31. How To Qualify Your Leads On The First Call With Russ, Sky and Andy

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. The trio explain the tough process of letting down clients you don’t want to work for, and conversely, review the questions you need to be asking in order to identify the quality leads you really want to pursue. During episode 31, Russ, Sky and Andy also bring to light what potential clients themselves may be looking for when deciding to build a home, and highlight exactly what NOT to do on any sales call. Listen to the full episode to discover how to qualify your leads on the very first call. 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 1:28 Why qualifying your leads is so important. 9:32 Why you need a documented sales process. 11:47 How to get rid of clients you don’t want to work for. 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. LINKS, RESOURCES & MORE FREE DOWNLOAD: Qualifying Checklist For Builders: go.associationofprofessionalbuilders.com/builders-qualifying-checklist 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