The Builder’s Edge - Mastering the Business Side of Building

Latest Episodes:

Break Free from Procrastination: The One Small Step That Changes Everything Sep 18, 2025

Show notes

What if your next breakthrough in business wasn’t about doing more, but doing less, more consistently?

So many builders, contractors, and entrepreneurs find themselves stuck, not from laziness, but from trying to do everything perfectly. In this powerful episode of The Builder’s Edge, host Deanna Lucas sits down with coach Jesse Holmes, a master at helping six-figure entrepreneurs overcome the #1 hidden obstacle to growth: procrastination. But what if procrastination isn’t the problem... just a symptom?

Jesse unpacks the real reasons even high-achievers get stuck and shows us how to break through by taking just one embarrassingly small, consistent step each day. This isn’t about hustle or hype, it’s about building momentum that lasts without burning out. Whether you're launching a new system, revamping your operations, or just trying to send that one email you’ve been avoiding, this episode will reframe how you move forward.

5 Takeaways to Build With Today:

Procrastination is a symptom, not the root problem.

Perfectionism often masks fear and delays action.

Failure is not final, it’s just feedback to guide your next move.

The best habits start with tiny, daily steps you could do on autopilot.

Sustainable momentum is built by being pulled by your goal, not pushing toward it.

"Anything worth doing is worth doing poorly, just get started." – Jesse Holmes

Pick one tiny step you can take today. Complete it. Repeat it. Then, subscribe to The Builder’s Edge, share this episode with a fellow business owner, and start stacking progress like a pro. Builders don’t wait, they build.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The Tax Trap Costing Builders Thousands (And How to Fix It) Sep 11, 2025

Show notes

What if the biggest leak in your construction business wasn’t in your pipes, but in your books?

In this episode of The Builder’s Edge, we expose a hidden accounting mistake that’s draining the bank accounts of nearly 9 out of 10 builders: the miscalculated Work In Progress Adjustment (WIPAA). You’re working hard, winning jobs, and sending invoices, but if you’re not tracking this one financial metric correctly, you could be handing tens of thousands of dollars to the IRS that you don’t actually owe.

We’ll break down the WIPAA in simple, real-world terms so you can finally make sense of how your revenue, expenses, and progress align. From understanding the difference between billed and earned revenue to knowing why cash in the bank does NOT mean profit, this episode is your builder’s guide to accurate accounting that protects your bottom line.

In this episode, you’ll learn:

Why 88% of builders are overpaying on their taxes, and how not to be one of them

What the Work In Progress Adjustment (WIPAA) is and how it works

A step-by-step formula to calculate your percent complete and earned revenue

How to spot overbilling and underbilling before they hurt your business

What to do if your accountant isn’t familiar with construction-specific reporting

“Taxes on fake profits can bury a construction business.”

Don’t let bad books rob your business. Subscribe now, share this episode with your builder crew, and head to D&D Business Systems for more resources to sharpen your financial edge.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Beyond the Booth: Trade Show Secrets, 24/7 Showrooms, and Lead Systems That Scale Sep 04, 2025

Show notes

Is your remodeling business stuck in old-school marketing, and missing out on modern lead-gen magic? This episode of The Builder’s Edge unpacks how to create experiences that don’t just attract customers, but empower them.

We sit down with Tony Hoty, a Cleveland-based innovator who transformed his door-to-door hustle into an $11 million remodeling empire. From pioneering the first-ever 24-hour showroom to mastering trade shows that actually convert, Tony is rewriting the playbook on what it means to connect with homeowners, online and in person.

In this conversation, we explore how Tony built scalable, repeatable systems for lead generation, why your sales team might be killing conversions at trade shows, and how a mindset shift toward “serving, not selling” changes everything. You’ll also hear how Tony’s review strategy led to a rare 5.0 rating, and why he believes personal connection, not automation, will define the next wave of growth in the trades.

What You’ll Learn:

The #1 mistake most contractors make at trade shows, and how to fix it

How Tony’s 24-hour showroom is changing how homeowners shop for renovations

Why attraction beats pursuit in both digital and physical marketing

The power of systemizing your lead generation, even down to phone scripts

How blending AI with authenticity is the real competitive edge

"Being an entrepreneur is about optimism, focusing on the opportunity, not the obstacle."

If this episode challenged your thinking, share it with another builder or contractor. And don’t forget to subscribe so you never miss practical strategies that give your business the edge.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

From Backyard Flood to Water Feature Empire: Carl Petite’s Unfiltered Journey Aug 28, 2025

Show notes

What if your biggest mistake became the blueprint for your greatest success? In this inspiring and candid episode of The Builder’s Edge, we dive into the remarkable story of Carl Petite, founder of Columbia Water Gardens. From accidentally flooding his backyard as a kid to becoming a nationally recognized water feature artist and educator, Carl shares how a painful pivot from the car business led to a thriving brand in a niche industry.

You’ll hear the real, unvarnished story of how Carl built Columbia Water Gardens from the ground up, complete with personal sacrifices, failed expectations, and a relentless belief in teaching others. His journey is packed with wisdom for anyone building a trade-based business, especially in a tough economy like 2025. Carl breaks down how he uses YouTube not just to promote but to educate, building trust and authority that has led to over $7 million in directly attributed projects.

Whether you’re a contractor, creator, or entrepreneur, Carl’s insights will challenge you to stop waiting for perfect and start showing up authentically, flaws, stumbles, and all.

5 Key Takeaways:

Authenticity wins. Be yourself on camera, your ideal clients want real, not perfect.

Teach to attract. Educational content outperforms sales pitches every time.

YouTube is a local trust builder. Use it to establish yourself as the expert in your market.

SEO and captions matter. Don’t ignore the behind-the-scenes tools that get you found.

Pain can be a motivator. Carl’s business was born out of financial hardship and a refusal to quit.

“People don't change until the pain of being the same gets great enough.” - Carl Petite

👉 Your next step: Pick one lesson from Carl’s story and put it into action this week. Record a 5-minute tip, share a behind-the-scenes look, or teach a simple skill in your trade. Then subscribe to The Builder’s Edge and share this episode with a friend in the field who needs a spark of motivation.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

More Leads, More Freedom: Why an Overflow is the Best Problem You’ll Ever Have Aug 22, 2025

Show notes

What if the real problem isn't too many leads, but the fear of what they'll bring?

In this episode of The Builder’s Edge, host Deanna Lucas tackles one of the most common (and limiting) beliefs in the trades: “If I get more leads, I won’t be able to keep up.” Sound familiar? You’re not alone, and you’re also not stuck. Deanna dismantles the myth that an overflowing pipeline leads to overwhelm, and shows you how more leads can actually mean more freedom.

Deanna dives into the real fears behind this mindset, like capacity limits, past bad experiences, and control issues, and why they’re keeping you playing small. Then, you’ll learn how to flip the script and use smart systems to turn your lead generation into a tool for choice, confidence, and growth. Because the truth is, abundance isn’t scary when you know how to handle it.

What you’ll learn in this episode:

Why fearing more leads is actually rooted in fear of poor systems, not growth

How more leads give you freedom to choose better clients and raise your prices

The power of pre-qualifying leads and how to do it right

The importance of automation and follow-up to manage your pipeline effortlessly

How to build strategic partnerships that pay off when you’re too booked

“More leads don’t mean chaos. They mean you get to pick the clients you want, the jobs that pay what you’re worth, and the schedule that works for your life.”

If this mindset shift lit a fire under you, don’t let it fade, subscribe, share this episode with another builder, and journal what systems you need to put in place today to prepare for overflow.

This is your edge, don’t waste it.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

From Soft Wash to Soft Power: AC Lockyer’s 5 Keys to Pattern Success Aug 15, 2025

Show notes

What if the secret to scaling your business isn’t working harder, but thinking differently? In this episode of The Builder’s Edge, Deanna Lucas sits down with AC Lockyer; entrepreneur, author, speaker, and yes, the undisputed Soft Wash King. From humble beginnings sweeping his father's floors to building a global network of 150+ soft wash companies, AC shares how he turned pressure washing into an empire, and how you can do the same in your own industry.

We unpack the Five Keys to Pattern Success, the repeatable framework behind AC’s decades of entrepreneurial wins. But this episode goes way beyond cleaning techniques, it’s about building businesses that last, and lives that matter. AC explains how being deliberate, executing with discipline, analyzing data, replicating what works, and systemizing for scale can transform not just your revenue, but your lifestyle. And yes, he breaks down the Million Dollar Map, his visual planning tool that’s changing how builders and tradespeople map out growth.

5 Takeaways:

You don’t have a marketing problem, you have a failure-to-implement problem.

Most contractors miss the momentum hidden in seasonal revenue cycles, start mapping!

Your business only has 200 real production days a year. Use them on purpose.

Systemizing isn’t about automation, it’s about making impact repeatable.

Scaling your craft starts with knowing what to replicate, and what to leave behind.

“You are your company’s greatest asset, and greatest bottleneck. Take a morning off, take an afternoon off, take a three-day weekend, and you’ll grow more than ever.” - AC Lockyer

🎧 Subscribe now, grab The Five Keys to Pattern Success, and journal one key you’ll implement this week. Then share this episode with one builder or contractor who needs to hear it. Let’s build something that lasts.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Mid-Year Wake-Up Call: Reclaiming Your Time, Team & Tools Before It’s Too Late Aug 07, 2025

Show notes

It’s halftime, builders. The calendar says August, and that means it’s time for a gut check, not a guilt trip.

In this solo episode of The Builder’s Edge, we’re not panicking, we’re taking back power. Host Deanna Lucas walks you through a practical, powerful mid-year audit to help you hit reset on what’s dragging your business down. Because if you don’t pause and pivot now, you’ll coast into Q4 on fumes, and that’s not what legacy builders do.

We start with The Builder’s Mirror, where you’ll face the tough (but necessary) questions: Where has your time gone? What’s working? What’s just busywork? From there, we dig into three essential areas to reset, your time, your team, and your tools. You’ll walk away with tangible strategies like batching tasks, identifying weak links in your crew, and upgrading one broken system that’s been holding you back.

Key Takeaways:

Do a 7-day time audit to reveal where your hours, and profits, are going.

Reclaim 5–10 hours a week by cutting just one time-waster.

Batch tasks like estimates for deeper focus and stronger close rates.

Use the “rehire test” to evaluate who’s truly pulling weight on your team.

Pick one broken system and upgrade it, just one.

“If the plan you’ve been following has you exhausted, that’s not failure, it’s feedback.”

🎯 Set your 90-day focus goal. Schedule your CEO day. And if you’re ready to stop guessing and start building smarter, book your free Business Auto Audit at DNDbusinesssystems.com. Let’s build forward, on purpose.

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Stop Guessing: Get Your Books in Order Aug 01, 2025

Show notes

In this episode of The Builder’s Edge, host Deanna Lucas sits down with bookkeeping expert Deborah Gustin to expose the real cost of messy finances in your business. If you’ve ever avoided your books out of guilt, overwhelm, or straight-up confusion; this one’s for you. Deborah breaks it down so even the busiest contractor can understand why clean books are a game changer. It's not about perfection. It's about clarity, confidence, and control.

Key Takeaways:

Why checking your bank balance is NOT a financial strategy
The hidden cost of ignoring your books; and your stress levels
Simple systems that make receipts, reports, and taxes easier
How clean books build confidence and better bids
Why partnering with the right bookkeeper could change everything

“If your numbers aren’t clear, your decisions won’t be either.”

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

Facebook

Facebook Group

LinkedIn

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Five Systems to Scale Your Trades Business with Confidence Jul 17, 2025

Show notes

In this episode of The Builder’s Edge podcast, host Deanna Lucas delivers a powerful breakdown of the five essential systems every trades business needs to scale efficiently and reduce chaos. From solo operators to those managing full crews, Deanna outlines how to transform your business with systems that ensure you get found, chosen, and paid; consistently. She dives into the critical components of online presence, lead generation, conversion, reputation management, and visibility, offering practical insights to help contractors attract the right clients, boost profitability, and build sustainable growth. This episode is a roadmap for trades people looking to streamline operations and elevate their business with purpose.

Deanna emphasizes that systems, not trends, are the backbone of a thriving trades business. Using vivid analogies like a mattress store storefront, she illustrates how a professional online presence and strategic lead generation can make or break your credibility. From leveraging referral loops with realtors to automating review requests, Deanna shares actionable strategies to retain clients and stay top of mind. Packed with real-world examples and a call to action for a free systems checklist, this episode is a must-listen for contractors ready to level up their business with clarity and confidence.

Key Takeaways

Online Presence: A professional, consistent digital footprint across Google Business Profile, directories, and your website is your modern storefront, building trust and credibility.

Lead Generation: Use targeted SEO, paid ads, and referral loops to attract high-quality leads, avoiding clients who shop solely on price.

Conversion System: Implement call scripts, fast response times, and a strong digital brand to turn leads into booked jobs efficiently.

Reputation and Retention: Automate review requests and maintain client relationships to secure repeat business and referrals.

Visibility System: Consistent, authentic content across platforms builds authority and familiarity, ensuring clients think of you before they need you.

"Your online presence is your storefront. If it looks messy, outdated, or hard to find, you’re losing business before they even walk through the door." - Deanna Lucas

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

THE 5 SYSTEMS EVERY TRADE BUSINESS NEEDS

Learn more about Deanna Lucas through the following links:

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Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

From Brush to Boardroom: Building a Painting Empire with Benson Fechter Jul 11, 2025

Show notes

In this episode of The Builder’s Edge, host Deanna Lucas sits down with Benson Fechter, the visionary founder of Legacy Paint Holdings, who transformed a high school side hustle into a multi-company empire. Starting with a ladder and a minivan, Benson scaled his painting business into a national platform by leveraging systems, strategic acquisitions, and a passion for empowering contractors. He shares his journey from knocking on doors to leading a holding company, offering insights into his five pillars of success; sales and marketing, HR, operations, systems, and finance; that drive efficiency and growth. Benson’s story is a masterclass in blending entrepreneurial grit with disciplined processes, making this a must-listen for contractors and business owners aiming to build sustainable, scalable enterprises.

Benson dives into the importance of hyper-targeted marketing, employee retention through equity and benefits, and the art of acquiring companies with strong cultural fit. He also reflects on how his faith and love for reading shape his leadership, ensuring Legacy Paint Holdings not only grows but creates lasting value for its people and partners. Whether you’re a trades person looking to refine your operations or an entrepreneur seeking inspiration, this episode offers actionable strategies and a compelling vision for building a legacy in the skilled trades.

Key Takeaways

Hyper-Targeted Marketing: Focus on specific zip codes using data like household income and home value to maximize lead generation and capture rates.

Employee Retention: Offering equity, health insurance, and a 7% 401(k) match reduces turnover and builds loyalty in a transient industry.

Production Rate Pricing: Use industry-standard production rates to estimate project time accurately, ensuring consistent 40% gross profit margins.

Cultural Fit in Acquisitions: Prioritize companies with ambitious owners and strong community reputations to ensure seamless integration.

Long-Term Vision: Build businesses with enterprise value for future liquidity events, creating generational wealth for contractors.

"If you can figure out your production rate, it’s going to be a positive effect for the rest of the business. You’re going to start to realize I’m making more money on my projects, and everything will positively benefit from there." – Benson Fechter

Learn more about Deanna Lucas through the following links:

DND Website

Facebook Group

Facebook

Builders Visibility Blueprint

Learn more about Deanna Lucas through the following links:

AI Visibility Scorecard

Builders Visibility Blueprint

DND Website

DND Youtube

Email Template for 5 Star Reviews

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