The Build Line | Construction Business Podcast

Your reputation walks into the room before you do. So who's going to vouch for you when it gets there?

Recorded live at the Women in Construction event in Sacramento, Heather and Jerry sit down with Debbie Holden, Vice President of Expansion & Development at the Rancho Cordova Community Food Hub, former Sacramento Regional Builders Exchange board chair, and the self-described (and LinkedIn-official) Super Connector of the Sacramento construction community.

Debbie shares how she works a room full of strangers, why she always looks for the person who seems lost, and why she'd rather "ditch the pitch" and get people talking about themselves. The conversation gets into why a text isn't a relationship, why handwritten notes and phone calls still win, and how an 18-year connection with Heather and Steve turned into Tankersley Build Co building the Community Food Hub.

They also talk about being the only woman in the room, using being underestimated to your advantage, finding an advocate who believes in you, and why the best relationships Jerry has in construction are with women project managers and owners.

The industry is smaller than you think. Never waste a lead, pay it forward, and remember that one conversation can change everything.

In this episode:

• What it actually means to be a super connector

• How to walk into a room where you don't know anyone

• Why you should look for the lost person, not the big group

• Ditch the pitch: getting people to talk about themselves

• Why texting is transactional and real relationships need more

• Referrals, reputation, and lending your name to someone else

• Don't burn a bridge: why construction is a small, tight-knit industry

• Being underestimated as a woman in construction and using it as the underdog

• Finding an advocate and asking the questions others won't

• What men in leadership can do to create more opportunities for women

• Preparing before a conference and following up after

• Getting involved with SRBX and paying it forward

Where to find Debbie Holden & the Community Food Hub:

LinkedIn: https://www.linkedin.com/in/debbieholden

Rancho Cordova Food Locker | Community Food Hub: https://www.ranchocordovafoodlocker.org

This episode is brought to you by:

Republic Eagle Vision

https://www.republiceaglevision.com

The Build Line is a construction business podcast hosted by Heather Tankersley and Jerry Brewer, featuring real conversations about building better companies, better teams, and better projects.

You can build the company, make the money, and hit every goal... but will you still be healthy enough to enjoy it?

Dr. Sam Robinson, founder of Altaura Health, joins Heather and Jerry to talk about the part of entrepreneurship that never shows up on the P&L: what years of stress, long hours, poor sleep, bad nutrition, and constantly putting the business first can actually do to your body and mind.

They get into why stress is more than just a feeling, why construction has normalized some seriously unhealthy habits, and why working harder isn’t always the answer. Sam talks about sleep, exercise, nutrition, recovery, preventative medicine, and learning how to actually shut the business off.

The conversation also gets into the booming world of health optimization—GLP-1s, TRT, peptides, hormones, bloodwork, and how to separate legitimate medicine from confident-sounding health advice online.

Sam shares why he left traditional insurance-based medicine to start Altaura Health, his approach to improving healthspan, and why the goal isn’t simply living longer. It’s staying strong, capable, sharp, and healthy enough to enjoy the life you worked so hard to build.

If you’re a contractor or business owner who keeps telling yourself you’ll focus on your health “when things slow down,” this one is worth your time.

Where to find Dr. Sam Robinson & Altaura Health:
Altaura Health: altaurahealth.com
Dr. Sam Robinson: drsamrobinson.com
Instagram: @dr.samrobinson

The Build Line is brought to you by:

Buildertrend — buildertrend.com
Build Bar — build-bar.com
Republic Elite Integration — republiceliteintegration.com
Katlyn Slocum Design — katlynslocumdesign.com

This episode is for informational purposes only and is not a substitute for individualized medical advice.

What actually makes a construction company “luxury”? Is it the size of the project, expensive finishes, or the market you work in?

Heather and Jerry challenge the idea that luxury is simply about price. In a market like Sacramento, where contractors are constantly compared on cost, building a premium brand means delivering something clients can actually feel: trust, communication, planning, attention to detail, and confidence that the job will be done right.

They talk about why some contractors struggle when they move from larger markets, why your reputation doesn’t automatically travel with you, and why the subcontractors you surround yourself with become an extension of your brand.

Heather and Jerry also break down the difference between price and value, how to uncover what a client actually values, and why contractors in smaller or more price-sensitive markets have to become better at identifying and winning the right projects.

You don’t necessarily need a better market. You might just need to become a better fisherman.

In this episode:
• What “luxury” actually means in construction
• Why luxury is an experience—not a finish package
• Price vs. value and understanding what clients actually care about
• Why your subcontractors are part of your brand
• The details that separate premium builders from everyone else
• Why reputation doesn't automatically transfer to a new market
• Building a premium company in a price-driven market
• Why you don't need more fish—you need to become a better fisherman

Thank you to our sponsors:

Buildertrend
https://buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Build-Bar
https://build-bar.com

Katlyn Slocum Design
https://www.katlynslocumdesign.com

The Build Line is a construction business podcast hosted by Heather Tankersley and Jerry Brewer, featuring real conversations about building better companies, better teams, and better projects.

Your business is finally making money. Now what?

Heather and Jerry sit down with Clayton Janson of One Digital to talk about the financial decisions contractors face once they move beyond simply surviving and start making real profit.

They break down the difference between running a successful company and actually building personal wealth, why some contractors doing millions in revenue still have very little to show for it, and what should happen with your money as the business grows.

Clayton shares the mistakes he sees business owners make behind the scenes, along with stories of contractors who got it right. They also get into investing outside your business, building the right financial team, tax planning, retirement, succession, and the danger of assuming your business will someday be your retirement plan.

Because making money is one thing. Turning it into long-term freedom is something completely different.

CONNECT WITH CLAYTON

One Digital

https://www.onedigital.com/

Clayton Janson on LinkedIn
https://www.linkedin.com/in/claytonjanson

THANK YOU TO OUR SPONSORS

Buildertrend
https://buildertrend.com/

Katlyn Slocum Design
https://katlynslocumdesign.com/

Republic Elite Integration
https://republiceliteintegration.com/

BuildBar
https://buildbar.us/

Nobody starts a remodel hoping to distrust their contractor.

But missed calls, blown schedules, surprise costs, poor communication, and unfinished work have given the construction industry a reputation—and Heather and Jerry think contractors need to own their part in creating it.

In this episode of The Build Line, Heather and Jerry dig into why homeowners are skeptical of contractors before a project even starts, and what happens when that trust begins to disappear. Heather shares the story of a family who had already been out of their home for a year when they finally called another contractor for help. Jerry explains what subcontractors see on jobsites when a GC has lost control—and why the warning signs are usually obvious long before the project completely falls apart.

But contractors aren't the only ones contributing to the problem. Heather and Jerry talk about the lies homeowners sometimes tell themselves when choosing the cheapest bid, overlooking red flags, or accepting behavior they wouldn't tolerate from any other professional. They also get into how HGTV, Pinterest, Instagram, and the internet have changed expectations around what construction should cost, how quickly it should happen, and what it actually takes to manage a successful project.

Whether you're a homeowner preparing for a remodel or a contractor trying to build a better business, this episode is a reminder that trust isn't created by promising that nothing will go wrong. It's created through communication, professionalism, transparency, and what you do when something inevitably does.

In this episode:

• Why contractors have earned some of their bad reputation
• How poor communication destroys trust on a project
• What happens when a contractor loses control of the jobsite
• Why professionalism still matters in the trades
• The lies homeowners tell themselves when choosing the cheapest bid
• How homeowners unknowingly enable bad contractor behavior
• Why HGTV and social media have distorted construction expectations
• What subcontractors see when the GC-client relationship starts falling apart
• Why homeowners are buying more than labor and materials—they're buying certainty and peace of mind

Trust isn't built when everything goes right. It's built when something goes wrong and people tell the truth.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

Every contractor thinks they're a good client.

But ask a room full of subcontractors, and you'll quickly find out which builders they love working with... and which ones they avoid at all costs.

In this episode of The Build Line, Heather and Jerry pull back the curtain on the GC-subcontractor relationship and have the conversation most people in construction won't. Why do the best trades always seem to work for the same builders? What makes a subcontractor stop answering your calls? Is the labor shortage real, or are great crews simply choosing better clients?

Drawing from decades of experience on both sides of the relationship, they dive into the habits that earn trust, the mistakes that quietly destroy reputations, and why communication, organization, and leadership matter far more than simply paying the lowest price.

Whether you're a general contractor trying to build a stronger team or a subcontractor looking to become the builder everyone wants to work with, this episode is packed with practical lessons that can improve every project you build.

In this episode:

• Why great subcontractors choose their clients too
• The biggest mistakes GCs make that drive away top trades
• Why schedule chaos destroys relationships
• The hidden cost of hiring the cheapest subcontractor
• What separates professional builders from builders who are just "busy"
• The conversations trades have after they leave your jobsite
• How your reputation determines the quality of crews willing to work for you

Your reputation enters the room before you do. This episode explains how to build one that attracts the best people in the industry.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

Episode 24 of The Build Line Podcast takes a hard look at why discounting may be doing more damage to your construction business than you realize.

Heather and Jerry unpack the fear behind lowering your price, the pressure to keep crews busy, and why the project you discount to get signed often becomes the project you regret taking.

They share real stories about jobs priced too cheaply, how disappearing margins affect communication and morale, and why customers may trust you less when your pricing changes too quickly.

This episode covers:

• Why contractors discount out of fear instead of strategy
• How "keep busy" jobs drain time, energy, and team morale
• Why discounted projects often become the jobs you resent
• How low pricing can damage confidence and credibility
• Why one discount can make every future cost feel negotiable
• How customers begin to question your numbers
• Why premium clients are often looking for certainty, not the lowest price
• What to offer instead of a discount
• How reducing scope can protect both the budget and your standards
• Why saying no to the wrong project protects the right clients

Whether you're a contractor, subcontractor, business owner, or homeowner preparing for a remodel, this episode explains why competing on price rarely creates a better experience for anyone involved.

The Build Line Podcast is hosted by Heather Tankersley and Jerry Brewer, bringing builders, trades, and homeowners together for honest conversations about construction, leadership, and business.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

Bonus Episode 23 of The Build Line Podcast puts Heather and Jerry in the hot seat as they answer real questions submitted by contractors, homeowners, and listeners.

From knowing when to say no to a project to losing money on jobs, hiring the right people, and the biggest lessons they've learned from past guests, this candid conversation offers an unfiltered look at the realities of running a construction business.

Heather shares the systems and mindset that have shaped Tankersley Build Co., while Jerry brings the subcontractor perspective on communication, relationships with general contractors, and what separates the companies he'll gladly work with again from the ones he'll avoid.

This episode covers:
• When it's finally okay to say no to a project
• How to recognize red flags before signing a client
• What makes subcontractors want to work with a GC again
• The communication mistakes that strain contractor relationships
• Lessons learned from projects that lost money
• How post-project reviews improve future profitability
• The Build Line guests who have had the biggest impact on Heather and Jerry
• Business decisions they wish they'd made sooner
• The mental side of leadership and running a construction company
• Why your team is your greatest asset

Whether you're a contractor, subcontractor, business owner, or entrepreneur, this Ask Us Anything episode is packed with practical lessons, honest stories, and real-world advice you can apply to your own business.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Panoramic Doors
https://www.panoramicdoors.com

Katlyn Slocum Web Design
https://www.katlynslocumdesign.com

Build-Bar
https://www.build-bar.com

Episode 22 of The Build Line Podcast tackles one of the most overlooked risks in construction: the contracts you sign before the work ever begins.

Hosts Heather Tankersley and Jerry Brewer sit down with construction attorney Greg Wayland to discuss the legal mistakes contractors make every day, why so many disputes could have been prevented, and how better documentation protects both contractors and clients.

Greg breaks down complex legal concepts into plain English, explaining indemnification, subcontractor agreements, change orders, payment terms, and why communication failures are at the center of so many construction disputes. Heather shares how Tankersley Build Co.

structures its contracts, purchase orders, and project documentation to reduce risk, while Jerry brings the subcontractor perspective on payment schedules, general contractor relationships, and the realities of working in the field.

This episode covers:
• Why contractors often sign agreements they don't fully understand
• How strong contracts actually prevent disputes instead of causing them
• Indemnification explained in plain English
• Why written change orders are critical
• The importance of master subcontractor agreements
• Purchase orders and documenting scope clearly
• The realities of pay-when-paid clauses
• Why communication failures lead to legal disputes
• How documentation can protect your business when projects go sideways
• Practical ways both general contractors and subcontractors can reduce risk

Whether you're a general contractor, subcontractor, or construction business owner, this episode offers practical advice that could save your business from costly disputes and strengthen the way you manage every project.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Panoramic Doors
https://panoramicdoors.com

Katlyn Slocum Web Design
https://www.katlynslocumdesign.com

Build-Bar
https://www.build-bar.com

Not every contractor earns a realtor's recommendation. And it's usually not about price.

This week on The Build Line, Heather and Jerry sit down with luxury real estate team Candace and AJ Samrai to talk about what actually makes professionals referable. From creating an unforgettable client experience to protecting your reputation, qualifying clients, and knowing when to walk away from the wrong deal, this conversation is packed with lessons that apply far beyond real estate.

Candace and AJ share how they brought a Southern California level of service to the Sacramento market, why the cheapest contractor often becomes the most expensive referral mistake, and how businesses can stand out by delivering value long after the transaction is complete.

Whether you're a contractor, realtor, designer, or business owner, this episode will challenge the way you think about trust, communication, relationships, and building a business people can't stop recommending.

In this episode:

• Why reputation is your most valuable marketing asset
• The power of creating an unforgettable client experience
• Why the cheapest referral often becomes the most expensive mistake
• How to qualify clients and protect your time
• The difference between investing for resale and investing in your lifestyle
• What contractors and realtors can learn from each other about building trust

Special thanks to our episode sponsors:

Buildertrend – The leading construction management software helping contractors streamline projects, improve communication, and grow their businesses.
https://www.buildertrend.com

Build-Bar – Helping contractors build stronger businesses through coaching, consulting, and proven operational systems.
https://www.build-bar.com

Panoramic Doors – Redefining indoor-outdoor living with beautifully engineered folding door systems.
https://www.panoramicdoors.com

If you're enjoying The Build Line, please subscribe, leave a review, and share this episode with someone in construction or real estate. Your support helps us continue bringing real conversations with the builders, leaders, and entrepreneurs shaping our industry.