Conversations That Convert

Rick Storlie
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A conversation for remodelers, home builders, and home improvement companies about increasing lead conversions without added expense, and watching your bottom line grow.

  1. قبل ٤ أيام

    Transitioning from Craft to Business, Featuring Brad Huebner from Hammer & Grind

    Contractor Coaching: Mindset & Pricing with Brad Huebner from Hammer & Grind Brad reveals the ego suppression, pricing breakthroughs, and stress tests that transform craftsmen into business owners. THE MINDSET TRAP: Brad's realization: "Other companies doing what I do are having success. So it's not the business model or demographics. I'm doing something wrong." People seek coaching as last resort (desperate) Should get help BEFORE you need it Stigma: Asking for help = failure Pride blocks progress CONSTRUCTION ≠ BUSINESS: The trap: "If I can build a house, I can run a business. That's easy." WRONG: Labor is easy. Business is entirely new skills. "Learn the business of building, not craft of building" Identity shift: ❌ "I'm a handyman" ✅ "I own a handyman business" EGO SUPPRESSION: First coaching module: Suppress your ego Group is DIRECT → You need to hear it, not sugarcoated ROLE-PLAY STRESS TEST: Sales role-plays with 15-30 people watching Everyone knows what you should do They WILL call you out Military principle: Training harder than mission Real customers become EASY PRICING BREAKTHROUGHS: Limiting beliefs: "I can't charge more" Brad's approach: Add 10% → See what happens Client response: "Let's get started" Belief crushed Results: 100% markup, 15-20% net profit average One client: $97K → $600K PROFIT CLUB: $8,000/year upfront = buy-in Weekly accountability: Attendance spreadsheet (public) Course progress visible "John Smith stuck at 20% for 6 weeks" Zero secrets, full transparency COMMUNITY: "Come for coaching, stay for community" 3+ year members (don't need coaching, there for friends) BACKGROUND: 11 years handyman/remodeling 2,500+ jobs, 900+ customers Hired coach → transformed 2022: Full-time coaching IDEAL CLIENT: $300-500K+ revenue Remodelers, GCs, landscapers Multi-step sales (3-6 months) hammerandgrind.com Hammer & Grind Podcast (260+ episodes) #contractorcoaching #hammerandgrind #pricingstrategy #mindset

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  2. ٢٢ مارس

    Scaling Smart - Using Virtual Assistants and AI, Featuring Chris Fox from Fox Construction

    Virtual Assistant for Contractors: Chris Fox's $75K Transformation Chris Fox (Fox Construction) reveals how he replaced a $75K office manager with 4 specialized virtual assistants while increasing professionalism dramatically. THE TRANSFORMATION: $75K office manager → 4 VAs in same budget: - Controller - Office manager - Bookkeeper ($1,800/month agency) - Marketing ($475/month, 20 hrs/week) PROPOSAL UPGRADE: 1-page budget → 10-page professional package (Cover sheet, testimonials, specs, warranty) Believability factor for $1.5M+ second homes AI BOOKING RESULTS: 12,000 realtors, 100 emails/week 10-13 calls booked automatically Goal: 25% sales from realtors = $5M+ THE 2024 WAKE-UP: 11 builders: "Woe is me" 1 builder: "I'm killing it" Chris: "Never again" Christmas Eve → researched → found BLC CLIENT ACQUISITION: OLD: Expensive ads, manual follow-up, business hours only NEW: Inbound marketing, AI booking 24/7, automated systems Example: Prospect browsing at 8 PM Saturday → books call immediately MARKET: Santa Rosa Beach, Florida 90% vacation homes, 10% primary 5,000-6,000 sq ft, 6-10 bedrooms Feeder markets: Nashville, Atlanta, Birmingham HIRING VAS: DIY: Lower cost, more control Agency: Built-in backup, easier continuity 2026 GOAL: 8 homes, $10-11M revenue (Coming back from 3-4 homes in 2024-2025) PODCAST LAUNCH: "Fox Construction Tailored Custom Homes" Topics: Architects, lenders, engineers, designers, hurricane codes Philosophy: "Do more with less. VAs aren't about cutting corners—they're about increasing productivity where clients expect more." foxluxurybuilder.com #virtualassistantcontractors #constructionVA #AIautomation #customhomes

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  3. ١٣ مارس

    Win More Jobs with High-End Visuals - Featuring Will Pritikin from Aforma Design Studio

    Design Build Contractor: Design as Client Magnet with Will Pritikin from A Forma Will Pritikin reveals how design build contractors use professional design to attract premium clients and eliminate costly field chaos. CONSUMER REALITY: People don't seek builders—they seek DESIGN Journey: Find design → How much? → Who builds it? Rick: Once prospects love a design → emotional brand attachment → brand wins SHOW WORK YOU WANT: Will's mentor: "Show the work you want to be hired for, get those customers" Questions: - What do I want to do? - What clients do I want? - What designs do they love? Showcase THAT—don't appeal to everyone Specialist advantage: Local expert in specific style = higher prices (like cardiologist vs. ER doc) TECHNOLOGY: LIDAR/Matterport scans = full digital twins in days Serves all 50 states from Portland Trades virtually walk sites, check at 2 AM, prepare asynchronously DESIGN = RISK MANAGEMENT: Not style exercise → decision-making tool Success: Everyone wins (homeowner, GC, design team, PM, trades) HIDDEN COSTS: "You always pay for design—question is WHEN" Poor documentation: - Rework - Burned-out PMs - Job site "rodeos" - Field decisions = astronomically higher cost Upfront investment downstream chaos A FORMA MODEL: Between draftsperson and architecture firm Services: Detailed drawings, renderings, specs, engineering, permitting, LIDAR, project support Works with local engineers "Be the outside part of your design build business" Running construction = hard Design build = TWO businesses = harder A Forma: Simplify your life, deliver buildable design on time Sweet spot: Custom homes, renovations, additions, ADUs aforma.co hello@aforma.co #designbuildcontractor #constructiondesign #LIDARscanning #aforma

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  4. ٦ مارس

    The Profit Blueprint - With Derek Isaac from Rapid Results Creator

    Construction Business Management: Systematizing & Scaling with Derek Isaac Derek Isaac (Rapid Result Creators) reveals how to systematize operations, scale profitably, and build a sellable construction business. SCALING BOTTLENECKS: $0-2M: Lead gen, margins, estimating$2-5M: Processes, technology, employee buy-in$5-10M: HR, management, leadership EMPLOYEE BUY-IN: Involve them in creating processes → ownership before mandates Bite-sized rollouts + training + communication Result: Future changes get progressively easier TIMELINE: 1 year minimum (comprehensive) 2-3 years optimal (fully dialed) MARGINS FIRST: Margins shrink during scaling (new personnel, software, infrastructure) Thin margins + growth = $0 profit despite doubled revenue Rick: Fix operations BEFORE marketing investment GROWTH SEQUENCE: Healthy margins + basic systemsQuality lead flowScale strategicallyOptimize continuouslyNOT: Chase blind growth REMOVING YOURSELF: Current org chart: Owner everywhere Future org chart: Team in roles, owner as CEO Document → Fine-tune → Optimize for delegation → Train → Implement Breakthrough: "I don't have the busy work I used to" SELLABLE BUSINESS: Even if not selling, build as if you are Most contractors $10-15M: Not sellable (owner-dependent job) Goal: Business operates without owner = transferable asset "Let's create something that can operate without the owner so it gets a good multiple" rapidresultcreators.com builderleadconverter.com/contact-us/ #constructionbusinessmanagement #contractorscaling #businesssystems #rapidresultcreators

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  5. ٢٦ فبراير

    Subcontractor Risk Management featuring Rusty Brett from HoundDog

    Contractor Compliance: Avoiding $500K Claims with Rusty Brett from HoundDogRusty Brett (CEO, HoundDog) explains automated contractor compliance and subcontractor risk management. THE CRISIS: Missing 2-3 COIs during audit = $5K-$15K penalty bills Real case: Contractor trusted sub for years. Sub didn't renew insurance. Employee injured. $500K claim. Insurance paid but DROPPED contractor. No new coverage available. Business shut down."It's not paperwork—it's your ability to stay in business." HOUNDDOG SOLUTION: Automates certificate of insurance tracking - Requests COIs from subs AND agents - Verifies requirements - Auto-retrieves renewals - W-9 tracking - E-signature for agreements AUDIT TOOL: Input dates → Click download → All COIs in single folderSaves weeks for 400+ sub companies PRICING: $1/month per sub ($40 minimum) Builder Lead Converter listeners: Waived onboarding ($150-$1,000 value) INSURANCE DISCOUNTS: One customer: 12% discount for using HoundDogRusty working with carriers to formalize JOB TREAD POLL: Only 40% of contractors had subcontractor agreements 3 ESSENTIAL DOCUMENTS: 1. W-9 (tax) 2. COI (insurance) 3. Signed agreement (legal) "Get these 3 things—you're 95% of the way there." SCALE: Typical: 20-100 subs HoundDog serves: Up to 30,000 vendors Philosophy: Get operations set BEFORE scaling marketing Cost of tracking: $1/sub/monthCost of non-compliance: $500K claims, lost coverage, $10K+ audits hounddog.com rusty@hounddog.com builderleadconverter.com/contact-us #contractorcompliance #subcontractorrisk #COItracking #hounddog #constructionbusiness

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  6. ١٩ فبراير

    3 Journeys of Builder & Remodeler Growth: Strategies & Lessons Learned With John Von Lagen

    John took over his father's 50-year company in 2005. Financial chaos: +$150K profit one month, -$160K loss the next. He joined Association of Professional Builders (APB) 4 years ago. Everything changed. KEY NUMBERS: Revenue: $5.5M (50/50 renovations/custom)Average project: $40K → $100K (targeting $160K)Net profit: 3% → 9% in 12 monthsPipeline: 3 months (competitors have 2 weeks) THE BREAKTHROUGH: Five Critical Metrics (learned from APB): WIP calculationsGross profit marginsOverhead ratioNet profitLead pipeline 3% TO 9% PROFIT: Stopped being afraid to charge what business required. Price increases in 5% chunks. Didn't hurt business. Insight: Builder mindset creates more price resistance than customers. HOME REMODELING MARKETING EVOLUTION: 45+ years: referrals onlyAPB taught: Facebook = emotional, Google = researchNow: Educational content, lead magnets, CRMPhilosophy: "Educate don't sell" FIXED-PRICE SPECIALTY: Few competitors offer fixed-price contracts. John prices complex renovations using decades of data. Differentiator in market. APB IMPACT: "Godsend" - Weekly coaching transformed business understanding, marketing, finances. WISDOM: "Build good foundation and weather the storm" "Know your numbers before aggressive marketing" Preview for International Builders Show (Orlando, Feb). joescarpentry.ca builderleadconverter.com/contact-us #homeremodelingmarketing #remodelingcontractor #renovationbusiness #apb #builderleadconverter

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  7. ٢٣ يناير

    3 Journeys of Builder & Remodeler Growth - Strategies & Lessons Learned with Jason Radford

    Builder Spotlight: Jason Radford's journey from startup to $4M in 6 yearsJason started Radford Building Company in 2020 (Raleigh-Durham, NC), got stuck at $2 million for 3 years, then broke through to $3M heading to $4M. THE BREAKTHROUGH:- Hard personnel decisions (finally made them)- Started charging for pre-construction- Fixed-cost model with 3% accuracy- Website as #1 marketing asset KEY LESSON - Charging for Estimates:Rick's story: Builder went from 3% to 9% net profit in 12 months just by charging more. "We were our own worst enemies—clients weren't fighting price." JASON'S TWO-STEP PROCESS:1. Concept Agreement (signed, deposit, hour-limited drawings)2. Preliminary Building Agreement (selections before contract)Result: 3% delta from concept to final cost over 2 years. NUMBERS:- Custom homes: $900K-$1.2M avg- Renovations: $180K-$250K avg WISDOM:"Get comfortable with uncomfortable. That's where we gotta live." Rick's observation: Young builders cut marketing in downturns. Veterans say "spend MORE, it's harder to get clients." Preview for International Builders Show presentation (Orlando, February). radfordbuildingcompany.combuilderleadconverter.com/contact-us/ #builderspotlight #customhomebuilder #constructionbusiness #builderleadconverter

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  8. ١٦ يناير

    3 Steps to a high-quality annual marketing plan for builders - Converting Captured Leads into Appointments - Part VI

    Series finale—the part where most builders fall apart: converting captured leads into appointments. Brutal reality: You can have perfect marketing, but if your follow-up sucks, none of it matters. Every lead either buys or dies. KEY STATS: 80% of buyers choose first company that respondsRespond in 5 minutes or your conversion tanksAfter 40 minutes, qualification chance drops 80%Only 20-40% of leads ready to talk in first 2 weeksOther 60-80% need long-term nurturing (sometimes 2-5 years) WHAT WE COVER: The Booking Campaign (2 Weeks) Multi-channel: email + AI text + sales callsAutomated reminders reduce no-shows 70%Gather project details before call Long-Term Nurturing (6 Months) Educational content positioning you as local expertWhen they're ready, you're top of mind Referral Systems Past clients: quarterly contact minimumB2B partners: talk to 3-5 per weekReferrals = highest ROI activity AI Digital Assistants Works 24/7, never sick, never asks for raise90-95% accuracyMultiple bots for different campaigns Video Conversion Case Study October (no video): 2 leads January (with video): 24 booked appointments Same event, same offer—just added video = 12X increase Rick breaks down the entire conversion system from booking campaigns to AI integration to referral follow-up. COMPLETE SERIES: Part 1 - Branding & Offerings Part 2 - Pipelines & Budget Part 3 - Website Optimization Part 4 - Lead Magnets & Referrals Part 5 - Video & Paid Ads Part 6 - Converting Leads (This Episode) All episodes: builderleadconverter.com/podcast ABOUT THE SHOW: Conversations That Convert is for custom home builders, remodelers, and design-build companies. Rick's been in construction since 1988. Dru handles digital marketing. We give you systems, not theory. Schedule a call: builderleadconverter.com/contact-us/ Free video: builderleadvideos.com Follow us: Instagram: @builderleadconverter Facebook: Builder Lead Converter LinkedIn: Builder Lead Converter YouTube: @builderleadconverter Google: Builder Lead Converter "For my brothers and sisters in Christ, may the grace of the Lord Jesus Christ, the love of God, and the fellowship of the Holy Spirit, be with you all. Always." #leadconversion #constructionmarketing #homebuildermarketing #salesfollowup #aiforbuilders #referralmarketing #videomarketing #builderleadconverter #conversationsthatconvert

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حول

A conversation for remodelers, home builders, and home improvement companies about increasing lead conversions without added expense, and watching your bottom line grow.

المعلومات

  • صناع العمل
    Rick Storlie
  • سنوات النشاط
    ٢٠٢٥ - ٢٠٢٦
  • الحلقات
    ١٨٤
  • التقييم
    ملائم
  • حقوق النشر
    © Rick Storlie
  • موقع البرنامج على الويب
    Conversations That Convert