In this episode, Logan sits down with AJ Ballantine to break down how Cornerstone Remodeling grew from $2M to $10M in five years—without hiring five times the people. The secret? A radically optimized design process, driven by empathy mapping, technology, and sales finesse.

AJ walks through the systems, tools, and scripts he used to cut his sales cycle, boost his close rate, and wow clients—all while keeping a high-touch, boutique feel. If you're a design-build remodeler struggling with lengthy sales processes, low perceived value, or slow growth, this episode is your blueprint for change.

🔑 Key Takeaways

Optimize, Don't Overhire
→ AJ's sales team used to close $3M/year—now they close at a $10M pace with the same team
→ The shift: 6–10 hours to build a high-impact "first pass" proposal that converts faster

Perceived Value > Just Deliverables
→ AJ's team builds proposals in Canva with floor plans, mood boards, and personalized designer quotes
→ Clients feel like they're already halfway through the project before competitors even send a bid

Use Tech to Speed Trust
→ Render's "Invite to Capture" feature lets homeowners scan their space remotely
→ Clients feel empowered, and your team gets measurements without stepping foot in the home

Empathy Mapping = Sales Gold
→ AJ's team mapped out client pain points like option overload and lack of clarity
→ Solutions like curated samples, mood boards, and visual timelines de-stress the process

Charge to Impress
→ Clients pay 1% upfront for a first pass proposal, then 5% more before design revisions
→ Conversion after that second payment? 100% (outside of rare exceptions)

🧰 Tools & Tactics Mentioned

• Render – 3D space scanning tool AJ co-developed

• Canva – Used for building visually stunning proposals

• Calendly – Streamlined consult scheduling

• JobTread – Estimating and construction management

• DocuSign – Seamless proposal signing + payments

• Loom – For walking clients through proposals remotely

🕒 Timestamps

• 00:00 – Why growing a business doesn't mean hiring more people

• 01:30 – AJ's background: design + build = natural fit

• 04:00 – How Render's space scanning changed the game

• 07:45 – How to ask clients to scan their space without losing trust

• 10:35 – Case study: A $75K bathroom turned $150K with the right process

• 13:00 – The power of the phone call as a pattern interrupt

• 15:30 – What goes in a "first pass" proposal and how it's delivered

• 20:00 – Using the Moscow Report to align budget and finishes

• 24:00 – Proposal design: how aesthetics drive perceived value

• 26:50 – Creating speed and momentum to outpace competitors

• 30:00 – Including designer mood boards and personal touches

• 35:00 – The metrics: 76% close rate, $1M–$2M months, 6–10 hours per proposal

• 39:00 – The second phase: formal measurements, structural confirmation

• 44:00 – No-surprises contract pricing explained

• 48:00 – Selection process: curated samples over option overload

• 51:00 – Designing for the busy, not the picky

• 54:00 – Solving for process friction: empathy + accountability

• 57:00 – The sales and marketing adjustments that made it all work

• 1:02:00 – Why everything is digital (except the printed permit plans)

• 1:05:00 – How AJ got team buy-in on massive change

• 1:11:00 – 40X and driving a culture of accountability

• 1:14:00 – Start with WHY if you want your new process to stick

💬 Quote of the Episode

"We used to spend $2,000 worth of effort on a proposal and hand over a spreadsheet. Now, we hand them a deliverable that looks like a million bucks—and they're halfway to signing."
— AJ Ballantine