Latest / Contractor Business Builder Podcast / The key link between design & build that’s wrecking your profitability

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The key link between design & build that’s wrecking your profitability · Contractor Business Builder Podcast

• 0:00
  Most contractors don't realize they're losing money even before
• 0:03
  they get the job. The disconnect between design
• 0:06
  and build isn't just a process issue, it's a profit killer.
• 0:10
  I'm going to be showing you how one document, the PCSA can
• 0:13
  transform your sales, your trust, and your bottom line.
• 0:16
  So why do you need a PCs? What does that even stand for?
• 0:20
  It's a pre construction service agreement.
• 0:22
  It can go by other names as well, but essentially you are
• 0:25
  locking the client in to some sort of an agreement before you
• 0:29
  get into the construction phase. And the reason for this is it
• 0:32
  helps bridge that gap between someone thinking about a project
• 0:35
  and them actually paying you money and you working for them.
• 0:38
  There's a whole bunch of benefits to this and it's a very
• 0:41
  key component of, of having a really good profitable
• 0:45
  experience as you know, a builder, but also providing that
• 0:48
  great experience to the client because you're helping them
• 0:50
  through this process. If you've ever tried to run into
• 0:53
  a construction project after, you know, it's been designed and
• 0:56
  planned and everything else and then you provide a budget to a
• 0:58
  client and it's a huge shock, you can understand why this
• 1:01
  process is so important. So this is going to help get rid
• 1:04
  of some of the shoppers around as well.
• 1:06
  Because a lot of clients, if they're kind of shopping around,
• 1:10
  they found you online and they're gonna try a couple of
• 1:13
  different contractors. By having a good PCs a process
• 1:17
  and being able to make that first sale and get them into
• 1:20
  that construction planning phase is a lot easier.
• 1:23
  And it's going to help kind of get rid of shoppers or very
• 1:26
  early on let you know if this is someone that's only economy
• 1:29
  driven and just looking for the the lowest price.
• 1:31
  This also solves the first problem of your client because
• 1:34
  as a contractor, you're solving like the building of the
• 1:37
  project. And that's a huge problem to
• 1:39
  solve. But a lot of clients don't need
• 1:41
  that problem solved yet. When they come to you, when they
• 1:43
  first contact you, when the lead comes in, often the first
• 1:46
  problem they have is they don't really know what they want.
• 1:49
  They don't know how much it's going to cost.
• 1:51
  They don't know what kind of design features.
• 1:52
  They don't have any clue about the building experience.
• 1:55
  So they need all this preconstruction work and problem
• 1:58
  solved first before they get into the construction.
• 2:01
  And if you don't have a good CSA process, then you're kind of
• 2:05
  leaving that ball in someone else's court.
• 2:07
  And you can see why your profitability can sink because
• 2:10
  now you get contacted later for the building problem, but now
• 2:13
  they're just shopping with a whole bunch of other
• 2:15
  contractors. So it's a much easier sale as
• 2:18
  well because it's a low commitment for the client
• 2:21
  compared to a full contract of a build.
• 2:23
  You know, the a new home for them, maybe $1,000,000.
• 2:26
  But to get them into a PCSA agreement, maybe it's $5000
• 2:30
  retainer or you know, $15,000 package or whatever is a lot
• 2:34
  easier for them to commit to 5 to 1015 grand than it is for
• 2:39
  them to put $1,000,000 on the line and choose you as a
• 2:41
  builder. And especially when you don't
• 2:43
  have any, you know, working relationship or trust build up,
• 2:45
  which is why the process matters.
• 2:47
  So if you want a guide for this, check out the links in the
• 2:51
  description below. I've created a full guide.
• 2:53
  I'm going to be going over a lot of this information in the video
• 2:55
  here, but the guide really pinpoints and it's kind of like
• 2:57
  a working document where you can create this for yourself.
• 3:00
  How you going over the process how to sell CSA is 2 clients in
• 3:05
  the right way that that helps guide them to the next stage.
• 3:08
  We're also going to be looking at different things like what's
• 3:11
  actually included in in a package to make it more
• 3:13
  desirable to be able to sell this.
• 3:15
  And also the design component. If you're, if you're a builder
• 3:18
  that's not familiar with design or you don't have, you know, a
• 3:21
  designer on board or or not, you know, haven't gone through that.
• 3:24
  I'm walking through, you know, what to what to do with that.
• 3:26
  So here's thing, to build trust, you need a PCs agreement.
• 3:29
  If you are a general contractor builder, anybody that that does
• 3:32
  work for clients, essentially it doesn't matter if you're
• 3:35
  residential or commercial, there should be something that's
• 3:37
  available to you that you can use to help guide clients
• 3:41
  through the process. Alright, moving on to #2 I don't
• 3:44
  do design. We, we are a general contracting
• 3:46
  company. We don't have a designer in
• 3:48
  house. I might know a few interior
• 3:50
  designers, but we don't really help or you know, we don't want
• 3:53
  to deal ourselves with design. You need to start changing your
• 3:56
  mindset to that you are a design build company.
• 3:59
  Even if you're not going to advertise as one, you should
• 4:02
  always have that component as a, as a key kind of step in your
• 4:07
  sales process. You don't have to do the design.
• 4:10
  You don't have to be super involved with the design, but
• 4:12
  you should know at least three to five really good designers,
• 4:16
  interior designers or architects, depending on the
• 4:18
  size or scale projects you're doing.
• 4:20
  But you should know people that can fill that design gap and
• 4:24
  they should be kind of included in your business as far as
• 4:28
  having some sort of a working partnership with them.
• 4:31
  You can let them know. I will send you clients and you
• 4:34
  know, we're going to do a retainer and they'll pay me and
• 4:37
  and you know, I pay you or you just have an agreement that you
• 4:39
  send them to them, but that you're heavily involved with
• 4:41
  that client and you guys are having like regular meetings
• 4:44
  together. So that you have that working
• 4:46
  relationship and that you're getting paid for your time to be
• 4:49
  the consultant, the trusted advisor to help the client do
• 4:52
  like value add design and make those design decisions based off
• 4:56
  of budget and a schedule thought process that you as the
• 4:59
  contractor. And it also helps you really set
• 5:03
  yourself in a position where designers are going to want to
• 5:06
  talk to you. So this is a great way to
• 5:08
  network with designers because you can let them know, hey, I
• 5:10
  have clients that come to me or I get leads and they need design
• 5:14
  help on putting together preconstruction type package.
• 5:17
  What are your rates or how can you include this?
• 5:19
  How can I include you in that conversation?
• 5:21
  So we can work together to make sure we're, we're serving the
• 5:24
  client really well, but also getting paid at the rates that
• 5:27
  we should be as professionals in the space.
• 5:30
  So I don't do design. Get that out of your lingo.
• 5:32
  You do design, but with, you know, a partner, if you're big
• 5:37
  enough contractor maybe looking at bringing this in house and
• 5:39
  having an in house designer, it can be a great revenue
• 5:42
  generator. And you can also get rid of a
• 5:45
  lot of that conflict. If you've worked with designers,
• 5:47
  you, you know, the issues of like having blueprints that are,
• 5:51
  you know, out of whack or design decisions that were made without
• 5:54
  you and now you kind of have to clean up the mess or, yeah,
• 5:57
  you're at, you know, a standstill with the designer.
• 5:59
  We want, you know, the race ceiling.
• 6:01
  Clients want to raise ceiling design and doesn't think it
• 6:03
  looks good. Whatever, right?
• 6:04
  So it really helps the whole process.
• 6:06
  Alright, moving on to #3 you with me here.
• 6:08
  Like I said, we've got a full design to help you specifically
• 6:11
  gives you a ton of information. It helps you work through
• 6:13
  exactly all these steps. So you can have like a really
• 6:16
  robust preconstruction package, which is number 3 here,
• 6:19
  preconstruction package. So you can just sell this as
• 6:21
  like go talk with my designer or something like that.
• 6:25
  And that's the probably the easiest way to start
• 6:27
  incorporating design into your process.
• 6:29
  And then just have a really good agreement with your designer
• 6:31
  that if you send them someone, they're obviously going to
• 6:33
  recommend you as the builder or they provide you some sort of
• 6:36
  compensation, you know, if leads work out or whatever.
• 6:38
  But what I suggest is getting an actual package in place.
• 6:41
  You want to position this as an offer to the client.
• 6:44
  And I'm going to be going through the process of like,
• 6:46
  which steps of how to like from first lead to like getting them
• 6:50
  on a preconstruction agreement to like what that entails all
• 6:52
  the way up to the build. So hang with me here.
• 6:54
  But first of all, the package is what you need to offer the
• 6:57
  client. And the package is going to
• 6:58
  include design services. This is going to be, you know,
• 7:01
  value add design services. You're going to provide a
• 7:03
  budget. So estimate whatever you want to
• 7:06
  call it. But I would, you know, you want
• 7:07
  to portray it as a budget because it's a working budget.
• 7:09
  It's going to change, it's gonna, you know, things can,
• 7:11
  can, can move around and then also a schedule.
• 7:14
  So those are kind of like the big three things as well as
• 7:16
  permitting, you know, planning anything like that.
• 7:19
  You can include like site inspections or selective demo.
• 7:24
  If, if it's like a remodel or a tear down or something like
• 7:27
  that, you're going to need to get testing.
• 7:28
  You're going to have to do some preliminary stuff to get, you
• 7:31
  know, clear the lot and, and all that stuff.
• 7:33
  So that could be not the actual clearing the lot necessarily or
• 7:36
  the kind of construction stuff, but testing, making sure that,
• 7:39
  you know, environmental, Geo, whatever, all that
• 7:41
  preconstruction stuff can be included in that package.
• 7:44
  Now, as far as the pricing goes there, there's a number of
• 7:46
  different options. The easiest option is just to do
• 7:49
  some sort of like cost plus you get a retainer.
• 7:51
  Typically 5000 I think would be typical if you're doing like new
• 7:55
  home builds, if it's like a remodel, maybe it's 3000 or 2500
• 7:59
  depending on like how much planning and designs are needed.
• 8:01
  But if you're gonna need architectural or planning, you
• 8:04
  know, going to have to pay a bunch of other people then at
• 8:07
  least 5 to 10,000, you know, retainer and then you just kind
• 8:10
  of charge your time against that.
• 8:11
  Of course, the client, you want to make the value upside really
• 8:15
  high. So they're going to get design,
• 8:16
  they're gonna get architectural, they're gonna get your
• 8:19
  professional services, they're gonna, you know, do value add
• 8:22
  design and all this kind of like permitting and you're gonna take
• 8:25
  care of everything for them. So you want to build up the
• 8:27
  value of it and then minimize the risk.
• 8:29
  So no long term contract. This is the pre construction
• 8:32
  agreement. We work together for as long as
• 8:34
  it makes sense. If it comes out through
• 8:36
  feasibility that something comes up and it doesn't work or
• 8:38
  there's no nothing kind of holding them to that contract or
• 8:42
  holding them to do work with you.
• 8:43
  Of course, if you work through this pre construction phase and
• 8:46
  you've got everybody on board and you've really shown them
• 8:49
  that you're professional, there's no reason why they
• 8:52
  wouldn't move into the the construction, you know, phase of
• 8:54
  the project. The nice thing about this PC SA
• 8:56
  too is there's iterative budgeting.
• 8:58
  So at first you're going to give them like a ballpark budget,
• 9:01
  kind of like a scale, and then you're going to give them a
• 9:04
  rough budget and then a detailed budget.
• 9:05
  So they, you know, there's not a big surprise kind of at the end
• 9:09
  where they're like going through all this design and it's like,
• 9:11
  yeah, we want that, we want that, you want that.
• 9:13
  And then all of a sudden the bill comes in, it's like, wow,
• 9:15
  this is like $500,000 over budget.
• 9:17
  I don't know if we can do this now.
• 9:18
  They gotta scale back. And of course no one wants to
• 9:20
  scale back and, you know, realize that they're not gonna
• 9:23
  get their nice swimming pool or whatever, right?
• 9:25
  So it's a, it's a great thing like that.
• 9:27
  So that's how you build your package.
• 9:28
  The pricing, like I said, that's the best one that I've found is
• 9:31
  some sort of retainer and it's kind of an easy buy for them.
• 9:35
  It's like, yeah, we're just, you know, $5000.
• 9:37
  If we don't use it all, we'll return your money or just roll
• 9:40
  it into the construction portion of the of the project.
• 9:42
  And if anything over, we just bill and we bill, you know,
• 9:45
  weekly or biweekly. So you always know what's being
• 9:47
  paid and where costs are out. We're going to get, you know,
• 9:49
  you get an estimate from the designer or architect or
• 9:51
  whatever, just so they have like some basic kind of numbers of,
• 9:54
  of expectation. You always wanna make sure your
• 9:55
  expectations are really good. You following me here?
• 9:57
  There's a lot that goes into a like you said, grab the guide,
• 10:00
  go check out the links, grab the guide.
• 10:01
  It's going to help you work through all of this and and
• 10:03
  really organize all this information that I'm giving you
• 10:05
  here. The other kind of thing that you
• 10:07
  can do if you are a very niche type general contractor, then
• 10:12
  like if you just do basement, you know, remodels or just do
• 10:15
  remodels of like, you know, large homes and stuff like that,
• 10:18
  then you might have a package. So it could be like you could
• 10:21
  have two different packages. You kind of have your all in
• 10:24
  everything included. We'll do the plans, we'll do the
• 10:26
  design, all this pre construction stuff that I
• 10:28
  mentioned and you know that that package is $7500 or if you don't
• 10:33
  want it, the full design and all that stuff.
• 10:35
  Then we've got another package for $2500 where we'll do the
• 10:38
  budget, the schedule and you'll get like maybe a 2 hour meeting
• 10:42
  or two meetings with our designer to, you know, help you
• 10:45
  with your selections, if you kind of want to do your own
• 10:48
  selections or whatever. So you could have two different
• 10:50
  options that they could, they could pick from and you have
• 10:52
  like just a flat price. So that is the preconstruction
• 10:55
  package. Now we're gonna be going into
• 10:57
  the actual marketing and sales. So you've got your offer, you've
• 11:00
  got the package. Now you need to be able to sell
• 11:02
  it because if no one's buying, you're not going to move the
• 11:04
  ball down the field to the construction portion of the
• 11:07
  project. So what you need to get into
• 11:09
  place is have some sort of brochure.
• 11:10
  It should have your, your marketing, your logo, your
• 11:13
  colours, get it professionally designed and it doesn't have to
• 11:16
  be super complicated or a lot of stuff.
• 11:18
  But essentially it's gonna, it's gonna really clearly tell the
• 11:21
  client what is the PCs? A So what is this thing?
• 11:24
  What are the steps? Why is it important?
• 11:26
  Frequently asked questions as far as like objection handling
• 11:29
  of, you know, why do I need to pay for this?
• 11:32
  Why don't I just go get a free quote?
• 11:33
  Why don't I just find my own designer or do my own design?
• 11:37
  So, you know, it's gonna kind of outline all that stuff, the
• 11:39
  specific process, what they're all going to get.
• 11:41
  Ideally, if you'd like testimonials from past clients
• 11:44
  who've gone through this process, things like that.
• 11:46
  And as far as like the sales goes, I mean, so the brochures
• 11:49
  are really important piece. I think a quick video to put on
• 11:52
  something nice and just make a quick video, 3 minutes or
• 11:56
  something and pretty much you're just going to go through the
• 11:58
  information that's in the brochure, but essentially just
• 12:00
  telling them. We work with clients.
• 12:02
  We always get into a PCSA because we want to be involved
• 12:04
  with the, you know, preconstruction process.
• 12:07
  We found it's the best experience for our clients,
• 12:08
  yada, yada, yada, the benefits of it and things like that.
• 12:11
  So quick little video. There's a nice touch as well
• 12:13
  that you can send them afterwards or whatever.
• 12:15
  As far as the actual sales need to be really confident and kind
• 12:18
  of sell yourself that like this is by far the best way to work
• 12:21
  with the client. And after, if you haven't done
• 12:23
  this process, you're gonna realize that like it's just
• 12:26
  crazy not to work in this way because it is so many benefits
• 12:31
  to both you and the client. And it's just a much better
• 12:33
  experience. The end product is much better.
• 12:36
  You know, everything just works better.
• 12:38
  Your, your referrals are better as well because you're going to
• 12:40
  be talking with designers, you're going to work with other
• 12:42
  designers more. So you've got these like
• 12:44
  partnerships with other professionals in the industry.
• 12:47
  It's just a great way to do business for everybody.
• 12:50
  And then the the final kind of piece I'm gonna say as far as
• 12:53
  the sales go is have an objection list.
• 12:55
  So I mentioned the FAQ, you objection list is going to be
• 12:58
  like what objections come up? So, you know, I just want to get
• 13:01
  a free quote or I'm just going to go to Home Depot and pick my
• 13:04
  own stuff. I don't need design help or, you
• 13:06
  know, whatever may be whenever you get an objection, when
• 13:09
  you're you're presenting this to a client, make sure you write
• 13:11
  that down. You should have a running list.
• 13:13
  I have a document, you know, objections that that come up
• 13:16
  common ones. And then you want to formulate
• 13:18
  responses. Nothing you need to memorize
• 13:20
  every response, but at least you have some sort of a kind of
• 13:23
  mental acuity to how to respond when a client asks you these
• 13:27
  questions instead of just kind of stumbling around and, and not
• 13:30
  knowing what to say. So I know your offer, you know
• 13:33
  how to market and sell it. Now we're moving on to the fifth
• 13:36
  spot here and I'm going to be going through a quick kind of
• 13:39
  overview of the, the guy that I mentioned to help you work
• 13:42
  through and, and build this all out for yourself and really fine
• 13:44
  tune your process. So I'm going to go over overview
• 13:47
  in the next step before we get to that number 5 though, is the
• 13:49
  process. So what actually happens in the
• 13:51
  preconstruction process? We've, you know, we've got the
• 13:53
  client, they're excited, we're excited, but now what?
• 13:56
  Right. So the, the way that I like to
• 13:58
  structure this, and you may move these pieces around or, or do
• 14:00
  your own thing to depending on your company, but at first
• 14:03
  you're gonna have a free consultation.
• 14:04
  So you typically you're going to meet the client somewhere.
• 14:07
  You're going to go through them. If they got plans, you're gonna
• 14:08
  go through their plans. You're gonna go meet at the lot
• 14:10
  or their house to remodel or whatever.
• 14:12
  Even if it's a new build. You you might wanna meet at
• 14:14
  their house and kind of show them your little sales branches
• 14:17
  station so you can do a free consultation, give them, you
• 14:20
  know, your advice, look to their whatever plans or get, you know,
• 14:23
  their questions answered and stuff like that.
• 14:24
  Then you're gonna provide a ballpark budget.
• 14:27
  Ballpark budget is just like kind of back of the napkin quick
• 14:29
  math. They wanna 2500 square foot
• 14:32
  home. So times that by X, you know,
• 14:35
  hundreds of dollars per square foot.
• 14:37
  This is kind of what you're looking at as far as budget
• 14:39
  range, right? Does that sound about right to
• 14:41
  you? They're like, yeah, that's sort
• 14:42
  of what we expected. Great.
• 14:44
  Let's, you know, kind of move into the next stage.
• 14:46
  If, if they're like, you know, balking at the, the ballpark
• 14:49
  budget, then, you know, maybe you have to have another
• 14:51
  discussion with them or maybe it's not a right fit.
• 14:53
  You always want to salvage the sale.
• 14:55
  But if they're like way out to lunch, it's an easy way to get
• 14:58
  some FaceTime with them. But also not to waste your time
• 15:00
  providing some sort of like estimating and then realizing
• 15:04
  like after you spent a couple hours and estimating that this
• 15:07
  isn't even close to what what they're expecting.
• 15:09
  So that that ballpark of free console kind of like, it's like
• 15:12
  you're presenting yourself and promoting yourself, but you're
• 15:15
  also sort of interviewing. You don't you don't wanna make
• 15:18
  an interview, but you're kind of like, you know, seeing as this
• 15:20
  client someone I want to work with, are we on the same page as
• 15:23
  far as, you know, budgets and schedules and all that kind of
• 15:25
  stuff? So after that you will
• 15:27
  essentially move them into PC USA.
• 15:29
  So after that it's like, OK, sounds like your budget is is,
• 15:32
  you know, reasonable or workable.
• 15:34
  Anyways, let's get this into some like a design to kind of
• 15:38
  start formalizing a plan. If they already have plans, you
• 15:40
  could just say like, you know, this is great.
• 15:42
  We will do a really great budgeting for you for this
• 15:45
  project. We don't do like free budgets.
• 15:48
  You could do have a little bit more of a detailed estimate for
• 15:52
  them. Again, it depends on your
• 15:53
  situation. If you've got like leads coming
• 15:55
  in left, right and centre, you could just move into PCSA.
• 15:58
  If every lead really matters, if you're looking to scale or grow
• 16:00
  your business, then you may want to provide a free kind of rough
• 16:04
  budget as well. And this is going to be more
• 16:06
  detailed. You'll work from a template.
• 16:07
  So it should be pretty fast. Like you should be able to get
• 16:09
  it done in less than an hour, 40 minutes to an hour.
• 16:12
  And you're just sort of taking base numbers, doing a couple
• 16:14
  take off from the plans, but providing them with a pretty
• 16:17
  detailed quote. And then from there, you can
• 16:19
  then move them into CCSA, which lets them know like this is a
• 16:22
  rough budget. Now we're going to kind of
• 16:24
  finalize the design, the selections we're gonna apply for
• 16:27
  permitting. So you're ahead of the game on
• 16:29
  that as well as we will start to tender, you know, the bids out
• 16:33
  to our subcontractors and suppliers and, and get really
• 16:36
  accurate fine tune pricing, right?
• 16:38
  And then you're going to get paid for all that work and
• 16:40
  you'll charge for your time and, and what have you.
• 16:41
  So that kind of gets you to that stage.
• 16:43
  Once they sign the PCs a then you can move forward.
• 16:47
  And now you're going to do your drill down, budgeting,
• 16:50
  designing, inspections, scheduling, all that kind of
• 16:53
  stuff and, and, you know, running into permits and
• 16:56
  everything. So it's a really nice kind of
• 16:58
  preconstruction, you know, phase and, and nice way to, to kind of
• 17:02
  keep the ball moving with the client.
• 17:04
  And then once you've gone through that preconstruction
• 17:07
  stage, they've worked with you for so long, they've already met
• 17:10
  your whole team. You've worked through this
• 17:12
  budget with them multiple times. They've already gotten in the
• 17:14
  habit of paying you for invoicing so they can see,
• 17:16
  hopefully you got your systems in place and your payments and
• 17:19
  everything kind of runs smoothly.
• 17:20
  Communications great, there's no reason why they wouldn't now
• 17:23
  move forward with the the construction portion of their
• 17:25
  project. Alright, so that's like all the
• 17:28
  the details there. Now I'm gonna go into the guide
• 17:30
  that I mentioned. I'm gonna give you a quick
• 17:32
  overview of the guide. Go get it in the links here and
• 17:34
  I'll see you in the guide. So here's the preconstruction
• 17:36
  service agreement guide for builders.
• 17:38
  And I'm just going to do a quick overview so you can see what it
• 17:41
  is. Then this is all about your
• 17:43
  process. So you're going to build out
• 17:44
  what is your preconstruction process is going to be a little
• 17:47
  different for every builder. How do you want to have the
• 17:50
  pieces moved together? And the reason to get this into
• 17:52
  places so that you can communicate properly to your
• 17:54
  client when they ask you like, why is this important?
• 17:57
  What does it matter? And then you can create your
• 17:59
  marketing materials as well. Like, OK, this is like the first
• 18:01
  step and the second step and it's just like very clear, very
• 18:04
  lineal for them to see like, oh, that makes sense, right.
• 18:07
  So we talked about, you know, you've got your free console.
• 18:09
  You got your ballpark estimate. Ideally they signed up CSA at
• 18:12
  that point, you could have as a third step more.
• 18:14
  Of like a rough budgeting where you get a little more provide
• 18:17
  them with some sort of proposal it's not so much a proposal it's
• 18:20
  just like this is a rough budget.
• 18:22
  But in order to get you an actual detail budget, we need to
• 18:25
  go through the design. So in order to do that, we do a
• 18:27
  PSA and you'll go over, you know, the reasons for it and the
• 18:30
  benefits and all that kind of stuff.
• 18:31
  And then ultimately you go through the preconstruction
• 18:33
  process. And then after that they would
• 18:36
  then sign the construction contract and you move into the
• 18:39
  actual scheduling them in your pipeline and stuff like that.
• 18:41
  That's another thing with this whole PC SA is like, you could
• 18:45
  tell them, you know, we can't hold your spot in our production
• 18:47
  pipeline unless we have a PC USA in in place with a client
• 18:50
  because we may be scheduling, you know, six months or 12
• 18:54
  months. So if we, if our production team
• 18:57
  gets gets full and our pipelines full, we may not be able to
• 19:00
  start your project when you, when you actually like get
• 19:02
  started. So in order to, to hold your
• 19:04
  spot in the pipeline, we request that you, you know, you sign a
• 19:07
  PCA so that we can then get you in our schedule.
• 19:09
  So that's another reason for them to move ahead with you and
• 19:12
  make sure that your schedule and it kind of positions you as an
• 19:14
  in demand builder. You're not just Willy nilly, you
• 19:17
  know, taking on every client as fast as you can and like
• 19:19
  cramming in as much work as you can.
• 19:20
  You're actually structured and and their project is gonna get
• 19:23
  due process with the other clients that you have.
• 19:25
  This is about creating the marketing piece, the video piece
• 19:29
  more about the video there. This is about building like what
• 19:32
  is the actual PCs ink agreement look like?
• 19:35
  So once you've done the earlier steps, now you kind of know
• 19:38
  what's going into it. You know the process.
• 19:39
  So now you can create the actual agreement that you're going to
• 19:42
  provide to them for them to sign and and how to get that in
• 19:45
  place. Obviously you're going to want
• 19:46
  to involve a lawyer to make sure everything is, you know, proper
• 19:49
  and it's not just, you know, some random thing that you got
• 19:51
  chachi PT to make, even though that it's probably better than a
• 19:54
  lot of lawyers nowadays. But make sure you you get an
• 19:56
  actual professional person to vet the PCs a or, or build it
• 20:00
  for you based off of what you provided.
• 20:02
  And then this goes over all the sales process about actually
• 20:05
  sell this handle objections and you know, doing your follow-ups
• 20:08
  and, and things like that, as well as some next steps here.
• 20:11
  So go grab this document. It's in the description.
• 20:14
  There's a link there. Click the link, go and get this
• 20:17
  and start utilizing your company.
• 20:18
  You'll make a world of Disney difference for you.
• 20:21
  Move quickly and smoothly into construction with your business.