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:

1. Why checking your bank balance is NOT a financial strategy
   

2. The hidden cost of ignoring your books; and your stress levels
   

3. Simple systems that make receipts, reports, and taxes easier
   

4. How clean books build confidence and better bids
   

5. 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

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

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