Here's Why You Never Let Your Ego Do The Talking
I hung up the Zoom call and immediately knew I'd blown it.
Not because I didn't get the gig. Because I'd wasted a successful contractor's time chasing something that was never mine to begin with.
Matt runs a $10 million concrete operation in LA. Complex CRM workflows. Advanced marketing analytics. Revenue operations at enterprise scale.
The kind of sophisticated systems that require deep expertise in platforms I barely understand.
And there I was, asking for "just a few more documents" so I could figure out how to help.
The Setup
The Upwork consultation request looked promising. Construction company. Operations challenges. Right in my wheelhouse.
But five minutes into the call, red flags started flying:
They're running Builder Prime as a full CRM (something I'd never seen)
Processing 20-30 leads daily through automated workflows
Need revenue operations expertise and advanced marketing analytics
Managing subcontractor relationships across multiple verticals
This wasn't a contractor who needed help with basic systems. This was a sophisticated operation that had outgrown my expertise years ago.
Where I Went Wrong
Twenty-four minutes into the call, Matt asked the obvious question: "Is this something that's up your alley?"
The honest answer? "No, but I know someone perfect for this."
Instead, my ego answered: "Yeah, but I need to understand your setup better."
Why?
Because Matt was impressive. His operation was impressive. And some part of me wanted to believe I belonged at that table.
Classic ego trap: Confusing being flattered with being qualified.
Reality Check
My sweet spot looks like this:
Small to mid-size contractors ($750K-$10MM revenue)
Foundational systems implementation
Tools like Buildertrend, JobTread, and basic EOS principles
Moving from chaos to an organized operation
Matt's company had solved those problems years ago.
They needed advanced revenue operations—a completely different discipline requiring completely different expertise.
What I Should Have Said
Around minute six, when Matt described his Builder Prime setup, I should have stopped him:
"Matt, what you've built is impressive, but this is outside my core expertise. You need someone with deep Builder Prime experience and advanced CRM analytics capabilities. I work with smaller operations on foundational systems. Let me connect you with [specific referral] who specializes in revenue operations at your scale."
Clean. Honest. Respectful of his time.
The Real Cost
My ego didn't just waste 28 minutes. It cost me real money.
Great referrals build relationships. When you connect someone with exactly the right expert, they remember. They refer others. They become part of your network.
That referral would have been worth $7,000 - $10,000 in fees to the right consultant. Plus future opportunities from Matt's network.
Conservative estimate: $28,000, maybe $30,000 in lost business over two years.
But when you waste their time chasing something you can't deliver?
That door closes.
Matt will find the right consultant—probably someone who charges triple my rates and delivers exactly what he needs.
But the worst part?
He'll remember the guy who should have made that connection from the start but didn't. 😖
The Humbling Truth
Here's what really stings:
I teach contractors to stay in their lane. Focus on your core competencies. Don't chase shiny objects outside your expertise.
Then I get on a call and do exactly what I tell my contractors not to do.
My Actual Lane
My sweet spot is helping growing contractors implement systems that scale:
The framing contractor drowning in change orders, who needs basic project management
The remodeler hitting $3M who needs to document processes before expanding
The custom builder, ready to move from spreadsheets to real scheduling software
These contractors don't need advanced revenue operations. They need foundational systems that work. And I'm genuinely good at helping them build those foundations.
The Lesson
Your ego doesn't care about your credibility. It wants to feel important. It wants to play where you don't belong.
Confidence says, "I'm excellent at solving these specific problems."
Ego says, "I can figure out any problem if you give me enough time."
The former builds sustainable businesses. The latter wastes everyone's time.
What's Next
I'm going back to my fundamentals. The contractors who actually need what I offer. The problems I actually solve well.
And if another Matt calls? I'll have the right referral ready from minute one.
Because the best consultants aren't the ones who try to solve every problem. They're the ones who connect you with the exact right solution—even when that solution isn't them.
🧰 Need help staying in your lane (profitably)?
After 25 years of mistakes like this one, here's what actually works:
1. Quick Fix Focus Call – $125 - One hour to identify your actual sweet spot and stop chasing opportunities that aren't yours. No ego stroking, just honest assessment. 🚀
2. System Tune-Up – Starting at $950 - For contractors in that $750K-$10MM range who need foundational systems that actually work. Basic tools, proper implementation, real results. ⚙️
3. Full Ops Overhaul – Custom Pricing - If you're ready to move from chaos to organized operation (and you fit my actual expertise), let's build something that scales without the complexity.