Episode Details

In this high-impact episode of The Good Builder Podcast, Aaron sits down with industry favourite Anthony Kirby from BuildMentor to tackle one of the most misunderstood challenges in building businesses today: sales.

From in-house vs. contract sales teams to the power of pre-sales, AK shares frameworks, blueprints and punchy advice that every builder should hear — especially if you’re serious about growing, not just surviving.

Expect real-world strategies on hiring, training, and knowing when it’s time to level up. Plus, we break down the four types of salespeople you might already have (and how to know who’s worth keeping), and we call out the modern myth of viral marketing and vanity metrics.

If you’re a builder trying to scale, lead better, or just get more organised with your pipeline — this is a must-listen.

🎯 Key Topics:

• The tipping point in building companies
• Why ‘going all in’ beats dabbling every time
• Contract vs. in-house sales: what works in 2025
• How to warm leads before they hit the showroom
• The 4-question matrix to identify A-players
• Why your list is more important than your likes
• A powerful offer for builders looking to grow

🎧 Connect with Anthony and BuildMentor:

• Website: buildmentor.com.au
• LinkedIn: Anthony Kirby