Episode 31: How To Qualify Your Leads On The First Call With Russ, Sky & 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.

Episode 31: How To Qualify Your Leads On The First Call With Russ, Sky & 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.

Show Notes
Transcript

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.

During this episode, Russ, Sky and Andy discuss why qualifying your leads is so important, and what makes this process so different for builders in comparison to other industries.

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.

 

Russ Stephens - Co-founder

Russ Stephens is a Co-founder of the Association of Professional Builders, a business coaching company dedicated to improving the residential construction industry for both builders and consumers. 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

 

Sky Stephens - Co-founder

Sky Stephens is a Co-founder of the Association of Professional Builders, a business coaching company dedicated to improving the residential construction industry for both builders and consumers. Sky is a proud member of The National Association of Women in Construction and she was also recognised as one of 2021’s Top 100 Women. 

Connect with Sky

 

Andy Skarda - Head Coach 

Andy Skarda has owned and led businesses in South Africa, the United States, South-East Asia, and for the last decade, Australia. With 30+ years of business experience, Andy heads up the coaching team at the Association of Professional Builders (APB), 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

 

Timeline

1:28 Why qualifying your leads is so important.

3:17 Why the qualifying process for builders is so different to every other industry.

9:32 Why you need a documented sales process.

11:47 How to get rid of clients you don’t want to work for.

14:06 What you need when starting a qualifying call.

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.

38:33 How the sales process is evolving in the construction industry. 

 

Links, Resources & More

FREE DOWNLOAD: Qualifying Checklist For Builders

APB Website

APB on Instagram

APB on Facebook
APB on YouTube

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