47. 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