Brian Kaskavalciyan argues contractors waste time on low-leverage work like daily lead generation and personal sales, each yielding just one contract. Instead, build a repeatable sales system and hire dedicated salespeople so you can lead strategically while they generate revenue at scale.
You got to work on the right things, and people will say, well, what are the right things? Well, the right things as an owner are things that give you leverage. So if you're a contractor and you're out running leads every single day and trying to run your business at the same time, you basically have two full-time jobs, neither of which you're going to do a good job of. And so what do you have to do? You got to get rid of the activities that have no leverage. And people think that selling has leverage. No, it doesn't, because you're getting one job. You're spending an hour, 2 hours, 4 hours, 10 hours, whatever it is, you're getting one job. And yeah, okay, I've got the job, I've got the contract, I've got a deposit, and now I got something in the books, but there's no leverage there. Whereas if you now put a selling system in place, hire a salesperson, that is focused on sales, that wakes up every morning thinking about sales, that's honing their craft, that's getting training, that is, that's all they're focused on. Now you've got some leverage because now you get to act as the owner while they are out selling.
