Shawn Van Dyke is a construction business coach, an international keynote speaker, and author of two books: Profit First for Contractors and The Paperwork Punch List.Most contractors are not profitable, which makes them feel uncertain about what they need to grow their construction businesses. Shawn believes that construction business owners should be as good at business as they are at their craft. That’s why, after 20+ years of owning and operating multiple construction businesses, Shawn became a construction business coach. He now works with construction business owners, executives, and managers all over the world and shows them how to stop losing profits and wasting time.Shawn helps contractors get their lives back. He is the founder of the Built to Build Academy, which creates confident construction business owners through on-demand training and coaching programs so you can make more money, stop worrying, and get your life back.Shawn shares a lot of insight on how to hire, build a company culture, how much time to spend on marketing, what best practices to keep in mind when spreading your message, lump sum versus cost-plus, and establishing trust with your clients.Topics Discussed:05:43 Gaining confidence as a coach and public speaker11:10 Mastering sales15:52 Balancing empathy towards customers with the needs of the business19:18 The power of “no”22:39 Guiding your clients through the decision-making process28:24 Answering the three questions of the “delight trifecta” to save thousands of dollars34:26 The number one mistake contractors make when running their business37:16 Hiring “above the line”40:33 Identifying what you hate doing in the business to know who to hire43:17 Understanding “transparency” and how to achieve it with your customers48:39 Lump sum versus cost-plus56:04 When to use cost-plus pricing, especially with supply chain issues amid COVID-191:01:11 The right way to think about profit first1:06:53 The value in having systems1:10:46 Intentional marketing using social media1:15:40 The importance of sticking to your core message in your marketing effortsConnect with Guest: Instagram @shawnvandykeInstagram @profitfirstcontractorInstagram @builttobuildacademyWebsiteYouTubeFacebookTwitterLinkedinResources & People Mentioned:Built to Build AcademyProfit First for Contractors by Shawn Van DykeTed TalksThe Science Behind TED’s 18-Minute RuleStart with No by Jim CampNever Split the Difference by Chris VossKey Quotes by Shawn:As a business owner, you’re there to make an emotional connection with people first, because if they don’t buy into what you’re doing on an emotional level, it doesn’t matter how good the information is.Your business starts with sales.“Yes” is a lie; “maybe” is worthless; “no” is a decision. Get to the “no” as quickly as possible. Invite your clients to tell you “no” from the get-go.You never, ever, ever, ever want to surprise the client; but you want to delight them constantly.The biggest mistake I see with business owners is them thinking that they have to be the one who figures everything out and waiting too long to bring in an expert.Transparency is not trust.I would rather try to sell my value upfront and then perform a great project than to justify it afterwards.You can only price what you know.You can only spend 100% of your income on your businessMoney—profit—is a measure of effectiveness. The more effective you are with your customers, employees, and community, the more money you’re going to make. The more money that you make, the more you can do great things with it.Systems provide truth: Our systems are either working, or they’re not.Word of marketing sucks if you don’t control the words people are saying.

Lisa J. Wood is the owner of an interior design firm based in Asheville, North Carolina. She helps “busy professionals plan, design and construct homes so personalized that they are the perfect respite, for now and their futures.” She is also a Certified Living In Place Professional (CLIPP) Ambassador.Lisa is on a mission to elevate the way homes are built and created. She is trained as an interior designer and has a unique 20+ year background in communications, project management, team building, corporate sales leadership, business development, and innovative design solutions.Listen in as Lisa discusses networking on social media, how we can balance budget and client expectations, and, most importantly, thinking about the value of design as an investment in your day-to-day health and happiness.Topics Discussed: 03:43 How builders can nurture a stronger working relationship with designer07:49 Pitching your vision to a production builder09:41 The little things that add up to improving a home’s livability13:14 Maximizing your realtor’s ability to find the right home for you17:52 How to respectfully disagree with a client’s suggestion22:35 Agreeing on a cost-effective design with your architect32:32 Budgeting for a balance of good design and livability42:08 What is ergonomic design?48:44 Staying current as an interior designer54:00 Pricing and marketing yourself in your marketplace56:36 Lisa’s Ripley’s Believe It Or Not experienceConnect with Guest:Website Instagram Facebook Pinterest YouTube Linkedin Connect with Brad Leavitt: Website Instagram Facebook Houzz Pinterest YouTube Resources & People Mentioned:Asheville, North Carolina WingIts Baby Boomers Kathleen Anderson Biophilic Design Floral Design Living In Place Institute Profit First by Mike Michalowicz Fix This Next by Mike Michalowicz Ripleys Believe it Or Not Key Quotes from Episode:Good design really should be inclusive and not exclusive.Nobody ever needs to live in an ugly home.When considering the design of your home, don’t just ask how you live and function in the home, but also who is coming to your home.People are only living in about 40% of their home.It is scientifically proven that people can heal, reduce anxiety, and have more joy in life when they are in a well-designed space that makes them feel good.

Johnny Hourihan is the co-owner of Vintage Builders, the co-host of The Modern Craftsman Podcast, and one of the four brand ambassadors for Fine HomeBuilding Magazine by The Taunton Press.What are those things we wish we had known when we started in business? What are things we’re doing now that we would have fast-tracked had we known their importance from the beginning? For instance, when is the right time to hire for certain roles, or how much should certain staff members be paid? We discuss questions like these and other specifics that all business owners should know and understand in order to have a thriving company.Listen in as Johnny discusses how to deal with the drastic lead times companies face today as a result of COVID-19, dealing with team members and clients as people instead of as procedures, and managing your finances as you hire and scale up your business.Topics Discussed:04:21 How Johnny built his construction company18:29 How having a strong brand allows you to have more effective loss leaders26:11 The importance of looking at all the financial considerations when hiring29:27 Justifying your price to a prospective customer32:40 Which part of the business does Johnny focus on the most now, three years in?43:12 Hiring the right people and retraining them as the business grow57:59 Treating your team and clients like your family1:09:07 Knowing when you have enough of a cushion to take a financial risk1:17:01 Building your credit and risk tolerance1:24:15 Promoting the trade to the next generationConnect with Guest:WebsiteInstagram Vintage BuildersInstagram Vintage Development INCInstagram The Modern CraftsmanInstagram John HourihanFacebookThe Modern Craftsman PodcastConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned:Wentworth Institute of TechnologyGreat Recession 2007-2009Benny Fuller Instagram TRG Home Concepts InstagramLinkedinArchitectural DigestKuiken BrothersLeaders Eat Last by Simon SinekAluminum ShortageStairsBuilder TrendNever Split the Difference by Chris Voss & Tahl RazFerris Bueller’s Day OffKeep Craft AliveFine Home BuildingKey Quotes from Episode:Know your numbers, track your numbers, and evaluate them as you bring employees into the mix. Do those numbers still work after you’ve begun to hire?Only the top 10% of our industry gets repeat business.Finding the right hires is like finding the right clients. It’s not just about checking off the boxes. Find the little things, the idiosyncrasies, that reveal each person’s character.Adhering to the letter of the law instead of the spirit of the law with regards to your processes only gives you a false sense of security as a business owner.We’re not in the business of finding problems. We’re in the business of finding solutions.Before leaving any conversation with any client, ask them questions to make sure you’re both on the same page.

Randy Coffin is the President of Coffin & Trout Fine Jewelers. Randy has worked in the industry of jewelry design and craftsmanship for many years. He started out as a bench jeweler in 1975. He was inspired to start his jewelry career from an early exposure to fine arts, and an interest in using his God-given talents to design and create amazing works of art. Randy and his business partner David Trout met in 1979. They had an instant connection as they noticed similarities in each other’s beliefs on what jewelry could be.In our conversation today, we get into construction, customer service, and a myriad of other tips on running a jewelry business.Listen in as Randy discusses how to build a strong reputation in the jewelry industry, what he looks for in a diamond, working and nurturing trust with suppliers and customers, his passion for colored gemstones, and how he takes a client’s vision from idea to reality.Topics Discussed: 04:06 How to become an expert in grading a diamond08:14 What it means to “sell jewelry on consignment”10:28 Building a strong reputation to gain the trust of suppliers in the jewelry industry12:17 What Randy looks for in a diamond18:54 Natural versus lab-created diamonds22:34 Building a jeweler’s supply chain25:52 How Randy developed a trustworthy reputation in the business29:04 How Randy evaluates potential suppliers36:12 Creating long-term relationships with your customers37:41 Going above and beyond as a business owner40:41 Randy’s process from meeting the customer to delivering the final product50:17 How Randy keeps his staff happy53:52 Working with prestige companies like Rolex to acquire custom pieces for clients56:43 Randy on his passion for charity59:09 Randy talks about a few unique pieces he brought inConnect with Coffin & Trout Fine Jewelers:WebsiteInstagramFacebookPinterestConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources Mentioned: Gemological Institute of AmericaStandard Jewelry AbbreviationsJ.B.T (Jewelers Board of Trade)AGTA Spectrum AwardsSomewhere in the RainbowCrescendo Blue Sapphire and Diamond Pave Platinum RingKey Quotes by Randy:It’s not always the most expensive diamond that stands out.I don’t have any problems with lab-created diamonds; but I’d just say, “Buyer beware.”Be consistent and follow the practices that you would want others to follow. Go above and beyond.One of the value-adds for me and my business, and one of the things that I’ve enjoyed more than anything else, is that whole customer relations thing. I’ve met more people than I can tell you that I’d either gone to dinner with, in many cases traveled with, or gone to their homes in another state, or fly-fished with. I’ve made more friends in my business than outside my business by far.

Amy Margolin is the third-generation co-owner of M&M Lighting. She joined her family business in 2013 after graduating with an English degree from Columbia University working as a manager for an international clothing retailer in Austin, Texas. She was also a food photographer for Zagat, a national restaurant review guide, and spent time as a freelance celebrity stylist at red carpet events in Los Angeles.Combining her background in writing with her innate sense of style and relentless work ethic, Amy is working hard to bring M&M Lighting—a company with 56 employees that specializes in residential and commercial lighting—into the social media age, and overturn the adage that the third generation ruins family businesses.We dive into the value of social media as far as how it helped her in building her business and how it has grown her client base as well. She talks about how you can successfully integrate your social media into your business while building a network with architects and designers at the same time.Listen in as Amy discusses how she uses social media to build her company’s brand, her Instagram content and engagement strategies, the challenges and rewards of working in a family business, and working with lighting architects and designers in an industry that is always evolving.Topics Discussed:05:21 How Amy is able to effectively use social media to establish M&M’s brand08:48 Why Amy began to do more video home tours12:41 Amy’s experience with TikTok15:12 Building a following on Instagram17:57 How much time Amy spends on social media20:39 Getting better engagement on social media23:18 Amy’s content strategy on Instagram24:41 How using social media impacted Amy’s business27:39 How having a large audience keeps Amy accountable32:26 Justifying higher prices for your products or services online35:34 How social media has benefitted M&M’s relationships with stakeholders39:33 Amy’s experience working on her own projects42:31 Amy’s favorite architectural style43:50 How Amy’s eye for design evolved over the years45:28 Becoming a stylist for celebrities43:50 How Amy’s eye for design evolved over the years48:14 Moving from California back to Texas49:20 What Amy learned about the lighting industry since joining M&M50:51 Lighting architects and other partners that Amy works with54:03 Staying current in an ever-evolving industry56:00 How COVID-19 affected M&M58:47 What Amy is looking forward to in the near futureConnect with Amy Margolin & M&M Lighting: WebsiteInstagramTik TokFacebookPinterestHouzzYouTubeConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned:Insights on Instagram Nolan Miller with Riverwood Building Company Instagram Reels Wayfair Crate & Barrel Jason Roehner + Dan Ryan PhotographersColumbia UniversityGucci The New YorkerICFF (International Contemporary Furniture Fair) Lightfair Dallas Market Center Ashley LeavittShea McGee Key Quotes by Amy:If you want to stay on top with the content you put out and the engagement you get on social media, follow the algorithm.It’s “social media” for a reason: You have to be social.If you’re not communicating with your people and the customers at every stage of the process, you’ll run into problems you’ll later regret.

Jason Black is the owner and president of Artisan Signature Homes. He had a successful career prior to construction, but his passion for homes eventually led him to start his first company, Stonecroft Homes, in 2002 while still working full-time. This was the beginning of his journey in building custom homes. Jason has worked on a number of projects with his wife, Gretchen—a talented designer in her own right.Jason does a deep dive into building a brand and scaling your business through social media, particularly through Instagram. He dismisses common misconceptions such as supposedly needing a huge number of followers and a long-term content strategy to build an audience and stand out. We also go into much of the behind-the-scenes of managing a construction firm, with a focus on budgeting and putting together the right crew for each project.Listen in as Jason discusses how he sets expectations with his clients, why he almost always declines requests to bring in unfamiliar subcontractors, and how to build a powerful brand for your design or construction business on Instagram.Topics Discussed:04:19 - Jason on his spec and build-to-suit homes08:47 - Choosing projects to serve as loss leaders11:29 - Working with other designers13:58 - Creating a budget and knowing how to adapt it as the project progresses30:28 - Working with a business partner32:28 - The typical timeframe for a custom home project36:30 - Saying “no” to certain customers requests (i.e. unproven subcontractors)41:18 - How Jason chooses his crew members46:20 - How Jason manages his Instagram account48:26 - Jason’s content strategy on Instagram54:14 - How social media has benefitted Artisan Signature Homes59:11 - What Artisan Signature has planned for the near futureConnect with Guest: Website Instagram FacebookPinterest YouTubeLinkedin Connect with AFT Construction Podcast Host Brad LeavittWebsiteInstagramFacebookHouzzPinterest YouTubeKey Quotes from Interview:I don’t chase the dollar. I always sacrifice the dollar for good design, maybe to a flaw. But that’s what I enjoy doing, so that’s what I’m going to keep on doing.The trajectory any custom home project takes all boils down to those expectations and communications with the client.Having a business partner is like having a sounding board to keep your ideas in check.I prefer to stick to what’s tried-and-true with both the people I work with and the system we use. Anytime I fall out of my process, it never has a happy ending.It’s taken me a long time to understand that not every customer is the right customer for me. So, it’s sometimes better to say “no” than to take a customer that I know is going to be a pain in the ass to work with.When looking for subcontractors, we want a solid company that’s been in business for a long time that has a service crew that’s going to respond in a timely fashion.Post what’s true to you. Post the best content that you can produce and share that. I don’t have a stock of 50 images. I usually don’t know what my next post is. Just choose a great photo for the day, keep posting consistently, and engage with your followers. Don’t overthink it.The biggest thing with social media is to just put yourself out there. You don’t have to have 50,000 followers. There’s micro-influencers that have a couple hundred or a couple thousand followers. You’re still influencing people. You’ve just got to start. You never know where that opportunity will come from. 

Mark LaLiberte is the co-founder and president of Construction Instruction. He has dedicated over 30 years to the building industry. Through his lectures, site assistance, Building Better Homes video series and his mobile App, he provides builders, architects and manufacturers with an in-depth look at the current and future state of housing. His work has earned him a Lifetime Achievement Award from the Energy and Environmental Building Alliance (EEBA), where he developed the highly acclaimed Houses that Work lecture series. The HTW Series has been delivered for over 16 years by the Ci team in 100’s of North American cities.He works with various manufacturers to assist in developing products and services for the next phase of efficient homes. Mark is the co-creator of the Ci App and animation studio, which developed the number one mobile App in the construction industry and builds realistic state of the art contextual animations on building science concepts and technical installation practices.He is also President of Sales Instruction Inc., helping to bridge sales and marketing efforts to our industry. Working with leading industry suppliers and manufacturers, his sales training company creates a common language to drive sales and increase productivity for sales teams.His passion for educating lies in knowing how vital the building industry is.  Building healthy, safe, durable and efficient homes has an effect on the buyer, the builder, the economy and the planet.Listen in as Mark discusses why he believes builders should adopt a path of continuous improvement, waterproofing best practices, and why you shouldn’t ever need to factor in leaks when pricing your services.Topics Discussed: 06:46 The biggest mistakes builders are making right now11:12 Creating a solid training program for your tradesmen15:17 Appreciate your tradesman18:17 Set proper expectations to encourage excellence27:14 Tried-and-true methods for waterproofing homes33:29 Working with stucco contractors whose standards are different from yours36:02 How to properly flash a window41:24 Tools to secure exterior walls45:56 The importance of capillary breaks51:36 Why Mark created the Houses that Work lecture series 54:55 Why Mark started Construction Instruction and how to work with himConnect with Mark LaLiberte: Email: mark@instructioninstruction.com WebsiteInstagram Facebook Twitter Linkedin YouTube Construction Instruction App AppleConstruction Instruction App AndroidConstruction Instruction AmazonConnect with Brad Leavitt: Website Instagram Facebook Houzz Pinterest YouTube  Resources & People Mentioned:CBUSA The Path of Continuous Improvement Matt Risinger Capillary Break EEBA Houses That Work Key Quotes from Episode:It can’t just be about price. Craftsmanship and workmanship comes from the heart. What I leave is a legacy; not just “slap it on, get it done”.The tradesmen like doing work carefully and professionally. They just need to be appreciated for it.Set your standards, your process, and your educational expectations. Drive those to be exceptional, and you’ll get better performance.Whenever you take on a new project, tell yourself: “I have one chance to do this well, and I’m going to do it right this time.” When you always set that standard for yourself, one day it becomes a habit.COVID-19 has raised our awareness about the importance of the indoor environment. Houses should be our safe haven.Continually learn and invest in your marketplace and invest in learning. Train people. Listen, learn, watch, and question. Hold people accountable for good workmanship. If we do that, we’re going to have this amazing industry, and deliver phenomenal product that will last for generations and be healthy and safe. I think that’s a fair expectation.

Willie Bloomquist is a former MLB player, entrepreneur, and philanthropist. Throughout his career in baseball, Willie played for the Seattle Mariners, Kansas City Royals, Cincinnati Reds, and Arizona Diamondbacks, and has played every position aside from catcher and pitcher. After retiring from professional sports in 2016, Willie explored his other passions through the avenues of entrepreneurship and philanthropy. His passion for nature led to his founding Elite Outdoor Adventures, a company which “allows you to spend one-on-one time with a professional athlete or celebrity participating in a pastime that you both enjoy.”Listen in as Willie discusses his journey as a professional athlete and why he decided to turn to entrepreneurship following his retirement from MLB. He also shares his love for the outdoors and the business that resulted from that passion. Finally, Willie talks charity and outreach and why philanthropy has become a huge priority in his life.Topics Discussed:04:53 Lessons learned throughout Willie’s sporting career07:27 Growing skills while playing multiple positions on the field11:15 Becoming comfortable with the uncomfortable in business13:38 Why Willie made the switch from football to baseball16:10 Knowing what to prioritize in life18:51 Navigating social media as a public figure25:52 Willie’s perspective on failure27:50 Budgeting and other financial considerations as a professional athlete31:23 Willie’s philanthropic efforts at Phoenix Children's Hospital36:01 Why acts of charity are priceless38:38 Transitioning from professional athlete to entrepreneur40:10 Willie on his venture, Elite Outdoor Adventures45:40 Training and motivating your employees50:32 How Willie balanced family life and a high-profile sports career54:10 What sets the Arizona Diamondbacks apartConnect with Willie Bloomquist:Instagram (@eliteoutdooradventures)Elite Outdoor Adventures WebsiteTwitter (@williebloom)LinkedinResources & People Mentioned:ASU College BaseballPat MurphyBret BooneLou PiniellaState Champion Football QBDerek JeterMark Candelaria on episode 03Phoenix Children's HospitalDiamondbacks President & CEO Derrick HallKey Quotes from Episode If I’m not going to be good enough, that’s fine; but I’m not going to leave it to chance just because I didn’t work hard enough to give myself every opportunity. Hard work doesn’t guarantee you success, but without it, you don’t have a chance.Failure only sharpens us to become better the next time around.The way it makes you feel when you help somebody out, unsolicited, makes you feel pretty dang good inside.Generosity proceeds prosperity.We judge other people on their actions and we judge ourselves on our intensions.Surround yourself with good people. People who are going to be honest with you and look out for your best interests. 

Ashley Stark Kenner is the Creative Director at Stark Carpet in New York, a company founded by her grandparents, Arthur and Nadia Stark, in 1938. Stark Carpet has been synonymous with the world’s finest floor coverings since its inception and has been the go-to resource for top interior decorators for decades. Ashley is also the Sr. Vice President of Design, bringing her fashion-forward vision to the company while maintaining the classic Stark aesthetic. Her unique style and eye for the eclectic are present in her vision for the company.Listen in as Ashley discusses how she balances her high-octane career at Stark Carpet with creating content for social media, reaching 1 million Instagram followers, all while being a mother to her three kids. She also talks about where she gets her inspiration for her product line and how social media has allowed her to collaborate with other designers at a greater scale since she began in her career. Finally, she shares the process of taking a product from idea to reality.Topics Discussed [04:33] Why Ashley went all-in on Instagram & reaching 1 million followers[08:50] Advice for succeeding on Instagram [10:04] Avoiding burnout on social media[12:17] The power of authenticity on social media[16:56] Teaching your kids about the dangers of social media[18:36] Exposed to the world and building collaborations through Instagram [20:40] Ashley’s role and responsibilities at Stark Carpet [22:59] The process of taking a design from idea to reality[26:56] How COVID-19 has affected Stark Carpet [30:26] Styles that Ashley gravitates toward[32:52] Requests for custom designs[39:04] Underrated design aspects around the home[40:36] Why Ashley loves traveling for work[46:16] Balancing family and work amid the pandemic[48:38] What Ashley is looking forward to in the near futureConnect with Ashley Stark & Stark CarpetWebsite Instagram Facebook Pinterest Resources MentionedSub-Zero, Wolf, and Cove ShowroomArchitectural Digest - Step Inside Ashley Stark's Transformed Upper East Side AbodeStark Carpet History Stark Carpet ShowroomsPrestige MillsMaison & ObjetRebel Traditionalist Article Domino MagazineStaircase Carpet Instagram Post

This week on the podcast we were joined by @KathleenAAnderson, principal of Material Design. Kathleen has extensive experience in both architecture and design. She has a Master’s degree in architecture from the UPC In Barcelona which has helped her knowledge and expertise in regard to interior design. She has also created an online spec book available for purchase to spec builders across the country. It is a revolutionary program and idea to assist builders that are in need of a good design for their project. We also discussed the importance and coordination of builders and designers on the front-end of a project to ensure it runs smoothly. Check the link in our profile for the full episode and here is the link to her design book: https://materialdsgn.com/design-kit-for-builders/.