PROFESSIONAL BUILDER SECRETS PODCAST

Episode 47: The Discovery Process For A Building Company With Russ, Sky & Andy

In order to manage your client's expectations, you first need to understand what they are.

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'll 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.

key moments

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  • 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

Heading

key moments

  • 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

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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