Preparation = PROFIT. Proactive Communication, ECI & the Referral Question

If you want to stop putting out fires and start running a calm, profitable building company, preparation is your #1 leverage.

In this episode, Jess and Kurt break down:

- Why proactive client communication is a profit lever (and what to prep before every meeting).

- The six-step sales process and the role of docs, FAQs & capability statements.

- Scripts & role-plays (even with AI) to remove nerves before networking or big pitches.

- ECI & Value Management: “Design freedom with cost feedback” to reduce risk and slippage.

- The referral question to ask at project kickoff (and why it works).

- A client-centric commencement/collaboration agreement to set clear rules without being authoritarian.

- Networking that compounds—interior designers, suppliers, and architect partnerships.

Chapters

00:00 Welcome & why preparation matters

02:45 Communication = marketing = profit

08:10 Scripts, role-plays & AI rehearsal

15:30 ECI/Value Management explained

22:10 “Design freedom with cost feedback”

28:05 The one referral question

34:20 Client collaboration/commencement rules

41:10 Networking that multiplies reach

🔗 Links & resources

• Builders Coach site & free resources: builderscoach.com

• About Kurt & programs: https://builderscoach.com/about-us/

🎯 Work with us / next step

Book a strategy call via Builders Coach and get the systems, scripts and comms cadence that protect margin and client experience.