Separate business and personal finances
Know your numbers
Your mindset shift:
“I’m not just a technician... I’m building a business.”
Stage 2: Stabilize
Target EBITDA: $100K–$250K/year
You’re consistent now... but you’re still the bottleneck. Growth is capped by your time and energy.
You’re drowning in admin... frustrated by no-shows... and missing time with family.
To break through:
Hire admin and field help
Define clear roles
Hold weekly team meetings
Track close rates and margins
Your mindset shift:
“If I don’t build a team... I’ll always be on the tools.”
Stage 3: Systemize
Target EBITDA: $250K–$500K/year
You’ve got a team... but no real systems. You’re the only one who can fix problems... and it’s exhausting.
This stage is about replacing memory with systems:
Implement a CRM that tracks jobs, leads, and invoices
Document SOPs
Build an automated sales pipeline
Create onboarding checklists
Your mindset shift:
“Systems run the business... People run the systems.”
Stage 4: Prioritize
Target EBITDA: $500K–$750K/year
Now you’ve got traction... and a team that needs leadership.
But you’re still the hub. Every decision... fire... and meeting flows through you.
To step up:
Hire your first real leaders
Use scorecards to track outcomes
Set 90-day priorities
Build a culture of communication
Your mindset shift:
“Lead through others... not by doing everything yourself.”
Stage 5: Optimize
Target EBITDA: $750K–$1M/year
You’ve built a business... now you need to make it profitable, consistent, and less chaotic.
This is where contractors either start printing cash... or burn out.
Your focus:
Tighten margins by tracking job-level profit
Align sales and ops
Coach your leadership team
Your mindset shift:
“A business should get more efficient as it grows.”
Stage 6: Diversify
Target EBITDA: $1M–$1.25M/year
Your core offer is maxed out. Time to grow horizontally... but carefully.
Add new services without breaking what works:
Launch one new offer at a time
Train or hire specialists
Update systems to handle more complexity
Your mindset shift:
“Diversification should simplify the customer journey.”
Stage 7: Multiply or Sell
Target EBITDA: $1.25M–$2M+/year
You’ve built a machine. Now it’s decision time... scale or sell.
Both options require clean financials, strong systems, and a business that runs without you.
Get ready by:
Polishing your brand and systems
Building an internal deal room
Creating strategic growth or exit plans
Your mindset shift:
“A real business can scale... sell... or run without me.”
Final Thoughts
Most contractors never make it past Stage 2. Not because they lack talent... but because they never stop long enough to build systems that free them.
If you want to build something worth buying... or just something that runs without you... this roadmap shows the path.
Each stage has tools, templates, and checklists to help you execute. If you're ready to move beyond hustle and into high-value ownership... this is the blueprint.
Ready to see where you are on the roadmap... and what’s next?
Check out www.BillionDollarContractor.com to join our community.
Let’s build something worth buying.
Until next week…. Happy Selling!