A Special Thanks To Our Brand Partners:

Subzero Wolf

Quaker Windows

Home Depot Pro Xtra Program

And Be Sure To Check Out:

The Building Optimal Shop (for systems and processes to help run your home building company)

Investnext (our platform to raise and manage investor capital)

A Special Thanks To Our Brand Partners:

Subzero Wolf

Quaker Windows

Home Depot Pro Xtra Program

And Be Sure To Check Out:

The Building Optimal Shop (for systems and processes to help run your home building company)

Investnext (our platform to raise and manage investor capital)

A Special Thanks To Our Brand Partners:

Subzero Wolf

Quaker Windows

Home Depot Pro Xtra Program

And Be Sure To Check Out:

The Building Optimal Shop (for systems and processes to help run your home building company)

Investnext (our platform to raise and manage investor capital)

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

In this episode Jared discusses the risks of getting your strategy wrong, and the opportunities once you find the one that truly sets your business apart.

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

This episode is a conversation with Joey about his in-house labor, and how he manages that aspect of his business. Enjoy the episode, and if you like this and others we have done, it would be a huge help if you leave us a review here in your podcast player. Thanks for listening!

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

But Joe is a fighter (literally and metaphorically), and built a resoundingly successful project even with serious headwinds. We visit on both his wins and his lessons learned from this first of what will surely be many successful projects as Joe grows his company.

Enjoy the episode!

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple! 

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple!

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

And don't forget to sign up for our NEWSLETTER where we have all kinds of good tips and info you don't get with the podcast.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple!

And don't forget to sign up for our NEWSLETTER where we have all kinds of good tips and info you don't get with the podcast.

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Thank you to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

Grand Openings

Quaker

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple!

And don't forget to sign up for our NEWSLETTER where we have all kinds of good tips and info you don't get with the podcast.

Looking for tools to make more money and grow your biz?

In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our:

Building Optimal Business Accelerator

Thank you to our amazing brand partners...

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

RAM Windows

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple!

And don't forget to sign up for our NEWSLETTER where we have all kinds of good tips and info you don't get with the podcast.

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Thank you to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

In this conversation we discuss Jacob's ideas on how to minimize the embodied carbon in our buildings or even turn them into carbon sinks. Jacob also shares his benefits of straw bale building techniques and the socially inclusive culture they have created through a worker's co-op structure at New Frameworks.

Enjoy!

Links from the episode:

Builders for Climate Action

BEAM Estimator

New Frameworks Website

New Frameworks on Instagram

Croft Straw Panels

The U.S. Federation of Worker Cooperatives

Companies We Keep, by John Abrams

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Thank you to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

Links mentioned:

Pretty Good House Book

Water in Buildings, by Bill Rose

Christine Williamson's Instagram

Huber Engineered Wood

Climate Zone Map

Timber HP

BEAM Estimator

BS and Beer

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Thank you to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

We also visit with Mark Sprague, State Director of Information Capital for Independence Title. Mark is one of the most respected real estate market analysts and forecasters in Texas, and shares some of his insights with us in this short, 25-minute episode. In full disclosure, 75% of the information Mark Shares is specific to Austin or Texas, but 25% covers a national focus.

Enjoy!

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Thank you to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

We cover some novel concepts from David such as Employee-Centered Companies, thinking errors that hold us back, his research on selling construction companies, and more.

In the episode we discuss a few books:

Small Giants: Companies That Choose to be Great Instead of Big

Cognitive Behavioral Therapy Made Simple

Please enjoy this enlightening episode!

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Muchas gracias to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out The Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Muchas gracias to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

Enjoy the episode!

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out the Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Muchas gracias to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Subzero Wolf Cove

Huber Engineered Woods

RAM Windows

We discuss cool new plumbing trends like aromatherapy shower heads, hand-crafted fireclay sinks, touchless faucets, and more.

And, to my delight, Vik explains the rise in popularity of biophilic design as we find ways to make our homes healthier and more comfortable.

Enjoy the episode!

Tools to make more money and grow your biz

Need a little help growing your business or making more money at it? In addition to almost 100 free episodes of the podcast, check out the Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing. Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Muchas gracias to our amazing brand partners

Lowe’s and the new Lowe’s MVP Pro Rewards ProgramWolf/Subzero

Huber Engineered Woods

RAM Windows

To learn more about the Builder Accelerator, go to:

https://www.buildingoptimal.com/the-builder-accelerator

Use code LAUNCH between now and 5/19/22 For 20% off all our products at the Building Optimal Shop.

As always, a special thanks to our show sponsors:

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Wolf/Subzero

Huber Engineered Woods

RAM Windows

New products launching in the Building Optimal Shop!

Need a little help growing your business or making more money at it?

In addition to almost 100 free episodes of the podcast, check out the Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing.

Or, if you want full-scale consulting or business startup help, check out our brand new:

Building Optimal Business Accelerator

Muchas gracias to our amazing brand partners:

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Wolf/Subzero

Huber Engineered Woods

RAM Windows

In this interview, we cover a wide range of topics from Eric’s leadership advice to his views on the future of window technology. Enjoy a discussion with one of the industry’s truly great leaders.

Video referenced in the episode - Cement: The Scale of the Problem

Need a little help growing your business or making more money at it?

In addition to almost 100 free episodes of the podcast, check out the Building Optimal Shop, a place where we have business tools for builders and contractors…and the list is growing.

Or, if you want full-scale consulting or business startup help, contact me at jared@gossettco.com. We are a full-time building company - not a coach or mentor - but we have doubled over revenue to more than $50 million while actually cutting our overhead. And I’m happy to share what I know with those who could benefit from it.

Fair warning, if it were a restaurant it would be $$$, my friends. But it also would have made me a few million more dollars if I had access to my current systems and thinking early in my career. Send me an email if you want to visit further.

Muchas gracias to our amazing brand partners:

Lowe’s and the new Lowe’s MVP Pro Rewards Program

Wolf/Subzero

Huber Engineered Woods

RAM Windows

Brian is a structural engineer by training. He is currently a Senior Fellow at the Institute for Progress and previously led an engineering team at Katerra. Enjoy the episode!

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

And thank you to Lowe’s for sponsoring today’s episode! Learn more about Lowe’s for Pros HERE

Want more good stuff? Sign up for the Building Optimal email HERE.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

And thank you to Lowe’s for sponsoring today’s episode! Learn more about Lowe’s for Pros HERE

Want more good stuff? Sign up for the Building Optimal email HERE.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

And thank you to Lowe’s for sponsoring today’s episode! Learn more about Lowe’s for Pros HERE

Want more good stuff? Sign up for the Building Optimal email HERE.

Visit our online store to see our products to build a better business. HERE

Keep up to date with MT Copeland on Instagram, @mt.copeland.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

...

And thank you to Lowe’s for sponsoring today’s episode! Learn more about Lowe’s for Pros HERE

...

Want more good stuff? Sign up for the Building Optimal email HERE.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

And thank you to Lowe’s for sponsoring today’s episode! Learn more about Lowe’s for Pros HERE

Want more good stuff? Sign up for the Building Optimal email HERE (sign-up top of home page).

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

Learn more about Lowe’s for Pros HERE

Sign up for the best newsletter on the planet HERE (sign-up top of home page) BTW, refer our newsletter to 3 other builders and get a copy of my client pre-construction guide. Refer 10 and get a 20-minute Q&A with me. Details of how in the newsletters, my friends.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

Thank you to our brand partner, Lowe's! Learn more about Lowe's for Pros HERE.

Sign up for the best newsletter on the planet HERE (sign-up top of home page) BTW, refer our newsletter to 3 other builders and get a copy of my client pre-construction guide.

Have any topics you want me to discuss, guests to interview, or feedback about the show? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

Learn more about Lowe's for Pros HERE

Check out Spyder Blades HERE

Sign up for the best newsletter on the planet HERE (sign-up top of home page) BTW, refer our newsletter to 3 other builders and get a copy of my client pre-construction guide. Refer 10 and get a 20-minute Q&A with me. Details of how in the newsletters, my friends.

If I start working with a client who demonstrates any of these behaviors in our early interactions, I will graciously walk away before signing a construction contract. Just as important (if not more) than securing good clients who can help elevate your business is steering clear of those who will damage it.

Have any red flags you've learned along the way? DM me on Instagram @buildingoptimal or send me an email at jared@gossettco.com.

Learn more about Lowe's for Pros HERE

Check out Spyder Blades HERE

Sign up for our YUGE newsletter HERE (sign-up top of home page) BTW, refer our newsletter to 3 other builders and get a copy of my client pre-construction guide. Refer 10 and get a 20-minute Q&A with me. Details of how in the newsletters, my friends.

Have any builders who are making waves in the industry and would be good guests? Email me at jared@gossettco.com.

Jason has had a rocket ship growth trajectory from an unlikely background, and now he's not only building but sharing his lessons with others. Y'all enjoy the episode!

Find Dustin on Twitter (@2x4caster) and on LinkedIn.

Build on, and enjoy the episode!

By the way, if you aren't already signed up for our Building Optimal newsletter, head over to buildingoptimal.com and sign up for free right now. Should take about 15 seconds and the extra value we will be delivering in that newsletter won't be found anywhere. So, check it out.

Tune in for the secrets and wisdom of Wally. As I say in the episode, it's an avalanche of good ideas. Enjoy, and happy building out there.

Edit: In the episode we incorrectly stated the number of Wally's employees, Wally has 18 employees (whom by the way have been with him for an average of 9 1/2 years). Amazing retention rate!

Enjoy the episode!

Enjoy the episode!

If you want to learn more about Paul and Ed's work, visit https://residentialcontractorservicesgroup.com.

Enjoy the episode!

“The wise man knows exactly what value should be put upon everything.” — Seneca

Over my 15 years to date of structuring real estate development deals, I’ve screwed up many a deal. I’ve left money on the table. I’ve shouldered too much risk. But luckily, on close to 100 projects I’ve sponsored, I’ve only ever lost money one one. The rest have performed well, and a good many surprisingly well (listen to my story in Episode 57).

What has been the single biggest improvement I’ve made in how I structure my deals? I’ve started thinking of the deal components as separate “Value Buckets.” As a result, I have a much easier job identifying an equitable deal for everyone and easily selling it to my investors.

Value Buckets in a Nutshell

To use value buckets, think of deal structuring as an accountant would. Each deal is a new company in a sense, and that company will have assets, liabilities, and equity that each of the parties to the deal should value at some notion of fair market value. This sounds basic, like a foregone conclusion, but many people miss this point. And when they start thinking of projects through Value Buckets, what seemed like a reasonable deal may no longer be.

Most Common Value Buckets

• Developer

The developer finds, organizes, and sponsors the deal. He arranges all capital and oversees professionals such as accountants, lawyers, etc. The time, effort, and expertise in this role needs to be considered and compensated, usually as a percentage of back-end profits in the home building business. My company receives 50% of the back-end profits in exchange for this role.

• General Contractor

Home builders often plays the role of developer and general contractor in a speculative deal, which is why it’s important to distinguish these. A home builder needs to understand what his profit would be on this project if, hypothetically, it was a simple fee-based project for a client. Why? Because the additional roles the builder is playing in a speculative project, plus the risk, should result in a higher projected income to the builder versus a project for a client.

I establish up front a fee between 7-8% of a deal’s projected sale price, depending on the size and complexity of the project. This fee is paid out to my company with the construction draws from the bank. This fee covers my company’s overhead in the deal but not my general contractor profit, which I defer to the end so that my investors and I are better aligned.

The back-end profits I’m expecting to receive should be enough to account for both my role as general contractor and separately as developer. If the projected profits aren’t sufficient in that sense, I either restructure the deal or pass on it.

• Investor

The investor may be putting up all the cost of a deal, or if financing is involved, the portion of equity that sits behind the debt in...]]>Ed Earl and Paul Sanneman, both previous guests, share the reasons why they like cost-plus contracts. As a fixed-price builder myself, I wanted to get the perspective from the other side of the aisle.

If you want to learn more about Paul and Ed's work, visit https://residentialcontractorservicesgroup.com.

Enjoy the episode!

“The wise man knows exactly what value should be put upon everything.” — Seneca

Over my 15 years to date of structuring real estate development deals, I’ve screwed up many a deal. I’ve left money on the table. I’ve shouldered too much risk. But luckily, on close to 100 projects I’ve sponsored, I’ve only ever lost money one one. The rest have performed well, and a good many surprisingly well (listen to my story in Episode 57).

What has been the single biggest improvement I’ve made in how I structure my deals? I’ve started thinking of the deal components as separate “Value Buckets.” As a result, I have a much easier job identifying an equitable deal for everyone and easily selling it to my investors.

Value Buckets in a Nutshell

To use value buckets, think of deal structuring as an accountant would. Each deal is a new company in a sense, and that company will have assets, liabilities, and equity that each of the parties to the deal should value at some notion of fair market value. This sounds basic, like a foregone conclusion, but many people miss this point. And when they start thinking of projects through Value Buckets, what seemed like a reasonable deal may no longer be.

Most Common Value Buckets

• Developer

The developer finds, organizes, and sponsors the deal. He arranges all capital and oversees professionals such as accountants, lawyers, etc. The time, effort, and expertise in this role needs to be considered and compensated, usually as a percentage of back-end profits in the home building business. My company receives 50% of the back-end profits in exchange for this role.

• General Contractor

Home builders often plays the role of developer and general contractor in a speculative deal, which is why it’s important to distinguish these. A home builder needs to understand what his profit would be on this project if, hypothetically, it was a simple fee-based project for a client. Why? Because the additional roles the builder is playing in a speculative project, plus the risk, should result in a higher projected income to the builder versus a project for a client.

I establish up front a fee between 7-8% of a deal’s projected sale price, depending on the size and complexity of the project. This fee is paid out to my company with the construction draws from the bank. This fee covers my company’s overhead in the deal but not my general contractor profit, which I defer to the end so that my investors and I are better aligned.

The back-end profits I’m expecting to receive should be enough to account for both my role as general contractor and separately as developer. If the projected profits aren’t sufficient in that sense, I either restructure the deal or pass on it.

• Investor

The investor may be putting up all the cost of a deal, or if financing is involved, the portion of equity that sits behind the debt in the capital stack. The investor obviously needs to get compensated for the risk they are taking with their investment. Our development projects are far less liquid and less diversified than one can achieve in the stock market, which means we should be paying a premium to investors over typical stock market returns for the added risk profile of our projects.

Beyond that, there are a lot of other factors that determine what a fair return is for your investor. If you are a brand new builder, you represent more risk than someone with decades of experience. You need to be offering a little higher return. Or vice versa.

I structure my deals with investors like this: first, I offer an 8% simple annual preferred return on their investment to account for the opportunity cost of capital. Then, I split profits with them, usually 50/50. This profit split bucket represents their return for the extra risks I mentioned above.

If you notice both with my fee I charge the project and the preferred return I offer investors, I’m structuring the deals such that we try to value and cover our respective costs first, and then profits we split on top of those costs should be a more accurate representation of profitability.

If I see newbies make one mistake, they fail to account for the true cost of their overhead in the deal and they end up having to pay for it with their supposed profit split at the end. I made this mistake for my first several years.

• Credit Enhancers

Banks usually get the credit enhancement they need via personal loan guarantees. While this value bucket often gets blurred into others, it’s necessary to break it out for a clean view of the landscape. Some deal sponsors offer additional profits for the people who assume this risk, while some offer flat fees based on the loan amount.

I ask all our partners to guarantee the loans we obtain, including myself. This way we spread the risk. I compensate my investors for this additional risk they assume via higher targeted returns. In other words, most of the projects I sponsor target IRR’s in the low 20% or higher. If I wasn’t asking for loan guarantee support from my investors, I believe the high teens would be a fair return to target for them. And I would accomplish that by shifting the profit splits whatever amount necessary to keep the target returns in that range.

• Other Imputed Equity

Sometimes we have a land seller who wants to sell us the land and roll in a portion of the price as investment in the deal. Or we have a broker, architect, or engineer that wants to do the same. This gets messy, so the best way to think about it is to always determine a fair market value for the land or service or whatever is being invested, assuming they would be getting their money up front per usual terms. Then, the amount from that value that they want to defer or invest into the project can be considered and adjusted to reflect for the value they are providing by imputing or “investing” that money into the project. And remember, if they are deferring that amount it should probably receive some return in exchange.

Conclusion

Those are the typical value buckets as I see them. They are just a general framework and can always be amended as necessary. Seeing the individual components of a deal, the assets and liabilities as I mentioned in the beginning, helps create a much clearer baseline from which to structure and negotiate.

What you decide is fair is between you and your investor, but having these value buckets and general reference points of fair market value for each one will take you 90% of the way.

Spencer is the Inbound Marketing Director at Builder Funnel. Since 2010, he’s been building out a proven model and system that has helped generate thousands of leads for his clients. He specializes in helping home builders and remodelers bring their websites up to speed – not only building traffic but focusing on lead conversion and ROI.

Enjoy the episode!

Trey is a licensed architect with the well-reputed firm, Forge Craft Architecture. He is also a partner in Studio Ferme, an interior design firm out of Austin. He sits on the board of the Austin Passive House Alliance and is an expert on sustainable design and construction.

Enjoy the episode, and happy building!

Enjoy the episode!

His company, Risinger Build, is one of the top luxury home builders in Austin, a market with a tremendous crop of talent at the top. In this interview we cover everything from an inside look at his business to his social media tips and business advice to all builders.

Thanks to Lowes for bringing us together for this special episode. Be sure to check out their Lowes for Pros to learn how Lowe’s can help your company.

Be well, be safe, and happy building my friends.

With his breadth of experience, Bryan brings a systems-oriented approach to his clients. In this interview, we visit with Bryan on punch list systems that help you end projects on great terms with your clients.

Connect with Bryan and learn more about his company here.

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

Enjoy the episode! And be sure to sign up for email updates and new information at www.buildingoptimal.com!

In this brief episode, Sheri covers the two primary loans that are available as well as the new tax credits. Please note the information surrounding these loans is very dynamic and changing frequently. Please consult your accountant for the latest information.

I also highly recommend you navigate our to Sheri’s website, The Allshouse Group, to request from them their white paper on the topic. It’s filled with a lot of good, actionable info.

Be well, amigos.

Treacy is an insurance expert who runs The NationWide Contractors’ Alliance and also WISE Insure. He and Doug Lynch also happen to be my company’s insurance providers and recurring sponsors for our show. So a special thank you to them for their support!

And finally, if you aren’t following us yet on Instagram, check us out for some good tips and updates (@buildingoptimal). And be sure you are signed up for our emails on the home page of our website, www.buildingoptimal.com.

We decided to record the conversation and share it as an episode. Many of you already know this, but it never hurts as a refresher. And for some of you it will be a much-needed splash of cold water.

We are in these building trenches together, so listen, learn, and implement. Enjoy the episode!

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

Show Notes:

Nah, this is a short episode. Next time!

Byron and his company operate in Calgary, Canada where they build beautiful custom homes. In their own words:

We are design conscious carpenters who are energized by the idea of helping homeowners and architects realize their vision. We’re individuals who have been drawn together by a quest to fashion tangible things with our hands and the desire to create quality results every day.

This is one of those episodes where we get to learn from a fellow builder who is in the trenches, and who has invested heavily in developing his business.

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

Enjoy the episode!

Byron’s Builders and Brews Group

Brookwright on Instagram

Show Notes:

2:39 - An overview of Brookwright.

5:37 - What is Brookwright’s “why?”

9:21 - Brookwright’s unique branding and value proposition.

14:06 - Brookwright’s strategy of working through architects as the client.

20:16 - Taking care of the architect relationship.

21:42 - What is going on up in Canada?! Dedication to the building craft seems exceptionally high.

24:33 - How to connect with Byron.

25:14 - Byron’s Builder’s and Brews group.

So, if this were school, this subject would be pretty damned important to ace. That’s why today we are talking to Don Shelton about the major risks he regularly sees and how to improve the grades on your legal report card. Don, in addition to being one of the top home building attorneys in Texas, is a partner at one of the top home building firms in the state…Bush Rudnicki Shelton. They have multiple offices across the state. Don is out of Dallas-Fort Worth.

We interviewed James Rudnicki, one of his partners, a while back here. Their firm consults for industry giants you all know. They literally wrote the contract the Texas Association of Builders uses as its standard form.

So, Don’s the professor for the day, and on a subject you don’t want to sleep through.

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

Show Notes:

3:06 - What is the biggest source of lawsuits for builders?

15:47 - What can builders do to protect themselves?

18:30 - The best strategies to deal with contentious situations.

28:56 - Is it common for plaintiffs to pierce the corporate veil?

35:25- What are the best legal strategies should a builder employee?

Her firm is The Allshouse Group in Houston, Texas. In this discussion, we cover a wide variety of accounting and tax topics, from accounting software and tracking change orders to new tax updates.

To stay up to date on our latest interviews, be sure to sign up for our emails at www.buildingoptimal.com. You can also follow us on Facebook and Instagram. Enjoy the interview!

Show Notes:

03:15 - What software do you recommend?

12:50 - What’s the best way to process changes orders through your accounting system?

16:30 - What is the best way to track expenses that don’t have PO’s like runs to Home Depot?

21:40 - Tax updates affecting us for 2019 filings.

25:50 - What are the energy tax credits available to builders?

30:20 - Any last advice Sheri has for us.

Today’s guest is Sean McDonald, a seasoned building executive with more than 30 years experience. He has built countless sales teams and most recently ran the San Antonio division of Gehan Homes. Sean is currently working on several startup ventures in the home building space, including Land on Earth.

Enjoy the episode!

Show Notes:

[2:43] - The pros and cons of Realtors vs. internal sales team.

[9:25] - Sean’s preferred comp structures.

[15:02] - The specific role of the sales person in the life cycle of the customer.

[18:15] - Comp differences between a spec home vs true custom.

[22:30] - The biggest traps to fall into when building a sales team.

[25:20] - The common qualities of high-performing sales teams.

Carol runs her own successful marketing firm, has an award-winning radio show, has written four books, and if that’s not enough, she’s served as chair of the National Home Builders Association’s Professional Women in Building Council.

Ways to stay in touch with us, by the way! Sign up for our newsletter here or on Instagram here.

Show Notes

3:50 - Carol’s #1 piece of advice: Be fun. Be creative.

9:35 - #2: Use social media and use it well.

15:30 - #3: Promotions.

19:10 - #4: Geofencing.

26:35 - #5: Simply be responsive!

Dan Edelman, Head of Business Development for ROCKWOOL, joins us on the show for an overview of their product.

Show Notes:

[4:04] - The history and growth of ROCKWOOL.

[5:18] - What makes ROCKWOOL different.

[8:10] - ROCKWOOL indoor air quality relative to other options.

[12:08] - How does ROCKWOOL stack up with price.

[14:22] - How to get a crew trained on ROCKWOOL insulation.

[16:30] - The thermal performance of ROCKWOOL.

[18:10] - ROCKWOOL’s exterior insulation product.

[19:44] - Dan’s preferred wall assembly.

[22:45] - Where to find Dan and ROCKWOOL’s Elite Builder Program.

David is a speaker, author, and consultant on the national stage. He has some wonderful programs, so be sure to check him out online.

This episode is brought to you by our own personal insurance agent and broker, Treacy Duerfeldt of NWC Alliance and Doug Lynch of Brookstone Insurance. Liability insurance is a dangerous place where you can easily fall victim to bad coverage or bad agents. That’s why we switched to Doug and Treacy. Check them out and make an informed decision on your liability coverage. Enjoy the episode!

Show Notes:

[4:00] - An intro to the concept of selling your why.

[7:50] - What is the process to determine your “why?"

[16:50] - How can a builder use this to truly stand out?

[24:28] - The need for giving clients a “leave-behind.”

[27:30] - The best place to go to learn more about David’s programs. 

David is a speaker, author, and consultant on the national stage. He’s also a brilliant mind for developing this deceptively simple strategy. Enjoy the episode!

Show Notes:

[1:55] - The overview of David’s Clients for Life program.

[9:50] - Some mechanics of how it works.

This is the first of a three part series with David. We will also be featuring interviews with him over creating clients for life and selling your why. Be sure to check out David’s site, remodelforce.com to learn more about his suite of products to help you in your business.

And if you aren’t tired of me saying it by now, make sure you’ve signed up for our free newsletter on the home page of our website, buildingoptimal.com.

Enjoy the episode!

Show Notes:

[1:50] What are the differences in skill sets needed between a new home builder and a remodeler.

[5:10] The difference in profit margins between the two.

[8:45] Dis-economies of scale on small jobs.

[12:15] Growing your business with architects.

Show notes:

[1:45] - What's new in the smart home space.

[5:55] - What can you accomplish without a huge budget.

[8:30] - The most popular things Dave is asked to install. 

[17:06] - David's recommendation to builders.

[21:41] - Where to find Dave online.

Show Notes:

[1:50] – Kirsten’s story that led her to found Alma Homes.

[4:40] – How can builders and designers work better together?

[9:50] – What’s the best way to handle selections?

[12:45] – What Kirsten keeps in her showroom.

[14:50] – What are those small design things that add big value?

[24:20] – Kirsten’s take on the latest design trends.

A few of her projects include the restoration of Belvedere Castle in New York City’s Central Park, forensic investigations of building failures at the air traffic control tower of LAX and the Wheeler Opera House in Aspen, Colorado. Not a bad place to get called out to.

And of course, her other project you may know her for is her Instagram account, @buildingsciencefightclub, where she takes her wealth of knowledge and distills it into actionable, insightful lessons that just about anyone can understand.

This is also the second part of our series featuring women leaders in the industry. I’m excited to have Christine on the show. I’ve wanted to visit with her for a while. I hope you all enjoy the episode.

By the way, let us know by the way what you’re enjoying, what you want to hear more of. Drop us a line at hello@buildingoptimal.com, or send us a message on Instagram.

Show Notes

[2:20] – Christine’s story and rise in the business of building science.

[8:40] – Story behind @buildingsciencefightclub

[9:50] – Is the building industry broken? What’s the fix?

[18:30] – Have we outpaced ourselves with some of our new building innovations?

[22:25] – How does a builder up their building science game?

[27:30] – The nuances of following manufacturer instructions.

[30:30] – Christine’s advice on low hanging fruit to improve the performance of your builds.

[34:00] – Where to find Christine online.

Joanna is a rising star. This was a lot of fun to record, and I hope you all enjoy it as much as I did! You can find Joanna on Instagram or at Ennate, her design and development company based in San Francisco.

P.S. Follow us on Instagram (@buildingoptimal), and also sign up for our newsletter on our home page to get continuously new tips that will help you in your business!

Show Notes:

[1:15] – Joanna shares her background.

[5:10] – Joanna’s perspective on being a female in a traditionally male-dominated industry.

[7:30] – How buyers identify the fine touches.

[9:28] – The story of the $15 million Jones St. project.

[12:26] – Assessing the risk when building an ultra luxury home.

[13:15] – Features people want in a luxury home.

[18:05] Tricks to better market your properties.

[25:20] – How feng shui can help in building design even if you don’t practice it.

[28:40] – Where to find Joanna online.

Treacy Duerfeldt, an insurance expert who runs The NationWide Contractors’ Alliance and also WISE Insure, covers some of the top issues in today’s interview. Learn what can go wrong and how to protect against these things, so you can focus on building your business with confidence.

If you aren’t following us yet on Instagram, check us out for some good tips and updates (@buildingoptimal). And be sure you are signed up for our emails on the home page of our website, www.buildingoptimal.com.

Show Notes

[2:55] – Where do you find a good insurance agent and how do you know when you’ve found one?

[6:20] – The insurance carrier you choose matters. There are huge differences. How can you compare the good vs. bad insurance carriers?

[10:20] – What is the difference between non-admitted carriers and admitted-preferred carriers? And why does it matter?

[17:00] – What is the difference between “audit ready” and “claims ready?”

[23:55] – How do you get a copy of the policy from all your trade partners?

[26:55] – How does it work with your architect agreements?

[28:30] – The difference between claims-made and occurrence policies.

[30:40] – On prior work exclusions.

[35:20] – Other typical exclusions to know.

[43:30] – The need for builders to understand these issues themselves.

[48:05] – What is the biggest mistake Treacy sees builders make?

[50:30] – Where to find Treacy online.

Adam is the President of Glass Expanse, a company that manufactures and sells directly to builders innovative, architectural glass door systems for luxury homes. You can also follow them on Instagram at @glassexpanse.

Show Notes

[1:50] – Adam’s quote on the relationship dynamics between builders and contractors that are unfolding in this market.

[6:10] – Adam’s advice on building better relationships with their contractors.

[15:30] – Any mistakes builders make that poison the unknowingly poison the relationship?

[22:55] – Adam’s take on the industry.

[27:50] – Adam’s story and business at Glass Expanse.

Welcome to a mini-episode, the final of three with business coach and construction consultant, Shawn Van Dyke. Shawn is a national speaker and author of Profit First for Contractors, available on Amazon.

We covered ‘Attracting Talent’ and ‘Getting Paid for Pre-Con’ in our first two episodes. This time, we cover a few random topics from common bad advice he hears to preparing for the next recession.

You can find Shawn and his menu of offerings at shawnvandyke.com, and also on social media, @shawnvandyke.

Show Notes:

[1:00] – The worst advice Shawn hears.

[3:25] – What Shawn preaches that he doesn’t hear anyone else preaching.

[6:40] – Shawn’s advice for weathering a downturn.

In this episode Shawn outlines plan to help you get paid for your pre-con work. If you’re not doing it already, this is worth a listen! And if you are, well Shawn may have a few ways to enhance your program. Stay tuned for our third installment with Shawn coming next. It’s a good one.

You can find Shawn and his menu of offerings at shawnvandyke.com, and also on social media, @shawnvandyke.

Show Notes:

[1:20] – Why do we need to get paid for pre-construction work?

[4:30] – The difference between an up-front estimate and professional services.

[7:40] – How do you sell the client on paying you to perform the pre-con work?

[14:45] – What are the specifics that should be included or excluded in a pre-con

phase?

[20:40] – The trap of offering ballpark pricing.

[29:10] – A major cause of litigation.

[30:00] – A few more specifics to include in your pre-con agreement.

This episode covers attracting talent. We’re doing two more episodes with Shawn, one on getting paid for your pre-construction work, and the other, an episode on bad advice and other timely musings such as thoughts about the economy.

You can find Shawn and his menu of offerings at shawnvandyke.com, and also on social media, @shawnvandyke.

Show Notes:

[1:25] – Where should we be looking to find our next hire?
[2:50] – The cost of a bad hire.
[6:20] – The percentage of people who actually hate their jobs and what to do about it.
[7:00] – Why you need to always be cultivating a pool of hire candidates.
[9:40] – Why ‘we’re hiring’ isn’t the right message.
[12:10] – What terms are builders having to offer to attract the right people?
[15:30] – What are the best systems to retain employees?
[20:30] – Why are employees typically disengaged?
[23:40] – Where to find more of Shawn.

Be sure to check out Joel’s website, syndicatefast.com. He’s got some great videos on there as well as other helpful services. Also, be sure to check out Joel’s podcast, Profit from the Inside, where he discusses strategies to give your business the inside track. And as always, enjoy the episode.

Show Notes

[1:20] – How can we determine the capital available to us at any given time to know which projects to pursue?

[4:10] – Are a lot of builders going the fund route?

[6:20] – Where do we find new investors leads?

[9:45] – What exactly are investors buying when they buy shares in a fund?

[11:40] – What are the pieces of the puzzle needed if you go the fund route?

[14:00] – What’s needed for creating a syndication?

[19:20] – What’s the ideal structure for a home building deal?

[23:40] – Finding co-guarantors for your deals.

[26:00] – A conceptual way to create fair fee structures.

[29:25] – Joel’s advice on keeping in touch with current investors.

[31:00] – What Joel sees go wrong the most…

[34:30] – Where to find Joel online.

https://buildingoptimal.com/25

Show Notes:

[1:40] – Bob’s journey into tiny homes.

[7:40] – Bob’s early struggles in his transition.

[13:30] – The seasonality of tiny homes.

[15:45] – The making his three business-saving sales.

[26:00] – Bob’s wild trip out east.

[29:00] – Shipping tiny homes to Switzerland off YouTube.

[32:50] – Bob’s current business focus.

[34:30] – The constraints facing the tiny home industry.

Vicki’s special offer here.

Show Notes:

[1:25] – The biggest mistakes in hiring.

[5:35] – Red flags in an interview.

[7:15] – Position agreements vs job descriptions.

[8:35] – Better bonus structures.

[10:45] – The importance of finding people with passion.

[13:55] – How to create meaning for everyone in the company.

[17:05] – Autonomy vs abdication.

[18:35] – Vicki’s master class: How to Get Your Team to Take More Ownership.

[19:55] – A conversation on protecting margins.

[25:15] – The most important variable in protecting margins.

[27:55] – Where do builders miss the mark.

[30:05] – Construction accounting software preferences.

[31:50] – Setting up systems for for feedback and consistency.

[35:15] – Vicki’s offer to all our listeners!

Caroline is the President and Founder of My Healthy Home. She has over 17 years in the space as a public educator, media personality, and consultant. Her clients span both the U.S. and internationally.

Enjoy the episode!

Show Notes:

[3:07] – What’s missing in new home construction?

[5:42] – Where to start educating yourself on solutions.

[7:55] – Easy solutions you can implement right now.

[15:35] – The drivers behind the healthy home movement.

[22:00] – How marketable are healthy homes, really?

[31:43] – The inflection point.

If you missed Episode 8: Common Tax Questons with Sheri, be sure to check it out!

Show Notes:

[2:00] – Bob’s history with social media.
[6:58] – Eight things to make a post go viral.
[37:20] – Should your social media be in your name or in your company’s?
[47:40] – Hacks to get better photos and videos

Fernando Pagés Ruiz is a builder, developer, and author of the popular book, Building an Affordable House. He has a deep knowledge of how to save money on your homes, including how to mine the code for savings and how to go beyond the plans to cut costs. Fernando has operations in Colorado, Nebraska, and internationally in Ecuador. You can see his work at hamptonlands.com and read more about his expertise with affordable homes at buildingaffordable.com

 Show Notes: 

[2:00] – Fernando’s background and evolution in his career.
[12:35] – The roots of Fernando’s affordable building model.
[18:45] – How Fernando took the savings beyond the blueprints.
[32:45] – The little-known savings Fernando found in his building code studies.
[40:30] – More savings beyond the blueprints.
[48:40] – New innovations Fernando is excited about.
[54:50] – Fernando’s building projects on the coast of Ecuador.

You can read several of Fernando’s articles:

Tropical Timbers: From Forest To Framing

A Cottage Made Completely With Native Materials and Local Labor

Crown Molding Special Effects

If you haven’t yet, be sure to check out our new articles, such as Bulletproofing Against Downturns.

Show Notes:

Kyle is the owner of Remodel Your Marketing, a business coach focused on remodelers. For 10 years he’s helped his clients improve their sales process, implement proven marketing strategies, and take control of their operations. Kyle has spoken at the International Builders Show, and also has a podcast for remodelers called Remodelers on the Rise.

Do you have particular topics you want to hear in 2019? Email us at hello@buildingoptimal.com or direct message us on Facebook or Instagram at @buildingoptimal.

Happy 2019 to all. Thank you for your support. May everyone have a prosperous, fun, and PROFITABLE year!

Show Notes:

Enjoy the episode! And be sure to sign up for email updates and new information at www.buildingoptimal.com!

Show Notes

[1:10] – Why you need “Included/Not Included” form to save you miscommunications with subcontractors.
[6:30] – Is there a magic bullet to ensure quality control with subcontractors?
[11:10] – Why you should approach competitive bidding differently from jobs with pre-construction agreements.
[16:20] – The optimal pay cycle and the importance of a strong capital reserve.
[20:30] – David on competitive bidding and another strategy he’s seen that works.

Nate and his brother Chris are the founders of Carty Custom Builders, an Austin-based residential home home builder. Nate is a CFA Charterholder and a graduate of the University of Texas. He’s also a smart dude and a tech whiz, as you will see in the interview.

Show Notes:
[2:32] – Deterring theft with security cameras.
[3:34] – Visibility and signage with the cameras.
[4:00] – The unforeseen benefits of using security cameras (hint: more than just theft deterrence).
[6:01] – The nuances of allowing clients access to security cameras.
[8:32] – How many cameras should you use and where do you place them?
[9:21] – Specifics of the cameras.
[10:21] – Nate’s setup for his security camera system.
[16:15] – The all-in cost for Nate’s system.
[17:52] – A few things to consider before getting started.
[20:21] – Getting in touch with Nate.

Selected Links:
Vimtag Security Cameras
Kingston 32GB SD Cards
1-Gang Weather Box
T-Mobile Hotspots
www.cartycustombuilders.com 

To get for free Jared’s deal pro forma template that he mentions at the beginning of the episode, write us a review on iTunes (Here’s How) and send us a message letting us know.

Enjoy the episode! And one more thing…follow us on Instagram and Facebook for more tips and ideas to improve your business!

Show Notes:

To check out Peter’s popular first interview with us, visit here.

Peter will be hosting a live webinar on 7/31 over high performance building assemblies. To learn more, visit their webinar registration page.

Enjoy the interview!

Show Notes:

[1:40] – The best way to upgrade your building assemblies.
[6:30] – Importance of installing back dams.
[8:00] – Peter’s take on 2×6 on 24 framing.
[11:00] – Peter’s preferred weather resistive barriers.
14:30 – Upcoming buildinggreen.com webinar on high performance assemblies.

Show Notes:

[3:00] – The need to have your policies and procedures written down.
[4:30] – Protecting yourself by getting info from customers for invoicing, checking credit and references.
[8:50] – Incorporating Accounts Receivable reports are circulated during staff meetings.
[11:20] – Fraud risk is highest in the area of accepting payments.
[12:30] – Fraud is often driven as much or more by opportunity than motive.
[13:10] – The need to monitor bank reconciliations.

Show Notes:

[3:00] – The need to have your policies and procedures written down.
[4:30] – Protecting yourself by getting info from customers for invoicing, checking credit and references.
[8:50] – Incorporating Accounts Receivable reports are circulated during staff meetings.
[11:20] – Fraud risk is highest in the area of accepting payments.
[12:30] – Fraud is often driven as much or more by opportunity than motive.
[13:10] – The need to monitor bank reconciliations.

Selected Links:

Vine Financial Partners

Show Notes:

[2:10] – Cost Plus vs. Fixed Price contracts…What James prefers.
[5:50] – The importance of a Builder’s Services Agreement.
[6:50] – Protecting yourself against price increases in Fixed Price contracts.
[11:45] – Protecting against client onset delays.
[15:45] – Pricing change orders.
[16:10] – On the necessity of signing change orders up front.
[19:50] – Fixed schedule milestone draws vs. periodic progress draws.
[21:10] – The ins and outs of retainage and why you should avoid it.
[27:00] – On managing warranty liability.
[28:15] – On third party warranties.
[30:40] – The warranty standards you need to follow.
[34:25] – The low-down on lien waivers.

Selected Links:

Bush Rudnicki Shelton

As you will see from the interview, he knows a thing or two about energy efficiency, sustainability, and high performance homes. We hit on some of the biggest myths that still pervade the industry, some of Peter’s top recommendations for builders and remodelers, and much more.

To stay up to date on our latest interviews, be sure to sign up for our emails at www.buildingoptimal.com. You can also follow us on Facebook and Instagram.

Show Notes:
[3:05] – About Building Green and Peter’s role.
[3:40] – Peter’s top three innovative building products from the buildinggreen.com 2017 Top 10 Products
[10:10] – Peter’s top three biggest myths that builders still believe.
[15:00] – Top three value propositions that builders can implement.
[22:10] – What’s in store in the future for building performance.

Selected Links:
Buildinggreen.com Top 10 Products for 2018
Kingspan Kooltherm
VersaDry Track System
Sunpower Carport Solutions PV Panels
Advanced Framing Technique
Bonded Builders Residential Energy Guarantee

Peter Yost and Building Green Online:
buildinggreen.com
greenbuildingadvisor.com

In this interview we dive into some of Tom’s top advice for builders to win more contracts, differentiate yourself, and much more. Enjoy!

To stay up to date on our latest interviews, be sure to sign up for our emails at www.buildingoptimal.com. You can also follow us on Facebook and Instagram.

Show Notes:

[1:30] – Avoiding the low bid game. “You’re not buying a price. You’re buying the service, the workmanship, craftsmanship, experience.”
[2:30] – Differentiating yourself so that a customer will actually pay more to use you. “If we had an anniversary dinner with our significant other and we were buying by price, we’d always take them to McDonald’s for their anniversary.”
[3:20] – Taking inventory of what you bring to the table and determining how to sell it up front.
[4:40] – Tom’s client test questions.
[7:46] – “What does it say about the value you feel you or your company brings to the table when you’re ready to discount fairly quickly into the process? If you’re not believing your own value, well you can’t expect the customer to believe that value.”
[8:30] – Selling your value rather than discounting.
[10:50] – Your points of separation..finding 2-3 points that TRULY make you different, that truly get you separation.
[13:10] – “Price is not enough. There’s room for ONE low cost provider in every market.”
[15:38] – Being better vs different and the need for perceived value.
[17:30] – The importance of truly identifying WHO is your customer.
[19:40] – “If you don’t sell, you don’t get projects. None of the other stuff matters.”
[20:30] – “[The best marketing strategy] is the one you will actually do.” The role of consistency in marketing.
[21:30] – The benefit of a monthly newsletter for your customer base.
[22:20] – Networking is replacing cold-calling.
[23:10] – “Spending, spending, spending without a purpose is the wrong thing to do.”
[24:10] – How networking differentiates you. “You don’t have to be a Type A person with tremendous people skills to be successful in selling. But you have to have an approach and be consistent in that approach.”
[28:00] – Raising your close rate 10% to 15% immediately…the face-to-face approach.
[29:40] – “Engage with the customer on the delivery of your pricing. It’s much harder to tell you to your face that I’m not going to use you.”

Show Links:

www.tomwoodcocksealthedeal.com