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

• The Tax Trap Costing Builders Thousands (And How to Fix It)

  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 themWhat the Work In Progress Adjustment (WIPAA) is and how it worksA step-by-step formula to calculate your percent complete and earned revenueHow to spot overbilling and underbilling before they hurt your businessWhat 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 WebsiteFacebook GroupFacebookBuilders Visibility Blueprint

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

  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 itHow Tony’s 24-hour showroom is changing how homeowners shop for renovationsWhy attraction beats pursuit in both digital and physical marketingThe power of systemizing your lead generation, even down to phone scriptsHow 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 WebsiteFacebook GroupFacebookBuilders Visibility Blueprint

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• From Backyard Flood to Water Feature Empire: Carl Petite’s Unfiltered Journey

  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 WebsiteFacebook GroupFacebookBuilders Visibility Blueprint

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

  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 growthHow more leads give you freedom to choose better clients and raise your pricesThe power of pre-qualifying leads and how to do it rightThe importance of automation and follow-up to manage your pipeline effortlesslyHow 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 WebsiteFacebook GroupFacebookBuilders Visibility Blueprint

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• From Soft Wash to Soft Power: AC Lockyer’s 5 Keys to Pattern Success

  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 WebsiteFacebook GroupFacebookBuilders Visibility Blueprint

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