Most excavation and septic contractors think they have a marketing problem.

Most of the time, they do not.

In this episode of the Excavation Profits Podcast, I sit down with leadership expert Justin Maust to talk about the real reason contractor businesses stall out and stay stuck.

Justin works with leadership teams to help them gain clarity, build accountability, and create real traction in their companies. In this conversation, we break down what that actually looks like inside a blue-collar business. Learn about him here https://www.entrelegacygroup.com

We cover:

• Why the owner often becomes the bottleneck • The leadership gaps that quietly limit growth • How to create clarity from the office to the field • What breaks first when contractors scale too fast • How to build a business that runs without you approving everything

If you are constantly putting out fires, answering every question, and feeling like growth only creates more chaos, this episode will hit home.

This is not about marketing tactics.

It is about leadership, systems, and building a company that can grow without burning you out.

If you want to move from operator to true business owner in your excavation or septic company, this one is worth your time. Get helpful marketing resources here https://excavationmarketingpros.com/quicklinks

If you’re a septic installer relying on referrals, word of mouth, or inconsistent marketing, this episode breaks down what predictable install demand actually requires. Get helpful resources here https://excavationmarketingpros.com

In this briefing, we cover:

• Why most septic marketing fails after 30–60 days • The real math behind install capacity and profit per job • What “optimization” actually means in the first 90 days • Why guarantees attract the wrong buyers • The systems required to turn inquiries into booked installs

This is not a marketing pep talk.

It’s an operator-level discussion about what it takes to build consistent install flow in your service area - and who this type of growth is actually right for.

If you’re established, answer the phone, and have capacity to grow, this will make sense.

If you’re looking for shortcuts, it won’t.

This episode is for established septic company owners already generating leads who are still losing jobs to price shoppers. Get helpful resources here.

We break down why most septic businesses don’t actually have a pricing problem- they have a positioning and segmentation problem. When the same offer is shown to two very different buyers, margins get crushed and sales teams blame “competition.”

In this conversation, we walk through:

• Why running ads alone doesn’t fix low-margin installs

• How established septic companies separate price-sensitive vs quality-driven buyers

• When Good / Better / Best works—and when it actively hurts conversions

• How inspection guarantees change buyer behavior

• Why emailing quotes kills deals (and what replaces it)

• The review-call process that filters tire kickers before they waste your time

This is not theory or sales hype. It’s how real septic operators align marketing, sales, and offer structure so better jobs self-select.

This episode is not for beginners or price-only operators. It’s for owners with crews, systems, and real lead volume who want higher-quality work - not just more calls.