19. The Proven Sales Process For Builders With Russ, Sky and Andy

In episode 19 of the Professional Builders Secrets podcast, our host, Bosco Anthony is 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 reveal the proven sales process that all builders must follow. During episode 19 of the Professional Builders Secrets podcast, Russ, Sky and Andy share the secrets that every builder should be implementing into their sales process to sign more contracts at higher margins. As a builder, if you are struggling to charge for quotes then you are probably attracting the wrong audience or you are not demonstrating value. The best way to convey value is to be unique, so it’s important to review your Unique Selling Proposition. Builders that charge for quotes are eight times more likely to win a job as opposed to those who do not. So while the easy option may appear to be ‘just do it’ or ‘quote and hope’, the reality is that you’re probably wasting your time. Listen to the full episode as Russ, Sky and Andy share more important secrets behind the proven sales process that every builder should be following. 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 1:06 Should professional builders be good sales people? 3:50 What builders need to have a successful sales process. 9:25 Where builders are struggling when it comes to sales. 14:12 Can you have an effective sales process while still managing client expectations? 18:39 The most common objections builders get (and how to overcome them). 22:57 Sales techniques and strategies that are working for builders right now. 29:36 How knowledge and industry expertise establishes trust. 32:49 Metrics that are crucial in a builder's sales process (even if you’re completely booked out!). 38:32 The #1 thing builders must have to enhance their sales process. LINKS, RESOURCES & MORE APB Website: associationofprofessionalbuilders.com FREE DOWNLOAD: Builders Sales Blueprint: go.associationofprofessionalbuilders.com/blueprint