Recorded live at the Women in Construction event in Sacramento, Heather and Jerry sit down with Debbie Holden, Vice President of Expansion & Development at the Rancho Cordova Community Food Hub, former Sacramento Regional Builders Exchange board chair, and the self-described (and LinkedIn-official) Super Connector of the Sacramento construction community.

Debbie shares how she works a room full of strangers, why she always looks for the person who seems lost, and why she'd rather "ditch the pitch" and get people talking about themselves. The conversation gets into why a text isn't a relationship, why handwritten notes and phone calls still win, and how an 18-year connection with Heather and Steve turned into Tankersley Build Co building the Community Food Hub.

They also talk about being the only woman in the room, using being underestimated to your advantage, finding an advocate who believes in you, and why the best relationships Jerry has in construction are with women project managers and owners.

The industry is smaller than you think. Never waste a lead, pay it forward, and remember that one conversation can change everything.

In this episode:

• What it actually means to be a super connector

• How to walk into a room where you don't know anyone

• Why you should look for the lost person, not the big group

• Ditch the pitch: getting people to talk about themselves

• Why texting is transactional and real relationships need more

• Referrals, reputation, and lending your name to someone else

• Don't burn a bridge: why construction is a small, tight-knit industry

• Being underestimated as a woman in construction and using it as the underdog

• Finding an advocate and asking the questions others won't

• What men in leadership can do to create more opportunities for women

• Preparing before a conference and following up after

• Getting involved with SRBX and paying it forward

Where to find Debbie Holden & the Community Food Hub:

LinkedIn: https://www.linkedin.com/in/debbieholden

Rancho Cordova Food Locker | Community Food Hub: https://www.ranchocordovafoodlocker.org

This episode is brought to you by:

Republic Eagle Vision

https://www.republiceaglevision.com

The Build Line is a construction business podcast hosted by Heather Tankersley and Jerry Brewer, featuring real conversations about building better companies, better teams, and better projects.

Dr. Sam Robinson, founder of Altaura Health, joins Heather and Jerry to talk about the part of entrepreneurship that never shows up on the P&L: what years of stress, long hours, poor sleep, bad nutrition, and constantly putting the business first can actually do to your body and mind.

They get into why stress is more than just a feeling, why construction has normalized some seriously unhealthy habits, and why working harder isn’t always the answer. Sam talks about sleep, exercise, nutrition, recovery, preventative medicine, and learning how to actually shut the business off.

The conversation also gets into the booming world of health optimization—GLP-1s, TRT, peptides, hormones, bloodwork, and how to separate legitimate medicine from confident-sounding health advice online.

Sam shares why he left traditional insurance-based medicine to start Altaura Health, his approach to improving healthspan, and why the goal isn’t simply living longer. It’s staying strong, capable, sharp, and healthy enough to enjoy the life you worked so hard to build.

If you’re a contractor or business owner who keeps telling yourself you’ll focus on your health “when things slow down,” this one is worth your time.

Where to find Dr. Sam Robinson & Altaura Health:
Altaura Health: altaurahealth.com
Dr. Sam Robinson: drsamrobinson.com
Instagram: @dr.samrobinson

The Build Line is brought to you by:

Buildertrend — buildertrend.com
Build Bar — build-bar.com
Republic Elite Integration — republiceliteintegration.com
Katlyn Slocum Design — katlynslocumdesign.com

This episode is for informational purposes only and is not a substitute for individualized medical advice.

Heather and Jerry challenge the idea that luxury is simply about price. In a market like Sacramento, where contractors are constantly compared on cost, building a premium brand means delivering something clients can actually feel: trust, communication, planning, attention to detail, and confidence that the job will be done right.

They talk about why some contractors struggle when they move from larger markets, why your reputation doesn’t automatically travel with you, and why the subcontractors you surround yourself with become an extension of your brand.

Heather and Jerry also break down the difference between price and value, how to uncover what a client actually values, and why contractors in smaller or more price-sensitive markets have to become better at identifying and winning the right projects.

You don’t necessarily need a better market. You might just need to become a better fisherman.

In this episode:
• What “luxury” actually means in construction
• Why luxury is an experience—not a finish package
• Price vs. value and understanding what clients actually care about
• Why your subcontractors are part of your brand
• The details that separate premium builders from everyone else
• Why reputation doesn't automatically transfer to a new market
• Building a premium company in a price-driven market
• Why you don't need more fish—you need to become a better fisherman

Thank you to our sponsors:

Buildertrend
https://buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Build-Bar
https://build-bar.com

Katlyn Slocum Design
https://www.katlynslocumdesign.com

The Build Line is a construction business podcast hosted by Heather Tankersley and Jerry Brewer, featuring real conversations about building better companies, better teams, and better projects.

Heather and Jerry sit down with Clayton Janson of One Digital to talk about the financial decisions contractors face once they move beyond simply surviving and start making real profit.

They break down the difference between running a successful company and actually building personal wealth, why some contractors doing millions in revenue still have very little to show for it, and what should happen with your money as the business grows.

Clayton shares the mistakes he sees business owners make behind the scenes, along with stories of contractors who got it right. They also get into investing outside your business, building the right financial team, tax planning, retirement, succession, and the danger of assuming your business will someday be your retirement plan.

Because making money is one thing. Turning it into long-term freedom is something completely different.

CONNECT WITH CLAYTON

One Digital

https://www.onedigital.com/

Clayton Janson on LinkedIn
https://www.linkedin.com/in/claytonjanson

THANK YOU TO OUR SPONSORS

Buildertrend
https://buildertrend.com/

Katlyn Slocum Design
https://katlynslocumdesign.com/

Republic Elite Integration
https://republiceliteintegration.com/

BuildBar
https://buildbar.us/

But missed calls, blown schedules, surprise costs, poor communication, and unfinished work have given the construction industry a reputation—and Heather and Jerry think contractors need to own their part in creating it.

In this episode of The Build Line, Heather and Jerry dig into why homeowners are skeptical of contractors before a project even starts, and what happens when that trust begins to disappear. Heather shares the story of a family who had already been out of their home for a year when they finally called another contractor for help. Jerry explains what subcontractors see on jobsites when a GC has lost control—and why the warning signs are usually obvious long before the project completely falls apart.

But contractors aren't the only ones contributing to the problem. Heather and Jerry talk about the lies homeowners sometimes tell themselves when choosing the cheapest bid, overlooking red flags, or accepting behavior they wouldn't tolerate from any other professional. They also get into how HGTV, Pinterest, Instagram, and the internet have changed expectations around what construction should cost, how quickly it should happen, and what it actually takes to manage a successful project.

Whether you're a homeowner preparing for a remodel or a contractor trying to build a better business, this episode is a reminder that trust isn't created by promising that nothing will go wrong. It's created through communication, professionalism, transparency, and what you do when something inevitably does.

In this episode:

• Why contractors have earned some of their bad reputation
• How poor communication destroys trust on a project
• What happens when a contractor loses control of the jobsite
• Why professionalism still matters in the trades
• The lies homeowners tell themselves when choosing the cheapest bid
• How homeowners unknowingly enable bad contractor behavior
• Why HGTV and social media have distorted construction expectations
• What subcontractors see when the GC-client relationship starts falling apart
• Why homeowners are buying more than labor and materials—they're buying certainty and peace of mind

Trust isn't built when everything goes right. It's built when something goes wrong and people tell the truth.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

But ask a room full of subcontractors, and you'll quickly find out which builders they love working with... and which ones they avoid at all costs.

In this episode of The Build Line, Heather and Jerry pull back the curtain on the GC-subcontractor relationship and have the conversation most people in construction won't. Why do the best trades always seem to work for the same builders? What makes a subcontractor stop answering your calls? Is the labor shortage real, or are great crews simply choosing better clients?

Drawing from decades of experience on both sides of the relationship, they dive into the habits that earn trust, the mistakes that quietly destroy reputations, and why communication, organization, and leadership matter far more than simply paying the lowest price.

Whether you're a general contractor trying to build a stronger team or a subcontractor looking to become the builder everyone wants to work with, this episode is packed with practical lessons that can improve every project you build.

In this episode:

• Why great subcontractors choose their clients too
• The biggest mistakes GCs make that drive away top trades
• Why schedule chaos destroys relationships
• The hidden cost of hiring the cheapest subcontractor
• What separates professional builders from builders who are just "busy"
• The conversations trades have after they leave your jobsite
• How your reputation determines the quality of crews willing to work for you

Your reputation enters the room before you do. This episode explains how to build one that attracts the best people in the industry.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

Heather and Jerry unpack the fear behind lowering your price, the pressure to keep crews busy, and why the project you discount to get signed often becomes the project you regret taking.

They share real stories about jobs priced too cheaply, how disappearing margins affect communication and morale, and why customers may trust you less when your pricing changes too quickly.

This episode covers:

• Why contractors discount out of fear instead of strategy
• How "keep busy" jobs drain time, energy, and team morale
• Why discounted projects often become the jobs you resent
• How low pricing can damage confidence and credibility
• Why one discount can make every future cost feel negotiable
• How customers begin to question your numbers
• Why premium clients are often looking for certainty, not the lowest price
• What to offer instead of a discount
• How reducing scope can protect both the budget and your standards
• Why saying no to the wrong project protects the right clients

Whether you're a contractor, subcontractor, business owner, or homeowner preparing for a remodel, this episode explains why competing on price rarely creates a better experience for anyone involved.

The Build Line Podcast is hosted by Heather Tankersley and Jerry Brewer, bringing builders, trades, and homeowners together for honest conversations about construction, leadership, and business.

Special thanks to our partners for supporting The Build Line Podcast:

Buildertrend – Construction project management software built for better communication, organization, and more profitable projects.
https://www.buildertrend.com

Panoramic Doors – Innovative door systems designed to create seamless indoor-outdoor living.
https://www.panoramicdoors.com

Republic Elite Integration – Premium home technology, lighting, audio, networking, and smart home integration.
https://www.republiceliteintegration.com

Katlyn Slocum Design – Strategic website design and digital marketing for construction professionals.
https://www.katlynslocumdesign.com

BuildBar – A community built for contractors who want to grow better businesses through proven systems, leadership, and accountability.
https://www.buildbar.us

From knowing when to say no to a project to losing money on jobs, hiring the right people, and the biggest lessons they've learned from past guests, this candid conversation offers an unfiltered look at the realities of running a construction business.

Heather shares the systems and mindset that have shaped Tankersley Build Co., while Jerry brings the subcontractor perspective on communication, relationships with general contractors, and what separates the companies he'll gladly work with again from the ones he'll avoid.

This episode covers:
• When it's finally okay to say no to a project
• How to recognize red flags before signing a client
• What makes subcontractors want to work with a GC again
• The communication mistakes that strain contractor relationships
• Lessons learned from projects that lost money
• How post-project reviews improve future profitability
• The Build Line guests who have had the biggest impact on Heather and Jerry
• Business decisions they wish they'd made sooner
• The mental side of leadership and running a construction company
• Why your team is your greatest asset

Whether you're a contractor, subcontractor, business owner, or entrepreneur, this Ask Us Anything episode is packed with practical lessons, honest stories, and real-world advice you can apply to your own business.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Panoramic Doors
https://www.panoramicdoors.com

Katlyn Slocum Web Design
https://www.katlynslocumdesign.com

Build-Bar
https://www.build-bar.com

Hosts Heather Tankersley and Jerry Brewer sit down with construction attorney Greg Wayland to discuss the legal mistakes contractors make every day, why so many disputes could have been prevented, and how better documentation protects both contractors and clients.

Greg breaks down complex legal concepts into plain English, explaining indemnification, subcontractor agreements, change orders, payment terms, and why communication failures are at the center of so many construction disputes. Heather shares how Tankersley Build Co.

structures its contracts, purchase orders, and project documentation to reduce risk, while Jerry brings the subcontractor perspective on payment schedules, general contractor relationships, and the realities of working in the field.

This episode covers:
• Why contractors often sign agreements they don't fully understand
• How strong contracts actually prevent disputes instead of causing them
• Indemnification explained in plain English
• Why written change orders are critical
• The importance of master subcontractor agreements
• Purchase orders and documenting scope clearly
• The realities of pay-when-paid clauses
• Why communication failures lead to legal disputes
• How documentation can protect your business when projects go sideways
• Practical ways both general contractors and subcontractors can reduce risk

Whether you're a general contractor, subcontractor, or construction business owner, this episode offers practical advice that could save your business from costly disputes and strengthen the way you manage every project.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Republic Elite Integration
https://www.republiceliteintegration.com

Panoramic Doors
https://panoramicdoors.com

Katlyn Slocum Web Design
https://www.katlynslocumdesign.com

Build-Bar
https://www.build-bar.com

This week on The Build Line, Heather and Jerry sit down with luxury real estate team Candace and AJ Samrai to talk about what actually makes professionals referable. From creating an unforgettable client experience to protecting your reputation, qualifying clients, and knowing when to walk away from the wrong deal, this conversation is packed with lessons that apply far beyond real estate.

Candace and AJ share how they brought a Southern California level of service to the Sacramento market, why the cheapest contractor often becomes the most expensive referral mistake, and how businesses can stand out by delivering value long after the transaction is complete.

Whether you're a contractor, realtor, designer, or business owner, this episode will challenge the way you think about trust, communication, relationships, and building a business people can't stop recommending.

In this episode:

• Why reputation is your most valuable marketing asset
• The power of creating an unforgettable client experience
• Why the cheapest referral often becomes the most expensive mistake
• How to qualify clients and protect your time
• The difference between investing for resale and investing in your lifestyle
• What contractors and realtors can learn from each other about building trust

Special thanks to our episode sponsors:

Buildertrend – The leading construction management software helping contractors streamline projects, improve communication, and grow their businesses.
https://www.buildertrend.com

Build-Bar – Helping contractors build stronger businesses through coaching, consulting, and proven operational systems.
https://www.build-bar.com

Panoramic Doors – Redefining indoor-outdoor living with beautifully engineered folding door systems.
https://www.panoramicdoors.com

If you're enjoying The Build Line, please subscribe, leave a review, and share this episode with someone in construction or real estate. Your support helps us continue bringing real conversations with the builders, leaders, and entrepreneurs shaping our industry.

Hosts Heather Tankersley and Jerry Brewer pull back the curtain on what really happens when contractors land their first million-dollar project and why many builders aren't as ready as they think they are.

Heather shares hard-earned lessons from managing large-scale remodels, including the financial exposure, client expectations, staffing challenges, and operational demands that come with bigger jobs. Jerry brings the subcontractor perspective, discussing where communication breaks down, how mistakes become more expensive, and why many contractors underestimate what it takes to successfully manage work at this scale.

This episode covers:
• Why bigger jobs are often a stress test of your systems
• The myth that million-dollar projects are easier money
• How preconstruction can make or break a project
• Why contingency planning matters more than most builders realize
• The hidden cash flow challenges of large projects
• Managing lender-funded construction projects
• How human error becomes significantly more expensive at scale
• The emotional toll of long-duration projects
• Why some contractors should not take on bigger jobs yet
• How to know when your business is actually ready to grow

If you're chasing larger projects, this episode offers an honest look at the realities behind the numbers and the lessons every builder should learn before taking on their first million-dollar job.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Build Bar
https://www.build-bar.com

Panoramic Doors
https://panoramicdoors.com

Hosts Heather Tankersley of Tankersley Build Co. and Jerry Brewer sit down with Jennifer Edwards to talk about communication, structure, leadership, relationships, and the psychology behind how people operate at a high level.

The conversation explores why the brain craves clear expectations, how structure actually creates more freedom, and why emotional intelligence and communication are becoming some of the most valuable skills in business today.

Heather shares how parenting mirrors leadership inside a company, Jennifer explains why people perform better when expectations are clearly defined, and Jerry opens up about discomfort, growth, and learning to navigate different rooms and personalities.

This episode covers:
• Why structure reduces stress and improves performance
• The connection between communication and leadership
• Why people resist uncomfortable conversations and growth
• How clear expectations create trust with clients and employees
• The psychology behind routines, habits, and accountability
• Why emotional intelligence matters more than ever in business
• How successful people optimize their mornings, schedules, and energy
• The role curiosity plays in communication and relationships
• Why the best leaders know how to adapt to different personalities

If you are a contractor, entrepreneur, leader, or someone trying to improve how you communicate and show up for others, this episode is a candid conversation about the human side of performance, relationships, and business growth.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Build Bar
https://www.build-bar.com

Panoramic Doors
https://panoramicdoors.com

Stream Episode 19 now.

Where to find Jennifer:

Website: https://howtobridgethegap.com/about-us/about-jennifer/

Linkedin: https://www.linkedin.com/in/jennifer-edwards-hbg/

Episode 18 of The Build Line Podcast dives into one of the biggest problems in construction: telling clients what they want to hear instead of what they need to hear.

Hosts Heather Tankersley of Tankersley Build Co. and Jerry Brewer break down the real cost of unrealistic budgets, impossible timelines, and cutting corners just to win a project.

They share firsthand stories about losing jobs by being honest, why some contractors overpromise early, and how those decisions almost always catch up to the client later.

This episode covers:
• Why clients are naturally drawn to the lowest bid and fastest promise
• The long term damage caused by unrealistic expectations
• Why honest conversations often lose early but win long term
• The difference between pre qualifying and pre judging clients
• How experienced contractors communicate realistic budgets without killing the relationship
• Why trust becomes one of the most valuable assets in construction

If you are a contractor, business owner, or homeowner navigating a construction project, this episode is a candid conversation about why honesty matters more than ever in today’s market.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Build Bar
https://www.build-bar.com

Panoramic Doors
https://panoramicdoors.com

Heather, Jerry, and Tom get into revenue versus profit, why being busy does not mean being profitable, how contractors underprice out of fear, and why your bank account is one of the clearest scoreboards in your business.

This episode covers pricing, sales, cash flow, job costing, labor burden, client boundaries, and the head trash that keeps contractors playing small.

If you are growing fast but still feel broke, defending your price, avoiding your numbers, or wondering why the business feels harder than it should, this one is worth the listen.

Special thanks to our episode sponsors:

Buildertrend
https://www.buildertrend.com

Build Bar
https://www.build-bar.com

Panoramic Doors
https://panoramicdoors.com

Find Tom: https://thecontractorfight.com/

In this episode of The Build Line, we break down the real reason most companies can’t attract or retain high-level managers. It’s not a recruiting issue. It’s a leadership issue. The best operators evaluate your business before they ever consider joining it—and if there’s no clarity, discipline, or direction, they’re out.

This conversation is about raising the standard—starting with yourself.

We dig into what strong leadership actually looks like under pressure and why your habits set the ceiling for your entire organization. From there, we unpack why resumes can be misleading, how to spot true ownership and hunger in candidates, and what separates operators who drive results from those who just participate.

We get into:

• What top-level managers are really evaluating before they join your company
• Why most hiring processes fail to identify ownership and accountability
• How to distinguish polish from real hunger in interviews
• What it takes to intentionally develop leaders instead of hoping they emerge
• How to create accountability without killing culture
• Why many owners become the bottleneck—and how to fix it

If you’re trying to build a company that can run without you, this episode is a direct look at what’s required—and where most owners fall short.

No shortcuts. No theory. Just how it actually works.

In this episode of The Build Line, we sit down with Anh Phoong, one of the most recognizable personal brands in Sacramento, to break down what it actually took to build it.

From starting out with nothing but grit and showing up face to face in the community, to becoming a household name through bold marketing and consistency, Anh shares what most people never see. The early work, the risk of putting your name on the business, and the pressure that comes with it.

We also get into what happens after the growth. Building systems to support scale, expanding into new markets like Houston, and why more opportunity doesn’t fix broken operations, it exposes them.

This conversation goes beyond marketing. It’s about responsibility, leadership, and not forgetting where you came from. Anh opens up about her family’s experience immigrating to the United States and how the Sacramento community shaped her commitment to giving back.

If you’re a business owner trying to grow, build a real brand, or scale without losing what made you successful in the first place, this one hits.

In this episode, we cover:
• Building a personal brand with intention
• The reality of running a business with your name on it
• Marketing that actually drives growth, not just attention
• Scaling systems and expanding into new markets
• Community, philanthropy, and long term impact

The Build Line is about real conversations with real operators. What’s working, what’s not, and what we all wish we knew sooner.

Official Website:
https://phoonglaw.com

Instagram (Personal):
https://www.instagram.com/anhphoong/

Instagram (Phoong Law):
https://www.instagram.com/phoonglaw/

LinkedIn:
https://www.linkedin.com/company/phoong-law

In this episode of The Build Line, we sit down with David Kasavan, founder of Kasavan Construction, to talk about the real path from early hustle to building a company in some of the most competitive and relationship driven markets in the country.

This is not about overnight success. It is about risk, visibility, leadership, and the moments that either push you forward or almost take you out.

David shares what the early days actually looked like before the brand, the momentum, and the high end projects and the decisions that helped him earn trust in markets where reputation is everything.

We get into:

• What it actually takes to break into ultra luxury and legacy markets
• The risks and decisions that almost broke the business and the ones that changed everything
• How trust is built with high net worth clients where expectations are higher and margins for error are smaller
• The role of visibility and social media in creating opportunity and authority
• Leadership lessons from scaling a company under pressure

If you are trying to move into bigger projects, better clients, and higher level work, this episode gives you a real look at what it takes to get there and what it costs along the way.

No shortcuts. No theory. Just how it actually works.

https://www.instagram.com/kasavan_construction_inc/

https://www.kasavanconstruction.com/

John shares the story behind building a high risk business in one of the most demanding sectors of construction. From the early days of grinding through uncertainty to scaling a company with real systems, leadership, and accountability, he breaks down what it actually takes to grow in a high consequence industry.

The conversation explores the mindset behind taking big risks in business, the moments where those bets paid off, and the times they did not. John talks candidly about leadership mistakes, growth challenges, and the lessons learned while building a company from the ground up.

Outside of business, John lives life at full speed. As a racer with deep roots in motocross and NASCAR, he shares how the discipline, adrenaline, and focus required on the track mirrors the mindset needed to lead and scale a company.

This episode is about betting on yourself, building something real, and learning how to operate when the stakes are high.

If you are a contractor, entrepreneur, or leader trying to grow a business while managing risk and pressure, this conversation will resonate.

In this episode:
• The origin story of JM Environmental
• When a hustle turns into a real company
• The biggest risks John Moore has taken in business
• Leadership lessons from growth and failure
• How racing influences decision making and discipline
• Defining success, legacy, and living life at full speed

Learn more about John Moore and JM Environmental:
Website: https://jmenvironmental.net/
Instagram: https://www.instagram.com/jm27.thelegend/

Follow The Build Line:
Instagram: @thebuildlinepodcast
YouTube: The Build Line Podcast

New episodes featuring builders, entrepreneurs, and industry leaders shaping the future of construction.

In Episode 12 of The Build Line, Heather and Jerry sit down with Rob Laird, a multi-industry entrepreneur who has built businesses across real estate, lending, and consumer products by leading with trust, visibility, and reputation.

Rob breaks down why brand must come before scale, how a visible leader creates confidence in uncertain markets, and why most construction and service business owners struggle to show up publicly. They dig into failure, pressure, and what happens when your reputation is tested—and how strong brands recover faster.

The conversation also explores what Rob learned building Dios Azul and which consumer-brand lessons directly apply to contractors, builders, and service professionals.

If you want growth that compounds, and not just attention, this episode will change how you think about branding.

Contact Rob:

https://www.instagram.com/lairdlife/

Dios Azul Tequila:

https://diosazul.com/tequilas

In this episode of The Build Line, we sit down with Matt Saia, independent consultant and sales trainer with Sandler Sales, for a deep dive into why traditional contractor sales conversations fail and what the top performers do differently.

Matt breaks down the typical contractor sales process and explains where trust is lost before it is ever built. We talk about why pitching too early kills confidence, how price becomes the only differentiator, and why strong operators often struggle the most in sales conversations.

The episode also explores money beliefs, profit guilt in construction, and the responsibility builders have to run profitable companies. We discuss how mission, core values, and vision must be defined before growth, and why the ability to say no is one of the most powerful skills a leader can develop.

You will learn:
• Why most contractor sales processes break down immediately
• How listening creates trust faster than expertise
• Why profit is not a bad word in construction
• How confidence is built before the proposal is ever written
• Why saying no attracts better clients
• What the top 1 percent of performers consistently have in common

This episode is essential listening for builders, remodelers, and business owners who want better clients, stronger margins, and sales conversations that actually work.

Key takeaway: Sales is not convincing. It is clarity, confidence, and discipline.

Contact Matt at:

https://go.sandler.com/salesleadership/about-us/meet-our-team/

https://www.linkedin.com/in/matt-saia-5983592

They share personal stories of doubt from people closest to them, how confidence was rebuilt outside familiar circles, and why growth often creates tension in relationships that once felt safe. This episode dives into the uncomfortable truth that some people love you more when you stay small.

You’ll hear a raw breakdown of:
• How to recognize when you’ve outgrown a room
• Why the people closest to you may doubt your vision
• The difference between criticism and caution
• How to change rooms without burning bridges
• Why mentorship matters and how to find it
• Clear signals that you’re finally in the right room

The episode closes with real questions from the audience and a hard truth segment that challenges listeners to take ownership of their environment and future.

This episode is for builders, entrepreneurs, and leaders who feel stuck, underestimated, or conflicted about outgrowing familiar spaces.

Key takeaway: Staying loyal to the wrong room is disloyal to your future.

In this episode of The Build Line, we sit down with Chris Cormier, CEO and co owner of Tricorp Group, to unpack a rare leadership journey built from the inside out.

Chris shares how he started at the bottom, earned trust over time, and navigated the difficult transition from employee to owner. We talk candidly about leadership mistakes, pressure moments, imposter syndrome, and what it’s like leading people who were once your peers.

The conversation also dives into:
• Growing inside an established company vs starting your own
• The emotional weight of ownership and responsibility
• How Tricorp’s culture, systems, and values have evolved
• Hard bid vs negotiated commercial construction
• Lessons from high pressure seasons that nearly broke him
• What success actually looks like after years of growth

This episode is for builders, entrepreneurs, and professionals who are ambitious, hungry to grow, and questioning whether leadership and ownership are possible without starting from scratch.

Key takeaway: You don’t have to start something to build something meaningful.

They dive into hiring the right people, letting go of day to day control without lowering standards, and building a business that can grow beyond the owner. This episode is a must listen for builders who are serious about sustainable growth and long term success.

In this episode of The Build Line, Heather and Jerry sit down for a raw, unfiltered GC versus Sub conversation with no prep and no script. They openly share what drives each side crazy, why trust matters more than the lowest bid, and how respect on the job site directly impacts profit, efficiency, and long term survival.

They dive into why communication breaks down on both sides of the job, where entitlement quietly shows up and erodes trust, how GCs and Subs can actually set each other up for success instead of working at odds, and why strong relationships are ultimately what carry businesses through the slow seasons and into long term stability.

This is not about picking sides. It is about fixing what is broken so everyone wins.

If you are a GC, a subcontractor, or a business owner who depends on strong partnerships, this episode is for you.

Roger shares his journey from leading a multi generation family business to shaping legislation at the state level, including the real story behind SB517 and the fight for transparency and accountability in the construction industry. The conversation dives deep into the realities of running a business in California, the challenges of regulation, the impact of unlicensed contracting, and what true “good policy” looks like for homeowners and contractors alike.

They also explore why Roger chose public service, what gives him optimism for California’s future, and how entrepreneurs can play a meaningful role in shaping the communities they live and build in. From the underground economy to the power of public private partnerships like the Rancho Cordova Community Food Hub, this episode delivers both hard truths and real hope.

If you care about business, leadership, construction, and the future of California, this is an episode you do not want to miss.

We talk about managing clients without getting pulled into drama, the emotional difference between residential and commercial work, and how to scale responsibly with solid systems.

Brad also shares how AFT uses social media as a real business tool and why culture has become their biggest advantage.

A packed episode full of practical insight for builders, leaders, and anyone growing a company.

Heather and Jerry share real stories from missed weekends, big swings, close calls, the pressure of feeding families, and the pride of seeing a project succeed. Heather and Jerry dig into the guru culture online and why so much of what you see on social media is not the real thing.

If you have ever built something, wanted to start something, or felt the tension between freedom and responsibility, this one will hit home.

Stream Episode 4 and get ready for an honest conversation.

New episodes every other Tuesday.