Why Good Builders are STILL Going Broke

Niching is one of the best things a custom home builder can do, but what happens when the market stops sending you that work? APB co-founders Russ Stephens and Sky Kolade talk through one builder whose $2 million to $4 million custom home inquiries went quiet as buyers struggled to get financing, and how he kept his building company busy at good margins by taking the all-cash new builds and renovations still coming in. They cover why niching still wins you the job, why you can't be married to it, and how to answer clients who want a price before anything is designed.Get your marketing reviewed for Boom or Bust, or, ask a question for Russ and Sky to go through live: associationofprofessionalbuilders.com/apbnowAPB Now is sponsored by Apparatus Contractor Services: https://hubs.ly/Q02lrw_B00:00 Intro2:55 Planning next year during the year-end rush5:28 What "busy" really means8:47 When your building niche dries up12:08 Why "we build everything" loses you the job14:31 Don't get married to your niche17:29 Why a full pipeline means better decisions18:45 Boom or Bust22:08 Your questions, answered

AI speeds up whatever systems your building company already runs on, including the chaos. APB co-founders Russ Stephens and Sky Kolade explain how custom home builders can use AI to systemize their business, and why the systems have to come first so that good builders don't end up going broke.Get your marketing reviewed for Boom or Bust, or, ask a question for Russ and Sky to go through live: associationofprofessionalbuilders.com/apbnowAPB Now is sponsored by Apparatus Contractor Services: https://hubs.ly/Q02lrw_B00:00 Intro2:28 AI for builders: systems come first11:28 Should you hire an AI consultant?14:29 Automating chaos in a building company16:34 Why your AI output is bad20:37 Cash flow problems and exception reports25:33 Boom or Bust29:57 Your questions, answered

Professional Builders Secrets brings you an exclusive episode featuring Leah Ward, Executive Business Coach at APB. If you're feeling overwhelmed, buried in the day-to-day and struggling to step back from your building company, this episode is exactly what you need. Leah shares practical, no-nonsense advice on how to identify your biggest pain points, build systems that actually stick, and start reclaiming your time without losing control of your business.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 245 YOU WILL DISCOVER Why overwhelm in building companies is a system problemWhy stepping back feels harder than staying in the chaosHow to identify the right place to start when everything feels urgentWhy handing off tasks without handing off decisions is keeping you stuckHow to build SOPs that actually get used rather than just sitting on paperWhy AI is one of the most powerful tools builders have to reduce noise and reclaim focusHow to train your team's judgment, not just their tasks and much, much more.ABOUT LEAH WARDWith more than two decades in corporate finance and leadership, Leah’s coaching approach is deeply rooted in enhancing financial performance, nurturing effective communication, developing mindset strategies, and fostering team building. Her extensive experience in financial management and consulting has provided her with a profound understanding of the key factors that drive success for both companies and their teams.Connect with Leah: linkedin.com/in/leahmward/TIMELINE 2:16 Why overwhelm keeps coming up with builders and what it's really costing them8:12 Why builders struggle to let go and how identity plays a bigger role than most realise12:38 Where to start when everything feels like a problem that needs fixing14:55 Why handing off a task while keeping the decision is the root cause of most delegation failures21:55 How AI can take the noise out so builders can focus on what actually matters27:27 Leah's final advice for builders who want to break the cycle and start moving forwardLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Harry Pontikis, founder of Chocolate Money, a specialist finance broking company that has been helping builders, developers and the broader construction industry with their funding needs since 2003. Harry shares his expert perspective on the recent Australian budget changes, what they mean for property investors, and why, for once, the light is shining on residential builders.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 244 YOU WILL DISCOVER What the recent Australian budget changes to negative gearing and capital gains tax actually meanWhy the changes are creating a real opportunity for buildersHow builders can position themselves to work with property investorsWhy knockdown rebuilds, duplexes and multi-unit dwellings are worth paying attention toWhy builders should consider building their own property portfolioWhy the best time to borrow money is when you don't need itAnd much, much more.ABOUT HARRY PONTIKISHarry Pontikis is the founder of Chocolate Money, a specialist finance broking company that has been helping builders, developers and the construction industry with their funding needs since 2003. Based in Victoria, Australia, Harry brings deep expertise in construction finance, lending strategy and the property market, helping builders secure the right funding to grow their businesses with confidence.Connect with Harry: linkedin.com/in/harry-pontikis-businessadvisor/TIMELINE 3:05 Why cashflow remains the number one challenge that brings even great builders undone6:20 How the recent budget changes have rattled property investors across Australia9:23 Why the government is clearly signalling it wants new homes built and what that means for builders14:53 How builders can unlock opportunities with property investors looking to build new properties19:57 Why builders should consider using their own skills to build and grow a property portfolio21:11 What the current funding environment looks like and how to put your best foot forwardLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring John Cunningham, Global CEO of Ox Tools, a pro-grade tool company operating in 35 countries worldwide. With nearly 30 years of experience in the tool industry, John brings a fascinating perspective on on-site efficiency, material wastage and how the right tools, and the right mindset, can directly improve a builder's profitability.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 243 YOU WILL DISCOVER Why wastage on the job site is quietly eating into your profit marginsHow small inaccuracies compound across a build and extend your timelinesWhy measure once, cut once is the goal and how the right tools make it possibleHow Ox Tools works directly with contractors to solve real on-site pain pointsWhy asking your team where waste is happening could be your biggest untapped opportunityWhy communication is the number one thing that makes any team more productiveAnd much, much more.ABOUT JOHN CUNNINGHAMJohn is a driven entrepreneur with 20 years of corporate experience now being applied to small innovative businesses that want to scale and disrupt industries. Skilled at running $1B divisions to $5M small companies to start ups. A well rounded leader committed to building businesses, brands and innovative products.Connect with John: linkedin.com/in/john-cunningham-4446752/TIMELINE 4:11 John's background in finance and how it shaped his obsession with contractor productivity11:06 What makes Ox Tools different and why they go directly to job sites to find problems to solve13:59 Why material wastage is costing builders between 15 and 30 percent of job materials19:06 The story behind the Speed Frame and how one contractor's idea became an industry solution29:16 How Ox Tools uses authentic contractor content to build demand without traditional advertising34:49 How builders can get more consistency and accuracy out of their teams on siteLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Maura Thomas, one of the world's top 10 time management experts, TEDx speaker, and author of six books, including Attention Management and Everyone Wants to Work Here. Maura brings a fascinating and practical perspective on why time management is an outdated framework, and why protecting your attention is the real key to productivity, leadership and business growth.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 242 YOU WILL DISCOVER Why time management is the wrong framework and what to focus on insteadHow the attention economy is systematically stealing your focus for profitWhy a culture of urgency and speed is quietly killing creativity and innovationHow distraction is costing businesses hundreds of thousands every yearThe three foundational challenges to attention and how to take back controlHow to design your communication systems so work actually gets doneAnd much, much more.ABOUT MAURA THOMASMaura Thomas is a world-renowned attention management expert, TEDx speaker and author of six books including Attention Management and Everyone Wants to Work Here. Named one of the top 10 time management professionals in the world, Maura helps individuals and organisations reclaim their focus, reduce distraction and build cultures where meaningful work actually gets done.Connect with Maura: linkedin.com/in/mauranevelthomas-productivity-trainer/TIMELINE 4:16 Why time management is an outdated framework and attention is the real currency6:01 How an entire industry has been built to extract your attention for profit11:21 Why competing on speed is a race to the bottom and what to do instead15:45 How social media platforms are engineered to hack your brain and keep you hooked31:13 The three foundational challenges to attention and how to reclaim control40:24 Why every building company needs a communication SLA and how to create oneLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Sheryl Steinberg, owner of Sheryl Steinberg Interior Design. With over 15 years of experience working with builders, remodelers and homeowners across the US, Sheryl brings a unique perspective on how professional interior design fits into the build process, and why getting it right from the very beginning is one of the most powerful things a builder can do for their business.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 241 YOU WILL DISCOVER Why interior design should be part of the process from day oneHow a designer bridges the gap between what clients and buildersWhy misaligned expectations are costing builders time, money and referralsHow lighting, space planning and accessibility are more important than you realiseThe cost of getting it wrongHow having a designer in your corner helps you charge more and deliver a better experienceAnd much, much more.ABOUT SHERYL STEINBERGSheryl Steinberg is the owner of Sheryl Steinberg Interior Design, based in Bethesda, Maryland. With over 15 years of experience and a background in interior architecture, space planning and project management, Sheryl works closely with builders and remodelers across the US to bring clients' visions to life from the very start of the build process.Connect with Sheryl: linkedin.com/in/sherylsteinberg/TIMELINE 5:24 Where interior design fits into the build process and why it matters so much8:36 How building without a clear design scope leads to delays, redesigns and frustrated clients11:17 A real life example of what goes wrong when design is left out of the process15:16 The difference between interior architecture, interior design and decoration explained23:59 Why scaling builders need clear design processes in place to avoid growing pains28:36 What working with a designer looks like and how builders can get started todayLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Jessica Kismet, building science consultant at Climasure. Jess brings a wealth of knowledge across airtightness testing, passive house principles, hygrothermal simulation and healthy home building. In this episode, she unpacks what builders need to know about building science, why the stakes are higher than most realise, and how embracing these principles can transform both the quality of your product and the positioning of your business.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 240 YOU WILL DISCOVER Why most builders aren't about building scienceWhy airtightness is the foundation of a healthy, energy efficient homeThe legal liability risks builders face around mould and condensationHow the building code is changing and what that means for builders right nowWhy doing it properly doesn't always mean spending more moneyWhy collaboration between builders, architects and consultants is the key to getting it rightAnd much, much more.ABOUT JESSICA KISMETJessica Kismet is a building science consultant at Climasure, based in South Australia. With a background spanning code compliance, airtightness testing, passive house design and building biology, Jess is passionate about helping builders and architects go beyond the minimum standard to create homes that are genuinely healthy, energy efficient and built to last.Connect with Jessica: linkedin.com/in/jessica-kismet/TIMELINE 1:43 How Climasure started and the journey that brought Jess into the building science world11:03 Why builders should care about healthy homes beyond just the moral argument15:42 The real cost of building better and how to reframe the conversation with clients21:44 Why builders aren't required to keep learning once licensed and why that's a problem25:14 The two most important building science concepts every builder should understand34:43 How to incorporate building science into your business and attract the right clientsLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Chris Guilbert, founder of Tenfold Homes, and Helena Tivey, co-founder of Arrow Agency. Over the past 12 months, Helena and the team at Arrow Agency have been working closely with Chris to build a predictable marketing system for Tenfold Homes, and the results speak for themselves, culminating in Chris taking out the HIA National Emerging Builder Award. Together, they pull back the curtain on exactly what they did, why it worked, and what other builders can take from it.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 239 YOU WILL DISCOVER How Chris went from scattered leads to a refined niche and quality pipelineWhy most builders have a strategy problem, not a lead problemWhat winning a national emerging builder award actually comes down toHow to know when it's time to move from in-house marketing to an agencyWhy your avatar and messaging need constant refinementHow paid advertising, organic content and AI search are all changing the gameABOUT HELENA TIVEYHelena brings over 15 years of experience in media and marketing, co-founding The Arrow Agency to help builders grow with transparent, results-driven strategies. Passionate about client success and work-life balance, she combines sharp strategic thinking with real-world insight, empowering both businesses and her team to thrive.Connect with Helena: linkedin.com/in/helena-tivey-845057a1/ABOUT CHRIS GUILBERTChris Guilbert is the founder and director of Tenfold Homes, a Perth-based building company specialising in lightweight construction, custom homes and large scale renovations. With a focus on systems, client experience and continuous improvement, Chris recently took out the HIA National Emerging Builder Award — recognition of the significant growth and transformation his business has undergone over the past 12 months.Connect with Chris: linkedin.com/in/chris-guilbert-42a3641a4/TIMELINE 4:07 Why Chris switched agencies and what made Arrow Agency stand out from the rest6:32 Helena's take on why most builders have a strategy problem, not a lead problem8:07 Chris's honest journey from crappy site photos to a refined marketing system15:20 How winning the HIA National Emerging Builder Award came down to systems and growth19:50 Why Chris rebranded from Gilbert Construction to Tenfold Homes and what it symbolised37:31 The one piece of advice Chris gives every builder looking to grow their businessLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders

Professional Builders Secrets brings you an exclusive episode featuring Carl Edwards and Annameika Curtis from Edwards Family Homes, a residential building company based in New South Wales, Australia, specialising in custom homes and second-story extensions. They share their honest marketing journey, from doing it all in-house to outsourcing it to an agency they trust, and the incredible results that followed.This episode is sponsored by Apparatus Contractor Services, click the link below to learn more:hubs.ly/Q02mNSsG0INSIDE EPISODE 238 YOU WILL DISCOVER Why Carl believes margins are directly linked to marketingWhy Edwards Family Homes pivotedWhat the journey from in-house marketing to agency looked like in practiceWhy letting go of control was the hardest but most valuable step they tookHow content marketing builds trust before a client ever picks up the phoneAnd much, much more.ABOUT CARL EDWARDSCarl Edwards is the founder of Edwards Family Homes, a residential building company based in New South Wales, Australia. With over 30 years of experience in the industry, Carl has built a family-run business specialising in custom homes and second story extensions, with a reputation for quality workmanship and honest client relationships.Connect with Carl: linkedin.com/in/carl-edwards-8a2771206/ABOUT ANNAMEIKA CURTISAnnameika Curtis is the systems manager at Edwards Family Homes, where she has spent over 10 years helping shape the company's brand, processes and growth. With a deep understanding of both the business and its values, Anamika leads the company's content marketing strategy and internal systemisation efforts.TIMELINE 2:36 How Edwards Family Homes evolved their business8:39 Why Carl, a tradesman at heart, finally understood the importance of marketing11:12 The challenges of handing over marketing to an agency and why it was worth it13:52 How Carl tracks marketing performance18:53 Why more marketing means more choice and how that directly protects your margins20:54 Final advice for builders thinking about taking the next step with their marketingLINKS, RESOURCES & MOREAPB Website: associationofprofessionalbuilders.comAPB Rewards: associationofprofessionalbuilders.com/rewards/APB on Instagram: instagram.com/apbbuilders/APB on Facebook: facebook.com/associationofprofessionalbuildersAPB on YouTube: youtube.com/c/associationofprofessionalbuilders