The Construction Leadership Podcast with Bradley Hartmann: Recent Episodes
Bradley Hartmann
On The Construction Leadership Podcast, Bradley Hartmann (author of 12 construction-focused books and founder of the consultancy, Hartmann & Co.) interviews leaders throughout the industry to share ideas and insights to help you lead more effectively.
Episode 397 features an all-star lineup of leaders sharing their wisdom and experience from a recent training event held by Bradley Hartmann & Co.
The panel includes:
- Brent Hull of Hull Works
- Matthew Schmidt of PulteGroup
- Andrew Cooper of Toll Brothers
- Bobby Krueger of The Krueger Group
- Adam Lingenfelter of Lingenfelter Custom Homes
- Dave Reichert of Davis-Hawn Lumber and Architectural Millworks
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
In episode 396 of The Construction Leadership Podcast, Dr. Felix Oberholzer-Gee joins the show to discuss his book, Better Simpler Strategy and the simple, yet powerful concept of The Value Stick,
Felix is the Andreas Andresen Professor of Business Administration at Harvard Business School. An award-winning instructor, his academic work and consulting are focused on competitive strategy and the effects of digital technology on corporate performance. His research has been profiled by the Financial Times, New York Times, and Wall Street Journal, among others.
Oberholzer-Gee teaches competitive strategy in the Harvard Business School MBA program and in executive education courses. Felix is also cohost of the popular TED podcast After Hours.
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
In episode 395 of The Construction Leadership Podcast, Jessica Herrala of Buildots joins the show to discuss how artificial intelligence (AI) is improving the construction process through better communication and progress tracking.
Jessica is a strategic thinking veteran of some of the most well-known brands in construction: Lend Lease, Skansa, Walsh, and Clayco. Jessica and I talk about the insights she's earned throughout her career within those large firms and why she joined Buildots to help them build better—from the other side of the desk.
Buildots takes the construction design and schedule and then incorporates real-time videos through the use of a GoPro 360 mounted on hardhats. Add on a layer of AI to sync it all up and Buildots promises to construct "one central platform connecting all aspects, connecting you straight to reality . . . it's a comprehensive and automatically consolidated dashboard with all sites’ data means you see exactly what’s happening and what’s not."
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
Episode 394 features an all-star trio competing in our fifth Construction Leadership Game Show:
- Colby Chandler, Sales Manager at Cassity Jones Building Products
- Meloni Raney, CEO of TEXO Association
- Kevin Carey, CEO of Mountain Mover Facades and host of the 17Twenty Podcast.
Among other relevant insights that can help you become a better manager and leader, these leaders share their favorite leadership movie and identify which job site tool best describes their leadership style and explain why.
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
In episode 393, Human Resources expert Joel Stevens joins returning guest / movie guru Matt Potter (ep. 302: Elf, 233: Glengarry Glen Ross, 173: Tommy Boy) to break down the key leadership scenes in the 2009 film, Up In The Air, which earned six Acadamy Award nominations.
Here's IMDB's storyline: Ryan Bingham (George Clooney) enjoys living out of a suitcase for his job, travelling around the country firing people, but finds that lifestyle threatened by the presence of a potential love interest (Vera Farmiga), and a new hire (Anna Kendrick) presenting a new business model.
As tech companies continue to lay off workers due to the pandemic era hiring frenzy and Artificial Intelligence, construction firms grapple with rightsizing headcount amidst high interest rates and years of "we need everyone we can get!" Into this business climate, Joel Stevens (a proper HR exec with Operations experience), Matt Potter (a walking HR violation waiting to happen), and Bradley Hartmann (host, small business owner struggling with the needs of a growing team) discuss the relevant scenes in the film that can help you become a better manager and leader.
You can view clips from this episode on our YouTube channel: https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
In episode 392, Bill Ness, founder of 55places.com, joins The Construction Leadership Podcast to share his journey from new home sales consultant at Del Webb to launching the premier destination for active adults searching for a new home.
Bill Ness discusses:
- His initial steps from original insight to early implementation
- The sales pitch that changed his life
- Challenges and opportunities to delivering value online
- And much more
55places.com is exclusively dedicated to serving the 55+ community. The company tracks the 55+ housing market and matches vistor's lifestyle to their next home. 55places.com has nurtured an extensive network of specialized agents for 55+ buyers, sellers, and renters.
https://www.55places.com
You can view clips from this episode on our YouTube channel: https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
In episode 391, Wes Palmisano joins The Construction Leadership Podcast from New Orleans to talk about how renegade thinking drives revolutionary results.
For over a decade, Wes has pursued a new vision of the construction industry through his collective of brands and initiatives. Wes launched Palmisano Construction in 2013 with 11 team members and the company’s signature renegade style and cultivation of a culture where everyone could make and break the mold.
With the company’s success and growth in subsequent years, Wes pushed the envelope further. Over the following decade, WJP’s strategy continued to evolve through new ventures in construction, investment, innovation, leadership cultivation, and real estate development—pursuing a vertical integration of service offerings that influence the construction lifecycle and continue applying its renegade approach.
Growing his small team to over 260 people, Palmisano Construction looked to align its name with its visionary ethos—rebranding as RNGD and expanding its presence to new markets: Nashville, TN and Huntsville, AL.
As a New Orleans native, Wesley grew up in a construction family. Inspired by their commitment to service—beginning with his grandfather, WWII veteran and founder of W.J. Palmisano Contractors, Warren Palmisano Sr.—Wesley looked to follow in their footsteps with his own vision. He earned a four-year Construction Management degree in three years at Louisiana State University, graduating Summa Cum Laude. Before launching WJP, he directly applied his background, education, expertise, and unique insight to over a decade of work, building and managing large-scale construction projects.
https://rngd.com
You can view clips from this episode on our YouTube channel: https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.
If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.
If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.
Brad Jacobs is venturing into building materials distribution with a new firm branded QXO. His initial forecast is $1B in revenue in Year 1 and at least $5B within three years. How, you may ask, does he plan to do that? Well, he wrote on book on it, humbly titled, How to Make a Few Billion Dollars, which I would absolutely recommend to a friend.
Upon hearing the news, Jon Vaughan and Bradley Hartmann dropped what they were doing and bought the book, listened to eight hours of past Brad Jacobs podcasts, and spoke to leaders in the freight industry who knew Brad back in 2011 when he ventured into that industry.
Then Jon and Bradley got together to talk about what they learned, what they think will happen, and what you need to know.
Below is an edited transcript of QXOs announcement:
After a comprehensive year-long search, Brad Jacobs announced his intention to create a market leader in building products distribution — an industry with approximately $800 billion in annual revenue between North America and Europe. The company will be called QXO, Inc. On December 3, 2023, Jacobs Private Equity entered into an investment agreement with SilverSun Technologies, Inc. (Nasdaq: SSNT) in which they will invest $1 billion in cash. Upon the closing of the equity investment, SilverSun will be renamed QXO. JPE will become QXO’s majority stockholder, and Jacobs will become the company’s chairman and chief executive officer. QXO will become a standalone platform for Jacobs’ new venture following the spin off of the existing business to SilverSun stockholders.
QXO's StrategyQXO plans to create a tech-forward industry leader in the building products distribution industry through accretive M&A and organic growth, including greenfield openings, with the goal of generating outsized stockholder value. Distributors of building products offer materials, finished goods, value-added solutions and expertise to a broad range of customers across residential, nonresidential, industrial and infrastructure end-markets. Their products are used extensively in new construction and in repair and remodeling. Key categories include access control, construction supplies, doors and windows, electrical components, fencing and decking, HVAC, infrastructure, landscaping, lumber, plumbing, pools, roofing, siding and water, among others. QXO expects to achieve a revenue run-rate of at least $1 billion by the end of year one, at least $5 billion within three years, and tens of billions of dollars over the next decade. QXO’s scale should elevate the customer experience, increase sales force effectiveness, and enable margin expansion. The industry’s nascent use of technology, particularly AI and B2B e-commerce, represents a compelling opportunity for tech-focused entrants. According to industry data, the percentage of industry revenue derived from e-commerce is currently only mid-single digits, and this share is expected to triple by 2030. Additional types of tech adoption by distributors have the potential to be transformative through price optimization, demand forecasting, warehouse automation and robotics, automated inventory management, route optimization for delivery fleets, supply chain visibility, and end-to-end digital customer connectivity. QXO’s strategy anticipates that these drivers, among others, will be central to the company’s goal of outsized stockholder value creation.
The Market OpportunityThe building products distribution industry is highly fragmented, with approximately 7,000 distributors in North America and 13,000 in Europe, according to industry observers. The industry has generated compound annual revenue growth of 7% over the last five years, based on industry data, and continues to benefit from powerful secular growth drivers for building products distribution in the residential, nonresidential and infrastructure sectors. For example, industry reports estimate that the current supply of US homes is 3 million units short of demand, potentially creating long-term tailwinds for both new construction and the repair and remodeling of aging homes. In the nonresidential sector, long-term demand is expected to be driven by growth across multiple industrial and commercial verticals, according to industry sources. Infrastructure should benefit from the widely reported need for repair or replacement of America's public transportation, utility and communication systems, among others. These market dynamics, together with the fragmented nature of the industry, offer a significant opportunity to unlock growth potential through scale and technology. National distributors can serve large customers across multiple geographies and project types with standardized efficiencies, providing consistent, data-driven customer services across a broad operating scope. Additionally, a scaled technology ecosystem can expand the array of value-added services offered to customers, such as jobsite visibility into product consumption, digital configuration tools for custom ordering and tracking, and virtual design capabilities that interface with product order flow.
Track Record Brad Jacobs has completed approximately 500 M&A transactions in his career, and built five multibillion-dollar, publicly traded companies to date: XPO, Inc. (NYSE: XPO), one of the largest providers of less-than-truckload services in North America; GXO Logistics, Inc. (NYSE: GXO), the largest pure-play contract logistics provider in the world; RXO, Inc. (NYSE: RXO), a leading tech-enabled freight brokerage platform; United Rentals, Inc. (NYSE: URI), the world’s largest equipment rental company; and United Waste Systems, Inc., the fifth largest U.S. waste management company at the time of its sale. Each of these companies has a history of attracting world-class talent, establishing advantages through technology, and scaling up through accretive capital allocations for M&A and organic growth. This decades-long track record should position QXO to acquire exceptional businesses, integrate them effectively, improve margins and generate high returns on capital.
You can view clips from this episode with Jon Vauaghn on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
In episode 389, Steve Swinney, CEO of Kodiak Building Partners, joins the show. Steve and Bradley discuss how Kodiak integrates new companies following an acquisition, how to develop trust with authenticity, intention, and speed—and how Steve would improve the long-standing culture of mediocrity within the greatest NFL franchise of all-time, the Chicago Bears.
As CEO of Kodiak Building Partners, Steve is responsible for the overall vision, strategy, and execution of Kodiak’s business plan. Steve brings over 25 years of acquisitions and private equity-backed venture expertise to the founding and operations of Kodiak.
Before the founding of Kodiak, Steve was a VP with ProBuild Holdings, where he created the organization to support the company’s mergers and acquisitions, financial analysis, investor relations, budgeting, and long-range planning functions. Before entering the building materials industry with ProBuild, Steve worked at First Data/Western Union as the Director of Finance.
Steve is a CPA and earned his undergraduate degree in Accounting at Abilene Christian University and his MBA in Finance from the University of Texas at Austin.
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
In episode 388, Amber Percival joins the Construction Leadership Podcast to discuss the recent sale of her second generation hearth distribution business, Urban Hearth, based on Perth, Ontario. Amber candidly shares insights on her negotiation tactics, concessions, mindset during the 1.5-year process, the challenges of secrecy among the people in the business she cared about most, and how her core values were tested until the deal closed.
Amber and I close this episode with strong reminder to ensure those leaders in your network feel seen and heard—that they understand they are not alone—before Amber critiques Hartmann's recent indoor plant-buying choices.
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Canada Suicide Crisis Lines
- 911 is the national emergency number in Canada.
- 988 is the suicide crisis helpline. It can be reached 24/7 by call or text in both English or French.
- Kids Help Phone (https://kidshelpphone.ca/) is a free 24/7 national support service that provides confidential professional counselling, information, referrals and volunteer-led, text-based support to young people in both English and French.
- Talk Suicide Canada can be reached 24/7 at 1–833–456–4566 or 45645 (Text, 4 p.m. to midnight ET only) (https://talksuicide.ca/) nationwide suicide prevention service.
You can view clips from this episode on our YouTube channel
- https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention.
In episode 387, journalist Hamilton Nolan joins the show to talk about his new book, The Hammer: Power, Inequality, and The Struggle for the Soul of Labor.
Hamilton Nolan is a labor journalist who writes regularly for In These Times magazine and The Guardian. He has written about labor, politics, and class war for The New York Times, the Washington Post, Gawker, Splinter, and other publications. He was the longest-serving writer in Gawker’s history, and was a leader in unionizing Gawker Media in 2015. Hamilton is a proud member of the Writers Guild of America, East. He lives in Brooklyn.
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention.
In episode 386, Farrell Middleton joins the show to talk about his home building career and the insights he's learned along the way regarding management, leadership, and how to navigate the Bell Curve of Life.
After a successful 36-year career in production homebuilding, Farrell moved into his long-awaited second career as a teacher, mentor, life coach, and guide. The Bell Curve of Life is his unique teaching, coaching, and mentoring program that focuses on circumstances that people find themselves in on a routine basis, both personally and professionally.
His goal is to work with business owners and leaders and their staff members to create healthier and more productive professional environments. This is achieved by focusing on positive attitudes, effective use of time, improved problem solving ability, and enhanced team dynamics. The results will be greater productivity, stronger employee engagement and retention, and better customer service - internal and external.
Thank you for listening!
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention.
In episode 385, David Ling, President of Beisser Lumber in Iowa joins the show to talk innovation, continuous improvement, and the value of an outside perspective. And! As we anticipate Super Bowl LVIII between the 49ers and the Chiefs (please win, Niners, please . . .), David shares a unique and engaging way Beisser Lumber brought the construction industry and the local high school football scene closer together.
Thank you for listening!
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
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In episode 384, Mario Hernandez, Director of Business Planning Analytics at PrimeSource Building Products—hosting us all in their PrimeSource Studios in Dallas!—is joined by Jamie Dabbs, Vice President of Safety, Health & Environmental at TDIndustries, Inc., and Stewart Shurtleff, Chief Legal Officer of Osburn Contractors and host of the 17Twenty Podcast.
These men will battle it to provide the most insightful and entertaining leadership responses to the only game show focusing on construction leadership on the planet.
Thank you for listening!
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
In episode 383, we dig deep into the archives to retrieve what was thought to be lost: An epic 2018 interview with a pair of construction industry superstars, Fred Perpall and Meloni Raney.
As CEO of The Beck Group, Perpall leads the firm’s global architecture, planning, real estate consultancy, and construction businesses. He began his career in design and construction in 1996. Two decades later, the American Institute of Architects elected him into its prestigious College of Fellows.
In 2023, Fred Perpall became the 67th president of the United States Golf Association (USGA). He is the first African American and Texan to serve in this role and is proud to expand and nurture diversity and inclusion in the game.
“We talk too much about what separates us and not enough about what unites us. In golf, we’re a community,” said Perpall. “When we lean in together, when we include more people in the game, not only will the game get better, but our lives will get better, too.”
A native of Nassau, Bahamas, Perpall played on the 1994 Bahamian National Basketball Team. He moved to the U.S. to attend the University of Texas at Arlington, earning a Bachelor of Science and a Master of Architecture. He is also an alumnus of Harvard Business School’s Advanced Management Program and is a former Americas Fellow at Rice University’s Baker Institute.
Meloni Raney (AIA) is President and CEO of TEXO, The Construction Association. TEXO is the largest commercial contractors association in Texas and the largest affiliated with both the Associated Builders and Contractors (ABC) and the Associated General Contractors of America (AGC).
TEXO provides innovative programs, quality services and strategic alliances for contractor and industry members doing more than $9 billion of work annually in North and East Texas. one of the largest construction associations in the country.
Meloni is a University of Oklahoma graduate who earned a degree in Architecture along with a minor in Construction Management. Meloni attained her architecture license while working at The Beck Group.
View clips from past episodes on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
In episode 382, Bradley is joined by Ray Hayles, Co-Owner of Walker Lumber & Supply in Nashville. Ray shares his remarkable journey from the gridion of SMU, to buying out his father's company, growing it, and then selling it . . . only to find the financial independence he was searching for all along didn't bring him fulfillment. The search for camaraderie and the opportunity to serve led him to a surprising place—as it was for Ray's brother-in-law, a tenured Goldman Sachs leader, who joined Ray: Walker Lumber & Supply.
Buckle up, you are in for a treat. Thank you for listening!
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
In episode 381, Bradley is joined by Nick Milestone, Director at Mercer Mass Timber. They discuss Nick's transition from steel to mass timber construction, which was driven by the desire to build on his grandfather's legacy, and an openness to exploring new avenues in construction. Nick also identifies key disruptions in the construction industry, including the shift towards prefabricated components, the emergence of BIM (Building Information Modeling), and the growing adoption of offsite construction methods.
You can view clips from this episode on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
In episode 380, Jon Vaughan returns to the show to discuss leadership and management fundamentals to help you in 2024 through the lens of sport.
Jon and Bradley discuss Iowa football and the sad, unsurprising conclusion to the saga featuring Offensive Coordinator Brian Ferentz (son of legendary Head Coach Kirk Ferentz). Since recording this episode, Iowa lost their bowl game to Tennessee, 35-0.
Jon also shares insights on developing young talent and lessons drawn from the PGA-LIV Golf merger.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
In episode 379, Bradley shares a trio of insights delivered by one of his mentors, Charlie Munger. Charlie was Warren Buffett's longtime #2 at Berkshire Hathaway. Munger passed away on November 28th, at the age of 99.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
In episode 378, Bradley is joined by John Perna, CEO of Hamilton Building Supply. They discuss John's perspective on talent acquisition, fostering innovation, and maintaining a positive work culture despite the challenges of the construction industry. John shares how Hamilton Building Supply manages to balance ambitious goals while ensuring a fun work environment.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
For more info: The Construction Leadership Podcast
Follow us on Instagram: instagram.com/bradleyhartmannandco/
Subscribe to our YouTube Channel: Bradley Hartmann & Co.
In episode 377, Bradley is joined by Tyler Berns, Partner at Birch Construction in Dallas, Texas. Berns recounts his journey in the construction industry, beginning with his mentor's advice which led him to specialize in pre-construction. Despite initially dismissing business development, he eventually embraced it as an integral part of the industry. He and Bradley also discuss the importance of learning to say no to certain opportunities to focus on those that better align with the company's strengths and priorities.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 376, Bradley is joined by Matt Semonik, a former Marine Corps platoon leader and current Chief Operating Officer at Arnold Lumber. Matt shares insights from his military experience, including leadership lessons he learned such as the importance of loyalty, self-improvement, and trust-building. He explains why hiring based on culture is more important than technical expertise. Matt also advocates for a data-driven approach to decision-making.
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In episode 375, Bradley is joined by Aaron Witt, BuildWitt's CEO and Chief Dirt Nerd. They discuss the art of shaping a conversation and the challenges faced when conducting interviews. Witt delves into the Dunning Kruger effect, which describes the initial overestimation of one's abilities followed by a realization of their limitations as they gain experience. He also shares how to create better posts on social media simply by posting everyday.
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Aaron Witt Instagram - https://www.instagram.com/aaronwitt/
Aaron Witt LinkedIn - https://www.linkedin.com/in/aaronwitt/
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In episode 374, Bradley is joined by Dre Baldwin, Author, CEO and Founder of Work On Your Game, Inc. Dre shares personal insights about his own journey as a professional basketball player, highlighting the value of persistence and consistency. He stresses the significance of creating a structured approach to achieve discipline, rather than relying solely on motivation. Dre also discusses the challenges individuals face that can hinder progress.
Dre Baldwin: The Third Day Free Book Download
Free Training by Dre Baldwin
Dre's text number to receive his FREE #MondayMotivation text - 1.305.384.6894
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In episode 373, Bradley is joined by Sean Shields from the Structural Building Components Association (SBCA) as they pay tribute to the late Jerry McCaughey, the visionary founder of Entekra. They reflect on Jerry's forward-thinking and his role as an evangelist for off-site construction methods. Also, Bradley and Sean discuss the distinction Jerry made between being a solution provider and a manufacturer, emphasizing the importance of controlling the entire building process for maximum efficiency and structural integrity.
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In episode 372, Bradley is joined by Dr. Anthony Perrenoud, the Chair and Associate Professor of the Construction Management Department at Boise State University. Dr. Perrenoud discusses the disconnect he sees between some leadership books and practical application. He emphasizes the importance of situational leadership and the value of case studies. Drawing on his experience as a high school football referee, Dr. Perrenoud highlights how leadership styles can impact the entire team and community.
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In episode 371, Bradley discusses the history of weather forecasting during World War II, emphasizing the importance of accurate predictions in decision-making. He explains the Brier score, named after Glenn Brier, as a measure of the accuracy of forecasts. Bradley encourages leaders to document predictions, assign confidence intervals, review their accuracy, and adjust predictions accordingly. He provides an example of applying the Brier score to sales pipeline management for improving decision-making in business.
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In episode 370, Bradley shares stories of successful negotiations, including the New York Yankees acquiring Babe Ruth, Red Auerbach drafting Larry Bird, and Bobby Bonilla's deferred payment deal. However, the most remarkable negotiation involves the Silna brothers, who secured a lucrative deal with the NBA without even owning a team. Bradley emphasizes the importance of thoughtful preparation and surplus concessions in any negotiation.
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This episode is brought to you by the 2024 Bradley Hartmann & Co. Sales Fundamentals Workshop. For more information go to salesfundamentalsworkshop.com
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In episode 369, Bradley is joined by a special co-host Corbin Rinehart, WindsorONE Business Development Manager. They talk with Lyndsey Fry, Olympic USA Women's Hockey medalist and Arizona Coyotes Color Analyst. Lyndsey emphasizes the importance of understanding your values and need for a balanced life, and how her LEWP Framework can help. L - Love what you do. E - Energize yourself daily. W - Change the world with what you do. P - Find Peace with what you do. She also illustrates how understanding your goals and being willing to make sacrifices is crucial for success.
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In episode 368, Bradley is joined by author, speaker, coach Rich Horwath. They discuss Hortwath's new book Strategic, which will be released on November 7th. When it comes to assessing a team's understanding of strategy, Rich recommends measuring both knowledge and behaviors. A strategy survey can help assess knowledge about the market, customers, competitors, and the company. He introduces the Strategic Quotient (SQ) to measure how well individuals think, plan, and act strategically. Rich also discusses how we need to build our strategic fitness - strategy, leadership, organization, and communication.
Learn more and pre-order Strategic at strategic-book.com
Special Bonus if you buy the book in quantities of 10 or more for your team - you'll receive:
- 3 months of free strategy espresso delivered to your inbox each day
- The Strategy Vault resource center loaded with strategy resources
- Discussion guide
The Strategy Quotient is available at strategyskills.com
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In episode 367, Bradley emphasizes the importance of 5 principles in leadership that can serve as a guide for making decisions and leading effectively. 1. You are owed nothing 2. Deliver value first 3. It's not about you 4. Give credit 5. Take blame
He explains how he created the leadership die with these affirmations as a tool to help leaders remember and apply these principles in their roles.
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In episode 366, Bradley is joined by speaker and author Scott Jeffrey Miller. They discuss Miller's new book, The Ultimate Guide to Great Mentorship. Miller shares insights from his own mentoring experiences emphasizing the roles of "revealer," "validator," "challenger," and "celebrator" in effective mentorship. He also highlights the value of adapting mentorship styles to individual needs and preferences.
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In episode 365, Bradley is joined by Joe Jouvenal, Chief Administrative Officer at McCarthy Building Company. They discuss the rich history of McCarthy and how they had to evolve over the years. Joe reveals the way the company strives to make construction a fun industry to work.
Jouvenal also explains the significance of the Texas-shaped bell in their Dallas office and why McCarthy only has a few Core Values.
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In episode 364, Bradley is joined by 3-time NBA champion, entertainer, and Co-Founder & CEO of Partanna, Rick Fox. They discuss Partanna's focus on innovative concrete and building materials with reduced carbon emissions. Fox also emphasizes the importance of sustainable construction practices and their unique approach to carbon-negative concrete production.
In addition, Fox shares the leadership principles he learned while playing with basketball legends Dean Smith, Red Auerbach, Kobe Bryant, and Shaquille O'Neal.
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In episode 363, Bradley discusses the idea of avoiding stupidity and making wise choices in various aspects of life, including sports, business, and entertainment. He examines how certain organizations like Berkshire Hathaway prioritize avoiding mistakes over seeking brilliance. Bradley also highlights the increasing involvement of the NFL and other sports leagues in gambling advertising and the potential negative consequences, such as player involvement in gambling and its impact on the integrity of the sport.
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In episode 362, Bradley is joined by Author of Inside Out Empathy Erin Thorp. They discuss her background, including her upbringing in rural Canada and the Alaskan Bush, her experiences in the construction industry, and transition into coaching and leadership training. Erin emphasizes the importance of empathy in leadership, particularly in the construction industry, and the need for leaders to adapt and become more empathetic.
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What do William Wallace, Maverick from Top Gun, and Kirby Puckett have in common? Find out on the latest episode of The Construction Leadership Game Show!
On The Construction Leadership Game Show, leaders from different segments of the construction industry compete to share ideas and insights, while fighting for valuable points. This episode features Tim Rethlake of TRaction Coaching, Bobby Krueger of The Krueger Group, and Mark Scherer of Scherer Bros. Lumber Company.
You can also view this episode on our YouTube Channel - https://www.youtube.com/watch?v=L_Px6qldElI
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In episode 360, Bradley examines best practices for building trust with Hispanics in the workforce. Are we doing enough to embrace cultural differences and build community, which in turn reduces turnover? Bradley looks at how a financial tool like Ualá can help you connect with your Hispanic workforce to begin building that trust and help employees keep more money in their pockets.
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In episode 359, Bradley is joined by Jacob Monty of Monty & Ramirez LLP. They discuss practical solutions for recruiting, training, retaining, and building trust with the Hispanic workforce. Jacob provides a common-sense framework for discussing immigration in a way that sets aside political discourse in exchange for a candid talk about this important demographic driving the current and future growth of the construction industry.
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In episode 358, Bradley emphasizes that learning and pronouncing people's correct names can build trust and show that leaders care about their employees. He also introduces the La Jolla and Burrito rules to help you with Spanish pronunciations.
Download the PSA Hispanic Name Pronunciation Guide Here
(password: hartmann)
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In episode 357, Bradley welcomes author and entrepreneur Kevin Carey. They discuss his new book, Mountain Mover Manual and delve into topics including rejuvenation, setting goals, and personal growth. Kevin shares his personal journey and transformation from a focus on materialistic goals to realizing the importance of balance in life. He discusses the significance of finding one's purpose and emphasizes the need to align personal values with daily actions.
Bradley and Kevin also give their Bears predictions for the upcoming NFL season.
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In episode 356, Bradley is joined by Tony Stewart, President at Lease Crutcher Lewis. Tony explains the idea of structuring his career journey in quarters, like a football game. He introduces an equation for building trust (T = C² + R + I / S), explaining how compatibility, credibility, reliability, intimacy, and self-orientation contribute to trust.
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In episode 355, Bradley is joined by Dr. Darryl Stickel, author of Building Trust: Exceptional Leadership in an Uncertain World. Darryl shares his unique perspective on trust and leadership shaped by the challenges he faced growing up in Fort St. John, Canada. Unlike traditional models, he emphasizes the importance of benevolence and genuine care in leadership, helping individuals and organizations foster trust for better collaboration and success.
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In episode 354, Bradley is joined by branding expert Rita Clifton. The Financial Times identifies her simply as “The Brand Guru,” and Queen Elizabeth awarded her the distinction of the Commander of the Order of the British Empire, which is one step below knighthood / damehood. Rita has previously served as Vice-Chair and Strategy Director at Saatchi & Saatchi, London CEO and Chair at the global brand consultancy Interbrand, and was a co-founder of the global consultancy BrandCap.
Rita Clifton book Love Your Imposter on Amazon
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In episode 353, Bradley is joined by Brian Blevins, Sr. Director of Analytics at PrimeSource. They discuss Brian's background in analytics and how it can benefit the construction industry. Brian highlights the importance of understanding the 'why' behind analytics and how a company's reach and customer base can make analytics very valuable.
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In episode 352, Bradley introduces three recommended pieces of content - an article about James Cameron's successful movies and his attraction to difficult challenges, a podcast called "Invest Like the Best" with Patrick O'Shaughnessy, featuring a conversation with Daryl Morey on negotiation and post-agreement deal improvement, and a book titled "The Psychology of Money" by Morgan Housel, which explores the impact of personal experiences on financial decisions. As a bonus, Bradley shares a few television shows he's been watching.
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In episode 351, Bradley is joined by Steve Jones, author of The Twin Thieves: How Great Leaders Build Great Teams. They discuss the concept of "Twin Thieves," the fear of failure and the fear of judgement. To demonstrate this theory, Bradley shares a great story about NBA greats Shaquille O'Neal and Wilt Chamberlain and their efforts to improve free-throw shooting. Steve also explores the idea of finding joy in others' success, and reframing mindsets that expect immediate recognition and rewards.
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In episode 350, Bradley is joined by Martin Pettigrew, CEO of Monarch Roofing and Mike Goldenstein, Chief Revenue Officer of Roofle. They explore the intersection of technology, creativity, and leadership in the construction industry. Mike discusses Roofle's mission to leverage technology to create a seamless buying experience.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 349, Bradley discusses the closure of Entekra, an offsite construction company, and its implications for the construction industry. Despite Entekra's success in other parts of the world, Hartmann explores five reasons (plus a bonus) for their failure in the United States, including rising interest rates, declining productivity in the construction industry, and profitability concerns.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 348, Bradley is joined by Catherine Wheeler, founder of Pivot One-Eighty. Catherine shares her insights on topics such as upskilling employees, involving employees in their career conversations, and making strategic moves that benefit both the organization and the employee. She also introduces a successful initiative called "summer camp" where directors from different business units shadow each other and share best practices.
Listen to Catherine's first appearance on the podcast on Episode 81.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 346, Bradley is joined by Ross Theilen, Vice President of Distribution at Weyerhaeuser. They discuss the challenges and opportunities of working in a large company, as well as the potential for innovation and risk evaluation. Ross emphasizes the importance of delivering value to dealers and vendors, while highlighting the evolving nature of the value they provide.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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I know you've been anxiously waiting but the time has come. Episode 2 of The Construction Leadership Game Show is here!
On The Construction Leadership Game Show, leaders from different segments of the construction industry compete, to share ideas and insights, while fighting for valuable points. This episode features Mike Barrett of Barrett Homes, Abhi Singh of LMS Strategies, and Nathan Marsh of V & M Development.
This episode is available on our YouTube Channel -https://www.youtube.com/watch?v=fQ3TRvMDJA4
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 345, Bradley is joined by Clara Collins, Operations Manager at S.W. Collins. Clara shares her experiences working in the family business and the value of cooperative education. She emphasizes the importance of studying real businesses and understanding different aspects of management. Clara tells a story about a stapler to illustrate the importance of standardization in operations.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 345, Bradley dives into the topic of negotiation, emphasizing its relevance in personal and professional lives. He stresses the need for consistent frameworks and mental models to negotiate better. Drawing from his experience in the construction industry, Bradley explains the significance of negotiation in business partnerships and the value of trust and strong relationships.
Bradley also emphasizes the importance of adaptability and flexibility in negotiations and offers five rules and insights on developing a negotiation mindset.
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 344, Bradley is joined by Custom Patch Hats co-founders Scott Alexander and Brian Cox. They discuss how the company's rapid growth has been fueled by focusing on high quality products and developing a fun company culture. Scott and Brian also reveal the origins of Custom Patch Hats and how they began working together. They share some of the details on the steps they take to provide positive customer experiences.
This episode is brought to you by The OSR Academy - give us 12 months and we'll develop your sales rookie into a sales pro. Accepting reservations for Cohort II now!
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You can also view clips from this episode on our YouTube Channel
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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As we look forward to OSR Academy Cohort 2, Bradley explains why the 12-month development program for construction sales professionals could be a fit for you and your organization. He also introduces the concept of the hero's suffering in storytelling and its application in sales, emphasizing the importance of understanding the customer's pain and quantifying its value before presenting a solution.
This episode is brought to you by The OSR Academy - give us 12 months and we'll develop your sales rookie into a sales pro. Accepting reservations for Cohort II now!
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In episode 341, Bradley is joined by Robson Pritchett, a project manager at Spartan Group and co-founder of a camouflage company Hoot. They discuss Robson's unique name and it's ties to soccer. Robson also explains the origin of Hoot as a hunting brand and how he and the founders were inspired by the idea of creating unique camouflage patterns based on natural animal camouflage rather than traditional tree and bark patterns. He shares his journey of starting a clothing brand, the importance of relationships and networking, and the balance between ambition and patience in pursuing entrepreneurial ventures.
This episode is brought to you by The OSR Academy - give us 12 months and we'll develop your sales rookie into a sales pro. Accepting reservations for Cohort II now!
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 340, Bradley shares his personal experience of being involved in a lawsuit. He discusses his three-pronged defense strategy, which includes the "shaggy defense" (denying involvement), the "Chewbacca defense" (confusing the jury), and the "Joanne Galloway defense" (objecting strenuously). Bradley also emphasizes the importance of having a personal board of directors comprised of trusted individuals from different areas of expertise, such as legal, financial, personal, medical, sales, design, leadership, and general business.
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In episode 339, Bradley is joined by Eric Anderton, a construction industry expert and host of the "Construction Genius" podcast. They discuss Eric's background, sales experiences, and his book "Construction Genius." They explore sales and marketing in construction, understanding target audience and pain points, and the concept of an aspirational hourly rate for effective time management. Eric emphasizes setting realistic standards, training employees, and delegating tasks. They also discuss defining roles, the "EAR" framework of leadership (Encouragement, Accountability, Recognition), and the importance of communication and talent evaluation.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 338, Bradley is joined by Steve Chesin, owner of Carpets N More. They discuss Steve's journey into the flooring business, from relocating from Minnesota to Las Vegas where he started his own company at the age of 18. Steve shares many of the lessons learned along the way about perseverance, adaptability, and maintaining positive customer relationships.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 337, Bradley shares an excerpt from his upcoming book, Yes Fear Works, But There's a Better Way and examines Nike's early strategy in becoming a leader in basketball shoe sales, focusing on the role of Sonny Vaccaro. Vaccaro's tactics, such as paying coaches to wear Nike shoes, helped the brand gain prominence in the market. Bradley emphasizes the significance of strategy and its alignment with tactics to achieve objectives and points out the consequences of a lack of strategy in the Nike-Vaccaro partnership, leading to backlash.
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Read Bradley's Blog on how Sonny Vaccaro changed Basketball Forever: https://www.bradleyhartmannandco.com/blog/gc93tztiagw56t0538l3t7hyalwmoe
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In episode 336, Bradley is joined by Implementation Lead, Jason Amador-Locher and Director of Implementation, Jennifer Hoops from Higharc. They discuss the challenges in homebuilding, including communication issues and the need for improved collaboration. Higharc's centralized source of truth is highlighted as a crucial factor in improving the homebuilding process as it helps to streamline processes by reducing errors.
Also, back by popular demand, The First Four!
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In episode 335, Bradley is joined by Tom Hutton, a 33-year old Australian college football player at Oklahoma State University and Dr. Heather Yates, Department Head at OSU. Tom recalls how his journey began when he discovered an article about a 38-year-old receiving a football scholarship in the U.S., which inspired him to pursue the opportunity. He shares the challenges he faced as an Australian player transitioning to American football, and the importance of communication and adaptability in both football and the construction industry. Bradley, Tom, and Heather dive into the significance of effective communication, simplicity, and kindness in leadership, as well as the need to adapt to cultural differences.
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In episode 334, Bradley is joined by Paul Levin, Vice President/Director of HS&E at Sundt Construction. Paul explains how Sundt took a different approach to safety on the job site and developed the concept of STCKY (Stuff-That-Can-Kill-You) and non-STCKY incidents.
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In episode 333, we revisit a conversation Bradley had with Emily Brown, Vice President of Learning & Development at McCownGordon Construction. Bradley and Emily discuss the importance of getting the right people into the right roles while understanding what motivates employees to engage them in their work. Emily emphasizes the importance of focusing on employee strengths but also developing areas that need improvement. She also suggests methods of providing constructive feedback while addressing weaknesses.
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In a very special ground-breaking episode, Bradley brings the FIRST construction industry game show to the masses! On The Construction Leadership Game Show, leaders from different segments of the construction industry compete, to share ideas and insights, while fighting for valuable points. The premier episode features Mark McNabb of CertainTeed, Don Dyson from Contract Lumber, and Matt Butzier of Palmer-Donavin.
This episode is available on our YouTube Channel - https://youtu.be/bajh4adWC
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In episode 331, Bradley is joined by Chase Hackner, Sales Manager at Paradigm Estimates. They discuss the challenges and opportunities of takeoffs in the construction industry and highlight the paradox of spending too much time on takeoffs, which can limit productivity and profitability. Chase emphasizes the importance of knowing what's in the takeoff and being educated about the project, but also being open to alternative approaches.
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In episode 330, Bradley is joined by Texas A&M Professor Randy Birdwell. Randy discusses the importance of teaching critical thinking, verbal and written communication skills to students, especially in the context of construction and labor issues.
A pair of Birdwell students are also pressed into action on this episode. Former student and co-owner at RM2 Developments, Ragen Martinek and current student Addison Thompson describe how they have benefited from Birdwell's teaching style.
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In episode 329, Bradley shares a recent clip from the "The Prof. G Podcast," featuring Scott Galloway, a marketing professor at the NYU Stern School of Business and founder of Section Four. Scott discusses the market impact of Home Depot's recent earnings call. Bradley also explains a three-question framework to help you make better decisions.
With this year's introduction of the NSAA, the National Sales Analytics Association, Bradley reveals how he and a team of experts are creating a construction index by aggregating data from publicly traded companies, visualizing it, and using it to help make better decisions.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
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In episode 328, Bradley is joined by Scott Peterson, CEO of Interstates. They discuss the importance of creating a safe work environment where individuals feel comfortable sharing feedback, can reach their potential, and improve leadership skills. Scott emphasizes the need for continuous improvement and innovation throughout the organization and explains how Interstates is focusing on making their culture strong and inclusive for all team members, regardless of their language or demographic group. They strive to treat others as they would like to be treated and raise the bar for their industry and society.
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In episode 327, Marissa Fahrig, Process Improvement at Buffington Homes, and Matthew Collins, Managing Member at The Mainspring Group join Bradley from the Higharc booth at The International Builders Show in Las Vegas. They discuss the importance of accurate takeoff information and having a single source of truth. They also explore how you can overcome resistance to change in your organization.
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As March Madness continues to roll through the nation, many of you have brackets that have already gone bust. Bradley is no different.
In episode 326, Hartmann explains how his 5-step model for documenting your choices and predictions will help you analyze and improve future decisions in both your professional and personal life.
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In episode 325, Bradley is joined by Co-Founder of Warstic, Ben Jenkins. They discuss the importance of branding and why it can be so difficult to get right. Ben shares his experience collaborating with business partners, rock star Jack White and former Major League Baseball player Ian Kinsler. He also recalls interviewing legendary baseball player Will Clark for his Kill Shot podcast, and why he would never do it again.
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In episode 324 of The Construction Leadership Podcast, Bradley Hartmann is joined by Gary Kaplan, President of Construction at AXA XL. Gary touches on how he got into the construction insurance industry and how short-term, project-based leadership can help your team perform and grow in the long term.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 323, Bradley is joined by Regional Vice President at US LBM, Jon Vaughan. They discuss how leaders can learn from Indianapolis Colts owner Jim Irsay's decision to hire former player Jeff Saturday, despite his lack of experience. Vaughan explains why Irsay should've seen why Saturday didn't possess the essential tools to get the job done.
They also examine why NBA star Lebron James is placing unrealistic expectations on his son, Bronny, by claiming he will play his last season in the league with whoever drafts his son.
Jon was also a guest on Episode 132 :: Leadership Lessons from 'The Last Dance.'
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 322, Bradley is joined by Jared Yando, Sr. Project Manager at Schoolhouse Construction Services. They discuss the challenges of working with school boards during the K-12 construction process. Being an academic as well as well as a builder, Jared explains how that experience has helped him understand his audience when building schools.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 321, Bradley examines Major League Baseball's new rule changes designed to speed up the game and give back more time in your life. He explains why the players' gripes about the rules are likely very similar complaints you hear from people in your organization when change is implemented.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 320, Bradley is joined by Crystal Pieschel, Director of Marketing at Mid-Cape Home Centers, a division of US LBM. They discuss building relationships while engaging with your community more effectively, and how to best utilize co-op dollars. You may notice a couple Seinfeld references as well.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 319, Bradley explores the Relationship² Leadership Model. This is the concept of building relationships with people and, the often overlooked, new ideas. Bradley offers simple tips on how you can lead more effectively by actively learning to build the relationship with these new ideas. He also examines how in times of uncertainty and chaos good counsel increases in value.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 318, Bradley is joined by Barry Wurzel, President of Wurzel Builders. They discuss Nick Saban's leadership philosophy around "trusting the process." Barry explains why having a Dynamics Coach could be an important component of your organization. They also dive into why companies stop doing things that actually work and are effective.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 316, Bradley is joined by Matt Saunders, Senior Vice President of Building Products at John Burns Real Estate Consulting. They discuss the current state of the real estate market and where it's going in the near future. Matt shares insights as to how the Fed's rate hikes have impacted the housing market and reveals the sectors most affected.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 316, Bradley is joined by Whitney Hill, Co-Founder and Head of Business Development at SnapADU. They explain what an ADU is and what it stands for. They also talk about construction processes, pricing, and leadership principles. Whitney also reveals why SnapADU believes their transparency with insights sets them apart from their competition.
This episode is brought to you by The Simple Sales Pipeline® which will organize and value any construction sales rep's roster of customers and prospects in under 30 minutes.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 315, Bradley discusses Patrick Lencioni's book The Ideal Team Player, which reveals what ideal team leaders should be, and how former Indianapolis Colts quarterback, Andrew Luck personifies these attributes - Humble, Hungry, and Smart.
Bradley gives examples from The Athletic's 6-episode mini series podcast titled Luck including how Andrew Luck ignored Heisman hype by disregarding his stats to win big games at Stanford.
This episode is brought to you by The Simple Sales Pipeline®.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 314, Bradley attends the Houston Safety Symposium where Executive Director, Global HSE at FLUOR Corporation, Tricia Thibodeaux, Chairman at S&B Engineers and Constructors, J.D. Slaughter, President at Brookstone Construction, Jeremy Stovall, and Todd Svihovec, Director of Project Services at Flint Hills Resources discussed introducing safety culture concepts in undergraduate education. These include safety mental models such as Physical Safety, Mental Safety, and Emotional Safety.
This episode is brought to you by The Simple Sales Pipeline®.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 313, Bradley examines the recent phenomena of companies laying off employees, despite, high profits. He explains how the risk of constant learning and following the herd is partly to blame. Bradley also shares 3 things you can do to avoid this pitfall.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 312, Bradley visits with CEO and President of Franklin Building Supply, Levi Smith. Levi shares some tips on how you can accelerate your path to leadership. He also explains the important difference between Step-Thinking and Stretch-Thinking.
This episode is brought to you by The Simple Sales Pipeline.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 311, Bradley is joined by General Manager of Ganahl Lumber, Barrett Burt. They discuss the unique Ganahl lumber yard. Barrett shares his perspective of hiring ahead of need and how to do a better job recruiting and retaining top talent in your organization.
This episode is brought to you by The Simple Sales Pipeline.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 310, Bradley remembers famous WXRT disc-jockey and Chicago personality, Lin Brehmer, who recently passed away. Bradley shares a unique story about his chance encounter with Brehmer.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 309, Bradley is joined by Author and Bard Press Publisher, Todd Sattersten. Todd shares a glimpse into the publishing world by offering advice on pricing books as well as how new writers can be successful. Bradley and Todd also discuss Todd's important white paper, Fixed to Flexible, which explains why value, price, and positioning are so important to companies driving revenue, and profitability.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 308, Bradley uses the Southwest Airlines fiasco that left thousands stranded over the holidays as a lesson to those in the construction industry who continue to use antiquated systems to run their business. He explains how long-standing good reputations can be ruined by a single failure that could've been prevented.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 307, Bradley and Erik The Producer visited New Holland, PA, home of Key-Link Fencing & Railing. They were given an amazing plant tour by recently promoted CEO, Javan Lapp, VP of Sales, Tim Smoyer, and Manager of Business Development and Training, Alicia Zywko. After the tour they shared thoughts about innovation, leadership, and teamwork. Javan also revealed the origins of the company in a story you don't want to miss!
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 306, Bradley is joined by Texas A&M Associate Professor and Department Head, Patrick Suermann and Sr. Business Partner at Kiewit, Lauren Collins. They discuss how loyalty has changed amongst young people in the workforce. Also, they examine the significance of a stay interview.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 304, Bradley explains The Backfire Effect and how it can hinder your leadership abilities. He also offers 4 rules to help you avoid The Backfire Effect.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 304, Bradley delivers an important keynote speech at LBM Journal's Annual Conference in Denver, Colorado on the significant role analytics are going to play in the construction industry. He explains how utilizing Sales Performance Analytics and Construction Analytics will help improve your organization's ROI.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 303, Bradley is joined by Mark Harari, Vice President and Author at Remodelers Advantage. They discuss Zillow's line extension that went horribly wrong. Bradley and Mark also examine the shift towards remodeling in the construction industry now that we are on the brink of a recession.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 302, Bradley discusses leadership lessons that can be learned from the classic holiday film Elf with Data Scientist, Brock Lacy and retuning guest, Sales Leader, Matt Potter. They examine Walter Hobbs' transformation from tough leader to family man as well as Buddy's likability. Also, find out why actor Faizon Love had the name Wanda on his Gimbels' name badge.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 301, Bradley helps those of you struggling to find the perfect holiday gift by offering several book recommendations you should consider. He also reintroduces his PAROLE book scoring system and the concept of the Anti-Library.
You can also watch this episode on our Bradley Hartmann and Co. YouTube Channel.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 300, Bradley sits down with owner and founder of Hull Works, Brent Hull and owner of Barrett Homes, Mike Barrett. They discuss designing the 100 Year Window and why it's important to move away from the disposable mindset of today.
You can also watch this milestone episode along with short clips on our Bradley Hartmann and Co. YouTube Channel.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 299, Bradley explains why we continue to discount the feats of Los Angeles Angels pitcher/outfielder/designated hitter/unicorn, Shohei Ohtani, while shining a light on great, but lesser players such as outfielder (only), Aaron Judge.
How does this relate to business organizations? Bradley examines how we struggle to process something new, different, and amazing. Instead of rejecting it, learn to embrace it.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 298, Bradley is joined by Armen Alajian, owner of Arto Brick. In this roller coaster episode, Bradley and Armen touch on many subjects including craftsmanship, leadership, technology, and family. Armen reveals the struggles he's had working with his family and the hard lessons he learned along the way.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 297, Bradley is joined by NBA Legend and Hall of Famer Bill Walton at West Coast Lumber and Building Materials Association (WCLBMA) Annual Convention that was held October 19-21 in San Diego, CA. Bill discusses leadership lessons he learned from coaches, including John Wooden at UCLA, as well as lessons learned from reading books. Walton also embraces our mantra at The Construction Leadership Podcast - You are Owed Nothing, Deliver Value First!
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 296, Bradley introduces NBA Legend and Hall of Famer Bill Walton at West Coast Lumber and Building Materials Association (WCLBMA) Annual Convention that was held October 19-21 in San Diego, CA. Bill discusses how he had to overcome many obstacles throughout his life including a tremendous stuttering problem and an NBA career riddled with injuries. He shares stories from his career and lessons he learned from great leaders such as John Wooden and K.C. Jones.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 295, Bradley is joined by Rikka Brandon, President and Chief Executive Recruiter at Building Gurus. Rikka reveals her 3S Framework for you can follow to hire effectively in your organization. She offers insights into assembling talent for your team. Bradley and Rikka also discuss why it's important to sell your organization when interviewing candidates.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 294, Bradley introduces an all star panel at the West Coast Lumber and Building Materials Association (WCLBMA) Annual Convention that was held October 19-24 in San Diego, CA. The panelist included Matt Saunders of John Burns Real Estate Consulting, George Emmerson of Sierra Pacific Industries, Steve Patterson of Central Valley. Steve Swanson of The Swanson Group, and Victor Fresca of Dixieline Lumber.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 293, Bradley is joined by Sales Leader and Consultant Bill Lee. They discuss the importance of using assessment tests, such as the Kolbe A, to determine whether a person would be a good fit to join your company as well as how well they would work with others in your organization.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 292, Bradley offers a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas. He also tells the story of Venture Capitalist, Luke Nosek, who missed out on huge opportunities because he was wearing too many hats and doing too many jobs. Luke's story is not unlike many of our own as we navigate our roles in the workplace.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 291, Bradley offers a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas. He also offers tips to negotiate and save money. Bradley reveals the difference between negotiation, The Journey, and negotiation, The Event.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 290, Bradley and Erik: The Producer offer a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas. They also discuss the importance of a time management system and why a to-do list isn't a time management system.
This episode is brought to you by Capital One Trade Credit
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In episode 289, Bradley and Erik: The Producer offer a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas. They also discuss the importance of tracking your pipeline and answer the most common objections they hear from sales people who don't track their pipeline.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 288, Bradley speaks with President of Simonson Design USA, Kimberly Simonson, about the devastation that Hurricane Ian caused in Florida. Kimberly offers advice for those who have been affected including several steps you can take to get back to normal living. This includes how to negotiate with your insurance company. She also reveals the pitfalls you need to avoid.
This episode is brought to you by Capital One Trade Credit
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In episode 287, Bradley examines the lives of two entrepreneurs who recently passed, Herb Kohler, Jr. and Dan Wieden. Herb Kohler, Jr. who led the Kohler brand went from poetry to hotels to golf courses to faucets. Dan Wieden made his mark in the shoe industry - more importantly, Nike, by coming up with the tagline Just Do It. You'll never guess how this tagline was inspired.
This episode is brought to you by Capital One Trade Credit
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In episode 286, Bradley is joined by Co-Founder and Chief Product Officer of Trace Air, Maria Khokhlova. They discuss how to leverage tools and analytics to inform better decision making, homebuilder pain points, and innovation in the construction industry, including the use of drones. Bradley also surprises Maria with a pop quiz on the periodic table!
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 285, Bradley is joined by Carter Lumber Market Sales Manager, Dan Efenecy. They examine managing emotions in order to lead effectively. Dan discusses the keys to successful personal branding. Also, he shares insights into how to hire more effectively.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 284, Bradley and Erik: The Producer make a pit-stop in Lancaster, PA and discuss industry roundtables and how they can be improved. They also examine the conflicts of interest that exists with the current roundtable.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 283, Bradley is joined by author and Business Growth Expert, Gary Geiman. We examine teaching standards of behaviors consistently in order to be successful. Also, we discuss the importance of defining your mission and making speed your currency.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 282, Bradley explains the concept of an Anti-Library which was first conceived by Nicholas Taleb. He also reveals several books in his Anti-Library.
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 281, Bradley is joined by Bev Garnant, Executive Director of American Society of Concrete Contractors. We discuss building a strong culture within your organization, the fundamentals of story telling. Bev shares how she benefited by growing up and working on a family farm.
Finally, Bev recalls moments when she has fun by roasting people at her speaking engagements.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 280, Bradley and Erik The Producer are joined by District HS&E Manager, Adam Mack and Project Manager, Brandon Drury of Sundt Construction. Adam and Brandon have begun their journey to create an internal podcast at Sundt to drive employee engagement. Bradley and Erik offer their advice and recommendations on how to avoid pitfalls and build a successful podcast.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 279, Bradley explains the Alcatraz Rule and how his friend, Patrick, misapplies it to NOT listen to this podcast, despite being a fan of it. Bradley discusses why you should discard the Alcatraz Rule and consume as much knowledge as you can.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 278, Bradley is joined by Brand Vaughan Outside Sales Representative Keegan O'Reilly. Keegan and Bradley discuss setting realistic expectations, the benefits of time management, and more. You don't want to miss the ending of the podcast when Keegan closes the show with a special musical treat.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 277, Bradley is joined by Daniel Maxson, Corporate Safety Director at New South Construction. Daniel recalls his military career and how it made him a more effective leader. We discuss how leaders need to be effective communicators, the skill of being relatable, and why it's okay to talk about how you feel at work.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 276, Bradley is joined by Beth PopNikolov, CEO of Venveo. Beth describes her first 90 days as CEO of Venveo and how important it was to maintain the company's culture. She also gives advice on how to improve communication between sales and marketing
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 275, Bradley recalls his life-changing event that took place on January 6th, 2022 and how that day shaped his outlook on life, including time management.
Also, you'll notice there's been a change to our podcast. We'll be rolling out many changes in the coming weeks and months.
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 274, Bradley is joined by Vice President of Sales, Matt Kaufman and Sales Manager, Caleb Grothaus of Palmer-Donavin. They discuss setting expectations for their top performing sales people. They also share concerns for when the next recession hits, whether their sales team will know how to work to make sales again.
Tune in to hear about the upcoming exciting changes coming to The Behind Your Back Podcast!
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 273, Bradley examines what in your business would be equivalent to the Independent Study Clause that the National Football League's Arizona Cardinals attempted to add to quarterback Kyler Murray's new contract. He also discusses how leaders in any organization communicate with their best employees to allow them to reach their full potential.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 272, Bradley discusses a helpful tool, The Sales Performance Box Score, that will allow you to be successful by focusing on the lead measures. The Sales Performance Box Score helps you track what to measure, how to count them, and why are they important?
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 271, Bradley is joined by Vice President at Signpost, Laura Nelson. Laura shares great insights into how to build effective marketing campaigns that deliver value as well as setting your marketing budget. We discuss company reviews and why it's important to automate the feedback process.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 270, Bradley and Erik are joined by Dallas Cowboys College Scouting Director, Chris Hall. They discuss how difficult it is to find talent that, not only is elite, but will also be a fit within your organization. They examine the role analytics plays in rating players as well as how they use their database to rank them. Chris also shares his opinion on how much input high paid players should have in organizational decisions.
This episode is brought to you by Capital One Trade Credit
We want to also thank Barrel #99 in Flower Mound, TX for allowing us to record on-location at their restaurant.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 269, Bradley is joined by President and Founder of Build Better Ways, Kendall Pouland. They discuss how to effectively manage change in an organization and whether one generation is more acceptable to change than another. Kendall also recalls her difficult decision leaving her successful career to form her own company, Build Better Ways.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 268, Bradley is joined by Director of Sales Effectiveness at Hearth & Home Technologies, Tim Rethlake. They examine a recently released book by Sales Guru and Author, Anthony Iannarino, titled Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. Tim and Bradley discuss many of the sales ideas from the book including the concept of being one-up as well as the structure of a meeting.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
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In episode 267, Bradley is joined by Director of Human Resources at Hensel Phelps, Ashley Valenzuela-Ruesgen. Ashley discusses how full cycle talent management can help you think better about attracting and retaining top talent in your business. She also explains why companies need to view their workforce as individuals before employees to understand who they are and what they want to become.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 266, Executive Vice President at Builders' General, TJ Shaheen, joins Bradley to break down another Sales in Cinema film, Boiler Room. Boiler Room isn't the greatest film of all-time, however, there are several great sales lessons to be learned from the movie. They examine 4 scenes involving a star-studded cast that includes Ben Affleck, Vin Diesel, and Giovanni Ribisi.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 265, Bradley dives into a discussion about unique abilities with Wealth Management Entrepreneur, Dave Cubbage. Dave explains why all progress starts with the truth and what that phrase means. He also shares creative ways to answer the Who Not How? question that many entrepreneurs struggle with. Bradley and Dave examine the benefits of finding your ideal clients and spending more time driving value to them.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
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In episode 264, Bradley speaks with Director of Builder Partnerships, Ed Kubiak and Builder Lead, Conor Sedam at Higharc. They discuss how Higharc's Change Management System is allowing builders to cut the time it takes to build homes by being more efficient. Bradley, Ed, and Conor also share stories from their time working together.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 263, Bradley shares some moments from the 2022 Sales Fundamentals Workshop, including advice from a panel of All-Star leaders in the LBM industry.
Download Information about OSR Academy at behindyourbacksales.com/tools
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 262, Bradley dissects a Ryen Russillo interview with hostile heavyweight boxing champion, Tyson Fury. Bradley demonstrates how Russillo magnificently used a standard negotiating tactic—one detailed by Chris Voss in his book, Never Split The Difference—to keep the interview from going off the rails, despite several uncomfortable moments.
Download Information about OSR Academy at behindyourbacksales.com/tools
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 261, Bradley explains why you need to continue to forecast, not only in down times, but also during profitable times. He speaks with Sales Pro Matt Bruno from Kuiken Brothers who drives home this point. You don't want to miss the song we created for this segment! Bradley also introduces The Simple Sales Pipeline, a web application we have developed to help you track your sales pipeline and help with forecasting.
He continues to preview the OSR Academy and explains why it may be a good fit for current and future salespeople.
Download Information about OSR Academy at behindyourbacksales.com/tools
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 260, Bradley details two negotiating methods that you can use in your personal and professional life guaranteed to save you money and time. He also continues to preview the OSR Academy and explains why it may be a good fit for current and future salespeople.
Download Information about OSR Academy at behindyourbacksales.com/tools
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 259, Bradley previews the OSR Academy and explains why it may be a good fit for current and future salespeople. He discusses the idea of a Sales Stack and how building your Sales Stack will make your life easier and predictable since it will lead to higher sales confidence.
Download Information about OSR Academy and Sales Stack at behindyourbacksales.com/tools
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 258, Bradley is joined by Ryan Scaife, Marketing Consultant at Senergy Marketing Group for Lezzer Lumber. Ryan discusses how he and his team develop their marketing content calendar and how video plays a large role in their efforts. He also shares opportunities where companies can involve employees and even customers in their marketing efforts. Ryan conveys some tips for you to improve your own content.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 257, Bradley is joined by Nick Kuiken, Vice President of Sales at Kuiken Brothers. They examine the challenges developing current and future sales professionals while introducing the OSR Academy as a solution to solve to those challenges. Nick discusses the prospects of losing as many as 40% of the salespeople in the next 5-10 years and why you can no longer train the incoming group with the same methods.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 256, Bradley is joined by Kolby Dukes of Dukes Lumber and Senior Sales Executive at Culpeper Wood Preservers, Brad Marks at the LBM Advantage 2022 NextGen Leadership Conference. They discuss how important building relationships have become while the supply chain challenge continues to exist. Kolby and Brad also explain why many of the current conditions may become the new normal even when challenges subside.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 255, Bradley is joined by Abhi Singh, COO of New South Construction Supply. Abhi reveals and explains the formula he uses to achieve results. He also discusses the It's up to you approach of his leadership style and why it's so effective. Finally, Abhi shares two books he recommends for everyone.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 254, Bradley is joined by GM Ryan Rennells and Office Manager Sam Robinson of Home Central Stores as they detail the life of Owner and President Katherine Whittemore, who tragically passed away in 2021 after her battle with breast cancer. They share stories of how Kate touched the lives of everyone she knew, even during her fight for her life.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 253, now that the 2022 NFL Draft has concluded, Bradley compares the need to continue prospecting to NFL teams drafting new players each year. Just because you have a great roster doesn't mean you don't need to continue to build relationships for the future.
Bradley and Erik "The Producer" also analyze the drafts of their favorite teams, The Chicago Bears and the Pittsburgh Steelers.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 252, Bradley is joined by Greg Templeman, President at Sunpro. Greg discusses how Sunpro removes emotion from pricing with their behavior-based pricing model. He details how their customers are effectively categorized based on 4 metrics, which impacts their pricing.
Greg also shares leadership lessons he learned while living in Siberia.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 251, Bradley is joined by Rita Ferris, President of the Northeastern Retail Lumber Association (NRLA). Rita discusses the cause and effect of raising association dues. Even when there's no choice but to raise dues, she examines how to bring additional value at the same time.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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On our milestone 250th Episode, we show our appreciation for the great Dicky Fox. Dicky Fox, a fantastic character in the film Jerry Maguire, gave sound sales and life advice throughout the movie.
We also hear from many of our past podcast guests who share their favorite Dicky Fox-isms. You can also go back and listen to their full episodes. (Listed in order of appearance in Episode 250).
Jon Vaughan - Episode 92 and 132
Kent Strawderman - Episode 192
Todd Skaggs - Episode 55
Meagan McCoy Jones - Episode 48 and 221
Matthew Schmidt - Episode 54 and 194
Dan Butterfield - Episode 232
Carl Moyer - Episode 124, 217, and 220
Tim Rethlake - Episode 3, 30, and 137
Mark Harari - Episode 203
Jen Zuern - Episode 224
Jim Sobeck - Episode 24
This episode is brought to you by Capital One Trade Credit
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In episode 249, Bradley is joined by Sean Shields, Director of Communications at the Structural Building Components Association (SBCA). Sean discusses how the ability to have full information will help you drive creativity to close deals with your customers. Sean also explains how component manufacturers need to adopt a new mindset as timeframes for supplies have shifted. Instead of complaining, plan ahead.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 248, Bradley is joined by Josh Adams, Vice President of Operations at NPL. We discuss the value of building alliances with the people you serve everyday in order to grow together. Josh explains how maintaining your focus is essential when having to navigate through red tape at any company.
This episode is brought to you by Capital One Trade Credit
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In episode 247, Bradley is joined by Heather Bowman, Director of Marketing at Superior Plastic and Key-Link Fencing and Railing. We discuss how to build trust at an early stage of a marketing relationship. Heather explains how consistent experiences will help you build a brand story with your customers. Heather also shares the importance of that brand story and the items you need to consider when formulating it.
This episode is brought to you by Capital One Trade Credit
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In episode 246, Bradley is joined by Dan Lester, Director of Field Diversity, Inclusion and Culture at Clayco. Dan explains leadership lessons he learned while playing football at The University of Missouri Rolla, including how to adapt on the fly. Dan also details the origins of Clayco Rising. Finally, Dan shares a fantastic fable, Building a House for Diversity, about a giraffe and an elephant.
*The United Nations recognizes 195 countries. Clayco has 40 countries represented in their enterprise.
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In episode 245, Bradley is joined by Ryan McKenna, Founder and CEO of McKenna Capital. Ryan discusses how the extreme adversity he faced in the athletic world allowed him to find his dream job in the real estate equity industry. Ryan also explains how betting on yourself can help lead to new lucrative opportunities.
Ryan McKenna Discusses the Adversity that Changed his Life:
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In episode 244, Bradley is joined by Garrett Moore, CEO and Founder of Agorus. Garrett explains how Agorus has streamlined and accelerated the custom home building process and what makes them different. He reflects on the leadership lessons he learned while playing football at Stanford and as a member of the Navy Seals. Garrett also shares the story of what drove him into the construction industry.
This episode is brought to you by Capital One Trade Credit
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In episode 243, Bradley is joined by Melissa Dalton, Head of Global Talent and Organizational Effectiveness at DBM Global. Melissa explains the difference between giving feedback vs. feedforward when doing evaluations. She discusses the advantages, especially for new leaders, to use feedforward to bring positivity to the organization. Melissa also illustrates how giving senior leaders constructive feedback needs to be different than mid-managers.
This episode is brought to you by Capital One Trade Credit
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In episode 242, Bradley and Erik discuss Football Hall of Famer, former coach, broadcaster, and salesman, John Madden. They examine what made Madden such a great salesman of the game of football, from the game itself, to the most profitable sports video game ever created.
Bradley and Erik also explore the leadership influence Madden had on those around him, building their confidence while helping to make them better people.
This episode is brought to you by Capital One Trade Credit
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In episode 241, Bradley is joined by returning guest Bobby Krueger, Principle at Mavrek Development in Chicago, IL and President of The Krueger Group in Cleveland, OH. Bobby shares some great examples of how to sell in today's climate. He also reflects on recent negotiations where bridges were burned by salesmen.
Since it's Super Bowl Week, Bobby gives a prediction for when his beloved Cleveland Browns will finally make it to the Super Bowl.
This episode is brought to you by Capital One Trade Credit
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In episode 240, Bradley explains how to avoid bad habits during the glory days to prepare you for the future. How documenting your assumptions will help when setting annual goals and budgets. Bradley also reveals how using the G.A.P.P Model can help you set and achieve these goals.
As an added bonus, Bradley shares his top 5 Bruce Springsteen songs.
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If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 239, returning guest Mark Scherer, COO of Scherer Bros. Lumber Company joins Bradley and Erik to break down another Sales in Cinema film, The Wolf of Wall Street. Mark examines 3 scenes including the infamous Leonardo DiCaprio - Matthew McConaughey scene.
Watch Mark Scherer's Advice to Struggling Salesmen:
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Capital One Trade Credit: capitalone.com/trade-credit
In episode 238, Bradley is joined by Kent Jobe of Franklin Building Supply, otherwise known as The Most Interesting Sales VP in the World. Kent explains why under promising and over delivering actually causes problems. We discuss the Buyer's Paradox and how salespeople can bring value by delivering unique capabilities. Kent also shares 3 ways you can approach your life.
This episode is brought to you by Capital One Trade Credit
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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Capital One Trade Credit: capitalone.com/trade-credit
In episode 237, Bradley is joined by Melanie Bisson, Director of LBM Sales at Grabber Construction Products. Melanie explains Artificial Intelligence (AI), how it works, and the several ways companies can leverage it to innovate.
This episode is brought to you by Capital One Trade Credit
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Capital One Trade Credit: capitalone.com/trade-credit
In episode 236, Bradley is joined by Clay Miller, Hardwood Lumber Expert at Aurora Timberland. Clay examines 3 fantastic scenes from the Netflix series Big Timber and shares his similar experiences and lessons learned from these encounters. While Aurora Timberland is a large wholesale lumber dealer in North America, Clay explains the interesting story of how the company also became a player in the Vietnam market.
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In episode 235, Bradley is joined by Bruce Marshall from Rookie Sales Pro, LLC. Bruce shares the inspiring story of his rise from a diesel truck mechanic to sales leader, business owner, entrepreneur, and sales rapper. He explains how reading Sales Leader, Author, and a friend of this podcast, Mike Weinberg's book New Sales Simplified, sent him down the path of using Mike's words to create rap songs in order to inspire sales professionals.
Listen to Bruce Marshall's Sales Story - rookiesalespro.hearnow.com
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In episode 234, Bradley is joined by Capital One Trade Credit Vice President, Shawn Cunningham and Managing Vice President Scott Simpson. They discuss the Capital One Trade Credit Platform and why it's different, their approach to managing relationships, and whether or not they regularly hang out with Capital One spokesman Charles Barkley.
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In episode 233, returning guest and sales extraordinaire, Matt Potter, joins Bradley to break down another Sales in Cinema film, Glengarry Glen Ross. Matt dissects 4 scenes including the infamous ABC, Always Be Closing, Alec Baldwin scene.
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In episode 232, Bradley visits with Dan Butterfield, VP of Residential Sales at Daltile, and Steve Chesin, CEO of Carpets N More, during the FEI Group National Conference. They discuss how to better diversify your business to become recession-proof and why you need to have the mindset of selling solutions instead of selling products. Dan and Steve also examine how virtual (VR) and augmented reality (AR) has transformed the design process.
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In episode 231, Bradley visits with President and CEO, Megan Bittle of RSI Kitchen and Bath, and Patrick Warren, VP of Residential Sales, Dealer and Showrooms at Daltile during the FEI Group National Conference. They discuss how work-life has shifted in the past 2 years as has how their companies approach business. This includes debating the benefits of how and what they display in their showrooms as well as the shift to an increased use of technology in the design process.
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In episode 230, Bradley examines the significance of Earl Nightingale's The Strangest Secret and the effects it has on our everyday lives. Bradley also explains how we can become better versions of ourselves by developing systems of gratitude and avoiding loss aversion.
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In episode 229, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by comparing Philadelphia 76ers' basketball player, Ben Simmons' downward spiral to a salesperson losing confidence. Bradley explains why we need to be more sensitive to how people are feeling.
Be sure to download all 3 of our podcasts this week, offering valuable sales lessons, while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 228, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing several phrases to never use when trying to make a sale. Bradley suggests better options to use instead of the ol' JCI - Just Checking In.
Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 227, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing the 4 essential rules you can use to help you win any negotiation.
Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 226, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by explaining the Power Curve and why you should utilize the 80-20 rule to take control of your sales.
Be sure to check with us daily over the next 2 weeks as we will release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 225, Bradley offers a preview of the 2022 Sales Fundamentals Workshop by revealing the 7 questions all salespeople should ask before offering a solution. He also explains what it means to allow your clients to suffer and why that sounds much worse than it is.
We will release multiple lessons over the next 2 weeks while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 224, Brand and Business Development Manager, Jen Zuern, and Executive VP, Doug Carlson, of Zuern Building Products and Design Center explains the importance of cultivating a family oriented culture within their company and how they use blocks of wood to help achieve it. They also discuss how they were able to traverse a re-brand and how having a cool brand helps with recruiting top talent.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 223, Lawanna Dendy, Regional Human Resources Business Partner (RHRBP), South & West, for US LBM, LLC, uncomplicates and explains Diversity, Equity, and Inclusion. Lawanna explains how HR professionals are helping both leaders and employees through the current work environment caused by the pandemic, by leading with HEART.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 222, Mark Scherer, COO of Scherer Bros. Lumber Company speaks at Bradley Hartmann's 2021 Sales Fundamentals Workshop and offers several interesting insights including what your boss is saying about you when you're not around. Mark also compares salespeople to a high profile position on NFL rosters.
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In episode 221, McCoy's Building Supply CEO, Brian McCoy and President and COO Meagan McCoy Jones share advice on how their family has been able to navigate the choppy waters of succession, not only within their company, but within their family.
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In episode 220, Bradley and Director of HR at Parr Lumber, Carl Moyer offer solutions when managing accountability, managing up, and utilizing your team to the best of their abilities.
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In episode 219, President of Cassity Jones Lumber, Cason Shrode discusses how the lessons he learned at West Point helped him become a better leader. He also explains why gathering feedback from your customers, whether it's during the good times or the bad, will help you grow as a company.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 218, Author, Consultant, and Business Therapist Jonathan Goldhill of The Goldhill Group discusses setting expectations while driving growth in family businesses. He also explains the importance of companies positioning themselves for success by continuing to innovate. For the future disruptors, Jonathan shares some valuable advice.
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In episode 217, Bradley visits with Director of HR for The Parr Company, Carl Moyer. Carl explains three things managers can do to become better leaders and avoid alienating their employees. Project Manager, Erik Rossi also shares his experience working for entrepreneur and NBA owner, Mark Cuban during the early dot-com days.
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In episode 216, Bradley revisits his conversation with former NFL player, current head football coach, and motivational speaker, Herm Edwards. He explains Herm's Law as well as dives into his famous quote. Also, as the NFL season begins this week, Bradley makes bold predictions about his Chicago Bears.
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In episode 215, Bradley is joined by legendary sales thought leader, Mike McDole. Mike shares his insights into sales and account reviews after spending 40 years in the Lumber Industry. Mike also explains how to properly apply Herm's Law when managing sales people.
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In episode 214, Bradley is joined by Head of Mindfulness and Compassion Programs at LinkedIn, Scott Shute. Scott discusses how we all develop life strategies, whether we know it or not. Also, how to avoid making the same mistakes many leaders continue to make.
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In episode 213, Bradley dives into the Builders FirstSource - Paradigm acquisition and what it means. Also, he shares two valuable tools that can greatly benefit your company.
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In episode 212, Mike Weinberg, Author, Consultant, Coach, and Sales Truth-Teller joins Bradley to discuss how to effectively manage accountability and maximize Sales in today's environment.
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In episode 211, Bradley shares 7 essential books to read this summer, including one by a legendary author. He also explains the concept and importance of the Anti-Library.
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In episode 210, Brian Biro, Author, Leadership Speaker, and America's Breakthrough Coach, discusses the return on investment of kindness and how we often see with our memories instead of our eyes.
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In episode 209, Bradley Hartmann discusses the return of the Sales Fundamental Workshop. Bradley also explains the Cobra Effect, how individuals change when situations change.
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In episode 208, Thea Dudley, industry expert in Collections and Credit, discusses how to avoid pitfalls by separating business and friendship. Thea also provides further insights into her new book The Credit Overlord's Guide to Collections & Credit.
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In episode 207, Rich Horwath, CEO of the Strategic Thinking Institute, joins the show. Rich provides several actionable ideas and frameworks to help everyone—leaders and individual contributors alike—think strategically about what they are trying to achieve and how they are going about doing it despite all the volatility and uncertainty in the industry.
www.strategyskills.com
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In episode 206, Jenn Morgan from Forest Tek/Overseas Lumber—a member of the Kodiak family of businesses—in the Florida Keys joins the pod to talk about sales domination.
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In episode 205, Mark Boundy joins the show to discuss value creation, delivery, and capture. Mark is the principal at Boundy Consulting, the author of Radical Value: Elevate Your Company—and Career—by Unleashing the Power of Customer Centricity, and the host of the ValuClarity Podcast.
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In episode 204 Ryann Hartley, founder of Hartley Flooring joins the show to discuss her insights and lessons learned from launching her company during the pandemic—with incredible success.
Ryann also shares unique perspectives on extremely limited meetings, unlimited vacation, and how to leverage your customers as mentors.
https://hartleyflooring.com/
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In episode 203, Mark Harari of Remodelers Advantage shares his insights on branding, positioning, pricing, as well as his overall marketing and sales expertise from his new book, Lobster On A Cheese Plate, available on Amazon now. To save 25% off the retail price, using the promo code 25BYBP.
https://www.amazon.com/Lobster-Cheese-Plate
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In episode 202, Justin Powell, VP of Sales at Beacon Building Products, shares the leadership lessons and sales insights he's learned throughout his career working in different aspects of the building materials channel.
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In episode 201, Craig Webb, author of the recently released Construction Supply 150 report, shares his insights on the most important trends you should be monitoring—and acting upon.
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In episode 200, Bradley is joined by Pat Clancy, Vice President at Wm. B. Morse Lumber Co. They discuss:
- How to deliver and defend your quote
- The importance of continuous improvement
- How to leverage relationships with subcontractors on the job
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In episode 199, Bradley Hartmann identifies 8.5 lessons sales leaders can learn from and apply to their own businesses this week.
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In episode 198, Bradley details the lessons Admiral James Stockdale can teach us about living during difficult times and controlling what we can control. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 197, Bradley is joined by Stuart Kliman, Partner at Building Industry Partners. They discuss:
- Human capital management – what it is & why it’s important
- Curiosity as it relates to coaching
- The importance of the Employee Value Proposition
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Take a cue from the NFL Draft and take this opportunity to reevaluate and upgrade your roster of customers.
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In episode 195, Bradley addresses assumptions – whether in baseball or business – which can limit your success. If a company is to grow and evolve with its market, every assumption must be challenged, tested, and eventually updated. No set of business assumptions should last forever. We created a tool to help you identify the assumptions that drive your business to determine if they need to be challenged. Go to behindyourbacksales.com/tools to download Your 3C Assumptions.
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In episode 194, Bradley is joined by Matthew Schmidt, Strategic Sourcing Director at PulteGroup. They discuss: - The current supply chain challenges - How builders are thinking about the risk/reward in building - Ways to ensure long-standing relationships don’t turn transactional Thanks for listening! * * *
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In episode 193, Bradley and Jenny T. detail how to respond when a sales rep says, “My customers/region/territory is different.”
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In episode 192, Bradley is joined by Kent Strawderman of Thomas and Milliken Millwork. They discuss:
- How to stay intentional and productive when wearing many hats
- Herm’s Law and why it matters
- The importance of staying in touch with customers even if you have bad news
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In episode 191, Bradley is joined by Andrew Goodman, President and CEO of Sherwood Lumber, and Michael Goodman, Assistant Director of Specialty Sales. They discuss:
- Forward pricing and risk management
- Thinking differently about social media and branding
- If these truly are unprecedented times
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We know it's a crazy world right now. Differentiate yourself by being thoughtful and communicating with your customers. Times are challenging but you can be great anyway.
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We believe your influence and persuasiveness increases if you can sell face to face. If you can’t meet in person, virtual selling is the next best thing. In episode 189, Bradley and Jenny T. discuss ways to improve your virtual selling skills so you can make the best impression on your customers. * * *
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In episode 187, Chancey Halvorson of Gulfeagle Supply joins the show. Chancey is the Branch Manager in Fargo, ND and he emailed the show with a simple idea—to specifically identify 12 relevant methods to deliver value first during these unprecedented times.
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In episode 187, Hartmann goes on a (mild?) rant after being triggered by a snarky, anti-builder LinkedIn post that has been gaining traction.
Leveraging a scene from the classic film, Office Space, and borrowing an insight from Aaron Ross Sorkin (financial talking head on Squawk Box, author of Too Big To Fail, writer on Showtime's Billions), Hartmann makes a case for thinking—and acting—differently during these strange and unprecedented times to grow your business for the long-term.
In episode 186, Bradley is joined by Barry Nelson, President and CEO of FactorLab. They discuss why most daily planning sessions fail to provide clarity for the day’s most important work, how senior leaders can identify and change the culture, and a different perspective on cultural barriers on the job. ***
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In episode 185, Bradley is joined by Josh Causey, Vice President at C&B Electrical Contractors and founder of Bolt Software. They discuss:
- How to drive profits from large national and regional builders
- Ways you can leverage technology to run a better business
- Insights on discipline which can make you more profitable
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In episode 184, Hartmann outlines a method for standing up and standing out during this unprecedented pricing/supply chain squeeze by being available, adaptable, and authentic.
In doing so, you can position your brand for growth despite this asymmetrical crisis. Unlike the crisis symmetry offered during COVID (we're all facing the same risks and uncertainties), this supply chain crisis is asymmetrical: the builder's decreased profits are offset by the rise in dealer/distributor/manufacturer profits.
Important to mention here . . . perception is reality.
Right now, everyone in the market is looking for a second opinion. That is why there has never been a better time to focus on prospecting.
In episode 183, Bradley details the 7 Pillars of Prospecting, which are:
- You are owed nothing.
- People need you.
- Prospecting is helping people.
- Focus on inputs over outcomes.
- I am not for everyone. Neither are you.
- Fun ain’t free.
- You have enough to succeed right now.
Keep these principles in mind and you will be on the path to success.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
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In episode 182, Bradley and Jenny T. discuss how to leave an effective voicemail.
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In episode 181, Bradley Hartmann details a pair of prospecting paradoxes (paradoxi, potentially?) facing sales teams today. While sales professionals may be reluctant to pursue new prospects given unprecedented commodity pricing, limited product availability, and a busy existing book of business, there's never been a better time to prospect for the simple fact that everyone in the market is interested in a second opinion—your current clients included.
Secondarily, while it's always significantly cheaper to sell more to existing customers, sales leadership must embrace the fact that for continued growth, $1 of new sales is worth more than $1 of existing customer business. If you can hold both of these truths in your mind at the same time, thoughtful consideration is necessary to determine where to best allocate your time—and the time of your individual sales reps.
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In episode 180, Bradley and Jenny T. are joined by Max Pete, Squarespace website designer and business coach.
You’ll walk away from this conversion with specific ways to increase your company’s capability using talented experts, tips on improving your website you can implement right away and insights on eCommerce from an unconventional source.
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In episode 179, Hartmann Jenny T. discuss specific examples of, in Peter Drucker’s words, “the future that has already happened.” That is, changes in technology and/or mindset that fundamentally shift value creation for customers.
In the LBM industry there are 5 major examples of the the future that’s already happened. They are 1. eCommerce, 2. Analytics, 3. Subscription models, 4. Re-imagining the Division of Labor in Sales, and 5. the On-Demand Expertise Economy, formerly known as The Gig Economy. Dealers and distributors who embrace these shifts—and take action this year—can position themselves to dominate in 2022.
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In episode 178, consultant and author Brian Kaskavalciyan joins the show to discuss how you can help your contractors increase their wealth. Quite literally, Brian wrote the book on the topic—it’s titled The Wealthy Contractor and he hosts The Wealthy Contractor Podcast as well.
The primary goal of The Wealthy Contractor is to help home improvement & home services business owners achieve more success, wealth, and freedom. If you are able to contribute to the pursuit of that goal for your contractors, you’ll undoubtedly earn loyalty from them.
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Business owners and executives often lament the absence of team members who “think like owners.” Yet when these business owners and executives are asked how, exactly, their team members can think—and more importantly, act—like owners, they struggle to articulate it.
The principles and processes that underpin their owner’s mindset often lack clarity, making it hard to model, teach, incentivize, and reinforce. To aid in this process, Hartmann and Jenny T. discuss a simple tool, available for you to download, to help everyone lead with an owner’s mindset.
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In episode 176, Rita Clifton joins the show from across the pond. The Financial Times identifies her simply as The Brand Guru and the Queen awarded her the distinction of the Commander of the Order of the British Empire (one step below knighthood / damehood, if you're not up to speed with your British Netflix viewing).
Rita's career has included being a Vice-Chair and Strategy Director at Saatchi & Saatchi, as London CEO and Chair at the global brand consultancy Interbrand and as co-founder of BrandCap.
Rita is a regular columnist and media commentator, as well as author of ‘The Future of Brands’ and two editions of The Economist book 'Brands and Branding’.
Her new book on leadership—Love Your Imposter—launched recently. Click link below to purchase at Amazon.
Love Your Imposter
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A friend of the show reached out with a simple question. He had recently been promoted to lead a pair of locations that had opportunities to grow. Upon arriving, he found the sales culture lacked accountability, goal-setting, and prospecting. Evaluating dozens of potential starting points, he asked us this:
"If I could only do one thing to begin to change the sales culture here, what should I do first?"
This is our answer.
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Instagram: instagram.com/behindyourbackceo
The most efficient way to predict the future is to create it.
Look in the rearview mirror for a moment and reflect on what you did—and did not—achieve last year. Then set a goal for what you plan to do this year. Plot it out month-by-month to create a series of smaller, 30-day goals, and think through what has to happen for each one.
Easy to write, harder to do. Switching time horizons, from the past to the present and into the future, is not easy for most people. But like most things in life, it's a skill that can be acquired with some practice and a bit of guidance.
That's what this episode is about. Jenny T and Bradley break down a simple, 1-page template to help you evaluate 2020 and predict the future of 2021 (entering its third week already!) by creating it. Listen to this episode and download the tool at behindyourbacksales.com/tools.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
behindyourbacksales.com/newsletter
For more info: behindyourbacksales.com/podcast
Instagram: instagram.com/behindyourbackceo
In episode 173 of the Behind Your Back Podcast, sales leader and cinephile Matt Potter joins the show to break down the key scenes from the classic sales film, Tommy Boy.
Starring Chris Farley and David Spade, this 1995 comedy details how Tommy Callahan, the charismatic and underachieving son of an auto parts tycoon teams up with a snide accountant to try and save the family business after Tommy's father dies unexpectedly.
Apart from being hilarious, Tommy Boy offers several memorable selling scenes that viewers can learn from. Matt Potter and Bradley Hartmann review 5 of them.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
"People do not decide their futures, they decide their habits and their habits decide their futures."
- F. Matthias Alexander
In this episode, host Bradley Hartmann breaks down the simple, yet effective habit management framework he has used for the last 18 months: The Clear Habit Journal (developed by James Clear, the author of Atomic Habits) and The Greatest Salesman In The World by Og Mandino.
These 3 tools—Atomic Habits, The Clear Habit Journal, and The Greatest Salesman In The World—can be purchased for $48.97 (give or take a few pennies).
If you would like to make 2021 your best year ever and achieve your goals, buy these tools and email Bradley at bradley@behindyourbacksales.com to join others from across the country who wish to support each other—and hold each other accountable—this year. We will meet via Zoom once each month for 30 minutes. The first session will be at the end of January.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 171, you'll learn about leadership from Dr. Ginny Whitelaw. Ginny holds a Ph.D. in Biophysics from the University of Chicago and was a senior leader at NASA responsible for building the International Space Station—a project that provides her with some unique insights into the challenges within the construction community.
Ginny is the Founder and CEO of the Institute for Zen Leadership, has earned a 5th-degree black belt in Aikido, and joins the podcast to discuss how all her achievements and experiences have led to her new book, Resonate: Zen and the Way of Making a Difference.
https://www.amazon.com/Resonate-Zen-Way-Making-Difference/dp/164663134X
Thank you for listening—you are in for a treat.
Enjoy the conversation with Dr. Ginny Whitelaw.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 170, you'll hear Hartmann's guest appearance on one of his favorite podcasts: Smarter Building Materials Marketing with Zach Williams and Beth Pop-Nikolov.
If you are not already a subscriber to Smarter Building Materials Marketing, click the link below to resolve that immediately:
www.venveo.com/podcast
Zach Williams, founder of Venveo which specializes in building materials marketing, was a guest on The Behind Your Back Podcast episode 127 talking about "unessential business" with TJ Shaheen of Builders General (NJ) and The Lumberjack Brett Thorne of Thorne Lumber (MO).
Here is the Smarter Building Materials Marketing description of Hartmann's appearance on their show:
#103: Strengthening Relationships With Channel Partners This week, Zach and Beth talk with Bradley Hartmann from The Behind Your Back Sales Co. to discuss strategies on communicating with channel partners during the pandemic and how to build those relationships. Zach and Beth get tips from Bradley on how communication should change to fit the market, how to be proactive in your company, and how to maintain business when times are tough.
https://www.venveo.com/podcast/103-strengthening-relationships-with-channel-partners
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
Part II of the leadership panel conversation with distinguished members of The Lumberman’s Association of TX and LA (LAT).
The bluechip leadership panel included:
Brian McCoy, CEO and Board Chair of McCoy’s Building Supply. McCoy's was founded in 1927 and operates 88 retail locations, 2 millwork shops, and 5 distribution centers in 5 states. Brian is a past LAT president.
Jack Foxworth, President and CEO of Foxworth-Galbraith Lumber Co (Fox-Gal). Fox-Gal was founded in 1901 and operates 32 locations in 5 states.
Nathan Potter, President and CEO of DW Distribution, which was founded in 1955. DW Distribution is a 2-step wholesale distributor covering a 5-state region.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In November, Bradley Hartmann was honored to moderate a panel of distinguished member leaders within The Lumberman’s Association of TX and LA (LAT). The purpose was to share insights and advice to the emerging leaders at member companies.
The bluechip leadership panel included:
Brian McCoy, CEO and Board Chair of McCoy’s Building Supply. McCoy's was founded in 1927 and operates 88 retail locations, 2 millwork shops, and 5 distribution centers in 5 states. Brian is a past LAT president.
Jack Foxworth, President and CEO of Foxworth-Galbraith Lumber Co (Fox-Gal). Fox-Gal was founded in 1901 and operates 32 locations in 5 states.
Nathan Potter, President and CEO of DW Distribution, which was founded in 1955. DW Distribution is a 2-step wholesale distributor covering a 5-state region.
In episode 167, Brent Hull finishes his conversation with Jenny T. and Bradley Hartmann. Brent is the founder and owner of Hull Millwork, which crafts historically correct millwork. Brent also consults on classical architectural design, historic preservation, and restoration. Architects and designers all over the world depend on Brent’s expertise.
Brent starred in the History Channel show, Lone Star Restoration, and he posts engaging and insightful weekly videos on The Build Show. You can find that content at buildshownetwork.com.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 166, Brent Hull joins the show. Brent is the founder and owner of Hull Millwork. After graduating from Baylor with degrees in History and English, Brent moved to Boston in 1991 to begin a 2-year study of historic preservation at the North Bennet Street School—one of the oldest trade schools in the United States. It was here that Brent learned the art of traditional building.
Upon graduation, Brent moved to Fort Worth and launched his own business crafting historically correct millwork and consulting on classical architectural design, historic preservation, and restoration. Architects and designers all over the world depend on Brent’s expertise.
Brent starred in the History Channel show, Lone Star Restoration, and he posts engaging and insightful weekly videos on The Build Show. You can find that content at buildshownetwork.com.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 165, Bradley Hartmann finishes his conversation with Brian Varisco, VP of Operations at Pebble Tec.
In this episode, Brian shares insights on why "the warranty is like the speed limit", how not to handle escalating conflicts as a leader, and what it's like getting personally sued while on the job. (For anyone looking for context as to how bad customers can be, this is for you.)
If you enjoyed this podcast, we'd sincerely appreciate it if you recommend this show to your friends and colleagues. Your network looks to people like you where to invest their time and attention and we'd love the opportunity to add value to more people in our community.
Since we're asking for things . . . we'd also love it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 164, Brian Varisco, VP of Operations at Pebble Tec, joins the show to discuss customer service and how it can differentiate your brand—for better or worse.
In this episode Brian shares insights on:
- the intersection between sales and customer service
- the foundations of a good customer service team
- how to improve your empathy
- methods Jenny T. can use to control her emotions when college-age customers nearly drive her over the edge
If you enjoyed this podcast, we'd sincerely appreciate it if you recommend this show to your friends and colleagues. Your network looks to people like you where to invest their time and attention and we'd love the opportunity to add value to more people in our community.
Since we're asking for things . . . we'd also love it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:
https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 163, insights from the classic book by baseball legend Ted Williams, The Science of Hitting, are applied to the activity of prospecting.
Thank you to a new sponsor, Boise Cascade Engineered Wood Products: Faster, Stronger, Easier.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 162, Bradley Hartmann completes his conversation with Brooks Dame, Vice President and 3rd generation leader at Woodgrain Millwork and founder of Proof Eyewear.
In Part II of this conversation, Brooks shares the value of business oversight with the mantra, "the owner's eye fattens the calf” as experimentation and innovation continue to drive the Woodgrain culture. Brooks also shares the contrarian mindset as leadership is constantly scanning the marketplace for undervalued assets
https://www.woodgrain.com/
In 2010 Brooks founded Proof Eyewear and appeared on the hit show, Shark Tank. Proof Eyewear makes wood-framed sunglasses with a social conscience—$10 from each frame sold goes to their Do Good program that gives back to local + global projects.
https://www.iwantproof.com/
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 161, Brooks Dame, VP of the Door Division at Woodgrain Millwork and founder of Proof Eyewear, joins the show.
Based in Boise Idaho, Brooks is a 3rd generation leader of the vertically integrated (From tree to trim!) Woodgrain, one of the largest millwork operations in the world. With locations across the U.S. and Chile, Woodgrain owns their forestry acreage, cuts their timber in their sawmills, operates their own network of manufacturing facilities, and delivers wood mouldings, doors, and windows through their distribution network.
https://www.woodgrain.com/
Brooks has worked his way up from sweeping the floors as a child. He's held the positions of Director of Sales in the Millwork Division, VP of Human Resouces, and Sales & Marketing Manager.
In his spare time . . . Brooks founded Proof Eyewear with two of his four brothers in 2010 and appeared on the hit show, Shark Tank. Proof Eyewear makes, among other designs, wood-framed sunglasses with a social conscience—$10 from each frame sold goes to their Do Good program that gives back to local + global projects.
https://www.iwantproof.com/
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 160, Jacob Monty of Monty & Ramirez LLP joins the Behind Your Back Podcast to discuss practical solutions for recruiting, training, retaining, and building trust with the Hispanic workforce.
If you employ Hispanics, sell to Hispanics, or sell to customers that employ Hispanics, this episode will offer you unique insight.
Jacob Monty has served two U.S. presidents and in this episode, he shares what he learned from working with both. Jake also shares recommendations for a pair of increasingly common situations. The first is how to handle a New Confessed Identity Scenario (NCIS) "when employee 'Juan' comes in one day and says his name is actually 'Carlos' and he provides a new social security card and driver’s license indicating that he is 'Carlos.'"
The second is how to handle identity theft related to a fraudulent social security number used by someone under your employment.
Most importantly, Jake provides a common-sense framework for discussing immigration in a way that sets aside aggressive political discourse in exchange for a candid talk about such an important demographic driving the current and future growth of the construction industry.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
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In episode 159, host Bradley Hartmann finishes his conversation with Tom and T.J. McNulty of Hingham Lumber Company south of Boston.
If you have not listened to episode 158—Part I featuring Tom and T.J. McNulty—we recommend you do. It is not necessary, but you'll find it helpful.
The father and son duo discuss what Hartmann refers to as "The Rise of The Briefcase Builder v.2.0." A briefcase builder has traditionally been a derogatory term for a construction outsider with dumb money who is wading into the industry because Hey—how hard is after all to be a GC? Get some drawings, create a schedule, find some decent subs, and off you go.
Right.
That briefcase builder was v.1.0. Buyers and subs beware when this cat comes around.
Version 2.0 differs in that s/he knows the industry. Briefcase Builder v.2.0 is an industry insider who thinks differently—specifically about risk. This new model GC wants to de-risk as much of the project as possible, rethinking the relationship and the value potential between builder and supplier.
Tom and T.J. McNulty detail how they serve this new type of customer to help everyone—the GC, the homeowner, and the Hingham Lumber Company.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
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In episode 158, Tom and T.J. McNulty of Hingham Lumber Company in Cohasset, MA join the show. Tom and T.J. are the second and third generation father and son team leading Hingham as it strives daily to be The Better Builder's Yard.
In this episode, Part I of Bradley Hartmann's conversation with the pair, they discuss the early insights that led to Hingham's focus on customer intimacy—the willingness to invest vast amounts of time to build relationships and truly understand their customers, builders building high-end homes south of Boston on the coast. This focus on customer intimacy involves tradeoffs, but establishes brand loyalty and earns higher profits.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In the September issue of the LBM Journal, sales consultant Bill Lee posed the question, "Is your team trained to deal with price objections?"
Short answer: no.
Upon reading Bill’s article, a sales manager from Wisconsin named Bobby reached out to me via Instagram. He asked, “What’s your thought on how someone should stand their ground to this 1-2 punch from a customer: I can get a better price somewhere else. Is this the best you can do?”
In this episode, Bradley Hartmann outlines a thoughtful methodology to use as a script.
The price objection—you know it’s coming.
Prepare for it.
Execute a response optimized to beat it.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
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Instagram: https://www.instagram.com/behindyourbackceo
In episode 156, Bradley Hartmann is joined by Bonnie Mauldin of The Mauldin Group, an Atlanta-based web design and internet marketing firm that specializes in the construction industry.
Bonnie is the show's first empath (Don’t know what an empath is? Well, consider this an unexpected bonus then!) and she shares insights to improve your marketing to make your selling activities easier. Hartmann and Mauldin discuss:
- Perception and how perceived value in the mind of the customer is the essential element in marketing and effective positioning
- Brand Identity and the questions to ask to determine if you have an effective one
- How to differentiate your website even if you have a similar mission and values as your competition
- Search Engine Optimization (SEO) and cookies explained in a way that won’t put you to sleep . . . nor will it make you feel dumb
- How to generate more leads with less work
Thank you for listening. Enjoy the conversation with Bonnie Mauldin, CEO of the Mauldin Group.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 155, Bradley is joined by Charlie Coggins, Greenville-Spartanburg Market President at Professional Builders Supply. With the college football season lurching its way through October, we asked Charlie to share some leadership lessons he learned from being a long-snapper on the East Carolina University (Arrrrg, Pirates!) team. He talks about the importance of goal-setting and early specialization if required to achieve that goal—exactly what Charlie had to do to become a successful collegiate football player. After his college career, Charlie crashed the NFL Combine and shares a marketing story you'll never forget.
Charlie, 28, offers candid, actionable advice to tenured leaders who struggle to relate with the youngest generation in our industry as well as young leaders who aspire to contribute more to their organizations.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 154 of The Behind Your Back Podcast, Mike Wisnefski, co-founder and CEO of MaterialsXchange, joins the show. Mike discusses the (un)natural progression he made from Badger U (University of Wisconsin Madison) to professional international water skiing, to trading lumber options for Bloch Lumber in Chicago.
While an unusual path to the LBM industry, it did enable Mike to earn the insights he applies now leading MaterialsXchange (MX)—the NASDAQ of the lumber and building materials industry—enabling transparent, real-time price discovery, delivery logistics, and payment transfer. MX is touted as the digital marketplace for lumber and panels. Featured in Forbes, MX is described as bringing the lumber industry into the digital age.
Mike and host Bradley Hartmann candidly address who stands to gain—and lose—from their new technology and why now is the time for a platform like MX (earlier ventures similar in size and scope have failed) to succeed.
If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
For more info: www.behindyourbacksales.com/podcast
Instagram: https://www.instagram.com/behindyourbackceo
In episode 153, Jenna Duett brings her enthusiasm and insights to the Behind Your Back Podcast. Jenna is the Director of Media and Regional Marketing for one of the largest franchisors in the construction space. Jenna details how she thinks about traditional marketing channels (TV, print, radio) versus digital (email, social media platforms, video, podcasts) and how she frames the opportunities facing her franchisees who are challenged with limited time and budgets—while Jenna is challenged with ensuring her franchisees are successful.
Jenna and host Bradley Hartmann discuss how to structure effective Calls to Action, how to avoid training your customers to anticipate and expect discounts, and Jenna's passion for food, which she has parlayed into a position as a BBQ judge at the World Food Championships, coming to Dallas November 5-9, 2020.
Thank you for listening.
If you enjoyed this podcast, we'd sincerely appreciate it if you were to leave a review on Apple Podcasts. The feedback helps improve the show and it helps with our visibility as well. The more people listen to the podcast, the more we can invest into it and make it even more relevant and insightful for you.
Sign up for the Behind Your Back Newsletter that arrives twice each month: https://www.behindyourbacksales.com/newsletter
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In episode 152, host Bradley Hartmann outlines how teams can invest 90 minutes every 90 days to build stronger, more insightful teams that leverage the commodity of information to bring more contextual information to customers and prospects.
In episode 151, Tim Lyons (VP of Sales at Brockway-Smith Co. aka BROSCO) joins the podcast to discuss sales and leadership at the 130-year-old firm. Founded in 1890, BROSCO is the largest distributor of millwork products in the Northeast.
Tim and Bradley discuss how to honor the past sales methodologies that have proven resilient at the firm while continuing to innovate. Tim also shares a poignant example of overcoming the sunk cost fallacy and some of his inspiration from General and President Dwight Eisenhower. Lastly, Tim shares the value he's received from being a leader and active member in the World Millwork Alliance (WMA), the sponsor of today's episode.
In a year of considerable change, millwork innovation and creativity continue to be the constant. During this challenging time, the health and welfare of our WMA members, staff, and event attendees continue to be a top priority. The WMA invites you to join us for our energizing, virtual program, complete with a premier lineup of industry experts and panel discussions for millwork businesses with a focus on resilience, empowerment, and effective management.
The virtual event runs from October 5-7. Register for free at: https://worldmillworkalliance.com/2020-virtual-conference/
In episode 150, Dr. Ben Bigelow joins the show. Ben is an Associate Professor and the Director of the Construction Science program at the University of Oklahoma.
After graduating from Texas A&M, Ben built homes for Centex before being pulled into academia, studying and teaching at several of the strongest Construction Management programs in the country—Arizona State (Masters), Colorado State (PhD), and Texas A&M (back to his alma mater to teach). Ben taught in College Station for 6 years before heading north to Norman, Oklahoma, to lead the Construction Science program 3 years ago.
In our interview, Ben shares insights on:
- how to connect and build trust with students today
- collaborating with industry to create video content that adult learners actually watch, learn from, and retain
- how organizations seeking to attract the best talent can stand out when recruiting on campus
- the secret to help students learn how to learn and learn how to think more effectively
Thank you for listening!
In episode 149, Bradley Hartmann shares the timeless components of remarkability as defined by Michel de Montaigne: utiles-doux in Latin meaning, useful-delightful.
In episode 148, Bradley Hartmann and Jenny T. welcome Tricia Kagerer (Executive Vice President of Risk Control at Jordan Foster Construction) to the show to discuss her new book, The B Words: 13 Words Every Woman Must Navigate for Success.
Far from an episode solely for women, this discussion will help everyone collaborate more thoughtfully, especially during this pandemic as many of us juggle the demands of teaching roles, in addition to family and professional roles. For more information on The B Words, visit https://www.triciakagerer.com/ and to pre-order copies of the book for your team, visit https://www.amazon.com/The-B-Words
As COVID-19 has made face-to-face selling harder than ever, communicating well via email is as important as ever.
In episode 147, Bradley Hartmann and Jenny T. dissect a series of real-life email sales pitches—the good, the bad, and the ugly—to review what to do, what not to do, how to stand out, and how to get your readers leaning in.
Visit behindyourbacksales.com/podcast to download the PDF training guide that accompanies this episode with the actual email sales pitch examples included.
"Because its purpose is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation."
- Dr. Peter Drucker
In episode 146, Bradley Hartmann connects with one of his former MBA professors, Corinne Miller. Corinne is an expert on innovation, with innovation-based roles in various fields: the defense sector, at Motorola during its last dynamic peak, and at a high-tech bowling ball firm.
Corrine couples her background in computer science with her Masters in Communication from Northwestern University. As you'll hear, she combines these skills—innovation and communication—in a way that is memorable and actionable.
Corinne has been teaching Innovation and Communication at Lake Forest Graduate School of Management in Chicago for the past 13 years and is also an accomplished author and artist.
In this episode, we discuss how to define and lead conversations on innovation in a simplistic way while outlining the 3 types of innovation. We also dig into best practices for remote training and learning—which Corinne was doing 15 years ago. This concept of a/synchronous online learning which many firms are grappling with at scale for the first time . . . Corinne was executing a decade and a half ago.
Corinne has been leading her own consulting firm, Innovating Results, Inc. for the past 13 results. She helps clients with innovation, communication, and leadership. Learn more at https://innovatingresults.com/
In episode 145, Russ Kathrein joins the show to talk about his recent departure from Alexander Lumber, a few of his lessons learned, and leadership principles that can guide us all.
Part II of Bradley Hartmann's conversation with Bruce Merrifield, President of Merrifield Consulting Group and partner at WayPoint Analytics. They continue the discussion on profit models, customer profitability rankings, the importance of identifying Gazelles (the 4% of companies that are growing 2-4X faster than the competition due to continuous innovation), and the parable of Charlie The Milkman. Visit www.behindyourbacksales.com/podcast to download the transcript/case study from Part I with Bruce—episode 143.
“To succeed in business, you have to have a genuine, honest-to-goodness interest in profitability. And most people don’t.”
—The Art of Profitability by Adrian Slywotzky
Our guest on episode 143 is Bruce Merrifield, President at Merrifield Consulting Group, Inc. and a partner at Waypoint Analytics. As you'll hear, listening to Bruce is like studying with an entertaining professor in a graduate program. He links insights into profitability and common sense, with a heavy dose of counterintuitive thinking (he shares why buying low and selling high is a poor way to advance your business goals) in a unique way that will have you seeing your world a bit differently.
Raised in St. Louis, Bruce attended Princeton as an undergraduate student and earned his MBA at Harvard. Bruce shares his experiences that resulted in insights related to quantum profits, order size economics, and customer profitability rankings—all tools that will help you become more profitable this year . . . if applied.
To help you make the most of this episode, we hand-edited a transcript of our conversation. Included are the simple mathematical equations Bruce outlined to make his insights. Visualizing them will hopefully make your next steps more discrete as you apply them to your business. Visit www.behindyourbacksales.com/podcast and click on Bruce's face to access the PDF download.
On today’s episode, Hartmann and Jenny T. are joined by a pair of guests from WindsorONE. Corbin Rinehart is a Regional Sales Manager at WindsorONE, a wood science expert, and an avid fisherman—all of which were assembled into a unique collegiate curriculum at Penn State University. Joining Corbin is Brian Bunt, Director of Marketing at WindsorONE. You may remember Brian from episode 104, where we discussed the magic behind many of WindsorONE’s successful marketing campaigns.
We cover a wide range of topics including the nearly extinct American Chestnut tree, the branding disaster that is the Washington Non-Redskins, fraternities, and the anticipated head-to-head fly fishing competition between Hartmann and Jenny T.
In episode 141 you'll meet Jim Thillen, the Regional General Superintendent at The Beck Group, an international commercial construction firm based in Dallas, TX. Jim is a 3rd generation builder, an early adopter of technology in the construction space (Jim made the switch to digital schedule management back in the early 80s), and a keen observer of leadership across all generations on the job site. His unassuming insights will benefit managers and leaders at all levels.
In this emergency podcast, Jenny T. and Bradey Hartmann discuss the Muji bankruptcy (in the U.S. only) and its effects on the supply and demand of .38 gel ink ballpoint pens. They also discuss the world's longest-running corporations.
In episode 139, host Bradley Hartmann recounts his impromptu one-on-one session with Coach Herm Edwards, former NFL player and coach who is currently the Head Coach at Arizona State University in Tempe, AZ. Coach Herm shared his insights on football, leadership, and life in general in a way that changed Hartmann's life for the better.
In episode 138, Bradley Hartmann connects with Sean Reid of Arrowhead Coaching and Facilitation Solutions based near Hamilton, Ontario (CA). Sean shares lessons learned from writing a speech for the Queen of England, a situational leadership framework to make more of an impact in less time, how to raise the awareness of mental health challenges, and how to ensure your stated values and strategy directly impact the daily decisions made throughout your organization.
To learn more about Sean and his work, follow this link: https://www.arrowheadcoaching.ca/
In episode 137, a bit of (meaningless) history is made as Bradley Hartmann's role of podcast host transitions to past guest, VP of Trade Marketing and Sales Training at Hearth and Home Technologies, Tim Rethlake. Joining Tim on the podcast is two developers from episode 9, Nathan Marsh of V&M Development (Chicago) and Bobby Krueger of Mavrek Development and The Krueger Group (Chicago and Cleveland, respectively).
In episode 136, Bradley Hartmann is joined by Kimberly Simonson, President of Simonson Design USA. In her firm, Kimberly and her team, which includes family, leverages the power of 3D design software to help dealers and home owners improve the speed, clarity, and enjoyment of their projects.
In episode 135, Bradley Hartmann shares an excerpt from his upcoming book project with Carl Moyer (Director of Human Resources at Parr Lumber Company) titled, Yes, Fear Works (But There's a Better Way). This episode deals with attempts at motivation, incentives, and the often perverse unintended consequences that follow. Examples include cobras—as you might assume—as well as rats and sparrows. Visit behindyourbacksales.com/podcast to download the question set to help you avoid Cobra Effects.
In episode 134 Bradley meets Jonathan Slain, co-author of Rock the Recession (with Paul Belair) and founder of Autobahn Consultants.
Use the promo code BEHIND to receive 29% off everything sold at Rock The Recession website, including Jonathan’s workbook, his reports, and his do-it-yourself recession planning kit.
In episode 133 Bradley is joined by Ronda Conger, author, podcaster, public speaker, and home building executive at award-winning CBH Homes in Boise.
In episode 132, Bradley is joined by Jon Vaughan, President of Brand Vaughan Lumber, and Mark Scherer, COO of Scherer Bros. Lumber Co., to analyze leadership lessons they took from ESPN's Michael Jordan Documentary 'The Last Dance.' As always, thank you for listening!
In episode 131, Bradley is joined by Jenny T. to talk about the D.A.M. Problem with Salespeople. They give their tips on how to help you and your salespeople overcome the drift to account management.
In episode 130, Bradley is joined by TJ Shaheen, Owner and EVP of Builders' General in New Jersey. TJ gives an inside look at the COVID-19 pandemic from his perspective and shares what his company is doing to keep employees and customers safe.
In episode 129, Bradley is joined by Jillian Sobeck Whalen, Founder & Strategist at Sobeck Studio. She gives her advice on:
- How to make your message stand out on social media
- How to improve your digital presence in only 1 hour per week
- How to ensure your company avoids online mistakes
Thanks for listening!
In episode 128, Bradley is joined by epidemiologist Dr. Mark Guinter, PhD, to help us give public health insights far beyond the current COVID-19 experience.
In episode 127, The Behind Your Back Sales Co. presents a new, recurring podcast series featuring four LBM thought leaders: Bradley Hartmann (Founder & CEO of the Behind Your Back Sales Co.), TJ Shaheen (Executive Vice President and 4th generation owner at Builder’s General in NJ), Zach Williams (Founder of Venveo in Blacksburg, WV), and Brett Thorne (Operations Officer at Thorne Lumber Company in Missouri). Listen in to enjoy the lighter side of the LBM industry.
In episode 126, Bradley Hartmann takes another look at the COVID-19 pandemic, this time focusing on what's inside a builder's playbook during times of uncertainty. He talks about:
- What you can learn from Zoom's botched meteoric rise
- 3 phases of the builder's playbook
- How your company can come out of this ahead
Thank you for listening!
In the wake of the NFL's first virtual-only draft, we take a look back at "Ep. 69 :: Overconfidence in Drafting Talent: Yours and in the NFL." Bradley Hartmann draws parallels between the 2019 NFL Draft and your business. He highlights the most salient points that impact your ability to recruit, train, and retain the most talented people in your organization—and your market. As always, thanks for listening.
In episode 125, Bradley Hartmann sits down with Stephen James, Founder & CEO of The Leadership Lab and President & Executive Director of Sage Hill Counseling. They dive into:
- Why the human aspect is most important for your business
- His work with former MLB pitcher R.A. Dickey
- How understanding yourself will make you a better leader
As always, thank you for listening!
In episode 124, Bradley Hartmann sits down with Parr Lumber's Director of Human Resources, Carl Moyer. They discuss:
- How to build a culture employees want to be a part of
- What companies do that kills team morale
- Carl and Bradley's upcoming book Yes, Fear Works(But there's a better way)
As always, thank you for listening!
In episode 123, Bradley Hartmann takes a look at Groundhog Day to show you how the stress of COVID-19 might be affecting your leadership. He gives his advice on how to ensure you're making your employees feel valued while still getting the very best work done.
Thanks for listening!
In episode 122, Bradley sits down with Mike Barrett, owner of Barrett Homes. They discuss:
- Starting a business during an economic downturn
- How you can take advantage of times of uncertainty
- How to operate safely during COVID-19
- Continuing good habits you're developing now
In episode 121, Bradley and Jenny T. discuss habit defense and development in times of uncertainty.
Tactical elements include:
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Why you start with defensive measures against new bad habits
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How you can make new habits easy to start
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What tool will help you visualize your momentum
In episode 120, Bradley and Jenny T. revisit last Friday's topic of negotiation in times of uncertainty.
Tactical elements include:
- How the clock can help/hurt you
- Why you should lead with objections
- How to maintain a poker mindset
- Why you should give more to get more
In episode 119, Bradley and Jenny discuss negotiation in times of uncertainty.
Tactical elements include:
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Anticipating the shift to buyers
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Understanding loss aversion
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Examining cost drivers
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Detailing the total cost of ownership
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The importance of documenting assumptions
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And the one thing - if nothing else - you must do prior to a negotiation
In episode 118, we turn our attention to sales leadership in the time of uncertainty. Tactical elements include: - Maintaining confidence
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Goals and Q1 progress
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Daily planning
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Target prospecting
Plus a customized sales case study abut Steph Curry leaving Nike for Under Armour. Thanks for listening!
In episode 117, for the first time on the mini-series, Bradley is joined remotely by Jenny T, to discuss productivity in the time of uncertainty. They give you their tips and tricks to help keep you and your teams productive when dealing with unknown situations.
In episode 116, the second episode of our daily mini-series, we focus on finding new customers and why it's more important now than ever to continue prospecting. Your company is counting on you to do it. Thanks for listening!
In episode 115, we're doing things a little different than normal. Starting today, we're posting shorter, more tactical episodes to help you navigate this uncertain selling environment. Today's episode covers how to get close to customers in a time of uncertainty, framed in a before-during-after structure.
Visit our website to find downloadable content (scripts and templates) to increase implementation for each episode. Thanks for listening! Be kind. Control what you can control. This too shall pass.
In episode 114, Bradley Hartmann turns your attention away from the news to ... the Bachelor. He focuses on a few key sales lessons drawn from the repetitive one-liners heard over and over again on the show to help you become a better, more effective salesperson. As always, thank you for listening, and if we can help you in any way during this time of uncertainty, don’t hesitate to contact us directly at bradley@behindyourbacksales.com
In episode 113, Bradley is joined by Tim Beckman, Director of Customer Facing Software at Simpson Strong-Tie. Bradley and Tim discuss how the construction industry is starting to embrace building information modeling, and how using any available technology can help your businesses' bottom line. As always, thanks for listening!
In episode 112, Bradley Hartmann is joined by Shawn Van Dyke, author of Profit First for Contractors. Bradley and Shawn discuss the challenges contractors face and Shawn gives clear and actionable advice on ways to overcome them to make your business truly profitable. As always, thanks for listening!
In episode 111, Bradley Hartmann heads to Los Angeles to interview Bad Birdie Golf founder Jason Richardson. Jason discusses how his company is embracing boldness to stand out against other golf apparel brands and how a hard working, problem-solving mentality can help you be successful in any industry. Thanks for listening!
In episode 110, Bradley Hartmann is joined by Sunny Bowman, President/Owner of Dakota County Lumber Company. Bradley and Sunny discuss the way entering the workforce right after the recession shapes how she runs her business and helps her maintain a focus on prospecting with her team. They also discuss ways new technology can help meet the needs of customers. As always, thanks for listening!
In episode 109, Bradley Hartmann is joined by Cameron Ashley CEO Donny DeMarie, nearly one year after Donny's first appearance on the podcast. The pair talk about Cameron Ashley's progress over the last year, their push into the online marketplace, and how companies like Cameron Ashley can provide value to customers beyond breaking bulk. Thanks for listening!
In episode 108, Bradley is joined by Lee and Terry Resnick (sometimes known as TerryLee) to discuss the biggest risk in your business. The Resnick brothers detail how planning for the future will protect the longevity of your business and ensure its continued success. Thanks for listening!
In episode 107, Bradley is joined by Bob, Dan, and Bobby Krueger, of the Cleveland-based Krueger Group. In a rare 4-person podcast, Bradley and the Krueger's discuss how they're working together to build a family legacy and give their tips and tricks on how to make it work when working with family. As always, thanks for listening!
In episode 106, Bradley is joined by Jenny T. (back from her double secret probation) to discuss the G.A.P.P. goal tracking model. This model can help you and your employees by making goals easy to track, specifying activities and results, driving clear accountability and simplifying performance reviews. Head over to our website to download a PDF of the framework to use. As always, thanks for listening!
In episode 105, Bradley is joined by former Notre Dame and NFL football player Dan O'Leary of the Garland Company. Bradley and Dan discuss how quality leaders shaped him throughout his playing career and how it is crucial for your business and your employees to have quality, involved leadership. As always, thanks for listening!
In episode 104, Bradley Hartmann joins WindsorONE's Director of Marketing, Brian Bunt, in sunny San Diego. Bunt shares the secret behind how his company makes their marketing campaigns (such as "Call Kurt for a Shirt") so successful - and how you can learn to use word of mouth marketing to help your company, too. As always, thanks for listening!
In episode 103, the Behind Your Back Podcast team introduces you to our newest project: The Construction Leadership Podcast. Over the past few years, we've enjoyed providing value to you, our listeners, through the podcast medium, and are hoping the Construction Leadership Podcast will help provide value to even more. The new project will be more commercially focused, with guests touching on the importance of leadership in the construction industry. If you like what you hear, we encourage you to subscribe. And for our loyal listeners of the Behind Your Back Podcast, don't worry, we'll still be uploading here weekly!
In episode 102, Bradley Hartmann heads to the Building Component Manufacturers Conference and meets up with Tim Noonan, President of Cascade Manufacturing. Co., and Scott Ward, Principal at Southern Components Inc. The trio discusses how automation will change the industry and how understanding your employees work ethic will help them and your company in the long term.
In episode 101, Bradley Hartmann is joined by Ed Kubiak, Director of Builder Partnerships at Higharc. Bradley and Ed discuss how technology is moving the building industry forward, and how you can continually earn trust with clients and partners. Thanks for listening!
In episode 100, Bradley is joined by Drexel's Joel Fleischman and Doug Carlson to celebrate our centennial episode, more than two years in the making. Bradley, Joel, and Doug discuss how Drexel crafts a winning team environment and what the future holds for the LBM industry.
As always, thank you for listening over the past 100 episodes. We truly could not be here without each and every one of you.
In episode 99, Bradley and Jenny T. break down some of the sales obstacles you, our listeners, submitted to us during the launch of our 2020 Sales Fundamentals Workshop. Their quick tips will help you overcome these common obstacles to make your sales team operate at the highest level. As always, thanks for listening!
In episode 98, Bradley Hartmann is joined by Johnny Hourihan, of Vintage Builders, and Tom Ellerbrook, of FastenMaster, live from an event in conjunction with the 2019 LBM Sales Masterclass in Boston. They discuss the power of social media in today's LBM industry and examine building trends we are seeing across the country. Thanks for listening!
In episode 97, the Behind Your Back Podcast and episode sponsor Masonite take you live into the 2019 World Millwork Alliance Annual Convention. Bradley sits down to talk with Nick Massengill, Market Manager at BMC, and the two cover a range of topics, from how humility can help your business thrive to how it's important to be the "mayor of your town." Bradley even learns a new Cajun word. As always, thanks for listening!
In episode 96, the Behind Your Back Podcast takes you live into the 2019 Sales Fundamentals Workshop. Listen to Bradley Hartmann lead a Q&A with our attendees and builders who joined us at the 2019 SFW in Fort Worth, Texas. And be on the lookout for registration for our 2020 SFW soon. As always, thanks for listening!
In episode 95, TJ "Tiger" Shaheen brings highly entertaining insights to the Behind Your Back Podcast with Bradley Hartmann. TJ tells Bradley all about how he runs a successful business as a fourth generation employee and how utilizing your employee's unique strengths can help advance your business. As always, thanks for listening!
In episode 94, Bradley and Jenny T. are joined by Behind Your Back Sales Co's digital content coordinator, Ryan, for his inaugural appearance on the podcast. The trio examines the new social media and digital data collected for the 2019 update of the Skeptical Lumberman Guide to Social Media, and discuss what you should be doing to have an effective digital presence in the LBM industry. As always, thanks for listening!
In episode 93, you'll meet Gus Stallings of Boise Cascade Company. Gus joins Bradley on the Behind Your Back Podcast to share how he has been successful in the industry and how patience and simply asking questions can help you become a better salesperson. Thanks for listening!
In episode 92, Brand Vaughan Lumber President Jon Vaughan joins Bradley Hartmann from Austin, Texas and the 2019 LBM Strategies Conference. Hartmann and Vaughan examine the struggles and rewards of maintaining a multi-generation family business and the importance of making your company a great place to work. Thanks for listening!
In episode 91, Bill Lee, Jim Sobeck, and Lanny Moore, Jr. join Bradley Hartmann on the Behind Your Back Podcast from the 2019 LBM Strategies Conference in Austin, Texas. The quartet discusses best practices for increasing margins in the LBM industry and highlight the content of their panel from last weeks' conference. As always, thanks for listening!
In episode 90, Bradley Hartmann breaks down the skill you've been taught is rude, that's actual crucial to being a good salesperson. You'll learn how to do it well and walk away with a successful framework to continue doing it well in the future.
In episode 89, Bradley Hartmann takes a look at his hometown Chicago Bears to explore the similarities between salespeople and NFL kickers, and how both positions boil down to one common theme – results. Much like NFL kicking, it's important for you or your salespeople to find success in the short term through consistent weekly prospecting efforts that can be repeated with confidence over the long term. Thanks for listening!
In episode 88, Tom Blancett joins Bradley Hartmann on the Behind Your Back Podcast to discuss the ever-changing construction market and how to best prepare yourself and your company for whatever is coming next. Thanks for listening!
In episode 87, Bradley Hartmann and Jenny T. provide their tips and tricks to help you improve your emails & voicemails immediately – helping give you ideas on how to create business and close sales online and over the phone. As always, thanks for listening!
BONUS CONTENT :: In episode 86, the Behind Your Back Podcast presents an extended conversation with LBM's Iron Man, Taylor Sullivan. Sullivan, a certified safety professional, discusses the importance of collaboration on all facets of workplace safety.
In episode 85, Taylor Sullivan – Iron Man and Marathon Des Sables veteran – joins the show to discuss his impressive physical achievements, the role of mental preparation, and how it is crucial to help you achieve your goals at work and in life. As always, thanks for listening!
In episode 84, Bradley Hartmann takes you down memory lane to revisit a particularly poignant Nike ad from his childhood. Hartmann explores how this ad in Sports Illustrated, created by advertising giant Wieden+Kennedy, has guided his life for the last 30 years, and how heeding its words can help you succeed.
In episode 83, Tom Ellerbrook, Director of Sales at FastenMaster, joins Bradley Hartmann on the Behind Your Back Podcast. Hartmann and Ellerbrook delve into a variety of topics ranging from social media to making your remote team work efficiently to how your company can invest in workers for the future. As always, thanks for listening!
BYBP Disclaimer:In episode 82 of the Behind Your Back Podcast, Bradley Hartmann welcomes the show's first ever legal expert – JP Sherry, of JPS Law. Hartmann and Sherry discuss the best ways to ensure you are protecting your LBM business and how to help your employees garner respect in the workplace. As always, thanks for listening!
In episode 81, Bradley Hartmann welcomes Catherine Davis Wheeler to the Behind Your Back Podcast to discuss the intricacies of change management from the perspective of an HR Manager of a Fortune 200 company. The pair also explore the importance of culture-building and what you can do to craft a positive, innovative culture within your own company. Thanks for listening!
In episode 80, "WeWork" – one of the predominant co-working companies across the globe – becomes a case study for Bradley Hartmann on the potential disconnect between sales and marketing. Hartmann shows you where WeWork went wrong and challenges you to evaluate your own company's Sales/Marketing fit to make sure you are sending the right message to the right customers.
In episode 79, Adam Lingenfelter – now the owner of Lingenfelter Custom Homes after spending 20 years in sales – joins the Behind Your Back Podcast to discuss how you can improve your digital communication basics. Lingenfelter shares his stories from both sides of the industry in the hopes of helping you successfully communicate better across digital platforms.
In episode 78, you'll hear from Dr. Heather Yates and Dr. Matthew Reyes. That's right – the Behind Your Back Podcast comes to you with a special two interview episode. Hartmann, Yates and Reyes discuss millennials, their stereotypes, and their place in society. Hear from two professors who spend the majority of their time working with millennials in the classroom to learn how to better weave them into your workplace. Thanks for listening!
In episode 77, Bradley and Jenny T introduce you to the CPR Time Framework - their formula for turning boring, ineffective meetings into hubs of productivity for your team. Bradley and Jenny T will discuss how you can use Context, Purpose, Results, and Time to save you time and accomplish more when you head into the meeting room. As always, thanks for listening!
In episode 76, the Behind Your Back Podcast goes international! You'll be introduced to Canadian Adam Sand – owner of Sargeant's Roofing and Roofing Business Partner – who is here to discuss Facebook marketing in the construction industry. Sand and Hartmann debate the impact of Facebook's reputation on users in the United States, while discussing how to best use Facebook advertising to grow your business – in the US or abroad. As always, thanks for listening!
In episode 75, Jeff Tweten of WorkSafeWorkSmart.com returns for the Behind Your Back Podcast's second annual Summer Reading List. Bradley and Jeff, along with Jenny T, share some of their favorite books – for business and pleasure – that they think you should read to enrich your summer. Thanks for listening!
In episode 74, Buc-ee's — the legendary "gas station + convenience store on steroids" with a cult following in Texas — takes center stage to demonstrate how brands strategically over-invest in certain aspects of their business to be different in ways that are meaningful to their customers. With cameo appearances from Elaine Benes of Seinfeld and comedian Joe Rogan, examining the Buc-ee's model will help you think differently about your company — and how you can create a cult following of your own.
In episode 73 you'll meet Mike Howell, Director of Operations at Parr Lumber in the Pacific Northwest. Howell started at Parr 22 years ago as a delivery driver and has advanced within the firm step by step, giving him a unique perspective on operations, leadership, and innovation—three topics we discuss here. Howell and Hartmann dig into the shift many builders are making into affordable housing to continue their drive for growth and the questions dealers and distributors can help the building community answer. As always, thanks for listening!
As the series finale of HBO's hit show, Game of Thrones, aired last Sunday evening, Bradley Hartmann examines four lessons that can be drawn from the land of Westeros and applied to your own business. Whether you are a fan or not — every listener can benefit from using Game of Thrones as a lens to view their operations. Valar Morghulis. Valar Dohaeris. Thanks for listening.
In episode 71 strategy guru Rich Horwath rejoins the Behind Your Back Podcast to share insights to help your team think more strategically. Rich also shares concepts from his new graphic novel on strategy (you read that right...), "StrategyMan vs. the Anti-Strategy Squad: Using Strategic Thinking to Defeat Bad Strategy and Save Your Plan." Thanks for listening, learn more about Rich at www.strategyskills.com and purchase your copy here: https://www.amazon.com/StrategyMan-vs-Anti-Strategy-Squad-Strategic/dp/162634549X
In episode 70 of the Behind Your Back Podcast you’ll meet the Captain of Corporate Presentations and Design—Ed Cimoch. Ed has a Masters in Fine Arts from Temple University in Philadelphia and uses his expertise in art and design to help executives at a Fortune 50 company create slide decks and stories that inspire, inform, and improve business communication. After Hartmann hired Ed to help him with his slide deck design and story-telling skills, Bradley invited Ed to join the pod to further share his ideas and insights. This episode will help your team tell a more coherent story about how you and your company are better and different. As always, thanks for listening.
In episode 69 Bradley Hartmann draws parallels between the NFL Draft, whose annual talent selection show took place last weekend, and your business. Standing on the shoulders of Dr. Cade Massey (now at Penn’s Wharton School of Business) and Dr. Richard Thaler (the Nobel-winning professor of economics at the University of Chicago) and their 2005 paper, "Overconfidence and Market Efficiency in the National Football League" Hartmann highlights the most salient points that impact your ability to recruit, train, and retain the most talented people in your organization—and your market. As always, thanks for listening.
In episode 68, Bradley Hartmann and guest Tony Misura, founder and president of The Misura Group, talk talent—how to attract it, develop it, train it, and most importantly . . . retain it. The Misura Group is a talent placement firm located in Minneapolis that focuses exclusively on the building products industry. Tony and his team are in the talent business. Their goal is to put great people in front of great companies and Tony speaks candidly about the process of extracting people from firms that are not providing the 3 elements necessary to inspire and motivate the best talent in our industry: an alignment of core values, potential for growth, and specific opportunities paired with incentives. Tony offers immediately applicable advice on how to ensure you are articulating all the non-monetary value your business offers—be that training opportunities, mentorship, flexible work schedules, extra days off for vacation or philanthropic efforts in your community. Every business leader is in the talent recruiting business (or should be) and this episode with talent guru Tony Misura will improve your ability to attract and retain the best talent. Thanks for listening.
As the 2019 NBA playoffs begin this weekend, guests Josh Johnson of Ivey’s Building Materials Centers in Louisiana and Tim Reed of Fireside Home Solutions join the podcast to examine the LBM industry through the lens of the National Basketball Association. Even if you are not a die hard NBA fan, you’ll enjoy this episode as we discuss challenges and opportunities in our business ranging from motivating complacent sales reps, developing strong cultures, articulating value over price, and leading agile teams in the age of Amazon. To help us navigate these topics, Josh, Tim, and Bradley discuss Carmelo Anthony (me-first players), Allen Iverson (the importance of practice), the San Antonio Spurs (culture), Nike tube socks (innovation), and Sam Hinkie’s “Process” (marketing = telling stories), among others. Thanks for listening—enjoy my conversation with Josh Johnson and Tim Reed!
In episode 66 Bradley Hartmann caught up with Craig Webb at the ProSales 100 Conference in San Antonio where the theme was—appropriately titled for this episode—Mapping the Future. Many of you know Craig as the longtime editor of ProSales and Remodeling magazines. Last October Craig launched his own consulting firm, Webb Analytics, where his focus is helping construction supply insiders make better strategic and tactical decisions on important matters of the day. For example, in this episode Craig discusses a trio of forces — the rising cost of construction, our limited labor pool, and our aging population — that have led to the industry re-evaluating long-established ideas like off-site construction that have either been previously dismissed or underutilized. Hartmann and Webb discuss Building Information Modeling (or BIM) and a future where components are mass customized and built by robots instead of workers inside a warehouse. Craig shares important context about a pair of firms that are thinking differently and making noise — Entekra and Katerra — and what their growth means for the industry. Thanks for listening. Enjoy my conversation with Mr. Craig Webb.
In episode 65 you'll meet Reggie Brown, the actor, comedian, and global Barack Obama impersonator. If you recall seeing a really convincing Barack Obama in movies or on YouTube, that's Reggie Brown. Reggie attended the University of Illinois and was later establishing his bona fides — winning an Emmy in 2008 with the NBC5 Street Team in Chicago — when the unlikeliest of opportunities came upon him. Barack Obama's meteoric rise to the national stage in Reggie's own hometown made one thing clear in only a matter of months: Reggie Brown, Windy City citizens believed, looked just like this guy Obama. Moving beyond awkwardly accepting free drinks, meals, and cab rides from people convinced he was the future president, Reggie seized the opportunity to reinvent himself. In this episode Reggie shares insights on overcoming adversity, selling yourself (especially when in the guise of someone else), how to reverse a death threat, and the importance of attention to detail when perfecting your pitch to anyone, anywhere. Enjoy my conversation with Reggie Brown. Thanks for listening.
In episode 64 you'll meet Grant Hagen, the VDC Manager at The Beck Group, a billion-dollar, 107-year-old commercial construction and design firm headquartered in Dallas. If the letters VDC don't mean much to you . . . you are not alone. Consider this a primer on a role you'll be hearing more about in commercial and residential construction in the future as we see "Virtual Design" become more broadly integrated in "Construction" — VDC. Grant is card carrying Millennial, yet is wise beyond his years. His recommendations on collaborative leadership and change management across generational divides will assist anyone struggling with interpersonal communication on the job, let alone introducing new technology to tenured members of your team that resist change. Enjoy my conversation with Grant Hagen of The Beck Group. Thank you for listening.
In episode 63 you get the treat of listening to Mark Scherer (pronounced "sheer"), COO of Scherer Bros. Lumber Co., a Minneapolis-based third-generation family-owned and operated LBM dealer. Mark brings plenty of insight and humor to this episode, which is wide-ranging, to say the least. Our conversation touches upon leadership, communication, and culture-building as well as George Custer, Emperor Constantine, and cult classic film, Superbad. Buckle up and enjoy the ride that is my conversation with Mark Scherer. Thanks for listening.
Welcome to episode 62 of the Behind Your Back Podcast—our first live podcast, as you'll hear—with guest Mike Soulen, Vice President of Barrons Lumber based in Maryland and Virginia. Mike joined me on stage in Orlando, Florida at the LBM Advantage Annual Convention as an example of how LBM dealers are leveraging technology to improve communication, coordination, candor, and engagement within their teams. My keynote was titled, "The Future of LBM Training", and Mike shared why and how the Barrons team creates a weekly internal podcast for their team. After more than 100 episodes, not only does Barrons have an efficient, cost-effective process in place, they also have meaningful results. Mike’s contribution to the presentation was immense. He provides a real-time example of how one LBM dealer is bridging the generational gap between retiring baby boomers who have decades of wisdom, experience, advice, and tribal knowledge to share and the younger “YouTube Generation” who expect learning content to be easy to find and available on-demand so they can choose to learn when and where they please. Enjoy my conversation with Mike Soulen, live from the stage at the 2019 LBM Advantage Annual Convention in Orlando. Thanks for listening.
In episode 61 sponsored by TAMKO roofing products, you'll hear about competition, change, and what it takes to win from the unique perspective of Donny DeMarie, President and CEO of Cameron Ashley, formerly known as Guardian Building Products. To wildly understate Donny’s last 12 months—he’s been busy. Following Guardian’s acquisition in April 2018 by the private investment firm Pacific Avenue Capital Partners, Donny joined the distributor as President and CEO and began driving change and growth—something he has done successfully multiple times throughout his career. DeMarie’s career began at Gale Industries, where he rose through the ranks to become President & CEO of Masco Contractor Services, which he grew from $350M to $2B. Re-branding Guardian as Cameron Ashley last month, Donny talks candidly about how he is not only changing the name, but the culture as well, playing to win, and having fun while doing all three simultaneously. Hartmann had the opportunity to meet up with Donny on the show floor of their annual buying show last month in Orlando—a phenomenal multi-day event for dealers and manufacturers that featured timely educational sessions (Hartmann hosted a pair of Skeptical Lumberman Guide to Social Media mini-workshops), a strong slate of speakers including Duke All-American and NBA champion, Shane Battier, and an evening at Universal Theme Park, Marvel Island. The message throughout the event was “play to win” and in this conversation DeMarie digs into what that means for Cameron Ashley—and the rest of the industry. Enjoy my conversation with Donny DeMarie, President and CEO of Cameron Ashley. Thanks for listening.
In episode 60 we examine the importance of candor—internally within your own team as well as with customers and prospects. To illustrate exactly how the lack of candor can cause rework and limit the appeal of a brand, we will look at v.1.0 of this podcast's artwork, which featured host Bradley Hartmann's (apparently) very punchable face. Thanks for listening.
In episode 59 you'll hear the fascinating tale of Justin Ellis. Justin started pushing a broom in his father's yard at 14 and took to the business immediately. Less than two years later he was awarded his driver's license—and promptly began earning new business as an outside sales rep. Working alongside his father throughout high school and college, Justin helped grow the 2-location business and eventually became President. Then, his father informed him, the business was being sold to a competitor. Momentarily sent reeling, Justin regained his balance and teamed with a colleague to acquire an unwanted piece of his family business to launch Elco Building Supply. Wise beyond his Millennial years, Justin shares his journey and the lessons learned that drive his business today. Enjoy my conversation with co-founder and CEO of Elco Building Supply in Roswell, New Mexico, Mr. Justin Ellis. Thanks for listening.
When the NLBMDA announced Wisconsin-based Drexel Building Supply won its Dealer of the Year Award, Drexel Head Coach Joel Fleischman knew how he wanted to celebrate the win. Employing a Willy Wonka-style "golden ticket" format, each Drexel team member (never "employee" I have learned) would nominate their teammates who best represented the role of "unsung hero" on the job. Those team members who earned 3 or more nominations from their teams earned a $5K bonus, $1K to a charity of their choice, and a trip to Chicago to accept the award. Ten Drexel team members joined Joel Fleischman and we interviewed them all, inquiring about the insights that make their team—and their organization as a whole—successful. Here is what they said. Thanks for listening.
In episode 57 Brian McCauley, Director of Sales Training at Atrium Windows and columnist at ProSales Magazine, shares his insights on all three levels of sales: personal sales skills, sales management, and sales training. Brian is a pro's pro with a history of success selling in the LBM space, leading sales teams, and now training for sales success across the country. His sales columns can be found online at ProSales Magazine and are candid, humorous, and applicable.
In episode 56, we take a look back at our favorite 6 books from 2018 and discuss why those chosen are worth your time and attention.
Welcome to the new year! Our inaugural 2019 guest is Todd Skaggs, national vice president at Dealers Choice Distribution. Todd’s unique background (from Navy veteran to LBM outsider, now a college football referee, author, and national sales leader) is both entertaining and inspiring—a great way to kick off your new year. In our conversation, Todd draws a number of parallels between the preparation and passion required to become a top-tier collegiate referee and those required to become a top-tier salesperson. From goal-setting, “knowing your ghost”, and the intentional focus to become someone that truly matters to your customers, Todd shares ideas and insights that will help you and your team this year. Enjoy my conversation with Todd Skaggs. Thanks for listening.
In episode 54 we take you inside a national home builder to better understand how to attract attention, create interest, and build trust with the individuals responsible for buying decisions. Matthew Schmidt is the Strategic Sourcing Director at PulteGroup and he opens up about the best (and worst) ways sales professionals make it easy for him to buy. Behind the fancy title, that's what Matthew does: he buys large quantities of materials to help his team build homes. In this conversation, Matthew shares his perspective on voicemails, leveraging LinkedIn, how manufacturers can best navigate a complex sale, and productive paranoia. Enjoy my conversation with Matthew Schmidt, Strategic Sourcing Director at PulteGroup. Thanks for listening.
At 35 years of age with more than 20 years at Zeeland Lumber and Supply in Michigan, AJ Konynenbelt is an LBM unicorn. AJ is a Millennial who has earned his way onto the Executive team as a VP of Sales and as you'll hear, he is just as comfortable coaching Baby Boomers on interpersonal sales skills as he is discussing technology trends with twenty-something customers. In this episode, AJ shares how Mike Dykstra, the President and CEO at Zeeland, identified AJ's passion and work ethic during his high school and college years. Upon graduating from Calvin College in Grand Rapids, Dykstra laid out a compelling vision for AJ's future, one that continues to this day. We dig into the growth mindset at Zeeland and how their sales team collaborates to help everyone — including their customers — grow their business. AJ also force-ranks himself on the 3 traits their team (and author Patrick Lencioni's team) looks for in new team members: humility, hunger, and smarts. Enjoy my conversation with AJ Konyenbelt. Thanks for listening.
Last month at the NLBMDA conference in Chicago I met up with the association's out-going chairman and CEO of Franklin Building Materials, Rick Lierz. Rick shared his experience learning at the Disney Institute and how it shaped the process of editing Franklin's mission statement. We talked about developing a strong culture and how to stay a step ahead of customers' needs with technology — acknowledging the risk that comes from being too far ahead. We touch on the role digital content can play in delivering value to customers, how Franklin recruits talent from across the country to Boise, and (ahem) The Monkees. I hope you enjoy my conversation with Rick Lierz. Thanks for listening.
No one likes to be rejected — to hear the word "no". Salespeople included. Yet the ability to anticipate and navigate around rejection is the hallmark of high-performing salespeople, especially when prospecting. When sales reps are busy — and hey, when are you not busy? — prospecting often gets pushed or deliberately ignored. Why? Whether we admit it to ourselves or not, a big part of why we don't prospect more is because we want to avoid rejection; another reason is sales reps don't have an intelligent plan in place. In this episode, we'll solve both these problems. Prospecting skills are like muscles, they atrophy when not used regularly. So, let's do some reps! Thanks for listening.
To celebrate episode 50, we interviewed a special guest — host Bradley Hartmann's father, Scott Hartmann, to discuss the most important lessons he learned after 4 decades in the lumber and building materials business. Scott spent his career leading and coaching sales teams. He offers insights into some of the best practices — as well as some of the tactics that should be avoided. The Hartmanns highlight ways your company can leverage the wisdom and experience of your veteran sales people to train new reps, leaving a legacy the whole company will benefit from. They also discuss how to create a culture of consistent team prospecting — regardless of the economy — and how "full transparency" can counterintuitively build relationships with your top customers. Thanks for joining us as we celebrate our 50th episode!
In episode 49, we leverage the movie, "The Usual Suspects," to bring a single sales cliché into focus because of its destructive ability to thwart prospecting efforts in their tracks. And yet, this very same cliché is also underutilized in personal development and potential mentoring situations. What is this confounding two-faced phrase? Listen to find out — you'll enjoy it and your team will improve because of it.
On episode 48 we get a candid close-up of the generational handoff at McCoy’s Building Supply with Brian McCoy and Meagan McCoy Jones. Founded in 1927, McCoy's is in the process of transferring leadership of the company from the third generation to the fourth—and from father to daughter. McCoy's operates 87 retail locations with full-service lumberyards in Texas, Oklahoma, Arkansas, Mississippi, and New Mexico. As you'll hear, Brian and Meagan have a special relationship which has been an essential element in their business success. Brian and Meagan discuss the value of vulnerability in leadership roles and how to deliberately build a team that trusts one another. Meagan shares her experiences as a woman in a male-dominated industry and offers insights to women leaders in the industry — and the men working alongside them. Brian and Meagan discuss how McCoy's emphasizes effective communication and how they methodically reinforce their company’s culture and the behavioral standards expected of every team member. Enjoy my conversation with Brian McCoy and Meagan McCoy Jones. Thanks for listening.
In Ep. 47, the NFL collides with the founder of modern management, Dr. Peter Drucker. Using the framework within Drucker's seminal article on "The Theory of the Business," we examine the NFL and several of its franchises as a tool to help us better understand what we should—and should NOT—do leading our own teams. From Hue Jackson to Sean McVay; from the NY Giants to the Oak Vegas Raiders, we discuss the underlying assumptions driving their franchises . . . for better or worse. Thanks for listening.
Our guest on today’s podcast is Dennis Stine, CEO of Stine Lumber Company. In this episode, Dennis describes the values he and his 6 brothers and sisters were taught by their parents, and how those values have become an important part of the Stine Lumber Company culture. Prior to becoming the CEO of Stine Lumber, Dennis served the state of Louisiana as a member of the Louisiana House of Representatives as well as the Commissioner of Administration. Dennis and I also discuss: how Stine instills their differentiation at each location, why they choose to take Home Depot head on, what they do to encourage innovation and insights from all team members, and the primary components of their disaster planning playbook that addresses employees and customers. Thanks for listening.
In episode 45, we share the first installment (of 6) based on our research into the construction industry—and the LBM industry specifically—titled, "Through the Generational Looking Glass: Varying Perspectives of Reality among Millennials, Gen Xers, and Boomers in Construction." Bradley Hartmann partnered with Purdue University and the University of Denver to conduct research over the last two years to better understand how different generations view themselves—as well as the other generations. While the complete findings will be shared in a forthcoming book to be released in 2019, this first of six audio episodes offers insights and ideas for improved collaboration within teams immediately. If you'd like to receive the subsequent 5 episodes on the topic for free via email, simply email bradley@behindyourbacksales.com with "Millennial Podcast" in the subject heading. Thanks for listening.
In episode 44 Kara Sand, Manager of Professional Development at PCL Construction, shares insights into how the best organizations and leaders create an environment for employees of all generations to communicate clearly and collaborate effectively. Thanks for listening!
Bradley Hartmann and Jenny T. share the latest 3-year social media trends and other highlights from their new book releasing October 1, The Skeptical Lumberman Guide to Social Media. For the 3rd consecutive year, the Behind Your Back Sales Co. team visited every one of the top 100 LBM dealers to catalog their online content and investigated their usage on the top 12 social media platforms. More importantly, we connected industry leaders to learn how and why they leverage social media to secure top of mind awareness in their market and drive new business. Guests (in the book) include: Rick Lierz, CEO of Franklin Building Supply :: Jim Sobeck, CEO of New South Const Supply :: Paulo Sitolini, COO of Hayward Lumber :: Ryan Mulkeen, Director of Marketing at Kuiken Bros. :: Natalia Dittmer, Marketing Director at TAL Holdings, LLC :: Stacey Stoffel, Marketing Director at Drexel :: Tim Rethlake, VP Sales Enablement at Hearth & Home :: Kelsey Schweitzer, Marketing Manager at Foxworth-Galbraith :: Tom Ellerbrook, Regional Manager at FastenMaster :: Isaac Oswalt, CEO at 21 Handshake . . . and many more
Customer testimonials are so valuable to your business, especially if they are videos. Over the years, we’ve helped several Behind Your Back Sales Co. clients create their own video testimonials as well as video training content. The expert we’ve relied on is our guest on today’s episode: Brian Wiebe. As a testament to Brian’s passion toward his craft, he trekked the Alaskan Bush as a land surveyor in order to bootstrap the creation of his indie film and launch his own business. Brian has a Masters Degree in Cinema Arts and also teaches videography at the university level. Wiebe has taught me and my team a ton about the process of making video content and his insights will help you and your team, whether or not you are actively creating video content. We discuss: the 3 main components of production, why lighting and sound are such a critical part of filmmaking, how to make the day of the shoot run as smoothly as possible . . . and much more! Enjoy conversation with Brian Wiebe—thanks for listening.
You're busy. I'm busy. Everyone is busy. However, that response doesn't stop the best sales professionals from getting their foot in the door, building new relationships, and closing more deals. In episode 41, we discuss the two most common scenarios where prospects toss this "I'm too busy" roadblock in your path and how you can navigate around them efficiently to grow your business. Thanks for listening.
Our guest today is Ryan Stensland, General Manger at Pioneer Materials West in Colorado. In addition to leading seven locations from Denver to Grand Junction to Casper, Wyoming, Ryan led the effort to launch the online ordering capabilities for the GMS family of brands. Despite challenges technical and emotional, Ryan successfully implemented online ordering which now accounts for nearly 20% of his sales—saving his customers and his team time while improving communication. An initial concern from skeptics was the potential loss of personal connection with customers. In this episode, Ryan shares his belief that his relationships have gotten stronger because his team is now able to connect with customers online and off. Enjoy my conversation with Ryan Stensland. Thanks for listening.
In episode 39, we examine the change The Basketball Tournament (TBT)employed to its scoring system and how a similar change can incentivize and promote more prospecting activities, which many sales professionals are NOT doing now due to the hot market. Yes, it's a great market, but we know every bull ride ends with a bear fight. We work in a cyclical industry and after 110 months of economic growth, now is the time to prepare for the slowdown. The best companies—and sales pros—are always actively prospecting. Here is a simple method to encourage more of it. Thanks for the listening.
Today’s guest will help us understand the other side of the desk—the perspective of a commercial general contractor. Tim Meana is a Senior Project Manager with Walsh Construction Archer Western—the $6B behemoth—that builds all over the globe. Leveraging his pair of Masters degrees in Architecture and Civil Engineering, Tim has been at Walsh for over 18 years, the last ten of which have been in Toronto, where he is currently leading a $160M job. In this episode, Tim shares advice on how to handle difficult negotiations with commercial construction firms, how to reduce risk, the strategic planning required before going off on a contractor or client, and much more. Enjoy my conversation with Tim Meana. Thanks for listening.
In episode 37, we let Terrell Owens, the recent NFL Hall of Fame inductee, be our guide to likability. You can learn from everyone in life—some provide guidance as to what to do—others what not "T.O." do. The most likable sales reps do 3 things consistently: they prepare, are authentic, and are helpful. Focus on those 3 things for long enough and you’ll be inducted in the Sales Hall of Fame someday. Thanks for listening.
In episode 36 we meet with Jeff Burton and Gary Smith of Burton Lumber in the great state of Utah. Jeff and Gary lead the sales effort at Burton Lumber and in this discussion, we begin with margins, but quickly redirect the conversation towards competition and the craft of developing a strong sales culture. Following the insights Jeff and Gary provide, I share a coaching and communication framework I learned recently and have applied. The initials of the framework are S.B.I.—Situation, Behavior, and Impact—and it will help you coach your team more effectively as you work towards improving your team culture and sales performance. Thanks for listening!
All too often sales professionals place themselves—not the prospect—as the hero in their story and ultimately find themselves in a Mad Max-style battle in Thunderdome: two men enter, one man leaves. But your prospect doesn't need another hero. They need a guide. You can be that guide they are looking for, insightful and helpful as the hero continues his journey. In episode 35, we will introduce some cinema sales skills to reinforce this concept as well as The Tina Turner Test to ensure your branding and messaging places the prospect as the hero. Forget ABC: Always be closing. Think ABG: Always be guiding.
Charlie "Tremendous" Jones said, "You will be the same person in five years as you are today except for the people you meet and the books you read.” With that in mind, meet my guest on Episode 34 of the Behind Your Back Podcast, Jeff Tweten. Jeff is the Managing Member of WorkSafeWorkSmart.com. Jeff and I are a pair of book nerds and with all the "automatic replies" coming this summer season, we connected to discuss leadership and readership to best equip you to improve personally and professionally during your summer vacation. We share several of our favorite books——some business titles, but others better suited for a poolside read—— that have enriched our lives in some way. Enjoy!
The National Basketball Association (NBA) has all but eliminated the "GM as Head Coach" model with last year's demotion of Glenn "Doc" Rivers (L.A. Clippers) and the recent firing of Stan Van Gundy (Detroit Pistons). The tacit admission is this: the GM and Head Coach are two different leadership roles that require two different skills sets rarely found in one individual. From the NBA to LBM: what about our industry? Many firms still employ the GM as Sales Coach model. Should they? What are the Pros and Cons? In today's episode, Hartmann shares his Behind Your Back Sales Company's C4S Model used to evaluate and assist sales leaders—regardless of who they are and what title they hold—to ensure sales teams have the selling skills, selling tools, and a culture of accountability to deliver consistently strong sales performance.
In episode 32, Tom Benedict, VP of Purchasing at Wayne Homes, shares insights, perspectives, and experiences from 30 years in home building. Tom provides a detailed look into why price is not the only thing that matters to a purchasing manager and what sales people should do more (and less) of. Tom shares methods a salesperson can use to build a relationship without being a nuisance and specific examples of why “no” doesn't mean never . . . and much more. Enjoy my conversation with Tom Benedict, VP of Purchasing for Wayne Homes. Cheers!
In this episode, a Saturday Night Live character will be our guide to help us communicate more effectively and articulate our value proposition more succinctly. Hartmann will also share an eye-opening training exercise he uses with sales professionals to improve their awareness of the gap that often exists between what they say and what other people hear. Thanks for listening!
When Tim Rethlake, VP of Sales Enablement at Hearth and Home Technologies, emailed me a list of 7 common threads he found consistently among our Behind Your Back Podcast guests through 29 episodes, I invited him to join the podcast once again (Tim was our guest on Episode 3) to discuss them. Tim invested the time to collect and distill what effective leaders do and how they do it, enjoy listening to these lessons, share them with your team, and put them into action! Thanks for listening.
Beyond humorous sketch comedy involving beer, the Dilly Dilly Dilemma is about a common challenge among industry manufacturers, distributors, and dealers. The dilemma results in sales people consistently frustrated by a lack of relevant and helpful sales tools—online or off—that leads them to feel like they are dialing for dollars instead of delivering value. The dilemma results in sales managers and executives scratching their heads, wondering why all the value-added services they employ isn’t leading to higher margins. The dilemma also results in marketing teams feeling disconnected (and often disrespected) as they serve as event coordinators for summer BBQs instead of performing the primary function of a Marketing team: increasing brand awareness and trust in the market to help drive margins and sales. This is the Dilly Dilly Dilemma—how to implement a process to consistently increase the speed and clarity of insights from Executive leadership, through marketing and into the hands of your sales team to make the buying process easier for prospects and clients. And then, to complete the feedback loop, sales must share the conversations, questions, and challenges from the market, back to Executive leadership. Here's how to solve the Dilly Dilly Dilemma.
On this week's episode of the Behind Your Back Podcast the tables are turned as the dynamic duo of Grant and Clay Leavitt are the hosts as they ask me the hard questions— those that are most important to them and their business. Grant and Clay Leavitt are 4th generation owners of Marcus Lumber in Marcus, Iowa. If this sounds familiar, they were guests on the show last year. In this episode, the Leavitt brothers and I discuss ways companies can truly deliver value, the difference between CEO's of $10 million companies and $100 million companies, and much more. I hope you get a lot of value from my conversation with Grant and Clay Leavitt. Thanks for listening.
The 2018 ProSales 100 list was released recently: "Dealers are generating more revenue with comparatively fewer resources even as they invest for future gains." To dig deeper into the insights and further question your own business in light of this year's data, Craig Webb, editor-in-chief of ProSales, joins the Behind Your Back Podcast. Thanks for listening.
When coaching sales teams, inevitably the selling/buying process for cars comes up. Everyone has been on the buy side and earned a war story or two. Or three. And yet, there are sales similarities between vehicles and lumber and building materials—both call themselves Dealers, both interact and negotiate with B2B and B2C customers, and many are multi-generational, family-run businesses. That’s why I sought out an expert perspective from the other side of that desk—Jay Hopkins, General Manager of Hopkins Ford outside of Chicago, Illinois. The dealership showroom is a great laboratory for deconstructing the sales process because of the tight—and very visible—feedback loop between Introduction to Trust Building to Value Proposition to Product engagement to Negotiation and ultimately, Commitment. (Or not.) In 2004 at age 25, Jay took the wheel of the family dealership, just in time to get sideswiped by the Great Recession. The learning curve was steep, but Jay—in leadership with his younger brother, Jeff—not only maintained the success his father had built, but has added to it. Hopkins Ford is now rated #1 in customer satisfaction in the Chicago area out of over 200 Ford dealerships. In this episode, Jay and I dive into the qualities that make a sales person stand out. We also discuss why it’s critical to let new sales people make their own mistakes, how the internet has changed the way people buy cars, and how to ensure key influencers are engaged in the sale—even if that influencer is a dog. (That story kicks off the episode. You don’t want to miss it.) Enjoy my conversation with Jay Hopkins of Hopkins Ford!
Aman Khan, founder and president of Houston's Titan Homes, launched his home building business in 2004 has grown Titan Homes to seventeen multiple unit projects totaling close to $60M in sales. In this episode, Aman shares insights about the value of referrals from suppliers looking to earn his business, why long-term relationships drive his partnerships—not price—and the counterintuitive value that comes from being candid about his weaknesses, and yours as someone who may be selling to him. Enjoy my conversation with Aman Khan, founder and president of Houston’s Titan Homes.
It's been said only babies with wet diapers enjoy change. This week’s guest, Jim Sobeck of New South Construction Supply in Greenville, South Carolina, kindly disagrees. Sobeck is one of those rare people who loves change. Jim was the VP of Sales for Builder Marts of America before becoming the CEO of Enterprise Computer Systems, a software solutions provider for the building materials industry. In 2001 Sobeck bought New South Construction Supply and has grown the company into the successful and growing business that it is today, with 9 locations in the Carolinas and Atlanta. Despite his lack of free time, Jim wrote a book to share his insights and experiences more broadly—The Real Business 101: Lessons from the Trenches (buy your copy now at Amazon). In this episode, Jim shares many of those insights in story form, including his experience getting arrested for prospecting a little too diligently. Enjoy my conversation with Jim Sobeck!
In the sales profession, the phrase "deliver value first" is bandied about frequently. When was the last time you truly evaluated the methods in which you deliver value first — in your prospecting efforts or when individuals in your market research you online? In this episode we'll share specific tactics sales reps can apply immediately and an important exercise sales managers can lead to ensure you differentiate yourself and your team by (truly) delivering value first. Thanks for listening.
Episode 22 is a 2-for-1 special as we feature two men, Tony Palcheck and John McLinden, who bring unique insights to the LBM industry with their two very different backgrounds. Tony Palcheck is a venture capitalist and Managing Director of Zebra Technologies. He was also an outstanding professors in my MBA program. John McLinden is a real estate developer and builder with 30 years of experience in commercial and residential construction. He is also a recognized innovator in the construction industry and President and CEO of Digibilt, a company whose mission is to improve the efficiency of home building and digitize the home building experience. In this episode we discuss ways artificial intelligence, analytics, and automation will change the home building experience over the next decade, the skills that make the best sales people stand out, how drones are impacting residential construction, and much more. Enjoy!
On this episode of the Behind Your Back Bullet Point, we give you a step-by-step guideline on how to improve your sales meeting and make sure your meetings are valuable for everyone who attends.
My guest on Ep. 20 of the Behind Your Back Podcast is Bill Lee, business consultant, sales training expert, and author. Bill is a giant in the industry. I do not know of any other individual to whom more people describe as a mentor—a really powerful sentiment considering how much time and attention proper mentorship requires and how much a great mentor can change a career—and life. I consider Bill’s book, Gross Margin: 26 Factors That Affect Your Bottom Line, to be mandatory reading. Every person in our industry should have their own copy and be required to test out of it. We discuss how to help your team overcome price sensitivity, improve gross margin (of course!), and avoid the most common pitfalls that trip up sales teams. Enjoy!
Over the past 12 months, we've had numerous discussions with listeners who expressed an interest in shorter episodes focusing on tactical ideas and insights to ovecome common challenges. While we will continue to share insights from thought leaders with longer episodes twice each month as you've come to expect, this episode is our inaugural Behind Your Back "Bullet Point"—an abbreviated episode focusing on a single challenge. In this episode we outline a script to effectively deal with the common objection that stymies the unprepared salesperson: “I’m happy with my current supplier.” If you firmly believe you can help this prospect, you owe it to them to persevere and deliver value first. Here is a step-by-step script on how to do just that. Enjoy!
My guest this week on the Behind Your Back Podcast is Bill Pulte, the founder and namesake of national homebuilder Pulte Homes. Bill passed away earlier this month at the age of 85. In reconnecting with colleagues who worked with Bill and discussing how much impact he had on our lives, I recalled an interview I did with him 10 years ago. It was March of 2008. What would become The Great Recession was rapidly materializing/deteriorating in front of us. I was working as an Area Purchasing Manager for Pulte Homes, earning my MBA in the evenings. A requirement of the Leadership course I was taking was to research and write about a Fortune 500 CEO. I offered a suggestion to my group —a long shot, to be sure, considering the economic circumstances—if we selected Bill Pulte, there was a chance we could get him on the phone for a few minutes. I was wrong. Within 3 weeks of reaching out to Bill, he scheduled an hour to talk leadership with us. Prior to the call, I sent him a list of 21 potential leadership questions that we could focus on. He prepared an answer for every single one . . . and we started at the top. This episode is an inside look into the mind of a pioneer, innovator, and without a doubt—a leader. His generosity of spirit and humility—relatively rare among billionaires, I assume—are traits I aspire to. Enjoy my conversation with Bill Pulte.
My guest this week on the Behind Your Back Podcast is Ken Kuehn, Partner at CK Solutions. Ken’s career is a case study in executing the career crossover—the challenging move to excel in Operations and Sales, in management and leadership roles. Ken is an entrepreneur, founding his firm CK Solutions in 2013 to help dealers improve their recruiting and training efforts. In this episode, Ken discusses the critical importance of knowing how to balance the needs of the customer, the company, and yourself—and how the best salespeople challenge their organizations as well as their customers by providing divergent thinking and innovative solutions to problems. We also discuss the value in analyzing personality types to improve communication and trust, and much more. Enjoy my conversation with Ken Kuehn!
Today we are introducing you to an updated version of a beloved sales tool, the Mackay 66. The Mackay 66—a list of 66 questions that, if answered, demonstrate a deep understanding of your customer or prospect—was created in 1983 by business legend and sales expert Harvey Mackay. The Mackay 66 demonstrates exactly how he leveraged relationships, business insights, caring, and a deep understanding of his customers’ wants and needs to build long-term relationships and grow a 100-million dollar business selling envelopes. Yep, paper . . . envelopes. As I have been encouraging clients to use the Mackay 66 to research well and share customer insights, several individuals started to point out stumbling blocks in the classic list. So, I enlisted the help of Jenny Timoszyk, an esteemed team member of mine, and the two of us set out to give the Mackay 66 a modern update. The result? The Mackay 66 v. 2.0. Enjoy my conversation with Jenny and, in absentia, Harvey Mackay. Cheers!
My guest this week on the Behind Your Back Podcast is Isaac Oswalt, founder of digital agency 21 Handshake. Through a combination of engaging content, social outreach, and search optimization, 21 Handshake assists brands in creating a tailored online presence. In this episode, Isaac and I discuss ways technology can build your brand, increase your sales, and most importantly—build relationships with your customers. Isaac goes into great detail describing the different ways in which social media platforms can build stronger relationships and solve your customers' problems while you sleep via digital content that is always on, ready to serve. I hope you enjoy my conversation with Isaac Oswalt. Cheers!
Imagine a job that required you to take FBI interrogation classes to learn negotiators "tells" and how to demand payment with empathy to ensure the lifeblood of your company—cash flow—is maintained while risk is minimized. Well, if you're an expert in the business of credit management, you've likely done both. My guest this week on the Behind Your Back Podcast is Thea Dudley, Vice President of Financial Services at SRS Distribution. Thea has over 30 years of credit and collection management experience in the construction industry. She also writes a credit advice column for ProSales Magazine called Thea’s Mailbag, which allows her to share insights in real-time and give advice on the variety of challenges she deals with on a daily basis. In this episode, Thea gives us a detailed look into ways the sales and credit teams can collaborate more successfully to save time and better serve customers. She also discusses what you can do to facilitate prompt payment, how to get more women and Millennials in the LBM industry, and much more. I hope you enjoy my conversation with Thea Dudley. And hey—don’t forget to say "thank you" to you credit team today. Thanks for listening!
How many times have you asked yourself, “What’s going on inside that Purchasing Manager’s head? What does he really care about?” Well, in this episode of the Behind Your Back Podcast, you’ll actually have the opportunity to get inside the head of Paul Schmit, Vice President of Purchasing at Taylor Morrison. In this episode, he digs into what the best sales people do to get his attention, and how he really feels about the negotiation process. He also details what motivates him to say yes to a bid, how builders and contractors can establish trust quickly, how social media will help you build relationships, and much more. Enjoy!
If one of your goals for 2018 is to improve your ability to connect with prospects and customers, you'll kick off the new year right with this episode featuring Natalia Dittmer, Marketing Director for TAL Holdings in the Pacific Northwest. After meeting Natalia in our pre-work for a panel discussion on social media at the 2017 LBM Journal Conference, I knew she'd be a great guest. In addition to sharing her hard-earned wisdom about customer engagement, Natalia and I also discuss: how to overcome the fear of implementing social media platforms for your business, how showcasing your contractors' work can make you a more successful company, the 3 social media platforms you should be utilizing right now, how to get more women involved in the LBM industry, and the question I'm sure you're all wondering... How will social media help drive revenue this year? Enjoy my conversation with Natalia Dittmer!
The holidays are nearly here. Family members convene to rejoice, reconnect, and of course, to reopen old wounds with copious amounts of antagonization and alcohol. Now, imagine for a moment, y'all own a business together! For many, the thought alone calls for another splash of E&J brandy in their egg nog. Well, brothers and 4th generation business owners of Marcus Lumber, Grant and Clay Leavitt, have figured out a way to have a successful family business while keeping their family relationships intact. In Ep. 11 of the Behind Your Back Podcast, you’ll hear how the forward-thinking Leavitt brothers (along with their relatives/co-workers) have been expanding their footprint despite the shrinking population in their hometown. With a population of only 1200, Marcus Lumber has 1500 Facebook followers and they share exactly how they use it to help drive their business. Their focus on modernizing Marcus Lumber doesn’t stop at social media, the Leavitt brothers are even investigating the use of long range drones to enhance efficiency. So much for small town thinking, eh? As always, thanks for listening to the Behind Your Back Podcast—I think you'll enjoy my conversation with Grant and Clay Leavitt of Marcus Lumber.
Do you own a standing desk? Do you know someone that does? With each passing day, the number of people who answer “no” to those two questions diminishes. And a big reason why is our guest on Episode 10. David Patton is the Director of Design at VARIDESK, the company that is leading the sit-stand revolution at workplaces around the world. An industrial designer by education, David shares the VARIDESK story rooted in pain (literally, as in the back of his CEO) and how his original design, built in his garage (again, literally), helped launch a new company and further speed the revolution of health and wellness in office settings everywhere. It’s a great story and one we should all keep in mind—sometimes the biggest successes in life come from designing a solution for a single person’s problem. I hope you enjoy my conversation with the funny and insightful David Patton of VARIDESK.
Wouldn’t it be great to listen to what successful home building operators really think about industry sales reps? It would, but it depends on whom. After all, small developers building luxury homes in urban markets think very differently—and have different pain points—than national home building executives focusing on McMansions in suburbia, right? Right. In today’s episode, you get the best of both worlds. Our guests Bobby Krueger and Nathan Marsh spent their formative years as emerging leaders for national builder Pulte Homes in Chicago before launching their own home building firms, Mavrek Development and V&M Development, respectively. Krueger and Marsh speak candidly about the most effective way to grab their attention and what sales professionals should do once they’ve got it. They also give specific examples of how unlikely suppliers and subs earned their business and the surprising truth about their decision-making process when evaluating new products. Enjoy my conversation with Bobby Krueger of Mavrek Development and Nathan Marsh of V&M Development!
In Episode 8, you’ll meet the man who will change the way you think about the linchpin of your business success: your strategy. The term “strategy” is so often misunderstood, miscommunicated, and misapplied in business today, it often hinders more than it helps. In a business climate where over 81 percent of CEOs indicate that less than half of their managers are strong at strategic thinking, it is clear we need better strategy skills. Enter Rich Horwath, CEO of the Strategic Thinking Institute. While helping companies like Google, FedEx, Intel, and Lockheed Martin improve their strategic thinking capabilities from the C-Suite to the front lines, Rich has made strategy tangible, memorable, applicable, and fun. And hey—when is the last time someone said learning strategy skills would be fun? Thanks for listening—enjoy my conversation with Rich Horwath!
As more and more of the buying process begins online, we set out to understand how the largest LBM firms were leveraging the digital space to connect with prospects and customers. Over the past 2 years, Bradley Hartmann and the Behind Your Back team has researched how the Top 100 LBM dealers have been creating digital content—and how they’ve been sharing that content on social media platforms like Facebook, Instagram, and Houzz—to establish their expertise and build trust with prospects and customers. After visiting every website and web page of the ProSales 100, scouring every social media platform, and recording what we found along the way, we connected with the expert practitioners in our industry to offer not only the aggregate data and 2-year trends, but the social media insights as well. Our goal is to help LBM leaders like you move from social media skepticism to social media skill through increased understanding and improved questioning within your own teams. This episode is based off our report of the same name, available for download at behindyourbackthebook.com. Enjoy!
In Episode 6, you’ll meet actor and screenwriter—and former national homebuilder superintendent—Jack Kennedy. Jack has spent the last 15 years selling himself in the most hostile sales environment in the world—Hollywood. Jack explains how, in just a few short years, he went from holding suppliers and subcontractors accountable on the job site to holding screen legend Martin Short in his arms while Short sucked Jack’s thumb.( It’s a story you have to hear to believe.) Jack acknowledges the grim reality of showbiz: the average Screen Actors Guild member lands one part for every 55 auditions. Professionally pursuing his passion undaunted, Jack shares his advice on maintaining his confidence, developing authentic relationships for the long-term with actors like Judd Nelson (The Breakfast Club), the importance of constantly improving your craft, and how he stands out by simply showing up fully prepared. Enjoy my conversation with Jack Kennedy—thanks for listening!
In this episode of the Behind Your Back Podcast, you’ll get to know Jason Behunin, the Director of Sales for ProBuild BFS in the Pacific Northwest. Jason began his career through entrepreneurship—launching a framing company with his brother. Behunin discusses how balancing the personal and professional challenges of running what would become one of the largest framing companies in Metro Portland became more difficult, he sold his company. Applying his hard-earned ideas and insights to the companies he once built for, Jason joined the LBM ranks and immersed himself in the craft of selling. In addition to understanding the fundamentals of the selling process, Jason also shares his insights about human behavior and how emotion, ego, and ambition affect how people buy. Enjoy my conversation with Jason Behunin—thank you for listening!
In Episode 4 of the Behind Your Back Podcast, our guest is Dave Reichert, owner of Davis-Hawn Lumber in Oak Cliff, Texas. Dave shares his insights on how he maintains “intentionality,” how his team markets to three different customer segments from one location, and how they create a unique in-store experience for customers to combat the Amazon Effect. Enjoy my conversation with Dave—thanks for listening!
In Episode 3 of the Behind Your Back Podcast, guest Tim Rethlake, Vice President of Sales Enablement at Hearth & Home Technologies, shares his insights on how he prepares his team to earn the right to ask for a meeting, why “slow is fast” in the sales process, how to communicate value in an environment of full price transparency, and how a guy named Zig changed his life. Enjoy!
In Episode 2 of the Behind Your Back Podcast, guest Joel Fleischman, Chief Solutions Provider at Drexel Building Supply in Wisconsin, shares his insights on hiring (and retaining) talented Millennials, why he doesn't focus on customers first, his wolfpack philosophy of selling, and why experience is over-rated. Enjoy!
Inaugural episode of the Behind Your Back Podcast with Bradley Hartmann, featuring sneak previews of the interviews with guests Dave Reichert of Davis-Hawn Lumber, Jason Behunin of BFS ProBuild, Ken Kuehn of CK Solutions, sales trainer Jim Pancero, Joel Fleischman of Drexel Building Supply, and Tim Rethlake of Hearth & Home Technologies.