The Build Line

Episode 19 of The Build Line Podcast turns into a much deeper conversation than construction and business alone.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 personalitiesIf 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:Buildertrendhttps://www.buildertrend.comBuild Barhttps://www.build-bar.comPanoramic Doorshttps://panoramicdoors.comStream Episode 19 now.Where to find Jennifer:Website: https://howtobridgethegap.com/about-us/about-jennifer/Linkedin: https://www.linkedin.com/in/jennifer-edwards-hbg/

Tom Reber from The Contractor Fight joins The Build Line for a blunt conversation about the uncomfortable truths contractors need to face around margins, money, mindset, and growth.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:Buildertrendhttps://www.buildertrend.comBuild Barhttps://www.build-bar.comPanoramic Doorshttps://panoramicdoors.comFind Tom: https://thecontractorfight.com/

Everybody knows the name. Not everybody understands the business behind it.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 impactThe 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.comInstagram (Personal):https://www.instagram.com/anhphoong/Instagram (Phoong Law):https://www.instagram.com/phoonglaw/LinkedIn:https://www.linkedin.com/company/phoong-law

In Episode 13 of The Build Line, Heather Tankersley and Jerry Brewer sit down with John Moore, founder of JM Environmental, one of California’s leading demolition and environmental abatement companies.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 speedLearn more about John Moore and JM Environmental:Website: https://jmenvironmental.net/Instagram: https://www.instagram.com/jm27.thelegend/Follow The Build Line:Instagram: @thebuildlinepodcastYouTube: The Build Line PodcastNew episodes featuring builders, entrepreneurs, and industry leaders shaping the future of construction.

Most contractors are great builders and terrible salespeople and it is costing them time, margin, and confidence.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 commonThis 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

What does it actually take to rise from intern to CEO inside an established construction company?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 growthThis 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.

Most GC and Sub relationships do not fail because of bad work. They fail because of broken trust, poor communication, and unmet expectations.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.

Brad Leavitt of AFT Construction joins Heather and Jerry for an honest conversation about what it takes to build one of the best run companies in the construction industry.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.

In this episode, Heather and Jerry welcome Dave Hollars, the man behind Kitchen Mart’s decades of success. They dig into how to balance quality and volume, why integrity still matters most, and what it takes to lead a team that truly stands the test of time. A masterclass in business endurance and staying true to your brand—this one’s for every builder or business owner looking to play the long game.

Heather Tankersley and Jerry Brewer share how The Build Line began — and why the construction industry needs more real, unfiltered conversations. From leadership and team growth to the funny chaos that happens off script, this episode sets the tone for what’s ahead.New episodes every other Tuesday.