Road to 1,000,000 Doors: Will You Join Us? | Brian Coffman of Sound Capital
Release Date: 09/09/2025
How a French Developer Rebuilt Miami’s Luxury Market - One Spec Home at a Time with Pascal Nicolai
Builder Straight Talk Podcast
How a French Developer Rebuilt Miami’s Luxury Market - One Spec Home at a Time with Pascal Nicolai Pascal shows up in Miami in 2008 with some cash from selling assets in France, right when everything's melting down. Most people would think that's terrible timing, but he saw it differently. "I said to my wife at the time, look, I think there is one opportunity to go there, it is now. I don't think we're going to see this kind of opportunity in our lives. The market was crashed, very accessible if you have some money." He didn't even know he'd end up in construction. His specialty...
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Are You Leaving Money on the Table? CRM for Builders with Shari Morton
Builder Straight Talk Podcast
CRMs aren't sexy. Understatement of the year! They're not the kind of thing you get excited to talk about at the jobsite. But here's the thing: if you're building homes and not using one, you're probably leaving serious money on the table. And we're not talking pocket change here. In this episode, Michael invited Shari Morton, founder and Chief Growth Officer of Shared Drive, to talk about something most builders would rather avoid: customer relationship management systems. We call it the "broccoli" of the building industry. Everyone knows it's good for you, but most people stay away from it...
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Build For Speed: America Needs Housing Now! with Scott Menard
Builder Straight Talk Podcast
Scott Menard has been in construction since he was 17 years old, starting as a laborer for KB Homes during summer breaks. Over nearly four decades, he's worked his way through purchasing, project management, land acquisition, and operations at some of the nation's most respected builders, including Ryland, Taylor Woodrow, and Shea Homes. Now he's the president of Homes Built for America, a company that didn't exist four years ago and is already the 14th largest builder in the San Francisco Bay Area. They're doing something many builders won't touch: focusing exclusively on first-time...
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How Two Brothers Survived the Housing Crisis and Scaled to 1,000+ Homes | Chris & Clif Poston
Builder Straight Talk Podcast
There's something rare about sitting down with two brothers who genuinely like working together. Chris and Clif Poston make running a homebuilding company that closes over 1,000 homes a year look almost easy, but their story is anything but. Clif: "Doing what we say we're going to do is really, really important. A foundation of our business. And we try to get that out to people in every aspect of the business, from our employees, to the marketing side, to the sales side, to dealing with our vendors, to dealing with the public when it comes to buying land and rezoning." The Poston brothers...
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Housing, Policy, and the Fight for Affordability with Jim Tobin
Builder Straight Talk Podcast
Jim Tobin never set out to spend 27 years at the National Association of Home Builders. He wanted to fly helicopters like his dad photographed at Sikorsky Aircraft. Then politics caught his attention, and he found himself on Capitol Hill in 1995, thinking he'd become a defense lobbyist selling guns and things that go boom. Instead, he landed at NAHB and discovered something better: an industry that builds shelter, creates wealth, and gives families a shot at the American dream. Now as President and CEO of NAHB, Jim spends his time doing something most association heads don't: actually visiting...
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Debunking the Modular Myth with Ken Semler
Builder Straight Talk Podcast
If you've ever driven past a construction site and wondered why we're still building houses the same way we did 50 years ago, this conversation is for you. Michael sits down with Ken Semler, President and CEO of Impresa Modular, who's spent the last 25 years trying to get people to understand what modular construction actually is. And no, it's not a double-wide trailer. That's the first misconception Ken tackles, and honestly, it's the one that's been holding the industry back for decades. Ken's journey into modular started almost by accident. He was flipping houses back in 2003 when his day...
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The $4 Million Bottleneck: Working ON Your Business, Not IN It with Glen Harris III
Builder Straight Talk Podcast
Glen Harris III was living the contractor's dream in 2016. His custom home building company was doing $4 million in revenue, clients were happy, and he was making good money. There was just one problem: he WAS the business. Every estimate, every decision, every five-minute phone call ran through him. He'd hit a ceiling and couldn't see how to break through it. This episode is about what happened next and why it matters if you're stuck in the same trap. What You'll Learn Why systems beat hustle when you want to scale. Glen breaks down the moment he realized working harder wasn't going to get...
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Start Small, Build Big: Lance Williams on 30 Years of Homebuilding, Risk, and 100% Completion Rate
Builder Straight Talk Podcast
In this conversation, Lance walks through what it actually takes to build a homebuilding business that lasts. He talks about why his first hire made the first project successful (because he knew what he didn't know), how to structure your first deal so you have enough margin to survive your mistakes, and why contingency planning isn't optional when unexpected costs show up. When Lance Williams started his homebuilding company in 1996, his equity partners were his wife, mother-in-law, and sister-in-law. Talk about pressure! He'd just been laid off during a market downturn, took a short...
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Builder Mindset to Business Mindset with Duane Johns of Alair Homes
Builder Straight Talk Podcast
Most builders hit a wall. They work 80-hour weeks, carry tools, manage crews, chase payments, and somehow still struggle to make ends meet. Sound familiar? That was Duane Johns twenty years ago, grinding it out in Charlotte, North Carolina after moving from the Hamptons. Then 2008 hit. While other builders went under, Duane used the crisis as a mirror. "I think that that too, one thing that happened in that 2008 environment, especially the few years after, was everyone got reduced to a commodity, you know, I mean, the builders or modelers, they had the lower hand, no doubt." The...
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Scaling a Construction Business: From College Dropout to $100M+ Builder
Builder Straight Talk Podcast
Starting a construction company during the 2008 recession sounds insane, but sometimes desperation breeds the best business decisions. Matt Millsap's story starts like a lot of ours do - working weekends with dad, thinking he was going to hang out with friends but ending up tearing out bathrooms instead. What makes his story different is where it goes from there. After flunking out of college, Matt found himself cutting grass for a builder who saw something in the kid. That builder, Mark, became the mentor who taught him everything. It was old-school apprenticeship at its finest, and Matt...
info_outlineYou know that moment when you're staring at a project and wondering if you're about to make a fortune or lose your shirt? Brian Coffman, Director of Homebuilder Finance at Sound Capital, has been on both sides of that conversation thousands of times, and he's got some real talk for builders ready to scale up.
Michael Krisa sits down with Brian to tackle a question that keeps a lot of builders up at night: what separates those who successfully jump from 10 houses to 50 houses from those who flame out trying?
Turns out, it's not about having the best crew or knowing the slickest subcontractors in town. It's about understanding money, and more specifically, how to work backwards from what a house will actually sell for to figure out if you can afford to build it.
Brian walks through the brutal math that trips up so many builders. You've got your land cost, your build cost, and your expected sale price. Sounds simple, right?
Wrong. There's financing costs, carrying costs, closing costs, and about a dozen other expenses that can turn a profitable-looking deal into a money pit. He talks about builders using "big, fat, fuzzy numbers" when they should be accounting for every nickel, especially when they're using other people's money to scale.
They talk about the differences between working with traditional banks versus specialized construction lenders. Banks want you to check 20 boxes in exactly the right order, every single time.
Sound Capital's approach is different. They focus on the relationship and whether the deal makes sense overall. Brian explains how once you're approved with them, you don't have to jump through the same hoops for every project.
There's this moment where they talk about builders who want to make the leap to development, buying raw land and creating subdivisions. Brian doesn't sugarcoat it. He's seen too many builders get excited about that "great deal" on farmland without asking the hard questions. Where are the utilities? What's the municipality going to require? That cheap land can turn expensive fast when you realize environmental studies and infrastructure costs weren't factored in.
Michael and Brian discuss Sound Capital's approach to builder relationships, including their ambitious goal of funding one million doors over five years. It's not about chasing the biggest, flashiest deals. It's about helping builders create attainable housing that working families can actually afford to buy.
The episode wraps up with practical advice about staying focused on what sells. Don't get distracted by the fancy houses that look good in magazines. Build what people can actually afford to buy. The successful national builders didn't start with million-dollar custom homes. They started with cookie-cutter houses and built more and more of them.
This isn't about getting rich quick or no-money-down fantasies. It's about the real path from being a tradesman to being a business owner, and all the financial realities that come with making that transition successfully.
Watch this episode on YouTube: https://youtu.be/p1hlZepbo2U
About Brian Coffman
Brian Coffman brings extensive real estate and finance expertise to his role as Director of Homebuilder Finance at Sound Capital. He began his career in sales with a Fortune 500 company, advancing to senior management before transitioning to private lending in 2007.
Brian successfully navigated the financial recession while building a portfolio of over 250 properties and founded a hard money lending company in 2009 that funded more than $1 billion in loans. His hands-on experience includes personally valuing over 10,000 properties, giving him deep market insight that benefits Sound Capital's clients.
Brian has been a valued member of the Sound Capital team for nearly four years, where he leverages his comprehensive understanding of both lending and real estate investment to drive homebuilder financing solutions.
Brian Coffman on LinkedIn:
https://www.linkedin.com/in/briancoffmanaz
Sound Capital's website:
https://soundcapital.com
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Podcast: Available on Apple, Spotify, and all major platforms
YouTube: https://www.youtube.com/@BuilderStraightTalk
Chapters:
00:00 - Introduction
01:05 - Project Costs & Margins
02:10 - Cash Flow, Financing, and Loan-to-Value
04:20 - The Role of Sound Capital
05:20 - Small Builder to Scaling Up
08:10 - Lending Options
13:00 - Trusted Advisor vs. Partner
17:00 - The Draw Process & Avoiding Pitfalls
21:00 - What Makes Sound Capital Different?
25:00 - Scaling Up
32:00 - What Lenders Look For
36:00 - Advice for New and Growing Builders
39:00 - The Big Goal: Funding a Million Doors
41:00 - Final Thoughts