Professional Builders Secrets

By Association of Professional Builders

Brought to you by the Association of Professional Builders (APB), the Professional Builders Secrets podcast is the #1 resource for builders operating a professional building company.

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FAQs about Professional Builders Secrets:

How many episodes does Professional Builders Secrets have?

The podcast currently has 190 episodes available.

Professional Builders Secrets episodes:

October 06, 202250. Creating A Legacy In A Family Business With Phil Turner
In episode 50 of the Professional Builders Secrets podcast, we’re joined by Phil Turner, Managing Director of Turner Trading. Throughout this episode, Phil goes over the highs and lows of owning a business, how private mentoring transformed his business and the importance of creating a legacy.

INSIDE EPISODE 50 YOU WILL DISCOVER
Why leaving a legacy in a family business is important

That setbacks do not define your business’s success

How to identify potential gaps in your current systems

Finding solutions to grow your business financially

The importance of planning for the future

And much, much more.

Listen to the full episode to learn more about the importance of building a successful business with the goal of leaving a legacy.

ABOUT PHIL TURNER

Phil is an enthusiastic, customer focused building contractor and the managing director of Turner Trading. With clever planning, high quality attention to detail, and careful consideration to the client’s needs, Phil executes homes which are comfortable yet practical and not only look great, but work in with the client’s lifestyle as well.

Connect with Phil: linkedin.com/in/phil-turner/

TIMELINE
1:32 About Turner Trading

4:25 The importance of leaving a legacy

7:54 Mistakes made along the way

12:56 No more difficult clients, ever!

15:44 How has APB helped with some of Turner Trading’s struggles?

20:09 The benefits of private mentoring

23:41 How the mentoring program impacted Turner Trading financially

28:37 The system that completely transformed Turner Trading

32:25 The future for Turner Trading

39:54 Phil’s advice for builders thinking of joining APB and the mentoring program

45:42 Building a family legacy

49:09 Building relationships with other builders

54:14 Planning for the future

LINKS, RESOURCES & MORE

Turner Trading: turnertrading.com.au

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
...more
59min
September 29, 202249. Design And Build Vs Quoting Plans With Erik Cofield
In episode 49 of the Professional Builders Secrets podcast, we’re joined by Erik Cofield, an Executive Business Coach with APB. Throughout this episode, Erik identifies the key differences between a design and build model vs simply quoting plans as they come your way.

INSIDE EPISODE 49 YOU WILL DISCOVER
Which model will increase your profit margins

The differences between the two models

The similarities between the two models

Finding the target audience for your model

The drawbacks of quoting plans

And much, much more.

Listen to the full episode to uncover how a design and build model can impact your bottom line.

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: linkedin.com/in/erikcofield/

TIMELINE
1:34 What custom building looks like: two main models

2:40 Defining the two models

3:30 Similarities between a design-build model and quoting plans

5:22 Differences between the two models

7:05 The worst factor in quoting plans

8:32 Target audiences for the different models

9:51 Why don’t all builders switch to the design-build model?

11:56 How plan-quoting impacts the bottom line

14:31 The pros and cons of a design-build model

17:26 Myths about these two business types

19:08 Common blind spots

20:27 Transitioning from quoting plans to a design-build model

26:22 Erik’s idea of the future of custom building

30:30 Should builders do more?

34:24 Building and maintaining a relationship with customers

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
...more
36min
September 22, 202248. How To Generate Leads To Fill Construction Slots With Rick Storlie
In episode 48 of the Professional Builders Secrets podcast, we’re joined by Rick Storlie, founder of Builder Lead Converter, based out of Minnesota, United States. Throughout this episode, Rick delves into how builders can generate leads to fill out their construction slots.

INSIDE EPISODE 48 YOU WILL DISCOVER
The difference between lead generation and client acquisition

What a healthy pipeline looks like

How to generate more leads to fill construction slots

Lead generation blind spots you may be overlooking

How much you should budget for lead generation

And much, much more.

Listen to the full episode to find out exactly how you can generate more leads to fill construction slots.

ABOUT RICK STORLIE

Rick Storlie is the founder of Builder Lead Converter. Starting his career in home building & remodeling as an entry level carpenter, he quickly moved to salesperson, sales manager, general manager, coach and now operates as “Chief Lead Converter” at Builder Lead Converter.

Connect with Rick: linkedin.com/in/rickstorlie

TIMELINE
1:32 Introduction to Rick and his business

3:11 How Rick’s business became so successful

5:04 Difference between lead generation and client acquisition

6:52 What builders struggle with in lead gen v client acquisition

9:43 What a healthy pipeline looks like

11:46 Generating leads to fill construction slots

16:23 An effective sales process

19:44 Lead generation blind spots

22:09 Lead conversion tactics

24:08 Current trends in lead generation

28:10 Percentage of budget to allocate to lead generation

30:02 Common mistakes with digital leads

33:02 Following up leads

34:56 Future of leader generation, sales and marketing

37:28 What builders should be focusing on for growth

39:12 What builders need to be aware of when building an effective sales strategy

LINKS, RESOURCES & MORE

Builder Lead Converter Website: builderleadconverter.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
...more
45min
September 15, 202247. The Discovery Process With Russ Sky & Andy
In episode 47 of the Professional Builders Secrets podcast, we’re 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 go over how to create an effective discovery process for a building company.

INSIDE EPISODE 47 YOU WILL DISCOVER
The different discovery questions you need to ask

Some great examples of discovery questions

The ways in which you can manage expectations

How to spot red flags

Where most builders struggle when it comes to the discovery process

And much, much more.

Listen to the full episode to find out the impact a discovery process can have for your building company.

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
1:44 Discovery process

2:56 How it can impact the business

5:49 Selling on value over price

6:57 About discovery questions

14:00 Can you integrate qualifying and discovery?

16:46 Examples of discovery questions

20:17 Managing expectations

21:18 Financials and budgets

24:45 Tone of voice in the discovery session

26:01 Best practice with discovery questions

29:14 Looking for red flags

32:09 Conversational techniques

38:58 Where builders struggle with the discovery process

43:13 Getting builders to love the sales process

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
...more
48min
September 08, 202246. Competing On Value Not Price With Todd & Melissa Lake
In episode 46 of the Professional Builders Secrets podcast, we’re joined by Todd and Melissa Lake from Contegrity Homes. Throughout this episode, the two go over their journey with Contegrity Homes, and how they’re beating their competition with value, not price.

INSIDE EPISODE 46 YOU WILL DISCOVER
How Todd and Melissa got into the building business

The highs and lows of Contegrity Homes

How they managed to turn their business around

The importance of financial awareness

How they started to compete on value, rather than on price

And much, much more.

Listen to the full episode to find out exactly how you can up the value you’re giving your clients and stop the uphill battle against price.

ABOUT TODD LAKE

Todd started his carpentry journey in 2004 with minimal experience and grew to love the profession. He then became a project manager for another company in the Southwest, and developed a passion for the process of construction. Everything from additions to new home construction he has aspired to be the best he can be with a high standard of quality workmanship. From there, Contegrity Homes was birthed to set a new standard in the Southwest.

Connect with Todd: linkedin.com/in/todd-lake-b87733a6

ABOUT MELISSA LAKE

Whether it be meeting with clients to develop floor plans, finalise cabinetry selections, discover the picture-perfect light fixtures for their space, pore over paint colors, or peruse wallpaper samples, design is where Melissa gets her joy! Design has always been a passion of hers and she has recently branched out to achieve her Interior Design Certificate.

TIMELINE
1:43 About Contegrity Homes

2:45 How they got started in business

6:54 Coping with the isolation of business

8:32 Highs and lows of the business

11:44 How they turned the business around

14:42 Current focus of the business

17:21 Competing on value, rather than price

18:51 How they came across APB

20:03 How financial awareness changed the business

21:47 How the contract approach transformed the business

26:32 Future for Contegrity Homes and for the building industry

31:27 How Melissa and Todd define happiness and success

LINKS, RESOURCES & MORE

Contegrity Homes: contegrityhomes.ca

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
...more
38min
September 01, 202245. How Much Builders Should Pay Themselves With Russ Stephens
In episode 45 of the Professional Builders Secrets podcast, we’re joined by Co-founder of the Association of Professional Builders Russ Stephens. Throughout this episode, we go over exactly how much building company owners should be paying themselves.

INSIDE EPISODE 45 YOU WILL DISCOVER
How much the owner of a building company should pay themselves, and if they’re actually paying themselves enough

The key measurements an owner needs to consider when allocating their salary

How to calculate your true fixed expenses

When you should start to become concerned about your finances

How to become more proactive with your finances

And much, much more.

Listen to the full episode to find out exactly how you can take control over your finances and pay yourself a salary you deserve, while not letting anything else slip.

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

TIMELINE
1:48 Builders don’t take a regular salary

3:10 Do builders pay themselves enough – and why not?

4:59 Should owners pay themselves first?

8:10 Designing a financial compensation plan

9:59 Why wages don’t fluctuate

11:26 Salary allocation, net profit and shareholder returns

13:13 Documenting owner’s salary payments

15:14 Factoring in true expenses

16:10 Accuracy and the WIPAA calculator

17:06 Key measurements to consider when paying the owner

18:19 Including incentives for the owner

19:47 How APB helps identify builders’ blind spots

22:04 Factoring in cash reserves

27:57 When to be concerned about your financial model

30:33 Becoming proactive with your finances

LINKS, RESOURCES & MORE

Professional Builders Secrets Book: go.associationofprofessionalbuilders.com/pbs-book

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
...more
33min
August 25, 202244. Spearheading Change With Jonathan MacDonald
In episode 44 of the Professional Builders Secrets podcast, we’re joined by Jonathan MacDonald, best selling author and keynote speaker. Throughout this episode, Jonathan tackles how to embrace change, and leverage it as fuel to spearhead transformation.

INSIDE EPISODE 44 YOU WILL DISCOVER
How disciplines from martial arts can be applied to business

The fact that change happens by design, and how you can embrace it in your business rather than fear it

Common reactions and approaches to change Jonathan’s seen in other large scale businesses

How to truly think long term and beyond your niche

How to successfully navigate through change

And much, much more.

Listen to the full episode to find out exactly how you can shake the fear of change, and turn it into something that will elevate your business to new heights.

ABOUT JONATHAN MACDONALD

As one of the world’s most in-demand thought leaders, Jonathan is trusted by the senior executives of well-known global companies including Google, Microsoft, Apple, P&G, Unilever, Nestlé, Lego, Heineken, and IKEA to translate the benefits of perpetual change into invaluable business insight and personal success.

Connect with Jonathan: linkedin.com/in/jonathanmacdonald/

TIMELINE
1:54 About Jonathan’s background and how his book Powered By Change impacted his business acumen.

6:55 As a Jujitsu title holder (British super heavy weight and world number 3 in sports jujitsu), Jonathan discusses how the disciplines from martial arts that can be applied to business

16:20 Jonathan’s discovery of the Chinese proverb: When the winds of change blow, some people build walls and others build windmills, and how it inspired Powered By Change.

20:01 How change happens by design.

21:43 How change and the ability to handle change impacts success.

26:25 How to leverage change as a fuel to spearhead transformation.

28:29 Jonathan discusses the common reactions and approaches to change from the big businesses he’s consulted with.

33:57 How Jonathan has inspired the businesses that he’s worked with to think long term and beyond their niche.

37:57 How building company owners should embrace the changing landscaping in uncertain times.

41:46 Jonathan’s prediction on what the next industrial revolution looks like and whether he believes it will revolve around sustainability.

45:51 Where Jonathan plans to focus his attention over the next two years.

49:52 Why builders fear change and how they can navigate through change.

LINKS, RESOURCES & MORE

Jonathan's Website: jonathanmacdonald.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
...more
54min
August 18, 202243. Creating A Successful Brand With Russ, Sky & Andy
In episode 43 of the Professional Builders Secrets podcast, we’re 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 go over how professional builders can create a successful brand.

INSIDE EPISODE 43 YOU WILL DISCOVER
Why having a brand mentality and brand focus is so important

How long it takes to create a brand and where builders should start

Common struggles builders have when creating a brand and how to overcome them

How to know if you’re on the right track when creating a brand

Resources builders can use to create a successful brand

And much, much more.

Listen to the full episode to learn exactly how you can transform your building company into a successful brand.

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
1:57 The difference between creating a residential building brand versus a business.

3:38 Why having a brand mentality and brand focus is so important.

11:35 How long it takes to establish a brand.

12:30 Where should builders start when they want to create a brand.

17:48 The next steps to take after the identity of the brand has been established.

23:37 The common struggles builders face when building a brand.

39:25 How to know if you’re taking the right steps in taking a brand into the market.

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
...more
49min
August 11, 202242. Seeing Opportunities Instead Of Problems With Isaac Nickelson
In episode 42 of the Professional Builders Secrets podcast, we’re joined by Isaac Nickelson, owner of Nickelson Construction based out of Fort Collins, Colorado, United States. Throughout this episode, Isaac goes over the highs and lows of owning a business, how he transitioned from remodelling to custom homes, and the process of moving Nickelson Construction interstate.

INSIDE EPISODE 42 YOU WILL DISCOVER
The challenges of moving Nickelson Construction from Florida to Colorado

How Isaac transformed his business from just remodelling to full-fledged custom home building

How to use Zoom calls to generate leads

The strategies Nickelson Construction utilised to come back after a wildfire natural disaster

And much, much more.

Listen to the full episode to find out how you can change your perspective, and start to see opportunities arise, rather than problems.

ABOUT ISAAC NICKELSON

Isaac is a customer focused, experienced building contractor and the founder of Nickelson Construction. Isaac has a demonstrated history of over 20 years working in the construction industry and is always willing to share what he’s learned to help others achieve their goals, and focus on the opportunities in their business.

Connect with Isaac: linkedin.com/in/isaacnickelson/

TIMELINE
1:32 About Isaac and Nickelson Construction.

1:56 How Isaac got started in the industry.

3:19 When Isaac started working for himself.

5:38 Moving the building company interstate.

7:11 The highs and lows of Nickelson Construction.

9:14 The process Isaac went through when relocating his business.

9:52 The transition from remodelling to custom homes.

11:13 Nickelson Construction’s biggest transformation.

12:48 How Isaac started with APB and how it has changed his business.

13:46 Isaac’s journey with APB.

14:21 How APB’s Private Mentoring impacted the business.

15:04 How Nickelson Constructions generated leads after relocating to a new state.

16:44 The strategy Nickelson Construction deployed after a wildfire disaster.

17:56 Isaac’s focus for the growth of Nickelson Construction.

19:28 The struggles that builders in the industry face today.

21:10 How to stay balanced working with family.

21:51 Isaac’s advice to a younger version of himself.

23:09 How Isaac sees the construction industry evolving.

24:26 Isaac’s forecast of the custom home building market.

26:43 How Isaac promotes the balance of family and work.

LINKS, RESOURCES & MORE

Nickelson Construction Website: https://www.nickelsonco.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
...more
29min
August 04, 202241. Learning New Skills With Sky Stephens
In episode 41 of the Professional Builders Secrets podcast, we’re joined by Co-founder of the Association of Professional Builders Sky Stephens. Throughout this episode, we go over why it is so crucial to learn new skills when running a residential building company.

During this episode, Sky tackles the biggest challenge people face when learning new skills, as well as the barriers and common fears people need to overcome in order to learn new skills.

It’s common for people to fail at learning new skills, Sky addresses this fact, and how APB helps builders to reshape their mindset and overcome this barrier. Whether that be through the winning formula to succeed when learning new skills, or the winning habits that help builders transform.

Sky also covers the most common skills builders are interested in learning when joining APB, and the available resources they have in order to upskill.

Listen to the full episode to discover how to learn new skills that will elevate your building company.

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

TIMELINE
1:48 Why it is so crucial to learn new skills when running a residential building company.

4:09 The biggest challenge people face when learning new skills.

5:33 The barriers and common fears people need to overcome to learn new skills.

7:52 How APB helps builders to reshape their mindset.

9:26 Why people often fail at learning new skills.

12:19 The most common self identity concepts that builders battle every day.

17:36 The winning formula to succeed when learning new skills.

23:29 The winning habits that help builders transform.

29:06 The most common skills builders are interested in learning when joining APB.

31:32 The first signs of success when builders begin learning new skills.

35:48 The winning formula to mastering skills.

41:05 The role APB plays in skilling up professional builders.

44:20 How APB's Professional Builders Levels was born.

46:05 Available resources for builders wanting to upskill.

46:59 What Sky is currently upskilling on.

47:56 APB's culture of learning.

LINKS, RESOURCES & MORE

Hierarchy Pyramid: publicsharedfiles.s3-ap-southeast-2.amazonaws.com/APBTheFullStackMindsetCheatsheet.pdf

Professional Builder Levels: associationofprofessionalbuilders.com/levels/

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 Fac
...more
51min

FAQs about Professional Builders Secrets:

How many episodes does Professional Builders Secrets have?

The podcast currently has 190 episodes available.

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