47. The Discovery Process With Russ Sky & Andy

In episode 47 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 to create an effective discovery process for a building company.

INSIDE EPISODE 47 YOU WILL DISCOVER

• The different discovery questions you need to ask
• Some great examples of discovery questions
• The ways in which you can manage expectations
• How to spot red flags
• Where most builders struggle when it comes to the discovery process
• And much, much more.

Listen to the full episode to find out the impact a discovery process can have for your building company.

ABOUT RUSS STEPHENS

Co-founder of the Association of Professional Builders, 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: linkedin.com/in/russstephens

ABOUT SKY STEPHENS

Co-founder of the Association of Professional Builders, Sky specialises in taking complex business strategies and converting them into actionable step-by-step guides for building company owners. Sky is also a proud member of The National Association of Women in Construction and the Top 100 Women in the broader construction sector.

Connect with Sky: linkedin.com/in/skycheristephens

ABOUT ANDY SKARDA

Head Coach at the Association of Professional Builders, Andy specialises in 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: linkedin.com/in/andy-skarda-92a6875/

TIMELINE

• 1:44 Discovery process
• 2:56 How it can impact the business
• 5:49 Selling on value over price
• 6:57 About discovery questions
• 14:00 Can you integrate qualifying and discovery?
• 16:46 Examples of discovery questions
• 20:17 Managing expectations
• 21:18 Financials and budgets
• 24:45 Tone of voice in the discovery session
• 26:01 Best practice with discovery questions
• 29:14 Looking for red flags
• 32:09 Conversational techniques
• 38:58 Where builders struggle with the discovery process
• 43:13 Getting builders to love the sales process

LINKS, RESOURCES & MORE

APB Website: associationofprofessionalbuilders.com

APB on Instagram: instagram.com/apbbuilders/

APB on Facebook: facebook.com/associationofprofessionalbuilders

APB on YouTube: youtube.com/c/associationofprofessionalbuilders

Join the Professional Builders Secrets Facebook group for builders & connect with professional builders world-wide: facebook.com/groups/builderssecrets