Building Optimal

We've been obsessed for over a year now with different AI apps that can help home builders. This is an extremely short episode on the best we've found. Enjoy!

If you enjoy listening to the podcast, please do us a favor and leave us a review on Spotify or Apple!

Also, we just released new products to take your home building company to the next level at the BUILDING OPTIMAL SHOP.

Thank you to our amazing brand partners

Subzero Wolf Cove

Grand Openings

Bryan Kaplan is an international consultant for builders and the construction industry. Over his 21-year career in the industry, he has been an owner, general manager, and home inspector.

With his breadth of experience, Bryan brings a systems-oriented approach to his clients. In this interview, we visit with Bryan on punch list systems that help you end projects on great terms with your clients.

Connect with Bryan and learn more about his company here.

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

David Gerstel returns to share his ideas on how builders can achieve financial freedom. David is a best-selling author of several construction books, including his most recent, Nail Your Numbers: A Path to Skilled Construction Estimating and Bidding. He is also a well-known speaker. In addition to being an expert on many things “home building,” David is also a model of success, having achieved financial freedom with his own construction business by the age of 34.

And last but not least, a special thanks to Treacy Duerfeldt of NWC Alliance and Doug Lynch, my insurance pros and today’s sponsors!

Enjoy the episode! And be sure to sign up for email updates and new information at www.buildingoptimal.com!

Curious what's new in the smart home space? Dave LaMere indulges us. Dave is the owner of Smart Homz, with locations in both Ramsey and Beach Haven, New Jersey. Dave's company offers the whole suite of home automation and technology services, so he's just the guy for today's episode.

Show notes:

[1:45] - What's new in the smart home space.

[5:55] - What can you accomplish without a huge budget.

[8:30] - The most popular things Dave is asked to install.

[17:06] - David's recommendation to builders.

[21:41] - Where to find Dave online.

Tom Woodcock is the Founder and President of Seal the Deal. Tom is an author and nationally known branding, marketing, and selling expert. He is one of the most dynamic sales trainers and consultants in the country. He routinely speaks to thousands of contractors and suppliers concerning the sales skills necessary to compete in this intensely challenging construction industry. His latest book, “You’re Not Sellin, They’re Buyin‘” is comprehensive in developing the proper sales skills, persona, and methodology to rise above the competition.

In this interview we dive into some of Tom’s top advice for builders to win more contracts, differentiate yourself, and much more. Enjoy!

To stay up to date on our latest interviews, be sure to sign up for our emails at www.buildingoptimal.com. You can also follow us on Facebook and Instagram.

Show Notes:

[1:30] – Avoiding the low bid game. “You’re not buying a price. You’re buying the service, the workmanship, craftsmanship, experience.”
[2:30] – Differentiating yourself so that a customer will actually pay more to use you. “If we had an anniversary dinner with our significant other and we were buying by price, we’d always take them to McDonald’s for their anniversary.”
[3:20] – Taking inventory of what you bring to the table and determining how to sell it up front.
[4:40] – Tom’s client test questions.
[7:46] – “What does it say about the value you feel you or your company brings to the table when you’re ready to discount fairly quickly into the process? If you’re not believing your own value, well you can’t expect the customer to believe that value.”
[8:30] – Selling your value rather than discounting.
[10:50] – Your points of separation..finding 2-3 points that TRULY make you different, that truly get you separation.
[13:10] – “Price is not enough. There’s room for ONE low cost provider in every market.”
[15:38] – Being better vs different and the need for perceived value.
[17:30] – The importance of truly identifying WHO is your customer.
[19:40] – “If you don’t sell, you don’t get projects. None of the other stuff matters.”
[20:30] – “[The best marketing strategy] is the one you will actually do.” The role of consistency in marketing.
[21:30] – The benefit of a monthly newsletter for your customer base.
[22:20] – Networking is replacing cold-calling.
[23:10] – “Spending, spending, spending without a purpose is the wrong thing to do.”
[24:10] – How networking differentiates you. “You don’t have to be a Type A person with tremendous people skills to be successful in selling. But you have to have an approach and be consistent in that approach.”
[28:00] – Raising your close rate 10% to 15% immediately...the face-to-face approach.
[29:40] – “Engage with the customer on the delivery of your pricing. It’s much harder to tell you to your face that I’m not going to use you.”

Show Links:

www.tomwoodcocksealthedeal.com