Brady does a deep dive into his approach to drafting his professional services agreements and how to communicate with clients strategically in order to maximize productivity and minimize conflict. He also speaks on navigating those tough conversations that inevitably happen no matter how much you prepare.

Finally, Brady shares the tenets of storytelling and how mastering these can help you clearly define your company brand. He also explains why it is crucial that your client sees themselves as the hero of the story that is the construction of their new home, and why your role as contractor is simply to serve as your clients’ guide.

Sponsors:

• Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!
• Pella Windows & Doors - https://www.pella.com/

Topics Discussed:

• [02:28] Brady’s “get paid to plan” philosophy
• [11:00] How to price your services
• [15:13] Dealing with clients who push back on your professional services agreement
• [19:07] Defining scope in the PSA
• [21:43] Successfully anchor pricing upon breaking ground
• [28:05] The keys to strategic communication with clients
• [39:12] Why you should never negotiate against your agreement
• [43:43] Preparing for tough conversations
• [50:54] The tenets of storytelling and being your client’s guide to make them the hero
• [1:04:05] What Brady does for fun

Connect with Brady Fry & Fry Classic Construction:

• Website - https://fryclassicconstruction.com/
• Instagram - https://www.instagram.com/fryclassicconstruction/
• Facebook - https://www.facebook.com/Fry-Classic-Construction-1009430242538364/
• Houzz - https://www.houzz.com/professionals/general-contractors/fry-classic-construction-llc-pfvwus-pf~253139940?

Connect with Brad Leavitt:

• Website - https://www.aftconstructionpodcast.com/
• Instagram - https://instagram.com/aft_construction
• Facebook - https://www.facebook.com/aftconstruction
• Houzz - https://www.houzz.com/pro/aft-construction/aft-construction
• Pinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/
• YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jg

Key Quotes by Brady:

• The best customers expect to pay for service. You actually elevate your perception in the marketplace when you require people to pay for your time.
• You’re never going to get a good job with a good budget if you’re competitive bidding. If you’re just papering your town with free estimates, you’re usually competing on price, and you’re never going to get the best work if that’s the basis for your competition.
• I don’t agree to “estimate”. I agree to provide a “budget consultation”.
• Never negotiate against your agreement. You should never put yourself in a weaker position after the contract is signed.