Selling That's what Episode 61 of The Construction Leading Edge podcast from <a href= "http://www.constructionleadingedge.com">www.constructionleadingedge.com</a> is all about... Ryan Lawson from Master Messaging (<a href= "http://www.mastermessaging.com">www.mastermessaging.com</a>) and I cover a bunch of good material that will help you. Topics covered in this construction podcast include: <ul> <li>Common mistakes you probably make when selling.</li> <li>What it means to sell based on value.</li> <li>How do you determine the value you offer.</li> <li>Is it a value position or a value proposition?</li> <li>Is, Does and Means...and what you need to focus on.</li> <li>How can you sell in a low bid environment?</li> <li>The psychology of selling and decision making.</li> </ul> Resources mentioned in this construction podcast: How to Communicate Value - <a href= "http://info.mastermessaging.com/value-download-form" target= "_blank" rel="noopener">Click here to download the free ebook</a> The Advanced Construction Leadership Community - Take your small construction business to the next level. <a href= "http://www.constructionleadingedge.com/community" target="_blank" rel="noopener">Click here to learn how joining the ACLC will help you win.</a>

Selling That's what Episode 61 of The Construction Leading Edge podcast from www.constructionleadingedge.com is all about... Ryan Lawson from Master Messaging (www.mastermessaging.com) and I cover a bunch of good material that will help you. Topics covered in this construction podcast include: Common mistakes you probably make when selling. What it means to sell based on value. How do you determine the value you offer. Is it a value position or a value proposition? Is, Does and Means...and what you need to focus on. How can you sell in a low bid environment? The psychology of selling and decision making. Resources mentioned in this construction podcast: How to Communicate Value - Click here to download the free ebook The Advanced Construction Leadership Community - Take your small construction business to the next level. Click here to learn how joining the ACLC will help you win.

Selling That's what Episode 61 of The Construction Leading Edge podcast from <a href="http://www.constructionleadingedge.com" rel="noopener noreferrer">www.constructionleadingedge.com</a> is all about... Ryan Lawson from Master Messaging (<a href="http://www.mastermessaging.com" rel="noopener noreferrer">www.mastermessaging.com</a>) and I cover a bunch of good material that will help you. Topics covered in this construction podcast include: <ul> <li>Common mistakes you probably make when selling.</li> <li>What it means to sell based on value.</li> <li>How do you determine the value you offer.</li> <li>Is it a value position or a value proposition?</li> <li>Is, Does and Means...and what you need to focus on.</li> <li>How can you sell in a low bid environment?</li> <li>The psychology of selling and decision making.</li> </ul> Resources mentioned in this construction podcast: How to Communicate Value - <a href="http://info.mastermessaging.com/value-download-form" rel="noopener noreferrer">Click here to download the free ebook</a> The Advanced Construction Leadership Community - Take your small construction business to the next level. <a href="http://www.constructionleadingedge.com/community" rel="noopener noreferrer">Click here to learn how joining the ACLC will help you win.</a>

#061: Selling for Contractors: Talk Less About You and Talk More About Value

Construction business owners doing $1M–$20M: fix your preconstruction and handoffs so you can stop firefighting and build a profitable business that runs without you.  

For custom home builders, remodelers, commercial GCs, and trade contractors, this podcast shows you how to design a real preconstruction process and nail the handoff from office to field. If your projects are slipping, profit is bleeding out through rework and giveaways, and everything lives in your head, you'll get practical systems to tighten precon, cut chaos, and turn your construction business into a more profitable, controllable machine that runs without you.  

Over time, you'll use what you hear on this show to:  

✅ Buy back your time– spend less of your week in day‑to‑day fires and more of it leading, selling, and actually living your life.  

✅ Maximize your profit from the work you already do instead of just grinding for more volume.
  
✅ Scale with confidence – grow the business without doubling your hours or losing control.
  
✅ Turn your company into a real asset, not just a job – one that can run without you, give you real vacations, and eventually support whatever exit or lifestyle you want.  

Host Todd Dawalt has spent nearly 30 years in construction and the last decade coaching hundreds of builders, remodelers, GCs, and trade contractors on these issues, managing over $300M of projects and helping companies uncover millions in hidden profit.  

Hit *Follow* so you don't miss an episode and keep turning your construction business into a systematized, profitable machine that doesn't depend on you for every decision. To go deeper, tools and resources are at constructionleadingedge.com.

Business

Entrepreneurship

Management

Construction business owners doing $1M–$20M: fix your preconstruction and handoffs so you can stop firefighting and build a profitable business that runs without you. For custom home builders, remodelers, commercial GCs, and trade contractors, this podcast shows you how to design a real preconstruction process and nail the handoff from office to field. If your projects are slipping, profit is bleeding out through rework and giveaways, and everything lives in your head, you'll get practical systems to tighten precon, cut chaos, and turn your construction business into a more profitable, controllable machine that runs without you. Over time, you'll use what you hear on this show to: ✅ Buy back your time– spend less of your week in day‑to‑day fires and more of it leading, selling, and actually living your life. ✅ Maximize your profit from the work you already do instead of just grinding for more volume. ✅ Scale with confidence – grow the business without doubling your hours or losing control. ✅ Turn your company into a real asset, not just a job – one that can run without you, give you real vacations, and eventually support whatever exit or lifestyle you want. Host Todd Dawalt has spent nearly 30 years in construction and the last decade coaching hundreds of builders, remodelers, GCs, and trade contractors on these issues, managing over $300M of projects and helping companies uncover millions in hidden profit. Hit *Follow* so you don't miss an episode and keep turning your construction business into a systematized, profitable machine that doesn't depend on you for every decision. To go deeper, tools and resources are at constructionleadingedge.com.

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#061: Selling for Contractors: Talk Less About You and Talk More About Value

#061: Selling for Contractors: Talk Less About You and Talk More About Value

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