The Construction Leading Edge Podcast

"There is no line that shouldn't be crossed with customers and employees." Listen as Neil Sundresh discusses the role of transparency and goodwill in acquiring and growing Glacier West Construction. Maximize Your Revenue, Eliminate Chaos and Build a Well-Oiled Machine - [FREE Training for Contractors] What you'll learn about in this construction podcast episode: What Neil Sundresh learned from acquiring a construction business. The surprising importance of goodwill in the process of buying a business. Some of Neil's most educational mistakes. The first question he would ask a construction business owner who says they want to grow their business. What would Neil do differently if he could do it all over again. The counter-intuitive way Neil has successfully used transparency to grow relationships with clients and employees. Neil's experience in my 1:1 coaching program. Click here to download the PDF Cheat Sheet - Nine Mistakes Killing Your Sales "We're finally able to pay ourselves what we deserve." Click here to hear what Matt and Katyana did to get to a point in their business where they could say this. Other resources mentioned in this construction podcast episode: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt.

Want to sell more work at higher margins? When you stop making a few of these most common selling mistakes, you might be surprised what will happen. Maximize Your Revenue, Eliminate Chaos and Build a Well-Oiled Machine - [FREE Training for Contractors] What you'll learn about in this construction podcast episode: There are at least 9 mistakes I see contractors making that are killing their sales. Here are a few: #3. Lack of Strategy - Being unclear on the kind of work you want to do and not having a consistent system for generating leads is a recipe for a roller coaster, feast-or-famine business. #4. Wasting Time - Most contractors are wasting time on unqualified leads AND putting too much unnecessary details in their estimates. This sets off a domino effect because it handcuffs you to your computer, doing too much work for people who were probably never going to become customers. #6. Talking About You - The more you talk about you, your company history, equipment, etc....the less your prospect cares. You need to stop talking about things that put them to sleep, and start talking about things that make them want to take action. Click the link below to download a one pager with all nine mistakes. Click here to download the PDF Cheat Sheet - Nine Mistakes Killing Your Sales "We're finally able to pay ourselves what we deserve." Click here to hear what Matt and Katyana did to get to a point in their business where they could say this. Other resources mentioned in this construction podcast episode: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt.

Gerri Dominikos has grown her NYC construction business with strategies she learned from her corporate career. Listen to learn how she did it. Maximize Your Revenue, Eliminate Chaos and Build a Well-Oiled Machine - [FREE Training for Contractors] What you'll learn about in this construction podcast episode: What Gerri calls the "evolution of tradesman" and the skills gaps of new hires coming out of trade school. A customer service culture is more important than ever to avoid being a commodity. The big corporate strategies and tactics Gerri has used to systematize and grow her business. What it means to "learn how to hunt." Gerri's experience taking over a family business, and what you can learn from it. Why it is crucial to have the right mindset. How to say "No" strategically Other resources mentioned in this construction podcast episode: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt. How you can connect with Gerri Dominikos: Company website - www.airlogix.co Email - Gerri@airlogix.co Phone - (718)947-1311 x221

How Audree Grubesic built a successful modular home building business, and some tips for growing your construction business. Maximize Your Revenue, Eliminate Chaos and Build a Well-Oiled Machine - [FREE Training for Contractors] What you'll learn about in this construction podcast episode: How Audree Grubesic made the transition from sales and marketing to construction business owner. The most common misconceptions about modular construction. What home builders need to know about modular and off site construction, and why you might want to consider this method. Audree's experience has a woman starting a business in what is considered to be a male dominated industry. The importance of setting expectations with your clients. Audree's advice for helping you grow your construction business. Other resources mentioned in this construction podcast episode: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt. How you can connect with Audree Grubesic: Connect Home Builders - www.connecthomebuilders.com Audree's email - audree@connecthomebuilders.com

How have we failed 70% of the people working in the construction industry? What are most contractors doing that is causing them to fail? Maximize Your Revenue, Eliminate Chaos and Build a Well-Oiled Machine - [FREE Training for Contractors] What you'll learn about in this construction podcast episode: The REAL issues behind the skilled labor shortage. The disconnect between field labor leaders and management, and how the system is often designed to fail. The common mistakes you could be making when it comes to compensation. The difference between merit based increases and socialist increases...and which is better for high performing teams. What is the most overlooked group of people that has a huge impact on whether new employees are successful. Why are people really leaving your company? Other resources mentioned in this construction podcast episode: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt. How to contact John Morris: Associated Builders and Contractors National Website - www.abc.org Ohio Valley Chapter of the ABC - www.ovabc.org John's email address - john(at)ovabc.org

You say you don't want to compete on price, but the way you're selling makes you do just that. Learn what you stop doing to avoid that. Get my Contractor Sales Accelerator program free for 10 days What you'll learn in this construction podcast episode: Why you're going about selling all wrong...unless you want to be a commodity. How to keep your spot as the incumbent service provider. How to unseat the incumbent contractor and take their spot. What should be in your three chapter book titled, "Why You Should Hire Us." How to present in such a way that it resonates with your prospect's brain. How to avoid becoming a commodity. Why you're always competing on price, and what you can do to get away from it. How you can contact Jeff Echols Connect with Jeff on LinkedIn Jeff's website Download the ebook Jeff mentioned in the podcast Other valuable resources mentioned in this construction podcast: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt.

Ten activities construction business owners and leaders can engage in that are worth $1,000 per hour...or more. Here's what you'll learn when you listen to this construction podcast from www.constructionleadingedge.com: Ten Activities Worth $1K Per Hour or More: #1. Selling new projects or contracts If you can spend 8 hours estimating, selling and negotiating a new contract that will yield $8,000 in profit, that makes your time worth $1,000 per hour. #2. Upselling existing clients There two questions, totaling five words you can ask that will give your revenue on every project a 1% - 2% boost. #3. Building key relationships If you want to generate more leads (which you should), don't start with advertising or social media. Start by building your referral network. #4. Planning your projects Every decision on a project is going to be made at some point. You can either decide in the heat of battle, when labor and equipment costs are racking up...or you can do it in advance. Planning is simply making decisions in advance. You can spend 4 hours planning your work and expect to save or avoid $5,000 - $10,000 in costs, making your time worth $1,250 - $2,500 per hour. #5. Preparing and reviewing contracts. Don't assume just because the contract is "boilerplate" or "standard" that it's OK. You should review every contract and look at: - Payment terms - Insurance requirements - Dispute resolution terms - Reporting requirements - Scope of work - Contract documents - Owner obligations #6. Building systems Think of building systems as investing your time, and getting a return on time invested (ROTI). For example: If you spend 10 hours creating a system or process that will save your company 100 hours per year, that is a good ROTI, which could make that time worth over $1,000 per hour. #7. Hiring and Training You could spend 3 days recruiting, interviewing and hiring for a key role (PM, superintendent, etc.) who will generate $10,000 profit per month. That means the time spent hiring is worth $5,000 per year. #8. Strategic Sourcing / Vendor Negotiation I spent a couple of hours negotiating a better deal with a crushed stone supplier a few years ago. The result? I saved $500 per day...every day. When negotiating, I recommend giving the vendor a price target, instead of asking for their best price. Start the conversation with, "Will you take....?" Other ideas include: - Negotiating for free delivery service. - Contact your insurance agent and get better rates. - Call your credit card company and negotiate a lower interest rate. - Negotiate a lower lease rate with your landlord in return for renewing the lease. - Set up a commercial account with your parts supplier and negotiate a discount off retail. - Buy fuel in bulk. - Start with the suppliers you buy the most from and work your way down the list. #9. Quality control To prevent rework, punchlist issues, warranty problems, and long term risks that result in litigation, perform your own quality control inspections. Identify key points in your projects when work gets concealed or covered up, and inspect the work to verify compliance with the contract documents. For example: - Inspect building subgrade before foundations are installed. - Pre-pour inspections before concrete slabs are poured. - Framing and rough-in inspections before insulation and drywall goes in. - Above ceiling inspections before ceiling tile installation. - Water testing of windows and building envelope materials. - Roofing inspections. I have identified mistakes and potential risks worth hundreds of thousands of dollars during quality control inspections. What if you could spend one hour doing quality control and find an issue that would have cost $1,000? Would that be time well spent? #10. Strategic planning As a business owner, it is IMPERATIVE that you have a vision and direction for your business. Investing the time in your business to develop your vision, then turn that into a strategic action plan will accelerate the growth of your business. Resources mentioned in this construction podcast: The CONSTRUCTION BUSINESS ACCELERATOR - Maximize revenue, put financial stress and anxiety behind you and turn your business into a well-oiled machine. Outsource your bookkeeping headaches: Click here to learn more about the special package Apparatus Contractor Services put together for the CLE Nation. Tsheets app for timesheets Archisnapper app for jobsite inspections, checklists and reports

Is your company culture screwed up? Is it suffering from a "purpose deficiency?" Why should you care? Listen to this construction podcast episode with Kevin Monroe to find out. What you'll learn in this construction podcast episode: What's going to happen if you aren't intentional with your company culture. (It's not good.) Does your company have the symptoms of a screwed up culture? Is your team displaying the symptoms of a purpose deficiency? Your company has values, whether you know it or not. How do you uncover them? Does servant leadership really work? Crucial lessons you can learn from a fighter pilot who spent seven years in a prisoner of war camp in Vietnam. How you can contact Kevin Monroe Kevin's website - www.kevindmonroe.com The 28 Day Sprint - www.28daysprint.com Other resources mentioned in this construction podcast: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt.

Jean Ferreira was born in Brazil, and decided to leave a career with Victoria's Secret to start a construction business. Listen and learn from her amazing story. Claim your free 10 day trial of The CONSTRUCTION BUSINESS ACCELERATOR What you'll learn in this construction podcast episode: Why Jean Ferreira decided to leave Victoria's Secret to start a construction company. How she went over two years without landing a project...and why that was a GOOD thing for her. Lessons she learned from Victoria's Secret that helped her construction business. Some secrets and tips that have helped her become the owner of a successful WBE, MBE and DBE certified business. How to contact Jean Ferreira, CEO of Ferreira Holding Group: LinkedIn Email - jeanf1326@yahoo.com Resources mentioned in this construction podcast: Get the Revenue Maximizer and Contractor Sales Accelerator when you claim your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt. Offload Your Bookkeeping, Payroll and Back Office Headaches - Click here to request a free call with the Apparatus Contractor Services Team

Success is nothing more than a few simple disciplines practiced every day. Here are some rituals and hacks you can use to beat overwhelm and get more work done. Get more free productivity hacks with your free 10 day trial of The CONSTRUCTION BUSINESS ACCELERATOR - https://constructionbusinessaccelerator.com What you'll learn in this construction podcast episode: How does discipline equal freedom? What is the antidote to anxiety? Daily rituals you can use to free up your brainpower and get more consistent results. Situational rituals you can use to stop screwing yourself up. Why you should set up weekly rituals for your business. Batching activities - why you should be doing it, and what it will do for you and your team. Resources mentioned in this construction podcast: Get your free 10 day trial of The Construction Business Accelerator Free video series: Secrets of Successful Contractors Free Strategy Call – Own a construction business? Click here to schedule your free strategy session with Todd Dawalt. Have questions? Email Todd at todd(at)constructionleadingedge.com or call/text (859)667-2015.