Brian Kaskavalciyan tells contractors that selling more work won't fix bad pricing or thin margins. Review your last five jobs to find which ones actually made money, then raise your minimum profit threshold and turn down low-margin work, even when business is slow.
If your answer to a bad month is just sell more, you're already losing. Most contractors hit a slow month and panic, so they sprint into sales mode. But selling more doesn't fix bad pricing. It doesn't fix thin margins, and it doesn't fix jobs that eat up your time. If you stack bad jobs on bad math, you don't grow. You bleed faster. Before chasing more work, look at the last 5 jobs you did. What actually made money? What caused stress? Raise your floor. Say no to low-profit work, even when you're slow. Build a model that feeds you, not just keeps you busy. Sales should build wealth, not just keep the lights on.
