APB Now

By Association of Professional BuildersBusiness

APB Now episodes

February 03, 202215. How To Price Your Jobs With Russ, Sky & Andy
In episode 15 of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Co-founders of the Association of Professional Builders Russ Stephens and Sky Stephens, along with APB’s Head Coach, Andy Skarda. Throughout this episode, the trio discuss how builders should be pricing their jobs, the difference between net profit vs gross profit, markup vs margin, how to stay on top of fixed expenses and SO much more!

The traditional method of pricing jobs is to apply a margin to the cost of sales. The problem with this method is that you are hoping you will make enough profit to cover your overheads and wages. Building companies with revenues of less than $6m DO NOT enjoy the same economies of scale as traditional businesses like manufacturing or retailing.

This results in builders making little, or no net profit at the end of the year, despite taking on more work and increasing their revenue. When a building company grows, their net profit margin decreases, even when they don’t reduce their margin, they can still end up losing money. The problem lies in the method they are using to price their jobs, and during this episode, Russ, Sky and Andy reveal the secrets to avoiding this problem.

Tune in to the full episode to hear the APB trio uncover how builders can price their jobs for profit.

ABOUT RUSS STEPHENS

Co-founder of the Association of Professional Builders, Russ is a data analysis expert who has introduced data-driven decision making to the residential construction industry. Russ is also a proud member of the Forbes Business Development Council.

Connect with Russ: linkedin.com/in/russstephens

ABOUT SKY STEPHENS

Co-founder of the Association of Professional Builders, Sky specialises in taking complex business strategies and converting them into actionable step-by-step guides for building company owners. Sky is also a proud member of The National Association of Women in Construction and the Top 100 Women in the broader construction sector.

Connect with Sky: linkedin.com/in/skycheristephens

ABOUT ANDY SKARDA

Head Coach at the Association of Professional Builders, Andy specialises in helping business owners in the building industry identify and implement the skills and systems they need to be successful, without needing to go back to school. Or more importantly, without going bust.

Connect with Andy: linkedin.com/in/andy-skarda-92a6875/

TIMELINE
1:09 How builders should be pricing their jobs.

2:46 Net profit vs gross profit.

3:49 Margin vs markup.

7:35 Why builders need to stop focusing on dollar amounts.

12:04 Staying on top of your fixed expenses.

14:53 How builders increase margins and stay in demand.

21:52 The pricing strategy for success.

28:50 Why more clients does not equal more profit.

33:30 The industry benchmarks you need to aim to exceed.

LINKS, RESOURCES & MORE

APB Website: associationofprofessionalbuilders.com

FREE DOWNLOAD: Professional Builders’ Secrets To Increasing Margins: go.associationofprofessionalbuilders.com/increasingmargins
39 min
January 27, 202214. Building A Reputation In The Construction Industry With Rocky Simmons
In episode 14 of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Rocky Simmons, owner of Vision Homes based in West Virginia, United States. Throughout this episode of the podcast, Rocky shares advice on building a reputation in the construction industry.

Rocky is the owner of Vision Homes and is in charge of the Sales/Marketing and Financial cash flow and profitability of the business. He has been a member of APB since 2019. Vision Homes has been building new custom homes for more than 20 years and has built over 500 homes in Morgantown, West Virginia and the surrounding areas.

Rocky’s team at Vision Homes consists of specialists in every phase of construction including an in-house drafting department, a full-time pricing department, quality control crews and a full time warranty manager.

Throughout this insightful episode, Rocky shares how and why he got into the construction industry, his challenges throughout his career and the #1 mistake he won’t make again, the importance of building relationships to build a reputation and SO much more!

Tune in to episode 14 now to hear Rocky share the best tips for builders for building a reputation in the construction industry.

ABOUT ROCKY SIMMONS

Rocky is the owner and VP of Sales at Vision Homes in West Virginia, United States. Vision Homes has been building custom homes for more than 20 years.

Connect with Rocky: linkedin.com/in/rocky-t-simmons-ab32069a

TIMELINE
0:45 How Rocky got into the construction industry.

7:28 Rocky’s ‘why’ for starting Vision Homes.

9:44 Rocky’s initial vision for Vision Homes.

12:27 What contributed to the growth of Vision Homes.

16:01 Rocky’s challenges.

18:11 The #1 mistake Rocky made. (And won’t make again!).

20:13 Rocky’s biggest business lessons.

22:22 The importance of building relationships to build a reputation.

24:49 Rocky’s proudest achievements.

26:32 How Rocky is preparing for the future.

31:25 Rocky’s advice to his younger self and other builders.

LINKS, RESOURCES & MORE

Vision Homes Website: askvisionhomes.com

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
35 min
January 20, 202213. Leading A Professional Building Company With Clint Best
In episode 13 of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by one of the executive business coaches at APB, Clint Best. Throughout this episode, Clint shares the critical steps to becoming a professional builder.

Clint joined the team in January 2021 when APB acquired his coaching company. Clint has over 19 years of experience in business and 18 years of guiding business owners. During this time, Clint studied, practiced, and learned how important self-awareness and personal responsibility are in getting the results people want to achieve in business and their lives.

Clint believes that this mindset, coupled with simplifying business fundamentals and developing new habits, will make the difference between life on a treadmill and the life you really want and deserve.

In this episode, Clint reveals how to turn a building company into a leading brand, the key character traits of a professional leader, the most common blind spots in a building company and so much more.

Tune in to the full episode now to hear everything you need to know about becoming a professional leader in your building company from one of our top executive business coaches.

ABOUT CLINT BEST

Clint was trained and certified by the world’s largest business coaching team and was eventually named the Canadian Coach of the Year in 2006, before leaving to form Kaizen Business Development in 2007. He has been successfully coaching business owners in Canada and the United States for 18 years.

Connect with Clint: linkedin.com/in/clintbest

TIMELINE
1:11 Clint’s background.

4:26 What Clint loves about coaching and mentoring.

7:50 The struggles Clint sees in the construction industry.

9:55 How to turn your building company into a leading brand.

11:38 Critical steps to becoming a professional builder.

14:12 The key character traits of a professional leader.

20:19 What the construction industry is evolving into.

23:52 The most common blind spots in your building company.

26:15 The most important habits you need to be a successful leader.

28:20 Clint’s critical advice for becoming a professional builder.

LINKS, RESOURCES & MORE

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
32 min
January 13, 202212. Systemising Your Drafting Process with Kevin Weitzel
In episode 12 of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Kevin Weitzel who is the Business Development Manager at Outhouse. Throughout this episode Kevin reveals how builders can systemise their drafting process.

Outhouse is construction software designed to help builders create and manage their construction projects. Tens of thousands of homes around the world are built from construction documents drafted by Outhouse. With over 20 years experience, the team at Outhouse understands how homes are built and their software helps builders to deliver homes and create accurate sales materials and marketing images for their clients.

Kevin is a former professional cyclist and Olympic Alternate as well as a highly decorated former United States Marine. His many productive years in the cycling industry landed him a very successful career in the Motorcycle/Automobile industry.

His belief in and practice of relationship selling catapulted him from floor sales to GM of the largest Motorcycle Dealer network in the United States in less than 5 years. Disenchanted with the auto industry due to unscrupulous business practices, he then joined the team at Outhouse and led the team to the largest sales growth in company history since the downturn.

He's an expert in interactive web and marketing content, 3D rendering, animation, drafting, matterport, and print marketing collateral.

Tune in to episode 12 now to hear Kevin share the best tips for builders to systemise their drafting process.

ABOUT KEVIN WEITZEL

Kevin has worked at Outhouse for five years, revolutionising the integration of drafting, rendering, print, display, options and web for the building industry. Kevin’s role as Business Development Manager means that he looks after sales, marketing, sales process development, product presentation, quotes, contract preparation, closing and more.

Connect with Kevin: linkedin.com/in/kevin-weitzel-4338014

TIMELINE
1:00 What is Outhouse?

1:55 Invention of the interactive floorplan.

3:47 Kevin’s background.

6:45 What compelled Kevin to move into the construction industry?

7:40 What makes Outhouse different?

9:30 How technology has changed the way builders operate.

11:15 Debunking intellectual property rights in the industry.

13:40 Why should builders be paying attention to the digitalisation of systems?

15:00 What needs to change for the industry to embrace innovation?

18:45 What trends is Kevin seeing in the industry?

22:00 What should builders be paying attention to?

LINKS, RESOURCES & MORE

Outhouse Website: outhouse.net

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
26 min
January 06, 202211. The New Marketing Process For Builders With Russ, Sky and Andy
In this episode of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Co-founders of the Association of Professional Builders Russ Stephens and Sky Stephens, along with APB’s Head Coach, Andy Skarda. Throughout this episode, the trio reveal the new marketing process for builders.

The Association of Professional Builders is a business coaching company that helps residential home builders across the globe systemise their building companies. Specialised coaching on sales, marketing, financials, business operations and even personal development in order to operate a true professional building company.

During episode 11 of the Professional Builders Secrets podcast, Russ, Sky and Andy discuss how marketing in the construction industry has evolved over time and the strategies that builders need to be implementing today to be successful.

Marketing for a building company doesn’t look the same as it once did. Builders need to be keeping up to date with the proven marketing tactics that are working for thousands of building companies around the world. The team behind this podcast episode share the secrets to builder’s marketing that can be implemented instantly.

Tune in to the full episode to hear the APB trio uncover the new marketing process that can help you grow your building company safely and securely.

ABOUT RUSS STEPHENS

Co-founder of the Association of Professional Builders, Russ is a data analysis expert who has introduced data-driven decision making to the residential construction industry. Russ is also a proud member of the Forbes Business Development Council.

Connect with Russ: linkedin.com/in/russstephens

ABOUT SKY STEPHENS

Co-founder of the Association of Professional Builders, Sky specialises in taking complex business strategies and converting them into actionable step-by-step guides for building company owners. Sky is also a proud member of The National Association of Women in Construction and the Top 100 Women in the broader construction sector.

Connect with Sky: linkedin.com/in/skycheristephens

ABOUT ANDY SKARDA

Head Coach at the Association of Professional Builders, Andy specialises in helping business owners in the building industry identify and implement the skills and systems they need to be successful, without needing to go back to school. Or more importantly, without going bust.

Connect with Andy: linkedin.com/in/andy-skarda-92a6875/

TIMELINE
1:07 How has construction marketing evolved?

4:42 Why you should be giving away your most valuable information.

6:50 Why builders need to become storytellers.

15:24 Marketing metrics you should NOT be monitoring.

23:37 Why old school advertising doesn’t work anymore.

33:07 How to start creating content for your marketing.

41:07 Marketing trends that actually work.

44:48 What successful marketing looks like.

48:19 What builders MUST avoid to ensure their marketing succeeds.

LINKS, RESOURCES & MORE

FREE DOWNLOAD: The Marketing Blueprint For Builders: go.associationofprofessionalbuilders.com/builders-marketing-blueprint

APB Website: associationofprofessionalbuilders.com
53 min
December 30, 202110. How Builders Are Adapting To Change With Trevor Salter
In episode ten of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Trevor Salter, director of Salter Builders based in Nelson, New Zealand. Throughout this episode, Trevor uncovers how builders are adapting to change.

Salter Builders specialises in building bespoke, architectural new home builds. The team at Salter Builders believes that being involved in the very early concept stages to be a key component of a successful outcome for their client’s build and budget.

Trevor’s company has over 20 years of experience building on some of the most challenging locations within the Christchurch, Tasman and Nelson regions in New Zealand.

Tune in to this episode to hear what made Trevor choose residential construction, why he almost left the industry all together and his view on the trends we can expect to see in the industry.

ABOUT TREVOR SALTER

Trevor is a Registered Master Builder, Licensed Building Practitioner and the Owner/Director of Salter Builders. Trevor’s business has been operating since 2007, offering unique, bespoke, custom design and build solutions in the Nelson/Tasman region of New Zealand.

Connect with Salter Builders: linkedin.com/company/salter-builders-limited

TIMELINE
1:33 Introduction to Trevor and Salter Builders.

5:49 What made Trevor choose residential construction?

7:58 The struggles Trevor has faced throughout his career.

9:22 What the industry was lacking when Trevor started out.

14:15 What made a significant impact on Trevor's business?

17:03 Trevor’s view on industry pressures.

19:12 Why builders need to adapt to change.

21:38 Trends and innovations in the industry in New Zealand.

27:31 The legacy Trevor is leaving.

28:48 Trevor’s advice to younger builders.

LINKS, RESOURCES & MORE

Salter Builders Website: salterbuilders.co.nz

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
34 min
December 23, 20219. 10 KPIs For A Building Company With Erik Cofield
In episode nine of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by one of the executive business coaches at APB, Erik Cofield. Throughout this episode, Erik shares the 10 key performance indicators (KPIs) that every building company should be measuring.

Erik is a strong believer in education and believes that knowledge delivered objectively is what has helped him to resonate with hundreds of builders in over two decades in this industry. Erik joined the APB team to help transform the residential construction industry and reach more professional builders in North America and around the world.

In this episode, Erik discusses why it’s so important for builders to set and monitor KPIs in their building company’s. He also reveals the most important numbers you need to ensure you’re across in order to grow your building company.

Tune in to the full episode now to hear about the importance of setting goals and KPIs and how monitoring the 10 critical KPIs can help builders scale their business safely and securely. .

ABOUT ERIK COFIELD

Erik Cofield is a Certified Graduate Associate with the National Association of Home Builders (NAHB) and a senior level business strategist, manager and revenue generator. He has provided management consulting services for custom home builders and remodelers of all sizes throughout his career.

Connect with Erik: inkedin.com/in/erikcofield

TIMELINE
1:09 Erik’s background.

7:22 What Erik loves about the residential construction industry.

8:46 Should you set goals and KPIs?

12:22 How Erik helps his client’s transform their businesses.

16:00 Why it’s critical to monitor your KPIs.

20:20 The 10 KPIs you MUST understand and monitor.

29:40 How financial awareness helps builders succeed.

31:48 The impact coaching can have on your financials.

37:25 The three risks limiting builders' success.

42:08 Preparing builders for the future.

LINKS, RESOURCES & MORE

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
46 min
December 16, 20218. How Technology Is Changing The Industry With Bob Cain
In this episode of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Bob Cain who is the Business Unit Leader at ECI Solutions. Throughout this episode, Bob shares some key insights into how technology is changing in the construction industry.

ECI Software Solutions is the parent company of BuildTools and Bolt. The company offers a range of products and services specifically tailored to the residential construction industry.

Bob has worked at ECI software solutions for more than 20 years and for more than 2 of those years he has worked primarily in the residential construction software space helping to improve the technology solutions for builders at BuildTools and Bolt.

Tune into this episode to hear Bob uncover how the industry is adapting to technology and provide valuable insights for builders on how to embrace the technological advancements to better their building company.

ABOUT BOB CAIN

Serving as Business Unit Leader for BuildTools and Bolt, Bob Cain is responsible for customer experience and support, business expansion, team growth, software development and daily operations. Bob brings over 22 years of experience in residential construction to these business units.

Connect with Bob: linkedin.com/in/bobcain

TIMELINE
1:06 Introduction to BuildTools/Bolt and Bob.

4:49 The innovation behind ECI Solutions.

5:54 What the industry was lacking when Bob was first starting out.

7:22 The gamechanger for ECI Solutions.

8:55 Challenges facing the industry.

12:53 The reality of margin erosion.

15:27 Pressures in industry right now.

19:20 Is the home building industry the last frontier?

21:36 Are builders embracing technology?

23:27 Technology in the construction industry.

27:40 How is the industry changing?

29:18 The state of the industry right now.

31:36 Bob’s advice to builders.

LINKS, RESOURCES & MORE

ECI Software Solutions Website: ecisolutions.com

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
34 min
December 09, 20217. Managing Client Expectations With Sky, Russ and Andy
In this episode of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Co-founders of the Association of Professional Builders Russ Stephens and Sky Stephens, along with APB’s Head Coach, Andy Skarda. Throughout this episode, the trio reveal the secrets behind managing client expectations as a builder.

Builders often believe they are delivering a superior experience to their clients, while in most cases, the client does not agree. Professional builders will listen to their clients and communicate the important milestones throughout the build process, while average builders will avoid communication altogether. In order to produce clients that will become raving fans, you need to start by managing and then exceeding your clients’ expectations.

During episode seven of the Professional Builders Secrets podcast, Russ, Sky and Andy reveal everything you need to know about setting client expectations including the best time to start, what you need to do to keep your clients happy and how to build relationships and set boundaries.

Tune into the full episode to hear the APB trio uncover the best strategies for builders when it comes to setting client expectations.

ABOUT RUSS STEPHENS

Co-founder of the Association of Professional Builders, Russ is a data analysis expert who has introduced data-driven decision making to the residential construction industry. Russ is also a proud member of the Forbes Business Development Council.

Connect with Russ: linkedin.com/in/russstephens

ABOUT SKY STEPHENS

Co-founder of the Association of Professional Builders, Sky specialises in taking complex business strategies and converting them into actionable step-by-step guides for building company owners. Sky is also a proud member of The National Association of Women in Construction and the Top 100 Women in the broader construction sector.

Connect with Sky: linkedin.com/in/skycheristephens

ABOUT ANDY SKARDA

Head Coach at the Association of Professional Builders, Andy specialises in helping business owners in the building industry identify and implement the skills and systems they need to be successful, without needing to go back to school. Or more importantly, without going bust.

Connect with Andy: linkedin.com/in/andy-skarda-92a6875/

TIMELINE
1:17 Mismanaged client expectation horror stories.

3:44 When to set your client’s expectations.

5:15 What you need to master to keep your clients happy.

10:47 Some of the major blindspots when managing client expectations.

18:25 Where the problem starts.

25:15 Setting boundaries with clients.

30:07 How to build for clients you WANT to build for.

39:06 Creating your process.

47:01 The future of managing client expectations.

LINKS, RESOURCES & MORE

FREE DOWNLOAD: Client Handbook Template: go.associationofprofessionalbuilders.com/client-handbook

FREE DOWNLOAD: Qualifying Checklist For Builders go.associationofprofessionalbuilders.com/builders-qualifying-checklist

APB Website: associationofprofessionalbuilders.com
50 min
December 02, 20216. Growing A Building Company With Robert Carroll
In episode six of the Professional Builders Secrets podcast, our host, Bosco Anthony is joined by Robert Carroll, owner of Carroll Constructions based in Louisiana, United States. Throughout this episode, Robert shares his journey on growing his building company.

Carroll Construction is a family owned residential construction company serving the Greater Baton Rouge area and surrounding parishes since 1992. In 2007, Robert joined the team and is now a Co-owner and full time builder/remodeler.

With a degree in Construction Management from Louisiana State University, Robert brought new ideas to the company for energy efficiency and aging-in-place principles. Additionally he has made it possible for Carroll Construction to offer a personalised website for each of their customers that helps track the progress of construction.

Tune in to the episode to hear Robert share the key milestones for Carroll Constructions and uncover tips for other builders who are on their journey to success.

ABOUT ROBERT CARROLL

Robert is a Co-owner of Carroll Constructions. In December, 2019, Robert received the Builder of the Year Award from the Louisiana Home Builders Association, the premiere organisation for the construction industry in the state.

Connect with Robert: linkedin.com/in/edwardcarrollconstruction

TIMELINE
1:03 About Robert and Carroll Construction.

2:00 How Robert got into construction.

4:09 Robert’s initial struggles.

7:11 Robert’s ‘ah-ha' moments.

11:55 Robert's transformation.

15:16 Robert’s journey with APB.

17:58 Running a building company: Robert’s loves and hates.

24:57 Robert’s company today and in the future.

29:29 Why builders have to niche their company’s.

34:21 Robert’s advice to his younger self and other builders.

35:43 Robert’s perspective: The future of residential construction.

40:50 What success looks like to Robert.

LINKS, RESOURCES & MORE

Carroll Constructions Website: besthomeinthesouth.com

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets
47 min