{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Growthitect","title":"How to Win Work Without a Big Portfolio (with Lance Cayko)","html":"","width":"100%","height":180,"duration":2781,"description":"#36: In this episode, I sit down with Lance Cayko, Principal & Co-founder of F9 Productions, F12 Development, F14 Construction, and co-host of Inside the Firm, to tackle one of the biggest myths in architecture: “I need a portfolio in a new market before I can win work there.”Lance shares how he and his partner Alex built F9 from nothing into a vertically-integrated architecture, development, and construction business. We talk about reframing objections, active networking with builders and developers, and why clients don’t really need to “see it first” if you can show them you understand their priorities.This episode is a blueprint for any architect trying to break into a new market or typology without waiting years to “earn” the project first.Follow Lance on LinkedIn: https://www.linkedin.com/in/lance-cayko-1227031a/ Check out F9 Productions: https://f9productions.com/ Subscribe to Inside the Firm Podcast: https://www.insidethefirmpodcast.com/ Watch Lance’s fishing adventures: https://www.youtube.com/@FishingwithLance Work with Tyler: Send the word “Grow” to hello@growthitect.com ⸻What You’ll Learn:(00:39) The common myth: “I need a case study project first”(01:11) How F9 Productions started with zero built work and modeled everything as if it were built(02:39) Why you don’t need all your principles figured out from day one(04:04) How to uncover and address client objections (and what Lance learned from his realtor wife)(06:01) The sales pitch that won F9 its first duplex project(07:21) Why reassuring clients about your process matters more than pretty pictures(09:34) F9’s evolution into F12 Development and F14 Construction(11:27) Getting comfortable saying “I don’t know” (and leaning on experts)(12:25) How strategic partnerships with contractors accelerate learning new typologies(13:23) Getting out of the architect silo to learn from other industries(15:41) The biggest myth: clients must “see it” before hiring you(16:11) Why you must find their real...","thumbnail_url":"https://img.transistorcdn.com/vrZEnTJgTYyr60E_GIoOUN4YACnIsY99JE3mBLzC2tI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS80YzU4/NzNkNGJjOGFiYTZh/YTVlOGJmNDVmYjVl/ZGQ4Yy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}