Ep 42: From Firefighting to Forecasting: Scripts, Networking & the Builder’s Playbook for Referrals
Description
Preparation = PROFIT. Proactive Communication, ECI & the Referral Question
If you want to stop putting out fires and start running a calm, profitable building company, preparation is your #1 leverage.
In this episode, Jess and Kurt break down:
- Why proactive client communication is a profit lever (and what to prep before every meeting).
- The six-step sales process and the role of docs, FAQs & capability statements.
- Scripts & role-plays (even with AI) to remove nerves before networking or big pitches.
- ECI & Value Management: “Design freedom with cost feedback” to reduce risk and slippage.
- The referral question to ask at project kickoff (and why it works).
- A client-centric commencement/collaboration agreement to set clear rules without being authoritarian.
- Networking that compounds—interior designers, suppliers, and architect partnerships.
Chapters
00:00 Welcome & why preparation matters
02:45 Communication = marketing = profit
08:10 Scripts, role-plays & AI rehearsal
15:30 ECI/Value Management explained
22:10 “Design freedom with cost feedback”
28:05 The one referral question
34:20 Client collaboration/commencement rules
41:10 Networking that multiplies reach
🔗 Links & resources
• Builders Coach site & free resources: builderscoach.com
• About Kurt & programs: https://builderscoach.com/about-us/
🎯 Work with us / next step
Book a strategy call via Builders Coach and get the systems, scripts and comms cadence that protect margin and client experience.
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