In this episode, Clay sits down with Christina Henderson, founder of The ADU Sales Coach and a 25-year veteran of the home building industry, to break down the exact sales system that's helping ADU builders across the country close more deals and avoid the common pitfalls that kill sales.

What You'll Learn:

• The 3 Commitment Stages: How to identify whether your prospect is curious, committed, or ready to buy (and why speaking the wrong language kills your sale)

• The 12 Decisions Framework: The specific decisions every ADU buyer must make before they'll sign a contract - and how to close each one systematically

• Avoiding the "Sales Graveyard": Why financing is where most ADU deals go to die, and Christina's proven talk tracks for live-transferring prospects to lenders while staying in control of the process

• The Discovery Call Strategy: How a 45-minute virtual consultation can qualify prospects and prevent wasted site visits with tire-kickers

• One-Visit Close System: The exact process for presenting quotes, handling payment shock, and asking for the sale during your site visit

• The Biggest Mistakes: Why asking prospects to buy too soon destroys rapport, and why never asking at all leaves money on the table (plus the psychology behind asking 5-8 times)

Key Takeaways:

• 90-95% of ADU prospects start as "curious" buyers who need education, not just pricing
• The biggest sales killer is emailing quotes instead of presenting them live
• Your toughest competition is "the conversation that happens without you"
• Rapport isn't about being friendly - it's about understanding your customer's decision-making process

Whether you're a general contractor selling 2-4 ADUs per year or an established builder looking to scale to 10+ units monthly, this episode gives you the roadmap to transform curious prospects into signed contracts.

Guest Bio: Christina Henderson has 25 years of experience in new construction sales, from selling homes for major builders to training national sales teams. She created ADU Sales Mastery, the first sales training developed exclusively for ADU sales, and now helps ADU builders nationwide increase their close rates and build scalable sales systems.

Connect with Christina:

• Website: theadusalescoach.com
• Email: christina@theadusalescoach.com
• Text: (843) 860-5755

In this episode of the Ad Marketing Podcast, Clay sits down with Brody Boston, co-owner of Evergreen Tiny Homes, to unpack how his company went from brand new to fully booked in under five months. Brody shares the exact strategies that helped him close 10 contracts quickly—including a simple $2,500 commitment tactic that transformed their sales process, why texting beats calling when it comes to lead follow-up, and how they pre-qualify clients without wasting time on bad leads.

They also dive into the unexpected mix of projects Brody is seeing in his market, from primary residences to unique custom builds like glam garages, plus insights on navigating local regulations to unlock hidden business opportunities. Whether you’re a builder, marketer, or entrepreneur, this episode is packed with practical, real-world takeaways you can apply to grow faster and close more deals.

Tune in to learn how Evergreen Tiny Homes cracked the code to rapid growth—without overcomplicating the process.

What started as a simple request from his 70-year-old mother has turned into one of the most impressive ADU success stories we've featured. In this episode, Everett Robinson from RMR Tiny Homes shares how he went from zero experience in the tiny home space to closing 10 deals in under a year - all while managing construction, sales, and family life as a one-man operation.

In this episode, you'll discover:

• The "aha moment" conversation with his mom that sparked his entire business
• How he overcame the biggest objection in new markets: "Have you done this before?"
• His strategic first deal at cost that opened the floodgates for future sales
• The phone-first sales approach that's closing deals in a competitive Atlanta market
• Why he vets every lead thoroughly before driving across the sprawling Atlanta metro
• His on-site sales process and how he reads customers to know when to close
• The three distinct customer types he's seeing: rental investors, aging parents, and adult children
• How he manages multiple construction projects without a team (and stays sane doing it)
• The surprising demographics responding to social media ads - including 70-year-old grandmas
• Why "guest quarters" gets approved when "ADU" gets rejected in his market
• The financing partnerships that are helping close 50% of his deals

Key Takeaways:
Everett's success comes down to authenticity, being present on job sites, building the right team around his strengths, and understanding that customers are making their second-biggest purchase. His construction background gives him credibility, but his people skills and systematic approach to follow-up are what's driving results.

Whether you're a seasoned contractor looking to add ADUs to your services or someone considering starting from scratch, this episode provides a realistic roadmap for building a profitable tiny home business in emerging markets.

Connect with Everett:
Email: everett@rmrtinyhomes.com
Facebook/LinkedIn: @RMRTinyHomes

This episode is perfect for contractors, builders, entrepreneurs, and anyone curious about the booming ADU industry.