Jade and I were taking a breather on day two of IBS 2025 in Custom Builder Central, when a session caught our eye. No slide deck, no fancy graphics—not even a company logo. Just a guy with a microphone, a beard, and enviable boots.
Cody Byrd, a custom builder from North Carolina, kicked off his talk, “Driving Nails Is Easy, but How Do I Manage My Business?” It was a bit of a tough crowd at first—until he hit on the topic of perceived value, specifically charging for bids versus offering them for free. His analogy was spot-on: “If you need a heart specialist, do you go for the free consult or the highly paid one?” From that moment, we were all hooked, captivated by his real-world insights. One of my favorites? “Do you buy a truck per pound? Then why do you sell per square foot?”
After his engaging talk, Cody generously gave us 15 minutes to dive deeper into customer friction points, particularly around what’s often called "scope creep"—when a project’s scope extends beyond initial expectations. In his world, scope creep can occur when digging a well for new homeowners. After digging into well-drilling costs for my own off-grid property, I get how wildly prices can swing from one parcel to the next. Cody explained how he sets proper expectations to avoid sticker shock when costs come in higher than estimated. By using interactive, survey-like tools, he creates a buffer, ensuring clients aren’t blindsided by the price of running water. Of course, his homeowners get water with their homes, but as I’ve experienced, it’s impossible to quote accurately upfront. Even with costs beyond his control, Cody keeps his customers happy by managing expectations transparently.
