PROFESSIONAL BUILDER SECRETS PODCAST

Episode 31: How To Qualify Your Leads On The First Call With Russ, Sky & Andy

Qualifying a lead is crucial because it saves time and resources. You want to engage with people who genuinely need and value your services.

In episode 31 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 you can qualify your leads on the very first call.

key moments

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  • 1:28 Why qualifying your leads is so important.
  • 3:17 Why the qualifying process for builders is so different to every other industry.
  • 9:32 Why you need a documented sales process.
  • 11:47 How to get rid of clients you don’t want to work for.
  • 14:06 What you need when starting a qualifying call.
  • 16:11 The questions you need to be asking to qualify your leads.
  • 28:52 What consumers are looking for when deciding to build a home.
  • 32:12 What you must NOT do on any sales call.
  • 38:33 How the sales process is evolving in the construction industry.

Heading

key moments

  • 1:28 Why qualifying your leads is so important.
  • 3:17 Why the qualifying process for builders is so different to every other industry.
  • 9:32 Why you need a documented sales process.
  • 11:47 How to get rid of clients you don’t want to work for.
  • 14:06 What you need when starting a qualifying call.
  • 16:11 The questions you need to be asking to qualify your leads.
  • 28:52 What consumers are looking for when deciding to build a home.
  • 32:12 What you must NOT do on any sales call.
  • 38:33 How the sales process is evolving in the construction industry.

Heading

Russ Stephens is a Co-founder of the Association of Professional Builders, a business coaching company dedicated to improving the residential construction industry for both builders and consumers. 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.

Sky Kolade is a Co-founder of the Association of Professional Builders, a business coaching company dedicated to improving the residential construction industry for both builders and consumers. Sky is a proud member of The National Association of Women in Construction and she was also recognised as one of 2023’s Top 100 Women.

Andy Skarda has owned and led businesses in South Africa, the United States, South-East Asia, and for the last decade, Australia. With 30+ years of business experience, Andy heads up the coaching team at the Association of Professional Builders (APB), 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.

“A specialised podcast made just for the owners of custom home building companies. Extraordinary guests, valuable content and  amazing stories from other builders.”

Cheri K

5-star review on Apple Podcasts

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