They weren't there for the jobs you've done. They can only judge what they can see.
A mate passes your name on. An architect sends your details to a client. Someone drives past a job with your sign on it.
Every one of them Googles you.
Word of mouth built these businesses and it still works. Nobody's arguing with that.
But it doesn't finish the job anymore. It starts a search -> and what turns up is doing the selling.
Someone spending $500k has been looking for months. The DA alone takes three to six. By the time they ring anyone, they've cut it down to comparing two or three builders.
All of that happens before you hear from them.
















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