Marti sits down with Steve Glover from Paragon Homes in Toowoomba, Queensland. Steve shares his journey from battling in the "race to the bottom"—where the winner was whoever had the smallest number on the page—to running a high-end architectural building company with nearly $20M in revenue.

Steve reveals the specific "Design Experience" model that allows him to charge a $3,300 prelim fee and achieve a massive 90% conversion rate. They also discuss the dangers of "margin creep," the importance of transparent cost-plus pricing, and the personal health wake-up call that saw Steve drop 14kg to get his energy back for the business.

🕒 Timestamped Key Points
[09:26] The "Race to the Bottom" pricing trap
[11:56] Why volume builder tactics (margin creep) destroy trust
[14:56] Scrapping 50 plans to focus on custom design
[16:44] Charging a $3,300 base fee for prelims
[20:10] How to achieve a 90% conversion rate
[21:28] The danger of running at 150% capacity
[25:24] Using percentage-based overhead recovery
[06:13] The health wake-up call: From 128kg to fit

***

The Professional Builder has helped over 3,100+ building companies around the world get more Profit, more Time and Succeed in Selling their Business.

https://linktr.ee/theprofessionalbuilder

Subscribe to our channel for weekly, actionable insights. Tailored to help you grow a profitable construction business.

Want to Join our coaching program? Or just speak to one of our team to see if it's the right fit for you? Hit the link below. Everything you need is there!

https://linktr.ee/theprofessionalbuilder

Marti sits down with Steve Glover from Paragon Homes in Toowoomba, Queensland. Steve shares his journey from battling in the "race to the bottom"&mdash;where the winner was whoever had the smallest number on the page&mdash;to running a high-end architectural building company with nearly $20M in revenue.
Steve reveals the specific "Design Experience" model that allows him to charge a $3,300 prelim fee and achieve a massive 90% conversion rate. They also discuss the dangers of "margin creep," the importance of transparent cost-plus pricing, and the personal health wake-up call that saw Steve drop 14kg to get his energy back for the business.
🕒 Timestamped Key Points
<ul>
<li>[09:26] The "Race to the Bottom" pricing trap</li>
<li>[11:56] Why volume builder tactics (margin creep) destroy trust</li>
<li>[14:56] Scrapping 50 plans to focus on custom design</li>
<li>[16:44] Charging a $3,300 base fee for prelims</li>
<li>[20:10] How to achieve a 90% conversion rate</li>
<li>[21:28] The danger of running at 150% capacity</li>
<li>[25:24] Using percentage-based overhead recovery</li>
<li>[06:13] The health wake-up call: From 128kg to fit</li>
</ul>
***
The Professional Builder has helped over 3,100+ building companies around the world get more Profit, more Time and Succeed in Selling their Business.
<a href="https://linktr.ee/theprofessionalbuilder">https://linktr.ee/theprofessionalbuilder</a>
Subscribe to our channel for weekly, actionable insights. Tailored to help you grow a profitable construction business.
Want to Join our coaching program? Or just speak to one of our team to see if it's the right fit for you? Hit the link below. Everything you need is there!
<a href="https://linktr.ee/theprofessionalbuilder">https://linktr.ee/theprofessionalbuilder</a>

Welcome to The Builders Ladder, for residential builders and construction business owners who want to fast-track their results, scale their construction company, and create a systemized, profitable construction business.

If you’re ready to free up your time, increase profit, and build a high-performing team, you’re in the right place.

Your host, Marti Amos, has worked with over 5,000 building companies globally over the last 19+ years through builder coaching and proven business systems. His mission? To help you climb the builder’s ladder and run a predictable, high-margin construction business.

Tune in to hear from industry experts and discover step-by-step strategies to become a strategic building business owner - and ultimately, achieve true wealth, time freedom, and financial freedom through your residential construction business.

Welcome to The Builders Ladder, for residential builders and construction business owners who want to fast-track their results, scale their construction company, and create a systemized, profitable construction business.
If you&rsquo;re ready to free up your time, increase profit, and build a high-performing team, you&rsquo;re in the right place.
Your host, Marti Amos, has worked with over 5,000 building companies globally over the last 19+ years through builder coaching and proven business systems. His mission? To help you climb the builder&rsquo;s ladder and run a predictable, high-margin construction business.
Tune in to hear from industry experts and discover step-by-step strategies to become a strategic building business owner - and ultimately, achieve true wealth, time freedom, and financial freedom through your residential construction business.