Behind Your Back Podcast with Bradley Hartmann: Recent Episodes

Bradley Hartmann

Born into the LBM industry, Bradley Hartmann graduated to building over 1000 homes for a national homebuilder before moving into an Area Purchasing role. He now trades those stories and insights with industry leaders in the Behind Your Back Podcast, dedicated to helping construction and LBM professionals sell, market, and work smarter and have more fun building America.

Why do some technology rollouts transform a business while others struggle to gain traction?

Technology can transform how your business operates, but implementing the tool is only part of the battle. Whether you're introducing a new ERP, experimenting with AI, or scaling a family business, lasting change depends on the people using it.

In this episode, GenetiQ CEO Justin Lawless joins Bradley to unpack the leadership principles behind successfully navigating change. Drawing on three decades of experience and GenetiQ's expansion from Ireland into the UK, Australia, New Zealand, and the United States, Justin explains why technology projects are business-change projects and why the informal influencers inside your company can matter more than the names on the org chart.

In this episode you'll discover:

How to identify the internal champions who can turn resistance into genuine organizational buy-in.
Why leaders must transition from technical expertise toward people leadership as their organizations grow.
How to embrace AI while protecting the human judgment, experience, and authenticity your customers value.

Hit play now to learn how to lead change, adopt technology more effectively, and build a smarter business without losing the human intelligence that makes it work.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What happens when the richest family in America becomes so obsessed with status that their fortune disappears in just a few generations?

Building a successful business is only part of the leadership challenge. Using Fortune's Children by Arthur T. Vanderbilt II as a case study, Bradley Hartmann explores how the pursuit of status, prestige, and external validation can erode trust, weaken family relationships, and ultimately destroy even the greatest fortunes. The episode offers practical leadership lessons for anyone who wants their success to create a lasting legacy rather than become an end in itself.

In this episode you'll learn

Why status can become an addiction that quietly undermines leadership, decision-making, and long-term fulfillment.
Leadership lessons from Cornelius and Billy Vanderbilt on trust, succession, family dynamics, and the danger of judging people's potential too early.
How to build a business and legacy centered on relationships, purpose, and lasting value instead of prestige and external validation.

Discover why one of history's greatest fortunes disappeared and how the lessons can help you build a business, family, and legacy that truly lasts.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Fortune's Children: The Fall of the House of Vanderbilt

What separates elite teams like the Navy SEALs, Pixar, and the San Antonio Spurs from everyone else, and how can construction leaders apply those same principles?

Every construction leader wants a team that communicates well, takes ownership, and consistently delivers great results. In this episode, Bradley Hartmann shares Daniel Coyle's five elements of strong teams, revealing the leadership behaviors that foster trust, reinforce high standards, strengthen coaching, and create a culture where people can do their best work.

In this episode, you will learn

The five leadership messages every great team consistently communicates to create trust, belonging, and high performance.
Simple daily behaviors that strengthen culture, improve communication, and increase employee engagement.
How vulnerability, clear standards, coaching, and a compelling vision help teams consistently outperform the competition.

Press play now to discover the five practical leadership behaviors that will help you build a stronger team, improve your culture, and create lasting results.

Download the 5 Elements of Strong Teams

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Have you ever wondered if the employee you're frustrated with is struggling because of your leadership, not because of their ability?

Every leader has experienced a team member whose performance suddenly declines. The instinct is often to increase oversight, ask more questions, and monitor every move. But what if that extra scrutiny is creating the very performance problems you're trying to eliminate? In this episode, Bradley Hartmann explores the powerful concept of the Set-Up-to-Fail Syndrome, explaining how confirmation bias, micromanagement, and broken trust can push talented employees toward disengagement, resignation, or failure.

After listening to this episode, you'll learn how to:

Recognize the warning signs that you've unintentionally put someone "on the radar" and why that creates a dangerous feedback loop.
Separate facts from confirmation bias so you can evaluate employee performance more objectively.
Ask three practical leadership questions that help rebuild trust, retain valuable talent, and strengthen your team's long-term performance.

Press play to discover how breaking the Set-Up-to-Fail cycle can help you retain top talent, build stronger teams, and become a more effective leader.

Read the Set-Up-to-Fail Syndrome article

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you unknowingly giving away leverage every time you enter a negotiation?

Whether you're negotiating with clients, vendors, employees, or business partners, the outcome often depends on much more than price. In this episode, Bradley Hartmann shares five overlooked negotiation principles that can dramatically improve your ability to create better outcomes, avoid common traps, and negotiate with greater confidence.

In this episode you will

Learn why understanding who actually has decision-making authority can completely change your negotiation strategy.
Discover how deadlines, timing, and controlling the pace of a conversation influence the outcome more than most people realize.
Understand how asking more specific questions and recognizing the hidden cost of doing nothing can help you uncover better solutions and create more mutually beneficial agreements.

If you want to negotiate with more confidence, avoid costly mistakes, and consistently create better outcomes for your business, this episode is packed with practical strategies you can start using immediately.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the best leaders aren't the loudest but the calmest people in the room?

Many leaders believe authority comes from being the strongest voice, having all the answers, or constantly pushing harder. But Carlo Ancelotti, one of the most successful coaches in sports history, built championship teams through trust, humility, emotional intelligence, and quiet confidence. In this episode, Bradley Hartmann explores the leadership principles behind Ancelotti's remarkable success and translates them into practical lessons for construction executives, project managers, and frontline leaders looking to build stronger teams without constant firefighting.

In this episode you will

Learn why quiet leadership creates greater trust, engagement, and long-term performance than fear-based management.
Discover practical strategies for leading former peers, overcoming imposter syndrome, and communicating across generations.
Understand how great leaders motivate top performers, establish non-negotiables, and create cultures where accountability is reinforced by the team, not just the boss.

Press play to discover how adopting the quiet leadership principles of Carlo Ancelotti can help you build more motivated teams, stronger relationships, and lasting leadership influence.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What important decision have you been delaying because you're waiting for the "perfect" time?

Every leader eventually faces a decision that could reshape their company but uncertainty often leads to hesitation instead of action. In this episode, Bradley Hartmann explores why the most successful leaders don't wait for perfect conditions. Drawing lessons from semiconductor giant Arm, legendary architect Bill Caudill, and timeless wisdom from Ralph Waldo Emerson, he challenges construction executives to rethink how they approach timing, risk, and leadership.

In this episode you will

Discover why waiting for certainty is often the biggest obstacle to long-term growth.
Learn how bold leaders make confident decisions even when the future is unclear.
Understand practical leadership lessons from technology, architecture, and construction that will help you recognize when it's time to act.

If you've been delaying a critical decision, this episode will give you the perspective and confidence to stop waiting and start leading today.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Does your company have a strategy or just a list of ambitious goals?

Most leadership teams spend hours discussing growth targets, priorities, and future vision, but very few spend enough time identifying the real obstacles preventing success. In this episode, we unpack Richard Rumelt's powerful approach to strategy and explore why focus, disciplined problem-solving, and tackling the "crux" of your biggest challenge are what separate effective leaders from everyone else.

By listening to this episode, you'll discover:

Why ambition, goals, and strategic plans are not the same as having an actual strategy.
How to identify the single "crux" problem that's preventing your organization from making meaningful progress.
A practical framework for creating focus, making difficult decisions, and allocating resources where they'll create the greatest impact.

Press play now to learn how simplifying your strategy and solving the right problem can dramatically improve your leadership and your organization's results.

Listen to the interview with Richard Rumelt on the Inside the Strategy Room Podcast

Download the pdf summary Why bad strategy is a "social contagion"

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the biggest leadership breakthrough for your construction business isn't a new system but the tiny conversations you're not having?

Whether you're leading project managers, growing a construction company, or managing demanding clients, success often comes down to communication, curiosity, and building trust. In this episode, Erin Stetzer shares with Bradley Hartmann how lessons from elite athletics, entrepreneurship, and custom home building have shaped a leadership philosophy that helps teams perform at a higher level while creating exceptional client experiences.

In this episode you will

Discover how micro communication eliminates confusion, builds trust, and keeps projects moving forward.
Learn why hiring for curiosity, and developing each person's unique strengths, creates stronger, more engaged teams.
Understand practical leadership habits that improve accountability, communication, and long-term business growth.

Press play to learn practical leadership strategies you can implement immediately to build stronger teams, happier clients, and a more effective construction business.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Have you ever achieved a major goal only to immediately feel like it still wasn't enough?

Many ambitious leaders spend their careers chasing bigger goals while overlooking how far they've already come. In this episode, Bradley Hartmann shares a personal reflection on Dan Sullivan's "Gap vs. Gain" concept and explains why measuring yourself against an imaginary future can steal your satisfaction, motivation, and confidence, even when your business is thriving.

In this episode you will

Learn why high-performing leaders often feel behind despite achieving remarkable success.
Discover a practical framework for measuring progress that creates greater confidence, clarity, and fulfillment.
Walk away with simple exercises to celebrate wins, build momentum, and lead yourself and your team with a healthier mindset.

If you're ready to stop feeling like you're always behind and start appreciating the progress you've already made while continuing to grow, this episode will give you a practical mindset shift you can apply immediately.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the biggest opportunity to build trust in your business isn't another marketing campaign but simply showing people how you think?

Leadership has changed. Today's executives have direct access to employees, customers, partners, and future hires through social media, yet many leaders still avoid putting themselves out there. In this episode, Bradley Hartmann explores how Blackstone President and future CEO Jonathan Gray transformed simple morning run videos into a powerful leadership and branding strategy and what construction leaders can learn from his approach.

In this episode you will

Learn why authentic leadership communication is becoming a competitive advantage in today's market.
Discover the simple framework Jonathan Gray uses to create engaging 90-second videos that build trust.
Explore practical ways construction executives can create meaningful content without expensive production or a marketing team.

Press play to discover how authentic leadership communication can strengthen your brand, build trust, and help your business stand out in an increasingly competitive marketplace.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Is AI making your team smarter or simply amplifying poor decision-making?

Every leader is being told to embrace AI, but very few are asking the more important question: What happens when people stop thinking for themselves? In this episode, Bradley Hartmann explains why the value of AI depends on the quality of the judgment guiding it. Drawing on recent leadership research, real-world construction examples, and even a memorable scene from The Office, he shows how organizations that focus only on AI adoption may unintentionally create bigger performance gaps instead of better results.

In this episode you will

Learn why AI amplifies judgment instead of replacing it and why that changes how leaders should deploy AI across their organizations.
Discover practical ways to use AI to challenge your thinking, reduce confirmation bias, and make stronger decisions.
Understand how to coach your team to think critically, validate AI-generated information, and avoid costly mistakes before they happen.

Press play to learn how to turn AI into a competitive advantage by strengthening the one skill technology can never replace: sound human judgment.

Read Admired Leadership Field Notes

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Do you really know what motivates your team or are you making assumptions that will eventually create frustration?

The strongest construction leaders build high-performing teams by creating trust, clarity, and open communication from the very beginning. In this episode, Bradley Hartmann shares the AAA Leadership Checklist ("Ask Anyone Anything"), a practical framework of 22 thoughtful questions that helps leaders understand what drives their people, improve communication, reduce misunderstandings, and strengthen working relationships before problems arise.

After listening to this episode, you'll learn:

How to use 22 intentional questions to accelerate trust with new employees and project partners.
Simple ways to uncover communication preferences, career goals, frustrations, and motivators before they become obstacles.
A repeatable leadership framework that improves candor, strengthens relationships, and creates more engaged, high-performing teams.

Press play to discover a simple leadership tool you can implement immediately to build stronger relationships, improve communication, and help your team perform at a higher level from day one.

Download The AAA Leadership Checklist

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are your leadership decisions based on what you actually think or simply what you've heard from everyone else?

Many leaders struggle with creating original thinking, building trust, and maintaining confidence when outcomes are uncertain. In this episode, Bradley Hartmann explores the leadership principles inside The Book of Joe by legendary baseball manager Joe Maddon, revealing how leaders can develop stronger cultures, better decision-making, and more resilient teams by focusing on relationships, process, and personal discipline rather than fear and conformity.

In this episode, you'll learn:

Why Joe Maddon believes great leaders should encourage original thinking instead of blindly following industry norms and conventional wisdom.
How focusing on a fearless process rather than obsessing over outcomes can help you make better decisions and lead with greater confidence.
The three building blocks Maddon used to transform losing organizations into winning cultures and how you can apply them to your own team.

Listen now to discover practical leadership lessons from one of baseball's most successful managers and learn how to build a stronger culture, develop better leaders, and create a team that consistently performs at a higher level.

None

Are you focusing so much on process metrics that you're losing sight of the results that actually matter?

Whether you're leading a construction company, managing a project team, or building the next generation of leaders, one challenge never goes away: creating a culture where accountability, standards, and performance translate into results. In this episode, Bradley Hartmann uses lessons from the NBA playoffs to explore what happens when organizations become disconnected from outcomes, allow standards to erode, or overlook the people who consistently elevate everyone around them.

After listening to this episode, you'll learn:

How to balance process metrics and performance data without losing focus on real-world results.
Why accountability breaks down when standards aren't enforced consistently across a team.
How to identify and develop "Jalen Brunson" performers. The people who make everyone around them better and consistently contribute to winning cultures.

Listen now to discover how championship-level leadership principles can help you build a more accountable, focused, and high-performing team.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Have you ever stayed silent about an obvious problem because you were afraid of looking foolish?

Most leadership failures don't happen because leaders lack intelligence they happen because people stop telling the truth. In this episode, Bradley Hartmann revisits The Emperor's New Clothes and uncovers powerful lessons about groupthink, fear-driven decision-making, filtered communication, and the organizational risks that emerge when no one is willing to challenge the status quo. For construction leaders and executives, these insights are directly applicable to creating healthier teams, better decisions, and stronger company cultures.

In this episode you will

Learn why leaders often prioritize protecting their reputation over discovering the truth and the hidden costs that follow.
Discover how fear of looking foolish fuels deception, groupthink, and poor decision-making inside organizations.
Understand how great leaders create environments where employees feel safe speaking up before problems become crises.

Listen now to uncover the timeless leadership lesson that can help you build a culture where truth surfaces early, decisions improve, and costly mistakes are prevented before the parade ever begins.

Read the The Emperor's New Clothes

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you being kind to an underperforming executive or are you simply being too nice to have the conversation that could change everything?

Many construction leaders struggle when a key executive isn't meeting expectations. The challenge isn't always identifying the problem, it's knowing how to address it without damaging trust, morale, or culture. In this episode, leadership expert Jon Vaughan joins Bradley to share practical strategies for coaching executives, creating accountability, and having difficult conversations that drive better performance while strengthening relationships.

In this episode you will learn

How executive coaching differs from managing performance lower in the organization and why the stakes are much higher.
The three biggest mistakes leaders make when addressing executive performance issues and how to avoid them.
A practical framework for creating accountability, improving clarity, and helping executives succeed before considering replacement.

Listen now to learn how the best leaders turn difficult performance conversations into opportunities for growth, accountability, and stronger executive teams.

Learn more about the OSR Academy

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you looking at AI through a rearview mirror and making the same mistakes every generation makes during technological change?

Everywhere you turn, people are predicting what AI will do to jobs, leadership, and business. The problem? Nobody really knows. In this episode, Bradley Hartmann explores Marshall McLuhan's groundbreaking book The Medium Is the Massage and reveals why today's AI debates sound remarkably similar to conversations that happened decades ago around television, integrated circuits, and the Internet. If you're a leader trying to make sense of rapid change without getting caught up in fear or hype, this episode offers a refreshing perspective.

In this episode you will

Discover why every generation believes its technological disruption is different and why history suggests otherwise.
Learn McLuhan's powerful concept that technology doesn't just help us; it changes how we think, communicate, and lead.
Understand how curiosity, experimentation, and dialogue can help leaders navigate uncertainty more effectively than predictions and fear.

Listen now to gain a practical framework for leading confidently through AI uncertainty and technological change without losing focus on what matters most.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

The Medium is the Massage

From Stephen Hawking's famous "turtles all the way down" to Ptolemy's epicycles, history is full of examples of people defending flawed assumptions. Bradley explores how leaders do the same thing today and shares a simple 5-step framework to improve forecasting, decision-making, and leadership effectiveness.

In this episode you will

Learn the simple 5-step prediction model that helps leaders improve decision-making and reduce blind spots.
Discover why attaching probabilities and deadlines to predictions dramatically improves learning and accountability.
Understand how hidden assumptions ("epicycles") can limit business performance and what to do about them.

Listen now to learn a practical framework that will help you challenge assumptions, sharpen your judgment, and make better leadership decisions in an uncertain world.

Download the 5-Step Prediction Model

Download the Better Decisions App

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the lowest-risk, highest-return leadership strategy isn't tighter control but creating more win-win relationships?

Many leaders find themselves navigating employee challenges, supplier negotiations, and business decisions from a defensive or transactional mindset. But what if those situations could be approached differently? In this episode, Bradley Hartmann shares a powerful keynote clip from Peter Kaufman that challenges conventional leadership thinking and reveals why long-term success is built on trust, reciprocity, and understanding how others see the world.

By listening to this episode, you'll discover:

How win-win relationships create superior long-term outcomes while reducing leadership risk.
Why understanding how others view the world is the key to influencing behavior and building trust.
The practical leadership mindset of "going positive and going first" when facing difficult decisions and employee situations.

Press play to learn a timeless leadership framework that can help you build stronger relationships, make better decisions, and create lasting success in business and life.

Full Peter Kaufman Keynote and transcript

Listen to Peter Kaufman on The Knowledge Project Podcast

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

If your company delivers great products, excellent service, and competitive pricing, why are customers still treating you like a commodity?

Many construction and building material companies believe they're creating value, yet struggle to explain exactly why customers choose them over competitors. As markets soften and pricing pressure increases, leaders who fail to articulate their true value often get pulled into a race to the bottom. In this episode, Bradley Hartmann explores Bain & Company's Elements of Value Pyramid and reveals why customers frequently buy for reasons far beyond price, product quality, or innovation.

In this episode you will

How to identify the specific forms of value that make customers more loyal and less price-sensitive.
Why ease of doing business, risk reduction, expertise, and confidence often matter more than lower pricing.
Five practical leadership questions that help uncover hidden value, strengthen differentiation, and improve margins.

Listen now to discover how understanding and communicating your unique value can help you win stronger customer relationships, command better margins, and avoid competing solely on price.

Click HERE to download the B2B Elements of Value Pyramid or HERE for the interactive website by Bain.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are your employees truly motivated…or are they just trying to avoid getting yelled at?

Most leaders believe incentives, pressure, and removing frustrations are enough to improve performance—but this episode challenges that assumption completely. Drawing from Frederick Herzberg's groundbreaking motivation theory, Bradley Hartmann explains why eliminating dissatisfaction doesn't automatically create engagement, ownership, or high-performing teams.

In this episode you will

Learn the critical difference between what demotivates employees and what genuinely motivates them
Discover why fear, pressure, bonuses, and "pizza party leadership" often fail to create lasting engagement
Understand how autonomy, progress, recognition, and meaningful work unlock stronger performance and team buy-in

Listen now to discover how to build teams that are genuinely energized, engaged, and motivated to perform at a higher level.

Click HERE to read Frederick Herzberg's HBR article

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are hidden leadership mistakes quietly creating chaos, inefficiency, and frustration inside your construction company?

Most leadership problems aren't random—they're predictable. From bad incentives and bloated meetings to resistance to change and overcomplicated systems, construction leaders face the same organizational traps over and over again. In this episode, Bradley Hartmann breaks down 10 timeless leadership laws that explain why smart companies still make costly mistakes and how leaders can avoid them before they damage culture, execution, and profitability.

In this episode you will

Learn how incentives, KPIs, and compensation plans can unintentionally create the wrong behaviors inside your organization
Discover why change management, simplicity, and momentum are critical for building high-performing teams
Understand the hidden leadership patterns that cause delays, dysfunction, complexity, and organizational chaos

Press play to learn the 10 leadership laws that will help you lead smarter, avoid predictable mistakes, and build a stronger construction business.

Click HERE for the Top 10 Laws of Leadership

Listen to Episode 528 to learn about Kotter's 8 Steps in Change Management

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the fastest way to become a better leader wasn't giving more advice...but asking better questions?

Most executives and managers feel trapped solving everyone else's problems, constantly firefighting, and carrying the mental load for their entire team. In this episode, Bradley Hartmann breaks down one of the most practical leadership books he's ever read — The Coaching Habit by Michael Bungay Stanier — and explains how a few simple coaching questions can transform communication, accountability, and team performance immediately.

In this episode you will

Learn the 7 coaching questions that create deeper, more productive leadership conversations
Discover how asking better questions builds ownership and accountability across your team
Hear a real coaching session with Brene Brown that demonstrates how powerful silence and curiosity can be in leadership

Press play to learn how a simple shift from "advice-giving" to curiosity can help you lead stronger teams with less stress and better results.

Click HERE for the 7 Coaching Questions

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever

What separates leaders who compete through uncertainty from those who retreat when pressure rises?

Markets are tightening, margins are shrinking, and many leadership teams are struggling with doubt, fear, and hesitation. In this episode, Bradley Hartmann explores why leadership today requires more than strategy and confidence — it demands competitiveness, courage, urgency, and what legendary coach Jimmy Hall calls "makeup." Through stories from sports, business, and construction leadership, this episode challenges leaders to examine the emotional tone they bring to their teams every single day.

In this episode you will

Learn why "makeup" may be the missing leadership trait preventing your team from performing at a higher level
Discover the difference between competitiveness and courage - and why leaders need both to navigate uncertainty
Understand how elite coaches, Nike founder Phil Knight, and top-performing leaders create cultures built on urgency, resilience, and winning

Press play to learn how stronger leadership energy, urgency, and courage can help your team compete, adapt, and win when uncertainty is at its highest.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are your customers buying your product…or simply buying confidence that you can solve their problems better than anyone else?

In today's construction industry, customers are overwhelmed with endless choices, similar pricing, AI-driven information, and increasing complexity. That means traditional marketing tactics and product-focused selling are becoming less effective. In this episode, Bradley Hartmann breaks down the timeless Harvard Business Review article Marketing Is Everything by Regis McKenna and explains why trust, relationships, and customer confidence are now the true competitive advantages for construction leaders.

In this episode you will

Learn why trust and customer experience matter more than product features in modern construction markets
Discover how market-driven companies involve customers earlier to create stronger relationships and better outcomes
Understand why every person in your company, from leadership to field teams, directly impacts your brand and market position

Listen now to learn how construction leaders can simplify complexity, build customer confidence, and create a brand that stands out in an increasingly crowded marketplace.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are your meetings creating alignment… or quietly wasting everyone's time?

Leaders often believe their teams are on the same page because they've already communicated the goals and expectations. But as companies grow, unclear accountability and poor communication habits can quickly lead to confusion, stalled execution, and frustrated teams.

In this episode, Joe DeMarie shares practical leadership lessons from McKinsey, business consulting, and elite athletics to help leaders improve alignment, accountability, and performance.

In this episode you will

Learn how the "Replay the Movie" framework creates stronger communication and better meetings
Discover why stakeholder management and organizational alignment are critical for scaling teams
Understand the management fundamentals that drive long-term business performance and employee engagement

Listen now to learn the practical management habits and leadership frameworks that help high-performing organizations scale with clarity, accountability, and resilience.

If you enjoyed this conversation, episode 529 is a great companion episode that further explores leadership alignment and management effectiveness.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if your company's biggest profit problem isn't operations… but branding?

In crowded markets, many companies have strong name recognition but still struggle to command higher prices, increase margins, or truly stand apart from competitors. In this episode, Bradley Hartmann breaks down the key lessons from The Brand Gap by Marty Neumeier and explains why branding is far more than logos, slogans, or marketing campaigns. It's the emotional connection that drives buyer trust and pricing power.

In this episode, you will learn:

How strong branding increases pricing power and protects companies from commoditization
The five branding disciplines that help construction companies stand out in crowded markets
Why most construction brands fail to communicate clear differentiation—and how to fix it

Press play to learn how stronger branding can help your business increase margins, attract better customers, and stand out in a crowded market.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

The Brand Gap: How to Bridge the Distance Between Business Strategy and Design

Are language barriers really the reason your construction projects are slowing down—or is something deeper costing you time, money, and trust?

If you're struggling to find and manage skilled labor—especially within Hispanic crews—you're not alone. But what if the real issue isn't communication, but cultural misunderstanding? This episode reveals why many construction leaders are solving the wrong problem and how that mistake is impacting productivity, safety, and growth.

In this episode you will

Learn the 4 key cultural differences that directly impact trust, communication, and performance on job sites
Understand why language training alone won't solve your labor challenges
Discover practical leadership shifts that improve team alignment, reduce rework, and increase efficiency

Press play now to learn how a simple shift in cultural awareness can dramatically improve your team's performance, communication, and results.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

If your team can't draw your strategy, can they actually execute it?

Most construction leaders rely on long documents and meetings to communicate strategy but teams on the ground need clarity, not complexity. When strategy stays verbal, execution suffers, alignment breaks down, and leaders end up firefighting instead of leading with control.

In this episode you will

Learn how to turn complex strategy into a simple, visual system your team understands instantly
Discover why visual frameworks drive faster buy-in and better execution across your organization
Gain a practical method to create a one-page strategy your team can actually follow and act on

Press play to learn how to simplify your strategy into a clear visual that drives alignment, focus, and real execution.

Click HERE for the HBR article

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

532 :: How A Fictional Spy Movie Triggered Real Intelligence Operations—And What Leaders Can Learn About Planning The Future

What if your next big business decision is based on assumptions as flawed as mistaking a Hollywood movie for reality?

In this episode, a wild true story where the Soviet Union reportedly built an intelligence unit inspired by a fictional spy film becomes a powerful lens for modern leadership. Today's construction executives may not be copying movies, but many are still making high-stakes decisions based on unchecked assumptions about markets, growth, and risk.

In this episode you will

Learn how to avoid the "Condor Effect" by replacing assumptions with structured scenario planning
Discover how to use confidence intervals to make sharper, more measurable predictions
Understand how top leaders prepare for multiple futures instead of betting everything on one outcome

Listen now to learn how to think beyond assumptions, anticipate what's coming, and lead with clarity in an unpredictable world.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you building a successful career… but failing to build a meaningful life?

In this episode, we break down Clayton Christensen's powerful Harvard Business Review classic, How Will You Measure Your Life? A short but profound read that challenges how high achievers think about success. Many leaders unknowingly allocate their time and energy toward career growth while drifting away from what truly matters, creating a gap between achievement and fulfillment.

In this episode you will

Learn how to apply proven business frameworks to make better life decisions
Understand why career success often comes at the expense of long-term happiness
Discover how to intentionally allocate your time, energy, and priorities toward what truly matters

Hit play now to rethink your definition of success using the timeless insights from Clayton Christensen's How Will You Measure Your Life? and start aligning your life with what matters most.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

How Will You Measure Your Life? (Harvard Business Review Classics)

How much mental energy are you wasting worrying about your team instead of actually leading them?

If you constantly feel like you have to babysit, double-check work, or step in to fix problems, you're not alone—most leaders struggle with unclear expectations and mismatched delegation, which leads to burnout, inefficiency, and frustration.

In this episode you will

Gain a simple framework to instantly categorize team members and reduce unnecessary stress
Learn how to match delegation levels with trust to avoid chaos or micromanagement
Discover how to free up mental bandwidth so you can focus on high-level leadership

Press play to learn how to stop worrying about your team and start leading with clarity, control, and confidence.

Click HERE for the Leadership Expectation Framework

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you overlooking the one thing that could give your business a lasting competitive edge?

Most leaders are taught that strategy is everything and operations are just table stakes, but what if that thinking is costing you growth, profit, and control? In this episode, we break down research from over 12,000 companies showing why mastering the fundamentals of management and operations might be the real key to outperforming your competition.

In this episode you will

Discover why operational excellence is harder to copy and more valuable than you think
Learn how better management practices directly drive profit, productivity, and growth
Understand how to build scalable systems instead of relying on individual "hero" performers

Press play to learn how tightening your operations can unlock more growth, more control, and a true competitive advantage in your business.

Click HERE for HBR article

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Why do most change initiatives in construction companies start strong… and quietly fail months later?

If you've ever tried rolling out a new system, process, or strategy only to watch it stall, you're not alone. The real issue isn't the idea, it's the approach. Without a clear, structured framework, even the best change efforts fall apart, costing time, money, and momentum.

In this episode you'll

Learn the proven 8-step framework used by top leaders to successfully implement change
Discover the most common mistakes that cause change efforts to fail (and how to avoid them)
Understand how to create lasting adoption across your team, not just short-term compliance

Hit play now to learn how to lead change that actually sticks and stop wasting time on failed initiatives.

Resources to Download:

Screenshot of Kotter's 8-Step Change Model
Downloadable Kotter Change Management PDF Guide

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Is your team underperforming—not because of talent, but because no one is truly working together?

Many LBM companies struggle with misalignment between sales, operations, and leadership. Despite having skilled people and solid strategies, internal silos quietly break communication, slow execution, and ultimately hurt the customer experience—just like what nearly took down IBM in the early 90s.

In this episode you will

Understand how internal silos form and why they quietly damage performance
Learn practical leadership principles to improve alignment, speed, and accountability
Discover how to restructure incentives and communication to drive real teamwork

Hit play now to learn how breaking down silos can unlock faster growth, stronger teams, and better results across your entire organization.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you saying yes to too many opportunities—and slowly burning yourself out without realizing it?

If you're a leader constantly juggling responsibilities, chasing opportunities, and feeling stretched thin, this episode hits home. The pressure to do more, be more, and seize every opportunity can quietly erode your focus, health, and leadership effectiveness—just like it did for Jim Valvano.

In this episode you will

Understand the hidden cost of overcommitment and why "yes" can be dangerous
Learn practical frameworks to regain focus and take control of your time
Discover how top performers balance ambition with sustainability

Hit play now to learn how to lead with clarity, avoid burnout, and finally take back control of your time and energy.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you unknowingly becoming the bottleneck in your business by taking on everyone else's problems?

If you constantly feel overwhelmed, stuck in follow-ups, or like your team can't move forward without you, this episode reveals why—and how it's not a time issue, but a hidden leadership habit that's quietly draining your effectiveness.

In this episode you will

Learn how to stop unintentionally taking ownership of your team's problems
Discover a simple framework to delegate effectively without losing control
Build a team that takes initiative so you can focus on high-level leadership

Hit play now to learn how to take back control of your time and finally lead without feeling like everything depends on you.

Click HERE to read "Management Time: Who's Got the Monkey?" article

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if the biggest thing holding your business back…is something you don't even realize exists?

Every leader relies on mental shortcuts to make decisions—but those same "categories" can quietly trap your thinking, limit innovation, and keep your team stuck in outdated ways of working. If your company feels stalled, inefficient, or resistant to change, the problem might not be your strategy—it might be the invisible rules you've stopped questioning.

In this episode, you will

Learn how hidden categories shape your decisions, leadership style, and company performance
Discover how to identify outdated assumptions that are limiting growth and innovation
Gain a practical lens to rethink roles, systems, and strategies for better results

Hit play to uncover the invisible forces shaping your leadership—and learn how to take back control for smarter, more effective decisions.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are hidden silos inside your organization driving mistrust, miscommunication, and missed opportunities?

If you lead a construction team, you've likely experienced friction between departments, unclear accountability, or costly oversights—but what if the real issue isn't your people, but how your organization is structured and how problems are categorized?

In this episode you will

Understand why silos naturally form and how they impact decision-making
Learn how hidden assumptions and categories create blind spots in your business
Discover practical ways to connect teams and improve communication without eliminating expertise

Listen now to uncover how to identify, understand, and bridge silos so you can lead with clarity, alignment, and control—plus hear why we highly recommend The Silo Effect by Gillian Tett as a must-read on this topic.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

The Silo Effect: The Peril of Expertise and the Promise of Breaking Down Barriers

Are your leadership decisions quietly being sabotaged by biases you don't even realize you have?

Every construction leader wants to make confident, high-stakes decisions—but hidden mental shortcuts like confirmation bias, overconfidence, and loss aversion are constantly distorting judgment. This episode breaks down how these predictable patterns show up on the job site and in leadership, often leading to costly mistakes, delays, and missed opportunities.

In this episode you will:

Understand the 5 key cognitive biases that impact decision-making in construction
Learn a simple 3-6-5 checklist to improve clarity, judgment, and leadership outcomes
Discover practical tools like pre-mortems and decision frameworks to avoid costly errors

Hit play now to start making sharper, more confident decisions that lead to better project outcomes and stronger leadership performance.

Click HERE for the 3-6-5 Checklist

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you accidentally rewarding the very behaviors that are holding your team back?

Most leaders assume underperformance comes down to skill gaps or lack of effort. But what if the real problem isn't your people—it's your design?

In this episode, we uncover a hard truth: your team isn't confused… they're responding exactly to the incentives you've created.

If results aren't lining up with expectations, it's not a communication issue—it's a misalignment.

In this episode, you'll learn:

Why incentives shape behavior more powerfully than values or intentions
How to spot the hidden gaps between what you say you want and what you actually reward
Practical ways to realign incentives so your team drives the results you're aiming for

If you're ready to stop guessing and start designing a team that performs at a higher level, this episode will show you where to start.

Press play to uncover what your incentives are really driving—and how to fix them.

Click HERE to read "On the Folly of Rewarding A, While Hoping for B" by Steven Kerr

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What can construction leaders learn from an NFL coach about building high-performance teams?

Every leader is responsible for building the right roster—developing people, communicating clearly, and putting team members in positions where they can succeed.

In this episode, host Bradley Hartmann shares the insights from a 30-minute leadership discussion with former NFL player and coach Herm Edwards on the lessons that apply directly to construction leaders trying to build strong cultures, develop talent, and lead teams through both wins and losses.

In this episode you will:

Learn the leadership principle Herm Edwards calls the most important acronym you'll ever remember: KYP—Know Your People
Discover the three communication habits every leader must master to build trust and clarity
Understand how great leaders balance accountability, ownership, and servant leadership

Press play to learn how NFL-level leadership principles can help you build stronger teams, earn trust faster, and lead your organization with clarity and confidence.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Why do smart, experienced leadership teams occasionally make decisions that look obvious in hindsight?

Many leaders believe groupthink happens when people are afraid to speak up or when teams lack diversity. But research from Yale psychologist Irving Janis reveals something far more uncomfortable: Groupthink often appears in the strongest, most trusting teams.

When loyalty, speed, and harmony become priorities, teams may unknowingly stop challenging assumptions—leading to flawed decisions, costly project mistakes, and missed opportunities.

In this episode, we highlight a few powerful takeaways from one of our recommended leadership reads: Victims of Groupthink by Irving L. Janis. Host Bradley Hartmann extracts practical lessons construction leaders can apply immediately to improve team decision-making.

In this episode, you'll learn:

Why high-trust leadership teams are actually more vulnerable to groupthink
The hidden psychological forces that push smart teams toward bad decisions
One simple leadership habit that helps teams expand alternatives and make smarter strategic choices

Press play to discover how to protect your leadership team from groupthink and start making stronger, more strategic decisions today.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are leaders in our construction space risking irrelevance by ignoring artificial intelligence?

AI is rapidly changing how companies operate, but many leaders are still treating it like a passing trend, delegating it to IT.

In this episode, Bradley Hartmann connects a modern leadership challenge with a bizarre 17th-century scientific experiment to explain why curiosity, experimentation, and disciplined thinking are essential for adopting AI successfully.

Listeners will discover:

Why leaders who fail to lean into AI may soon be replaced by those who do
The biggest mistake companies make when experimenting with AI tools
A simple 30-day AI experiment that can immediately improve communication and productivity

Press play to learn a practical, low-risk way to start using AI today—and position your company to compete in an AI-driven future.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

How do you know if your strategic planning is helping you win—or just helping you look like everyone else?

Many construction leaders rely on benchmarking, consultant reports, and industry comparisons to guide their strategy. It feels smart and data-driven.

But as AI makes benchmarking faster and cheaper than ever, companies risk confusing catching up with competitors with actually winning in the market.

In this episode, we unpack why benchmarking may help you close gaps—but rarely helps you create true strategic advantage.

In this episode, you'll discover:

Why benchmarking often leads construction companies toward mediocrity instead of market leadership
The simple economic concept called the Production Possibility Frontier and how it applies to construction strategy
What the $500M JCPenney failure teaches leaders about the difference between improving operations and building real strategy

Hit play to learn why the most successful construction leaders focus less on catching up to competitors—and more on choosing a strategy that makes competition irrelevant.

Click HERE to read Roger Martin's article.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

If one of your top performers quit tomorrow, would you honestly see it coming?

Construction leaders obsess over bids, schedules, margins, and safety metrics—but most don't measure engagement until someone hands them a resignation letter. By the time you're conducting an exit interview, it's already too late.

If you want high-performing teams that finish on time and under budget without constant firefighting, you need a better way to diagnose disengagement before talent walks out the door.

In this episode, you'll discover:

A simple 5-part diagnostic tool to measure engagement across your entire team
Practical questions you can ask immediately to uncover hidden frustration and drift
How to align strengths, purpose, and development so your best people stay and grow

Press play now to learn how to "scope" your team's engagement and prevent the next surprise resignation before it happens.

Click HERE to download the SCOPED framework PDF.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

If you're a Yellowstone fan who leads a construction company, have you ever wondered what frontier leadership can teach you about succession, authority, and legacy?

Long before the Duttons, there was Lonesome Dove—a gritty epic about two very different leaders driving cattle from Texas to Montana.

At its core, it's a story about command, loyalty, succession, and the tension between control and trust. Sound familiar?

Many construction companies—especially family-run firms—are facing a similar frontier: the transition from one generation of leadership to the next. The same commanding, pace-setting style that built the business may not be the style that sustains it.

And giving the next generation a title without real authority isn't leadership development—it's supervised adulthood. In this episode, Bradley Hartmann connects Daniel Goleman's six leadership styles with Lonesome Dove and the real-world succession challenges facing construction executives today.

In this episode, you'll discover:

How two radically different leadership styles worked together on the frontier—and what that means for your executive team
Why giving next-gen leaders responsibility without budget authority quietly undermines succession
Three critical questions every construction owner must answer before passing the reins

Press play to learn how expanding your leadership range today can protect your company's legacy for the next generation.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

When a tough conversation begins, do you have a structured way to slow down the pace and stay open before assumptions take over?

In construction leadership, quick decisions are often praised—but when they're built on unchecked assumptions, they create confusion, conflict, and costly mistakes.

If you've ever walked away from a conversation with a key member of your team thinking, "Wit. Exactly what just happened there?", this episode is for you. Bradley Hartmann introduces his simple but powerful 3x3 Big Question Toolbox.

It's designed to help you slow down, eliminate bias, and lead with clarity instead of impulse.

In this episode, you'll learn how to:

Replace reactive leadership with curiosity-driven conversations that build trust
Prevent conflict escalation by asking better questions before and after problems arise
Strengthen relationships with employees and colleagues by truly understanding their motivations and perspectives

Press play now to learn the seven questions that will immediately make you a more thoughtful, trusted, and effective construction leader.

You can download the 3x3 Big Question Toolbox HERE.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you waiting until the exit interview to find out why your best people are leaving?

In construction, relationships, loyalty, and tribal knowledge are critical to keep the machine that is your company running—yet many companies only start asking real questions after a resignation letter hits the desk.

Gallup research shows most employees were never meaningfully asked how they were doing before they quit—and over half believe their manager could have prevented it. If you're leading project managers, superintendents, or business development reps, this episode challenges you to stop reacting to turnover and start preventing it.

In this episode you will:

Learn the five stay interview questions that uncover what truly motivates your top performers
Understand how to listen for what's said, unsaid, and unsayable in leadership conversations
Discover a practical framework (SCOPED) to improve engagement, development, and retention

Press play now to learn how to keep your best construction leaders engaged before frustration turns into resignation.

Read Susan Peppercorn's article titled 5 Questions Every Manager Needs to Ask Their Direct Reports

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Is your team giving the market a different story depending on who they talk to—business development, operations, or leadership?

In a soft market, confusion is expensive. If your message, priorities, and capacity don't match across departments, you don't just lose efficiency—you lose trust, margins, and momentum.

In this episode, Josh Hendrickson, President of Wilson Lumber, breaks down how strong leaders create clarity under pressure, keep sales and operations speaking the same language, and stay consistent quarter to quarter without burning out.

In this episode you will:

Learn how to create one clear message across sales and operations so execution matches what's being sold
Discover quarterly rhythms that keep your leadership team aligned (and prevent drift)
Understand how to communicate with urgency and steadiness so stress doesn't spread through the organization

Press play to learn how to lead with clarity in a soft market—so your team moves as one.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Many construction leaders know what good leadership looks like—but somewhere between deadlines, travel, and constant problem-solving, those fundamentals slip. This month's book recommendation is a 117-page leadership reminder titled The Way of the Shepherd by Dr. Kevin Leman and Bill Pentak.

This episode speaks directly to leaders who feel stretched thin, disconnected from their teams, or stuck in firefighting mode and want to regain clarity, control, and purpose.

In this episode, you'll discover:

How a simple leadership reminder can dramatically improve trust, communication, and engagement on your team
A practical framework for truly understanding your people beyond their job titles
Why great leaders repeat values and mission far more than they think they should—and how it drives performance

If you want to lead your construction team with more focus, purpose, and control—without adding complexity—press play and discover why this short book delivers massive leadership impact.

Thank you to Dave Reichert, Ray Hayles, and Josh Hendrickson for the recommendation in the years 2017, 2024, and 2026, respectively.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

I know, I know.

You're probably too cool to watch Taylor Swift's docu-series on Netflix about her Eras Tour.

But, if you want to see great leadership in action during a nearly two-year movable construction project, watching Taylor in action might be one of the best decisions you make this year.

If you've ever tried to keep crews engaged, schedules intact, quality high, and burnout low while margins are tight and pressure is relentless, you already understand the challenge Taylor Swift solved.

Her Eras Tour wasn't entertainment—it was a $2 billion, multi-year, zero-cancellation logistics operation. This episode breaks down exactly how her leadership principles translate to construction job sites, teams, and executives.

In this episode, you'll learn:

The seven leadership behaviors that kept a massive operation running smoothly under extreme pressure
How clear standards, preparation, and generosity directly impact execution and retention
Why the best construction leaders obsess over experience, not just outcomes

Hit play to discover how elite leadership—not talent, not luck—is what allows massive projects to run calmly, profitably, and with teams that actually want to stay.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Construction leaders are being told—daily—that AI, automation, dashboards, and optimization are the future. But what if the very things we're rushing to automate are the things that actually make leadership work?

In this episode, Bradley Hartmann explores a surprising case study: the resurgence of Barnes & Noble, a 140-year-old, paper-and-ink business thriving in the age of AI and Amazon.

Using the Barnes & Noble turnaround as a lens, this episode breaks down two leadership capabilities AI will never replicate—and why they matter more than ever in construction:

Being a genuine fan of the work, the customer, and the people doing the work
Taste and human judgment—knowing what matters, what doesn't, and when timing matters more than data.

This isn't a story about books.

It's a story about leadership, accountability, and change in old, complex industries—just like construction.

This episode will help you:

Identify where your organization may be over-centralized or over-optimized
Reclaim leadership leverage that no software can replace
Make better decisions about what to abandon, not just what to add
Lead change without losing trust, judgment, or accountability

You'll walk away with a clearer lens on what great construction leadership actually requires in the age of AI.

If Barnes & Noble can come back by falling back in love with books, imagine what could happen in construction if leaders fell back in love with building—and the people who make it happen.

https://www.honest-broker.com/p/what-can-we-learn-from-barnes-and

https://substack.com/@tedgioia

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if there's one part of your job you're uniquely built for—and it checks all these boxes?

Others consistently see you as exceptional at it
You genuinely enjoy it and want more time doing it
It gives you energy, even on hard days
You never feel "done" improving at it

If you know what this activity is, you've identified your unique ability, as defined by business coach Dan Sullivan. Unfortunately, most people spend their entire careers without ever pinpointing it—robbing both themselves and those around them of their natural strengths.

Many construction owners, project managers, and superintendents feel exhausted, frustrated, and stretched thin—not because they lack discipline or skill, but because they're spending the majority of their time working outside their unique ability.

In this episode, Bradley Hartmann breaks down a powerful leadership mental model using an unexpected case study—Michael Scott from The Office—to show how leaders can create more impact, energy, and results without trying to be good at everything.

By listening to this episode, you'll learn:

How to identify your unique ability—and why it matters more than fixing weaknesses
Why burnout is often an energy problem, not a workload problem
How great construction leaders design roles and teams around strengths to build loyalty, culture, and performance

Press play to discover how leveraging your unique ability can transform the way you lead, energize your team, and reclaim focus in your construction business.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Are you trading time, health, or relationships in pursuit of your goals—and not even realizing it?

In this episode, Bradley Hartmann shares a powerful non-obvious leadership book, The Cost of These Dreams by Wright Thomson, that reframes ambition, success, and the unseen sacrifices we make to chase big dreams.

Through stories of iconic figures like Michael Jordan, Lionel Messi, Urban Meyer, Pat Riley, and Dan Gable, we explore what it really costs to lead at a high level—and whether we're willing to pay that price.

In this episode you will:

Discover how world-class performers balance — and often fail to balance — success and self.
Learn how ambition, if unchecked, can erode the very things you're working to protect.
Reflect on your own leadership path and how to pursue excellence without losing yourself in the process.

Listen now to discover what elite competitors reveal about success, sacrifice, and how to lead with greater clarity and intention in the construction industry.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

Two quick questions:

Do you value independent thinking—from yourself and your team?
How do you create space for it on your team?

Most construction leaders say they value open dialogue, critical thinking, and intelligent, amicable debate . . . yet many unwittingly shut it down.

In this episode, host Bradley Hartmann uncovers the hidden habits that silence your team, the myth of "making people feel safe," and how to rethink your leadership to drive better decisions on the jobsite and in the boardroom.

In this episode you'll:

· Learn why independent thinking isn't about being contrarian—and why your team might be holding back.

· Discover the subtle ways leaders kill creativity (even when trying to be supportive).

· Examine the new talent on your team and question the risk of potential "organ rejection"

· Walk away with simple changes to your next meeting that will encourage better input, challenge assumptions, and improve outcomes.

Listen now to discover how to lead with clarity, create space for real thinking, and build a team that speaks up when it matters most.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What's the right size for your business?

If your gut response is, "As big as possible!" you're not alone.

But that mindset can quietly invite unnecessary complexity, friction, and risk into your operation—especially when growth isn't planned or sustainable.

In this episode, we challenge the default assumption that bigger is always better in construction. Using insights from a legendary 100-year-old essay by biologist JBS Haldane, we explore how biological limits in nature mirror organizational limits in business—and why ignoring them could be hurting your team more than helping it.

In this episode you will:

Discover the hidden trade-offs of scaling your construction business too soon
Learn how biology explains why your systems are breaking as your team grows
Get 3 crucial questions to ask before making your next big hire or opening a new branch

If you're leading a growing team and feeling the strain, press play now to rethink your approach and regain control.

P.S. If you're a Charlie Munger fan/disciple like host Bradley Hartmann, this episode is a prime example of Munger's call to think multidisciplinary—using insights from biology to sharpen leadership and decision-making in construction.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

When it comes to the behaviors on display during meetings—virtual or in person—do they meet your standards?

In this episode, Bradley Hartmann breaks down exactly why most leadership problems in construction aren't about people or strategy—they're about attention.

Through insights from Jamie Dimon (the JP Morgan CEO), you'll see how distraction, disconnection, and lack of curiosity silently sabotage your culture and performance.

In this episode you will:

Learn 3 leadership habits you can apply this week to improve meetings and build trust—without adding software, policies, or bureaucracy.
Understand the true impact of presence and curiosity on team performance and morale.
Discover the power of "Beer and Immunity" and how to apply this field-tested approach to get real answers from your frontline crews.

Hit play now to learn how a few small leadership shifts can dramatically reduce rework, turnover, and meeting fatigue—starting today.

At Bradley Hartmann & Company, we help construction teams improve sales, leadership, and communication by reducing miscommunication, strengthening teamwork, and bridging language gaps between English and Spanish speakers. To learn more about our product offerings, visit bradleyhartmannandco.com.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems—whether you're leading a crew or managing an entire organization.

Have topic ideas or guest recommendations? Contact us at info@bradleyhartmannandco.com.

New podcasts are dropped every Tuesday and Thursday.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

What if your leadership's team's biggest risk isn't bad strategy, but unspoken, outdated assumptions?

In this episode, Bradley Hartmann reveals why even powerful mental models like Dr. Peter Drucker's Theory of the Business often get ignored by executive teams—and what you can do to change that.

Based on the recent outreach of a Construction Leadership Podcast listener, this episode uncovers how you can bridge the gap between strategy and action using a practical new diagnostic tool you can download below.

In this episode you will:

Learn how to frame Drucker's model in a way that actually resonates with your leadership team.
Discover the 6 critical assumptions every business needs to challenge—and how to map them.
Get a proven tool to document your team's thinking, surface hidden gaps, and lead with clarity.

Listen now to learn how to align your executive team around what really matters—using one simple framework that drives results.

You can download the tool here.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are your construction projects successful on paper, but your team still feels chaotic, disconnected, or hard to manage?

In this episode, Bradley Hartmann digs deeper into the concept of organizational climate—a hidden force that could be sabotaging your team's cohesion and long-term success, even if you're hitting your deadlines.

Whether it's innovation being stifled by red tape or behavioral standards being overlooked for results, this episode helps you uncover what's really going on beneath the surface.

In this episode you will:

Learn the 6 key elements that define your team's climate—and how you directly influence each one.
Discover one practical self-assessment question for every climate factor so you can spot trouble before it turns into turnover or safety issues.
Hear how a winning football program masked a broken culture—and what you can do differently as a construction leader.

Press play now to gain the clarity you need to lead with purpose, improve your team's performance, and fix the hidden cracks in your culture before they become chaos.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Is it possible you're making silent strategic assumptions that could backfire?

Whether you're leading a construction firm or scaling a tech-driven business, one of the biggest risks you face isn't your competition—it's outdated assumptions.

In this episode, you'll hear how Procore and Trunk Tools in our construction space—as well as traditional movie studios and Netflix, more broadly—found themselves on shifting ground when partnerships turned into rivalries and when core beliefs about their business models no longer matched reality.

In this episode you will learn:

A powerful mental model to evaluate your assumptions before they lead to strategic missteps
A real-world breakdown of how Netflix disrupted an industry—and how that mirrors what's happening in construction tech
Lessons from the Procore and Trunk Tools story that every construction executive should consider before heading into 2026

Hit play to learn how to future-proof your leadership strategy by challenging the assumptions you may not even realize you're making.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

After 499 episodes of interviewing experts, walking job sites, and reflecting on real-world leadership challenges in the construction industry, I've uncovered 10.5 powerful truths that completely reshaped how I lead, work, and think.

These aren't recycled clichés—they're earned insights that go deeper than job titles or org charts. Whether you're managing a crew or leading a company, these truths could shift everything for you too.

In this episode you will:

Hear the mental model that redefined what leadership actually is for me
Understand why your environment may matter more than your intentions
Discover the silent leadership killer almost no one talks about—and how to stop it from holding you back

Listen now to uncover the 10.5 hard-won leadership truths that not only shaped this podcast, but also transformed how I lead—and just might change the way you lead too.

And as a bonus, click here, Lesson 10.5 offers a powerful three-part framework for understanding leadership at any level.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

499 :: Performance Reviews Are Broken In Construction—Here's How to Avoid Demoralizing and Confusing Your Talent

Are your year-end performance reviews actually motivating your team—or does it feel like (to you and/or them?) you're all just checking a box?

In construction, where time is money and field leaders are already stretched thin, performance reviews often feel like administrative burdens instead of leadership tools that motivate your team and accelerate performance into a new year.

But what if these meetings were more than bureaucratic necessities from HR? What if they could drive motivation, retention, and clarity heading into the new year?

In this episode, you will:

Learn how to turn your year-end reviews into real conversations that energize employees
Get two proven templates that bring clarity, structure, and fairness to your evaluations
Discover the hidden leadership opportunities most construction execs miss during reviews

Listen now to learn how to lead year-end performance reviews that boost morale, improve retention, and make you a more effective construction leader.

Below are links to the two articles mentioned along with a PDF download of the tool we use at Hartmann & Co.

How to Create Your Own "Year in Review" by Helen Tupper and Sarah Ellis

Research: Performance Reviews That Actually Motivate Employees

by Joonyoung Kim and Emily Zitek

BH&Co GAPP Model: Download here

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Is your annual strategic plan snapped shut in some binder, just collecting dust by February?

If you're a construction leader frustrated with planning sessions that feel good in the moment but lead nowhere, you're not alone. This episode tackles why traditional strategy frameworks often fail to deliver results—and offers a tested alternative you can use with your own team before the year kicks off.

In this episode you will:

Learn a simple but powerful 3x100-day planning system that keeps your team focused all year long
Discover how to link lead measures directly to your revenue goals without drowning in data
Get a behind-the-scenes look at a fully transparent, high-engagement strategic session that any team can replicate

Listen now to discover how to transform your 2026 planning process into a leadership tool that drives clarity, accountability, and momentum.

Click here to download the PDF template.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Is your push for excellence quietly burning out your best people?

Many construction leaders default to "pacesetting"—leading by example, demanding speed, and expecting others to keep up. But according to leadership expert Daniel Goleman, this style may be crushing team morale, lowering performance, and increasing turnover—especially when overused.

In this episode you will:

Learn the 6 proven leadership styles outlined in Goleman's HBR article—and how they apply to construction.
Understand why pacesetting, though well-intentioned, often leads to burnout and disengagement.
Discover how to flex your leadership style to drive accountability, morale, and long-term results on every project.

Listen now to uncover which leadership style your team really needs—and how to lead with clarity, confidence, and lasting impact.

Click here to download Goleman's 6 Leadership Styles.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Is your leadership style helping your construction team grow—or pushing top talent away?

If you're leading teams in today's construction industry, you know generational gaps, tech adoption, and market uncertainty are more real than ever. In this episode, you'll hear from UFP Site-Built EVP Mike Ellerbrook, whose leadership journey from the plant floor to the executive level shows how emotional intelligence, adaptability, and humor build strong, high-performance cultures that last.

In this episode you will:

Discover how to shift leadership styles to reduce resistance to change and drive accountability.
Learn how to make your culture more fun without losing focus on performance.
Get real-world tactics to engage younger employees while respecting the wisdom of your veterans.

Press play to learn how strong leaders like Mike Ellerbrook adapt, connect across generations, and lead construction teams with focus, candor, and confidence.

Click here to download the classic HBR article on leadership styles by Daniel Goleman.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are your best people underperforming despite their experience and talent?

This episode challenges ones of the most dangerous assumptions leaders make: that underperformance is a talent issue instead of a system problem.

Using lessons from NFL quarterbacks and a powerful leadership mental model, Bradley Hartmann explores why complexity is often the real enemy on your job sites – and how to fix it.

In this episode you will:

· Discover how elite athletes like Donovan McNabb can still fail under the wrong system – and what it means for your team.

· Learn how to run the "McNabb Test" on your processes to spot complexity bottlenecks.

· Understand how simplifying your communication can unlock execution, speed, and confidence in your crews.

Listen now to learn how reducing complexity in your leadership approach can help your best people perform at the best – consistently.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Ever wonder how NFL quarterbacks go from being labeled "busts" to top performers—just by changing teams?

The list here is long: Sam Darnold, Mac Jones, and Baker Mayfield to name three who have played at a high level this year.

In construction, just like in football, leaders often misjudge struggling team members by blaming personal traits instead of assessing the environments they're placed in.

This episode unpacks the critical leadership blindspot known as the fundamental attribution error—and how it's quietly sabotaging your team's performance.

In this episode you will:

Discover why underperforming employees may actually be victims of poor systems—not poor character.
Learn 7 leadership tools that help you shift focus from blaming individuals to improving environments.

Press play to uncover the leadership principle that could improve your team's performance starting today.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Two quick questions:

ONE

Are the books you're reading actually making you a better leader? Or are they just filling space on your shelf?

TWO

Are you reading the same books as everyone else, putting yourself at risk for thinking like everyone else?

In this episode, host Bradley Hartmann shares the six most essential books he read this year—each selected for their impact on construction leadership, strategy execution, innovation, and driving real accountability. Whether you're managing teams or steering your company toward greater differentiation, these unconventional books are tools, not trophies.

In this episode you will:

Discover practical strategies for balancing ambition with reality in your project planning
Learn how to break away from mind-numbing industry conformity and spark original thinking
Understand the true difference between leadership and management (and why most get it wrong)

Listen now to upgrade your leadership mindset with the six most unconventionally transformative books of the year.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Skeptical about what a 95-year-old billionaire can teach you about leadership, storytelling, and executive communication? That's fair, but Warren Buffett's final letter to his Berkshire Hathaway shareholders is worth studying for its clarity, humility, and sense of humor.

In this episode, host Bradley Hartmans breaks down this masterclass in executive communication and leadership that every construction leader can learn from. Buffett's farewell isn't just an unusual corporate SEC filing—it's a roadmap for leading with legacy in mind.

In this episode you will:

Discover why Buffett's best leadership trait might not be what you think (and how to apply it on your own job sites).
Learn how focusing on emotional intelligence, gratitude, and long-term thinking can drastically improve how you lead your teams.
Get practical storytelling and communication takeaways that will help you lead with more confidence and far less firefighting.

Listen now to learn how one of history's greatest business minds wrote his final message—and what it means for your leadership journey.

Click here to download a PDF of Buffett's final letter.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Do your teams hesitate during change, struggle with accountability, or push back on your decisions—even when you're the boss?

If you're a leader in the construction industry, you know that technical skill isn't enough. You need to influence, persuade, and lead effectively without constant infighting.

In this episode, you'll learn how the six principles of influence, backed by deep psychological research, can help you lead with clarity, authority, and impact—whether you're negotiating a contract or getting your crew to buy into a new workflow.

In this episode you will:

Discover how reciprocity and commitment drive follow-through from teams and clients.
Learn real-world strategies from sales and site management that increase your persuasive power.
Understand how to protect yourself from being manipulated by unethical uses of persuasion.

Listen now to learn the six science-backed strategies that will help you lead more effectively, communicate with clarity, and build lasting influence in construction.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Does your construction team actually live its values—or does the language on your website on the posters in HQ feel like empty slogans?

If you've ever felt like your team's communication is scattered, or your cultural "initiatives" don't actually shape behavior, this episode breaks down how elite organizations—from Suffolk Construction to the New Zealand All Blacks—use intentional language to create a competitive advantage.

In this episode you will:

Learn why a consistent internal vocabulary can align behaviors across your entire company
Discover how phrases like "clean data lake" and "tip of the spear" drive accountability and innovation
Understand how repetition from leadership creates true behavior change—even when it feels redundant

Listen now to uncover the leadership language tools you can use to build a stronger, more aligned construction team.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

How can construction leaders predict safety risks before incidents happen—using AI?

In an industry that's notoriously slow to adapt, this episode with Suffolk Construction's Evan McKee reveals how leaders can overcome resistance to change and drive real innovation on the jobsite.

From predictive analytics to building a culture of transparency, Evan shares practical strategies for adopting new technologies—without alienating your team.

In this episode, you will:

Learn how Suffolk uses AI to predict safety incidents with over 85% accuracy
Discover what truly sets Suffolk's innovation culture apart from "talking the talk"
Gain insight into how young professionals and veteran builders can mentor each other

Hit play now to learn how forward-thinking leadership and data-driven strategies are transforming construction for the better—before your competitors do.

Learn more about Bradley Hartmann's Sales Fundamentals Workshop

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are you building a leadership legacy—or risking your credibility one decision at a time?

In episode 488, we examine what construction leaders can learn from the complete credibility collapse of NBA Commissioner Adam Silver. Through the lens of a century-old story involving telegraphs, horse racing, and mafia control, we explore how short-term incentives can quietly erode long-term trust, even for the most well-intentioned leaders.

In this episode you will:

Understand the 4 components of credibility every leader must master: honesty, competence, inspiration, and being forward-looking.
Learn how perverse incentives—even if profitable in the short term—can destroy team trust and long-term cultural integrity.
Evaluate your own leadership style through a powerful breakdown of real-time failure and timeless leadership wisdom.

Hit play now to discover why credibility is your most valuable leadership asset—and how to protect it before it's gone.

The Construction Leadership Podcast dives into essential leadership topics in construction, including strategy, emotional intelligence, communication skills, confidence, innovation, and effective decision-making. You'll also gain insights into delegation, cultural intelligence, goal setting, team building, employee engagement, and how to overcome common culture problems. Whether you're leading a crew or managing an entire organization, these conversations will equip you with tools to lead smarter and build stronger teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Have you ever felt that the daily chaos of running your business has blinded you to the bigger picture? Are you watching other leaders struggle to extract themselves from working IN the business, instead of ON it?

In this deeply personal and practical episode, Bradley Hartmann reveals the hidden leadership cost of being stuck in "whiteout conditions"—when the constant fires, deadlines, and endless demands cloud your vision.

Whether you're an executive dealing with growth, silos, or burnout, this episode sheds light on a simple but powerful truth: the busier you are, the more critical it is to zoom out.

In this episode, you will:

Learn how stepping back—even briefly—can bring the clarity needed to make better decisions.
Discover the key difference between working in the business versus on the business, and why that matters more as your company grows.
Hear the powerful story of how one spontaneous trip changed the trajectory of a young man's future—and what it teaches us about leadership, generosity, and focus.

Hit play now to uncover how pulling yourself out of the daily storm can unlock clarity, creativity, and long-term success for your business.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are you avoiding AI because you're too busy—or because you don't want to confront what you don't understand?

In this episode, host Bradley Hartmann tackles resistance to AI adoption in the construction industry head-on, using the timeless wisdom of Charlie Munger to reveal the dangers of staying uninformed.

Whether you're skeptical, curious, or somewhere in between, this episode will challenge how you lead in a rapidly changing tech landscape.

In this episode you will:

Understand the real risk of letting competitors outpace you with AI adoption
Learn why forming an opinion on AI is a leadership responsibility, not a tech task
Discover how timeless investing wisdom from Munger and Buffett applies to construction strategy today

Listen now to learn how construction leaders can build tech fluency, lead with confidence, and stay competitive in the AI age.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are you waiting for "the right time" to engage with AI in your construction business? What if that moment is already behind you?

In this episode, host Bradley Hartmann breaks down the real leadership crisis happening right now in construction—not leadership's resistance to AI adoption, but total disengagement from it.

If you've been putting AI strategy on the back burner or assuming your IT team has it covered, you may be doing your company more harm than you think. Hear real-world examples of construction execs with vastly different tech backgrounds, yet the same paralyzing hesitation—and why that's a bigger problem than it sounds.

In this episode, you will:

Understand why not having an informed opinion on AI puts your company at risk—even if you're already using it.
Learn the 5 essential questions every construction executive must ask to lead through AI transformation.
Get Bradley's personal AI "tech stack" and discover the tools he uses daily to gain an edge in leadership, strategy, and execution.

Hit play now to learn how to stop managing the present—and start leading your team into an AI-powered future.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are your jobsite changes constantly resisted—even when they clearly make things better?

If you're leading construction teams and struggle to get people to embrace new processes, it's not about laziness—it's about how humans are wired. This episode breaks down why convenience, status, and belonging drive every decision your team makes—and how to use that insight to lead better.

In this episode, you will:

Learn how to make the new way easier and the old way harder so your team actually adopts change.
Discover leadership tactics that protect your crew's status while still evolving how they work.
Use cultural belonging and group identity to create lasting behavior shifts—without micromanaging or fighting resistance.

Tap play now to learn the psychology behind team behavior and unlock a smarter way to lead change on your jobsite.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are you leading your construction team with focus and clarity—or feel like you're constantly putting out fires all day?

In today's episode, Bradley Hartmann shares game-changing lessons from Poor Charlie's Almanack—a book that has quietly shaped some of the sharpest decision-makers in history.

If you're struggling with accountability, resistance to change, or making better decisions under pressure, this episode offers a rare blueprint to lead smarter without burning out.

In this episode, you will:

Discover Charlie Munger's mental models to reduce resistance and drive accountability in your team.
Learn how to reverse engineer project failures using the concept of "inversion"—and avoid costly mistakes.
Get a practical checklist to elevate your leadership and simplify high-stakes decisions on the job.
A synopsis of Munger's 25 tendencies of human misjudgment (see link below from the Novel Investor)

https://novelinvestor.com/charlie-mungers-tendencies-of-human-misjudgment/

Press play to learn how one book can reshape your approach to leadership and help you build smarter, more resilient construction teams.

This episode is brought to you by The Construction Spanish Toolbox —the most practical way for construction teams to learn jobsite-ready Spanish in just minutes a day over 6 months.

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.

Are you wasting time on leadership books that don’t actually help you lead better?

If you’re a construction executive trying to lead high-performing teams and reduce firefighting, this episode delivers a practical shortcut. With thousands of leadership and self-help books published each year, how do you know which ones will actually make you a better leader?

In this episode, Bradley Hartmans talks with publishing expert and author Todd Sattersten, who shares the 4 most valuable books every leader must read.

In this episode you will:

Discover the single best book to help you drive meaningful change and understand the difference between leadership and management.
Learn how trust, not just strategy, makes or breaks team performance—and which book helps you build it.
Find out how applying leadership principles to your personal life boosts emotional intelligence, decision-making, and accountability.

Listen now to learn which four books will accelerate your leadership growth and help you lead with clarity, confidence, and control.

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.

Are your managers—and the colleagues that report to them—rowing in the wrong direction?

If you’re struggling with disengaged middle managers, miscommunication, or a culture of silence, this episode uncovers the uncomfortable truths and research-backed solutions construction leaders need to hear.

As layoffs rise and managers struggle to juggle 20–50 direct reports, changing work-from-home expectations, and artificial intelligence, it’s never been harder—or more important—to engage and lead effectively.

In this episode you will:

• Learn why only 27% of managers feel engaged—and what you can do to fix it

• Discover a plug-and-play tool you can deploy immediately to increase trust and accountability

• Hear real-world examples of how leadership courage transforms disengaged teams into elite performers

Tap play now to uncover the exact tool and leadership mindset shift that will help you lead with clarity, accountability, and control.

To download the G.A.P.P. model referenced in this episode, click here.

Enjoyed this episode? A quick review on Apple Podcasts might feel small, but it makes a huge difference to us. Reviews help more building leaders like you find the show—expanding the conversations that bring our construction community closer together.

Got ideas, burning questions, or someone you think belongs on the show? Send us a note at info@bradleyhartmannandco.com. We read every message, and your input directly shapes where we go next.

When legendary NFL coach—and current head coach at the University of North Carolina—Bill Belichick banned New England Patriot employees from UNC premises, he may have been acting petty and immature. At the same time, he was also demonstrating the power of one strategy that could help you lead high-performing construction teams—with less stress and more control.

In this episode, we dive into the “Tit for Tat” leadership model—unpacking how emotional intelligence and fair consequences can help construction leaders handle resistance to change, avoid overreaction, and drive consistent results without micromanagement.

Whether you're managing unreliable and inconsistent subcontractors or struggling with team accountability, this strategy gives you a clear playbook.

In this episode, you will:

Learn how to mirror behavior to build trust and reinforce fairness without being passive or petty.
Discover how to reduce emotional firefighting and maintain composure under pressure.
Understand how one simple leadership framework can improve accountability and decision-making on your job site.

Hit play to learn how to apply “Tit for Tat” leadership and take back control of your projects—without feeling like you’re babysitting your team.

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.

Do your Hispanic crews trust you—or are you unknowingly creating resentment, risk, and delays on your job site?

Many construction leaders default to task-based trust without realizing that different cultures build trust in different ways. This leads to miscommunication, accountability issues, and slow performance—all of which can sabotage your leadership without you even knowing it.

In this episode you will:

Learn why your leadership style may be unintentionally creating resistance to change.
Discover how cultural intelligence builds stronger teams, safer job sites, and faster schedules.
Walk away with one simple action that builds trust without costing time or money.

Press play to learn how cultural intelligence can eliminate confusion, improve accountability, and help you lead your team better—starting today.

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.

Is your strategy based on assumptions that haven’t been tested in years?

In this final episode in our mini-series on Dr. Peter Drucker’s “Theory of the Business” article, Bradley Hartmann breaks down how the NCAA’s outdated assumptions and refusal to adapt destroyed its hold on college football—and what construction leaders must learn to avoid the same fate.

From resistance to change to blind spots in emotional intelligence and decision-making, this real-life case study reveals how ignoring your business environment can kill your team's performance.

In this episode, you will:

Discover how one outdated belief system brought down a billion-dollar institution.
Learn how to spot and correct faulty assumptions in your own leadership strategy.
Understand how to use Drucker’s “Theory of the Business” to guide better decisions and stronger teams.

Hit play to learn how to reinforce your leadership strategy by seeing what the NCAA failed to—and how you can lead with clarity and eliminate confusion.

You can download Drucker’s seminal article here.

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.

Are your assumptions about your construction business still valid—or are they silently holding you back from further growth and success?

In today’s episode, we uncover how outdated thinking—even from a wildly successful company like DeBeers, present in both construction and diamond mining—can destroy long-term performance. We explore Peter Drucker’s “Theory of the Business” and to show how your unexamined assumptions about your market, mission, and core strengths could be holding your team back.

Whether you're facing resistance to change or struggling to lead better, this episode gives you a real-time case study about the clarity needed to lead with strategy and decisive action, not reaction.

In this episode you will:

Learn how to test and evolve your assumptions before your strategy becomes obsolete.
Discover how to evaluate the risks and opportunities that new technology presents in uncertain times.
Walk away with a simple framework to align your leadership with a fast-changing construction environment.

Hit play to learn how to avoid the hidden traps that have brought down giants—and future-proof your construction business starting today.

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.

Are outdated beliefs silently sabotaging your construction team’s performance?

In today’s episode, Bradley Hartman breaks down Peter Drucker’s timeless “Theory of the Business” to reveal how even successful construction leaders risk falling into groupthink and losing touch with reality—especially when they assume they already know what their customers need.

In this episode you will:

Learn why updating your business assumptions is key to staying competitive in a fast-changing industry.
Discover how to identify blind spots within your leadership team.
Hear how a century-old retail strategy can reshape your customer approach today.

Press play now to discover one mindset shift that can help you lead with more clarity and better control.

You can download Drucker’s seminal article here.

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.

What if the primary assumptions guiding your business decisions are outdated—and no one on your leadership team is willing to say it?

This episode of The Construction Leadership Podcast dives into Peter Drucker’s Theory of the Business and explores why many construction executives unintentionally resist change—despite clear signals from the market.

Using the story of Jaws as a metaphor, we highlight how unchecked assumptions that led to past success can now lead to strategic misalignment, operational firefighting, and frustrated teams.

In this episode, you will:

Identify the assumptions that may be holding back your business—and how to surface them with your team.
Learn a 3-part framework (EMC²) to lead with more clarity and less resistance.
Understand how world-class leaders use “constructive discontent” to stay accountable and lead better through change with innovation.

Listen now to upgrade your strategic thinking, build buy-in across your leadership team, and lead your construction business with more focus and less firefighting.

You can download Drucker’s seminal article here.

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.

Is your team resistant to change—coasting instead of attacking as you lead the team toward continuous improvement?

Here’s what Major League Baseball’s Detroit Tigers can teach you about reversing the trend and building a high-performance identity.

This episode breaks down a surprising performance turnaround from one of the slowest teams in all of baseball—and shows how the same mindset shift, when applied to construction leadership, can reduce confusion, increase accountability, and build elite teams that consistently deliver.

In this episode, you will discover how to:

Apply a simple 4-step framework to lower resistance and create lasting change in your construction teams
Communicate why attitude and effort outperform raw skill when backed by the right metric
Shift your team’s identity through daily habits and leadership clarity

If you want to eliminate firefighting, reduce confusion, and lead with more control, hit play now and learn how to drive measurable change—fast.

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.

Ever feel like your team knows what’s expected—but still falls short, time and again?

If you're a construction leader tired of repeating yourself, dealing with resistance to change, and constantly putting out fires, it may not be a people problem—it might be a standards problem.

This episode reveals how vague expectations are undermining performance, and what to do about it.

In this episode featuring host Bradley Hartmann and his 13-year-old son who is a catcher, you will:

Discover how clear, documented standards can radically improve accountability without micromanagement.
Learn a simple tool you can apply immediately to boost team performance.
Hear a relatable story that reframes how leadership standards can transform not just teams—but relationships.

Listen now to uncover the power of clear standards and how to use them to coach, lead, and build elite construction teams—without the firefighting.

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.

Do you know which of your leadership decisions will pay off—and which are quietly setting you up for delays, cost overruns, or missed opportunities?

In this episode, you’ll learn how legendary Orioles manager Earl Weaver built a career on outthinking his opponents—thanks to lessons learned from his mob-connected bookie, Uncle Bud. We’ll break down how these same probabilistic thinking skills can transform how you lead construction projects, forecast challenges, and guide your team to consistently win.

By listening, you’ll discover:

The 4 components of a great prediction and why they matter more than gut instinct.
How to measure and improve your decision-making accuracy over time.
A free tool you can start using today to see problems before they happen and lead with more confidence.

Hit play now and learn how to make sharper predictions, improve your leadership accuracy, and keep your projects on time and under budget.

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 this episode of the Construction Leadership Podcast, host Bradley Hartmann asks a powerful question: Are you thinking too small? He’s joined by Christy Avalos, founder of Accessology and visionary behind Bethel Cannon Ranch in Whitewright, Texas—a one-of-a-kind, 83-acre social enterprise blending accessibility, healing, and community impact. From Highland cows and reindeer rentals to vocational training and paid transitional jobs for veterans, formerly incarcerated individuals, and those recovering from addiction, Christy’s vision is as bold as it is inspiring.

Together, they explore how business, compassion, and big thinking can intersect to create lasting change. If you've ever questioned the limits of your ambition—or how to turn purpose into action—this episode is for you.

Tune in for a lively, heartwarming, and thought-provoking conversation that just might expand your own vision.

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 470 of The Construction Leadership Podcast, host Bradley Hartmann explores a powerful shift in how companies can better support young talent through meaningful relationships—by prioritizing partnerships over mentorships. Sparked by a client’s initiative to launch a formal mentorship program, Bradley reflects on why many such programs often fail despite good intentions. Drawing on real-world insights from companies across the industry, he uncovers common pitfalls in “corporate force-feeding” of mentorship and instead champions a more organic, thoughtful approach.

Through candid storytelling and practical advice, this episode highlights how companies can create authentic connections between new hires and seasoned professionals that drive lasting impact.

If your team is thinking about building a mentorship program—or wondering why a past one didn’t succeed—this episode offers the clarity and strategy you need to rethink your approach.

Thank you for listening!

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 469 of the Construction Leadership Podcast, host Bradley Hartmann shares insights on leading with poise based on the advice of Nick Murray. Nick Murray, the tribal elder among leading financial advisors, hails from outside the construction industry, yet his leadership advice is rooted in the tendencies of human nature that affect us all. Murray emphasizes emotional control, trusting thoughtful long-term plans, and viewing equity investments as company ownership rather than mere stocks.

The episode remarks on the “full-blown investor panic” that consumed the first half of 2025 and invokes the wisdom of Rudyard Kipling's poem “If,” as well, underscoring the importance of maintaining composure and empathy as leaders.

Thank you for listening!

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.

This podcast episode explores the leadership lessons of Vice Admiral Horatio Nelson, drawing parallels between his naval strategies and modern business leadership. Host Bradley Hartmann and guest Paul Redwood discuss Nelson's innovative tactics, courage, and ability to lead from the front during the Battle of Trafalgar.

The episode emphasizes Nelson's key leadership traits: technical mastery, willingness to take risks, and trust in his team.

For listeners, particularly those in sales and leadership roles, the podcast offers actionable insights on navigating uncertain economic times. The main takeaways include:

•Developing a clear, consistent organizational narrative

•Leading by example, from the front

•Being innovative and adaptable

•Engaging directly with challenges rather than avoiding them

•Trusting and empowering team members

The episode uses Nelson's maritime leadership as a metaphor for modern business challenges, encouraging leaders to be proactive, strategic, and courageous in their approach to competition and market uncertainties.

Thank you for listening!

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 467, we flash back to December of 2021 to revisit the life and leadership philosophy of American war hero and former Vice Presidential candidate Admiral James Stockdale. The episode focuses on his experiences as a prisoner of war in Vietnam and his stoic approach to surviving extreme adversity. Hartmann delves into Stockdale's key influences, particularly the philosophical work "The Enchiridion" by Epictetus, which emphasizes controlling one's emotions and focusing on what's within one's power.

The episode offers listeners practical insights into:

•Maintaining mental resilience during challenging times

•Understanding the Stockdale Paradox

•Developing emotional control and personal responsibility

Listeners will gain valuable leadership lessons about:

•Distinguishing between what you can and cannot control

•Maintaining dignity and strength under extreme pressure

•The importance of mental fortitude in overcoming obstacles

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 466 of the Construction Leadership Podcast, host Bradley Hartmann delves into John W. Miller’s new book, 'The Last Manager: How Earl Weaver Tricked, Tormented, and Reinvented Baseball.' Hartmann explains why this is the best leadership book he’s read in the past two years, highlighting Weaver's innovative use of analytics and his unique leadership style that led to his success as the manager of the Baltimore Orioles.

Miller, a journalist, high school baseball coach, and former scout with the Baltimore Orioles, discusses the intricate layers of Weaver's character, his paradoxical leadership traits, and his impact on players and the game. Key topics include the evolution of baseball management, Earl Weaver’s dark and light sides, and actionable leadership insights for listeners from Weaver's story.

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 465 of the Construction Leadership Podcast, host Bradley Hartman meets up with Chad Raymond, Division Director of the Henry Company. They discuss fostering innovation, team growth, and effective leadership.

Listeners will learn actionable strategies to enhance their teams' innovativeness, including the importance of keeping an open mind, utilizing a victory log, and fostering proactive habits.

Chad shares his experiences and insights on balancing reactive and proactive tasks, encouraging innovation through structured brainstorming, and the significance of clarity in leadership goals. They also delve into maintaining thoughtfulness and generosity in personal and professional interactions.

03:59 The Importance of Changing Your Mind

08:49 Encouraging Innovation in Teams

14:36 Thoughtfulness, Generosity, and Specificity

16:12 The Power of Walking and Self-Reflection

22:21 Clarity and Communication in Leadership

25:40 Building Confidence and Overcoming Fear

28:05 Setting and Achieving Big Goals

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 464, host Bradley Hartmann shares a personal story about his attempts to sell an executive of a multi-billion-dollar company on a new idea. It’s a story about persuasion, business development, and entrepreneurial resilience. Hartmann shares his journey of launching a startup after the great recession, including details about his struggle to build a business.

The episode provides listeners with an intimate look at the challenges of entrepreneurship, including financial pressures and the complex process of selling to large organizations.

Hartmann describes his arduous six-month journey to secure a meeting with a high-level executive at an ENR 50 construction firm, highlighting the persistence required in sales and business growth.

For listeners, particularly those in sales, leadership, or entrepreneurship, the episode offers insights into:

•Navigating corporate sales processes

•Maintaining motivation during challenging business periods

•The importance of personal resilience

•Strategies for pitching and persuading decision-makers

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 463 features the expert builder panel from the 6th Annual Sales Fundamentals Workshop held in April 2025 in Fort Worth. The panel features industry leaders Brent Hull of Hull Millwork, Matthew Schmidt of PulteGroup, Bobby Krueger of The Krueger Group and MAVREK Development, Nathan Marsh of V&M Development, Jose Berlanga of Tricon Homes, and Dennis Casey of Cassity Jones Lumber Co.

The panel discusses sales strategies, overcoming challenges in construction, and improving customer relationships in the industry. Special highlights include stories of persistence, the importance of knowing your product and customer, and practical tips on adding value without being pushy.

Don't miss the valuable insights and actionable advice from seasoned professionals.

00:55:: Meet the Panelists

02:40:: Sales Strategies and Challenges

04:32:: The Importance of Persistence and Referrals

07:37:: Understanding Builder Needs and Expectations

13:11:: Mentorship and Continuous Learning

15:27:: Proactive Customer Service and Relationship Building

21:13:: Supplier Loyalty and Switching Factors

32:11:: Conclusion and Upcoming Opportunities

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 462, Dr. Matthew Reyes takes over as host to explore the University of Oklahoma's specialized MBA program tailored for construction professionals. Dr. Reyes and guest Bradley Hartmann discuss the origins of the program, challenges faced, and curriculum designed to build stronger leaders in the construction industry.

Reyes and Hartmann delve into the importance of leadership training, communication skills, and decision-making tools like the 'inversion booklet' and 'Better Decisions App'. The episode emphasizes the need for practical, experience-based learning and the potential for continuous improvement in leadership abilities.

02:22 Curriculum Development and Industry Needs

04:21 Bradley's Involvement and Course Design

07:40 Leadership Training and Mental Models

13:11 Case Studies and Student Engagement

16:03 Leadership Definitions and Overcoming Imposter Syndrome

20:46 Tools for Leadership Development

28:38 Decision-Making and Predictive Tools

33:01 Behavioral Economics and Leadership

35:42 Conclusion and Future Iterations

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 461 features a candid conversation between Bradley Hartmann and Adam Kouri from DPR Construction, exploring leadership, personal growth, and team dynamics.

Listeners will gain insights into effective leadership strategies, including managing emotions under pressure, understanding "shadow behaviors," and building team health.

The discussion covers key leadership principles like treating people fairly but not identically, focusing on project success over individual wins, and creating an environment where team members want to work together again.

For construction professionals, entrepreneurs, and leaders, this episode offers practical wisdom on navigating workplace relationships, personal development, and creating a positive team culture. Listeners will learn valuable lessons about self-reflection, conflict resolution, and the importance of continuous personal and professional growth.

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 460 Hartmann and TJ Shaheen (Executive Vice President at Builders’ General) record before and after segments while together in New York City as they saw Glengarry GlenRoss Live on Broadway starring Kieran Culkin, Bill Burr, and Bob Odenkirk (aka Saul from Better Call Saul). The conversation explores sales dynamics, leadership, and professional growth through the lens of the famous play about real estate salesmen.

Key insights for listeners include:

•The importance of generating your own leads in sales

•Developing trust and relationships over pure transactional selling

•Leadership lessons about supporting and coaching sales teams

•The value of continuous learning and understanding customers

For sales professionals, entrepreneurs, and business leaders, this episode offers practical wisdom about relationship-building, persistence, and professional development wrapped in an entertaining theatrical context.

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 459 features Jose Berlanga, a serial entrepreneur and co-founder of Tricon Homes in Houston, sharing insights about business, real estate development, and entrepreneurship.

Berlanga discusses his journey from starting in various industries to becoming a successful home builder, emphasizing key lessons like developing contractor loyalty, being patient with business growth, and not falling in love with your product.

Key takeaways for listeners include:

•Financial literacy is learnable, even for those who struggled in school

•The importance of vision and risk-taking in real estate development

•Strategies for building strong relationships with suppliers and contractors

•Navigating economic cycles in the construction industry•

The value of treating business like a chess game, where sometimes you must sacrifice short-term gains for long-term sustainability

Listeners will gain practical advice on entrepreneurship, real estate investment, and business management, particularly in the construction sector. Berlanga's book "The Business of Home Building" is recommended as a comprehensive guide for builders and the companies that support them.

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 458 of the Construction Leadership Podcast sponsored by LBM Journal and facilitated by Rick Schumacher, Bradley Hartmann deconstructs the elements of sales leadership detailed in his new book “The Air Raid Sales Offense.” Joining Hartmann are three industry leaders: Bob Eakin of Curtis Lumber (NY, VT), Tina Breen of Manufacturers Reserve Supply (NJ), and Colby Chandler of Cassity Jones (TX). These leaders reveal how top-performing sales teams are reimagining their approach to customer acquisition, pipeline management, and strategic communication.

Listeners will discover:

•How to eliminate confusion in sales strategies

•Practical techniques for developing a repeatable sales process

•Insights into managing multiple sales reps and territories

•Strategies for introducing yourself to prospects that actually work

•Methods to build trust within your sales team

•Techniques to focus on high-value customers

Whether you're a sales rep, manager, or business owner in construction, or building materials, this episode offers actionable insights to help you simplify your sales approach, increase revenue, and build a more effective sales culture.

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 457 focuses on Brad Jacobs' recent acquisition of Beacon Roofing Supply, featuring insights from industry experts Craig Webb and Jon Vaughan. The discussion explores the strategic rationale behind the “hostile-adjacent” takeover, with Jacobs aiming to double Beacon's profits in three years using his proven playbook.

Listeners will gain valuable perspectives on industry consolidation, potential technological innovations in building materials distribution, and the challenges of integrating a reluctant acquisition target. Key takeaways include:

•Jacobs' approach to identifying and acquiring strategic companies

•Potential strategies for increasing profitability in the building materials sector

•Insights into the current state of the roofing and construction supply industry

•Perspectives on using technology and AI to transform traditional businesses

The episode offers listeners a deep dive into corporate strategy, industry dynamics, and the potential future of building materials distribution, making it valuable for professionals in construction, distribution, and business leadership.

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 456 host Bradley Hartmann explores the dangers of overcommitment through the lens of two contrasting figures: Jim Valvano, the national champion basketball coach at N.C. State and Cal Newport, the Georgetown University professor and author.

Bradley reflects on Valvano's life, highlighting how his boundless energy and desire to seize every opportunity ultimately led to burnout and potential health consequences. He draws parallels to his own struggle with saying yes to everything and introduces Cal Newport's productivity philosophies from "Deep Work" and "Slow Productivity.”

The key takeaway for listeners is a cautionary tale about the risks of constant hustle and the importance of strategic focus. Hartmann shares personal insights about the challenges faced by entrepreneurs and leaders who struggle to set boundaries. The episode offers practical advice on doing fewer things, working at a natural pace, and prioritizing quality over quantity.

Listeners will gain perspective on managing professional commitments, understanding personal limits, and the value of intentional productivity.

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 455 is Part II of Jim Sobeck’s negotiation principles drawn from Mario Puzo's "The Godfather". The discussion explores critical business insights, including how to handle negotiations effectively, the importance of patience, and why taking business personally matters.

Sobeck shares personal stories from his entrepreneurial career, highlighting strategies like never giving something for free without getting something in return, understanding your walk-away point, and surrounding yourself with people smarter than you in different areas.

Listeners will receive practical negotiation wisdom applicable across industries, especially construction and sales.

Key takeaways include: how to use humor in tense situations, the value of delivering value first, understanding surplus concessions, and maintaining composure during complex business interactions.

Sobeck's real-world experiences provide actionable advice for professionals looking to improve their negotiation skills, build stronger business relationships, and approach challenges with strategic thinking.

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 454 features Jim Sobeck’s return to the Construction Leadership Podcast as he discusses negotiation and leadership lessons from the legendary Mario Puzo novel "The Godfather" novel. Sobeck, a construction industry veteran, shares insights on effective communication, saying no gracefully, and maintaining emotional control in business interactions. The episode explores key themes like persistence, position power, and the importance of apologizing sincerely.

Listeners will gain practical wisdom from Sobeck's personal experiences, including managing family dynamics in business, handling difficult negotiations, and learning from mentors. The discussion draws parallels between the strategic approaches of Don Corleone and successful business leadership.

For construction professionals, entrepreneurs, and leaders, this episode offers actionable advice on:

•Negotiating without damaging relationships

•Using position power strategically

•Managing emotional responses

•Building strong professional connections

•Navigating complex business interactions

The conversational style and real-world examples make complex negotiation principles accessible and engaging.

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.

Jon Vaughn returns to the show to discuss leadership through the lens of sports, with a particular focus on basketball. Jon and Bradley dive deep into Rick Pitino's transformation of St. John's basketball program, exploring how innovative strategies and intensive coaching can drive success in both sports and business. The conversation covers key leadership topics like competitive differentiation, motivating young talent, and effective negotiation principles.

Listeners will gain insights into:

•How to evaluate and develop talent

•The importance of going against conventional trends

•Strategies for building a strong team culture

•Negotiation techniques that prioritize preparation and mutual respect

•Ways to stay motivated during uncertain times

The episode offers practical leadership lessons drawn from sports analogies, making complex business concepts more accessible. Whether you're a sales professional, project manager, or executive, you'll find actionable advice on developing yourself and your team, all delivered with Jon and Bradley's engaging and humorous style.

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.

This podcast episode explores leadership principles through the lens of inversion—focusing on what not to do to become a better leader. Bradley Hartmann shares insights from CNS 5632:Leadership Principles in Construction within the University of Oklahoma’s MBA program for construction professionals, which was heavily influenced by Charlie Munger's mental models.

The episode provides a comprehensive list of leadership "don'ts" developed collaboratively with students, covering critical areas like emotional control, communication, delegation, and team management. Listeners will gain practical, actionable advice on avoiding common leadership pitfalls, such as micromanaging, stealing credit, ignoring team suggestions, and trying to be the smartest person in the room.

This episode offers a refreshing, pragmatic approach to leadership development that goes beyond traditional motivational advice, as you’ll receive a tangible framework for leadership improvement that emphasizes simplicity, self-awareness, and continuous learning. By understanding what to avoid, leaders can more effectively guide their teams, build trust, and create a positive organizational culture.

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 451 dissects a clip from The Tim Ferriss Show featuring inventor Danny Hillis as he shares an entertaining story about working his way into Marvin Minsky's AI Lab at MIT. How? By living out our leadership tagline, “You are owed nothing. Deliver value first.” He proactively solved problems and sought ways to be genuinely useful.

Listeners will gain insights into:

1.Building meaningful professional relationships

2.The importance of expertise and problem-solving

3.How to approach mentorship and career development

4.The universal principle of delivering value before expecting anything in return

The story demonstrates that success isn't about self-promotion, but about genuinely helping others and consistently adding value. Construction professionals, entrepreneurs, and anyone seeking career growth will find practical wisdom in this episode's core message of selfless contribution and strategic relationship-building.

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 450 of the Construction Leadership Podcast, host Bradley Hartmann interviews Dr. Sarah Buchner, a remarkable entrepreneur whose journey took her from being an impoverished 12-year-old carpenter in rural Austria to become a Stanford-educated tech founder.

Buchner shares her inspiring story of overcoming societal barriers to build Trunk Tools, an AI-powered platform revolutionizing construction technology.

You will gain insights into:

-The importance of creating a culture that embraces failure and innovation

-Strategies for adopting new technologies in a traditionally resistant industry

-How AI can solve critical data challenges in construction

-The power of combining hands-on experience with advanced education

Buchner discusses her company's approach to intelligent augmentation, using AI to help construction professionals work smarter, not harder. She breaks down complex technological concepts into digestible insights, offering practical advice for construction leaders looking to leverage AI and improve project efficiency.

For construction professionals seeking to understand innovation, this episode is a must-listen.

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 449 of the Construction Leadership Podcast, host Bradley Hartmann reunites with Dave Reichert for an in-depth exploration of business growth, family dynamics, and leadership evolution. Eight years after his first appearance, Dave reveals how Davis-Hawn Lumber Company has transformed through strategic acquisitions, technological innovations, and the integration of his three sons into the family business.

This is an inside look at successfully scaling a lumber and millwork company while maintaining a strong, people-first culture. Dave candidly shares insights on acquiring new businesses, attracting next-generation talent, and creating an engaging workplace environment. The episode takes an entertaining turn when Dave's sons crash the podcast, delivering a hilarious pop quiz that tests Dave's leadership skills and reveals the playful family dynamics behind the business. From discussing advanced manufacturing technologies to sharing heartwarming stories about growing up in the lumber yard, this episode offers a unique blend of professional wisdom and personal narrative.

Whether you're a construction industry professional, a family business leader, or simply curious about entrepreneurial success, this conversation provides invaluable lessons on leadership, adaptation, and building a thriving multi-generational company.

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 448, host Bradley Hartmann discusses the importance of having robust, reliable processes that can withstand economic cycles. Using legendary physician Richard Feynman’s "cargo cult" story as an analogy, this episode emphasizes the need to challenge assumptions and understand the true drivers of success, rather than relying on tribal wisdom.

Key takeaways include:

1) Develop a "process stack" that defines the critical steps, activities, skills, and tools for key processes like sales

2) Align processes with company values

3) Maintain humility and discipline to adapt processes as market conditions change

The process stack template is available as a resource for listeners who subscribe to The Construction Leadership Newsletter.

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 447 features Ed DeAngelis, CEO of EDA Contractors. Ed provides a masterclass in effective leadership for construction companies. DeAngelis shares how he has built a thriving, 450-employee organization by embracing "humanity as a strategy”—refusing to “keep the personal stuff at home" and embracing the fulness of each employee. DeAngelis discusses the importance of vulnerability, trust, and creating a fun, supportive work culture that is also serious about the results it delivers to clients.

DeAngelis offers practical examples of how EDA implements this approach, from having executives share personal adjectives to launching mental health programs. The result is high employee retention and engagement. Construction leaders will be inspired by DeAngelis's insights on balancing accountability and results with caring for your team. This episode demonstrates how putting people first can drive business success in the trades. Any construction leader looking to build a stronger, more productive culture should give this a listen.

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 446 is a must-listen for any business leader looking to grow their influence and impact. Storytelling expert Paul Kix shares invaluable insights on how crafting compelling narratives can transform your career and company. Learn first-hand how top organizations like Disney and ESPN leverage storytelling to drive revenue. Discover strategies to uncover the limiting stories you tell yourself and reframe them for success.

Paul also provides a behind-the-scenes look at his acclaimed books and how personal experiences shape powerful narratives. Listeners will walk away with actionable tips to harness the power of storytelling and become more effective leaders.

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.

Unlock game-changing sales tactics with this exclusive excerpt from Bradley Hartmann’s November 2024 guest appearance on The Lumber Slingers Podcast with Natalie Heacock and Chelsea Zuccato of Patrick Lumber. In this episode, you’ll discover an actionable framework for crafting voicemails that demand a callback as well as other tactical sales management and sales rep skills to help your team differentiate and deliver value first.

They also discuss Hartmann’s new book, The Air Raid Sales Offense—a sales philosophy based on simplicity, fearlessness, optimism, and fun. It draws parallels between the innovative Air Raid football offense and a new approach to sales that makes it easier for customers to buy.

Hartmann shares aspects of his personal story here for the first time and introduces a system to help sales teams deliver value first and make the sales process enjoyable for both buyers and sellers. Whether you're looking to boost your team's performance or redefine your sales approach, this conversation offers practical strategies you can implement today to drive real results. With the focus on value delivery and the story about football, this excerpt is applicable well beyond just sales.

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.

Exclusive excerpt from Bradley Hartmann’s new book, The Air Raid Sales Offense—a sales philosophy based on simplicity, fearlessness, optimism, and fun. It draws parallels between the innovative Air Raid football offense and a new approach to sales that makes it easier for customers to buy.

Hartmann shares his personal story and passion for the topic, introducing a system to help sales teams deliver value first and make the sales process enjoyable for both buyers and sellers. With the focus on value delivery and the story about football, this excerpt is applicable well beyond just sales

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.

Host Bradley Hartmann dives into the high-stakes drama unfolding between QXO, led by serial entrepreneur Brad Jacobs, and Beacon Roofing Supply. Jacobs is making an aggressive $11billion bid to acquire Beacon, setting the stage for a potential proxy fight. The discussion explores Jacobs' ambitious growth plans for QXO, the industry implications, the risks of such a hostile takeover attempt, and where his M&A tactics detailed in his book (How to Make a Few Billion Dollars) differ with his approaches to Rexel (September 2024) and Beacon.

This episode is a must-listen for anyone interested in the future of the construction supply industry and the strategies of disruptive leaders like Jacobs.

Note: Since recording this episode, Beacon has adopted the poison pill strategy to defend against QXO’s bid, making the takeover significantly more difficult and costly.

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 442, Tannis Liviniuk provides valuable insights into the role of a digital advancement executive and the challenges of technology adoption in the construction industry. Listeners will gain a deeper understanding of how to effectively evaluate and integrate new technologies to improve productivity, safety, employee engagement, and retention.

The conversation with Tannis offers practical advice on crafting compelling sales pitches, avoiding the pitfalls of a transactional approach to technology, and the importance of clear communication during technology rollouts. You will learn strategies for asking better questions about technology opportunities and shifting towards a more strategic mindset.

You will also be better equipped to navigate the evolving landscape of construction technology, filter promising solutions, and drive meaningful change within their organizations. The lessons shared can help construction professionals become more adaptable, innovative, and effective leaders in an industry undergoing digital transformation.

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 441, Dustin DeWald joins the show to talk leadership—on the gridiron (leading Iowa Wesleyan in the early 90s, he threw for 12,045 yards and 115 touchdowns) and in homebuilding (leading Dustin DeWald Custom Homes since 1992). DeWald is a custom home builder in Copperas Cove, Texas, the birthplace of the innovative Air Raid offense developed by Hal Mumme that changed the game of football at every level.

Dustin shares leadership lessons he learned from coaching legends Hal Mumme and Mike Leach—from the Texas hill country to the cornfields of Iowa—and how he's applied those principles in building his successful multi-generational luxury home building business.

You'll discover how Dustin's focus on simplicity, energy efficiency, and delighting customers has set his company apart. This episode is packed with actionable insights any construction leader can use to build a thriving, innovative company.

Visit www.airraidsalesoffense.com to download an excerpt from the book and to purchase copies (print, audiobook) for yourself and your team.

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 440, Jon Vaughan wrests control of the host role and turns the table on Bradley Hartmann as they discuss Hartmann's new book The Air Raid Sales Offense. They discuss how the principles of the air raid offense in football can be applied to sales strategies in the LBM industry. The conversation covers topics like simplifying sales processes, building stronger customer relationships, and creating a sales culture that is fearless, optimistic, simple, and fun.

Hartmann shares insights from his background in football and sales, and they explore ways for sales teams to implement these concepts to become more effective and adaptable.

Visit www.airraidsalesoffense.com to download an excerpt from the book and to purchase copies for yourself and your team.

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.

Dan Starr, CEO of Do it Best since 2016, joins the show to discuss the $200 million acquisition of True Value that included inventory, brand rights, and paint manufacturing facilities. The acquisition has created the world's largest network of independent home improvement stores.

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 438, you'll dive into the wisdom and insights of industry veteran Jim Hershey. Jim shares lessons learned on his remarkable leadership journey as well as insights learned from mentors like Bill Lee and Kevin Hancock. This episode is full of practical advice you can apply imediately, including Jim's unique perspective on accountability, the power of handwritten notes, and the transformative concept of "shared leadership."

Whether you're a seasoned leader or aspiring to climb the ranks, you'll find gems that will reshape the way you approach the craft of leadership.

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.

Bradley discusses leadership lessons that can be learned from the classic holiday film Elf with Data Scientist, Brock Lacy and returning 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 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 this special bonus episode 436, Project Manager Taylor Parker of Lingenfelter Luxury Homes discusses Adam Lingenfelter’s leadership style along with providing insight on how he manages relationships with subcontractors and what the best suppliers do to make a positive impact.

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.

Luxury home builder Adam Lingenfelter returns to the Construction Leadership Podcast, sharing insights on how his business has evolved since 2019. Adam discusses the challenges of the pandemic, including supply chain issues, pricing volatility, and the need for more proactive planning. He emphasizes the importance of building strong relationships with customers, subcontractors, and suppliers, investing significant time upfront to understand their needs and goals. Adam also advises salespeople to be more engaged, asking for feedback to improve their offerings. This episode provides a candid look at the changing dynamics in the high-end residential construction industry.

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 434, you’ll discover the superhuman skill that saved Hartmann over $250,000 this year. Frustrated with the burden of email, Bradley shares the simple yet effective approach to taming your inbox. This episode—including a philosophy, framework, and tool—is a game-changer for anyone struggling to conquer their overflowing inbox.

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 433, Dr. Carla Fowler joins the show to share earned insights on leadership from her academic and athletic background. Carla is the founder of executive coaching firm THAXA, which converts her expertise in performance science into practical advice for leaders at all levels. You’ll discover immediately actionable insights on how to embrace the slog of hard work and how the newly coined "Air Alert Principle" can change your mindset when experimenting and innovating on the job.

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 432, Bradley shares his belief—along with a simple four-step formula—to take advantage of the most overlooked key to reaching your goals (and those of your team members) faster in 2025 and beyond.

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.

Erik Bornstein, a former commercial and residential builder in Toronto, shares the earned insights that compelled him to quit his job, move to California, and launch TOOLBX, an online platform for building material suppliers that helps them simplify the lives of the builders they serve.

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 430, Bradley Hartmann shares leadership insights from one of his favorite movies, Moneyball, starring Brad Pitt as the Oakland A’s general manager, Billy Beane. Joining Hartmann are Matt Potter (construction sales veteran) and Joel Stevens (HR expert), returning to the show after their excellent performances in episode 393 where we focused on the leadership aspects from the movie, Up in the Air (starring George Clooney and Anna Kendrick).

Hartmann, Potter, and Stevens explore Billy Beane's approach to challenging the status quo, getting his team to think differently about how to evaluate and build a winning roster. They discuss Beane's confrontational style with his scouts, his willingness to take risks by converting a career catcher named Scott Hatteberg to first base, and his ability to get buy-in from veteran players like David Justice.

Off the field, the trio examines the interpersonal dynamics and cultural shifts Beane had to navigate within the organization. They highlight his successes and missteps in communicating his vision and bringing the entire team along.

The conversation also touches on broader themes of competitive differentiation, developing confidence in employees, and the importance of diverse perspectives—lessons that translate well beyond the baseball diamond. Whether you're a Moneyball superfan or discovering it for the first time, this episode offers valuable insights for leaders in any industry.

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 429 of The Construction Leadership Podcast, host Bradley Hartmann sits down with Mireya Zapata, the Executive Director of the Lumbermen's Association of Texas (LAT). Zapata brings a wealth of experience to the role, having previously worked in politics, public relations, and for the Texas House of Representatives.

Throughout the conversation, Hartmann and Zapata dive into Zapata's background and her unique perspective on engaging the political process as the head of a state trade association. Zapata explains how she has been able to maintain a sense of enthusiasm and optimism despite the often divisive nature of politics today. She encourages LAT members to get involved, emphasizing that their industry expertise and firsthand experiences are invaluable when working to influence policy decisions.

The discussion then shifts to some of the key issues currently facing Zapata and her members, including housing affordability and organized retail theft. Zapata highlights LAT's efforts to support the Texas Association of Builders on the affordability challenge, as well as the association's work to increase criminal penalties for those engaged in sophisticated theft operations targeting building material suppliers.

Finally, Zapata offers a glimpse into her personal life, sharing how she manages the demands of leading a statewide trade group while also raising two children. She credits her family and involvement with nonprofit organizations as crucial outlets that help her maintain a healthy work-life balance.

Throughout the conversation, Zapata's passion for her work and her industry shines through, making this an engaging listen for anyone interested in the intersection of construction, politics, and association leadership.

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 this sidecar bonus episode to 427, host Bradley Hartmann and Tony Meza break down the lyrics from the summer jam, TK by Pedro Capó, as they identify which language skills can be used on the job to communicate better and lead more effectively. Listen to episode 427 to hear Tony Meza’s insights on bridging cultural and linguistic gaps on the job site. Tony Meza is the safety professional responsible for risk management at Dallas-Fort Worth International Airport. Meza also lends his voice to Hartmann & Company’s new Construction Spanish App as the native Spanish speaker in the voice tracks within the app.

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 427, Tony Meza joins the podcast to share insights on cultural intelligence and leadership across linguistic and cultural gaps on the job site. Tony Meza is the construction safety professional responsible for risk management at Dallas-Fort Worth International Airport. Meza also lends his voice to Hartmann & Company’s new Construction Spanish App as the native Spanish speaker in the voice tracks within the app.

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 this conversation, Steven Paynter from Gensler discusses the innovation that landed Gensler on Fast Company’s list of most innovative companies in 2024. The innovation was an algorithm that assess the viability of converting office spaces into residential units, particularly in light of the pandemic and the growing affordability crisis.

Fast Company wrote: “Gensler’s algorithm evaluates roughly 150 aspects of a building’s layout and design, such as core-to-window depth and the number of elevators and parking spots, from public data, broker websites, and subscription services. The tool can determine a conversion viability score in hours.”

Paynter shares insights on the challenges and successes of office building conversions, the importance of understanding the history of buildings, and the role of city incentives in facilitating adaptive reuse. The discussion also touches on the findings from Gensler's workplace survey, emphasizing the need for flexible and desirable office spaces that foster collaboration and productivity. Paynter concludes with reflections on cultural differences in leadership and construction practices between the UK and North America.

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 this conversation, Matt DiBara shares the leadership insights accumulated on his journey from nine-year-old laborer to fourth generation business owner. Matt shares what being fired multiple times in his family business taught him and the valuable lessons learned from his father—what to do and what not to do. Matt discusses the importance of customer acquisition costs and effective strategies for diversifying any construction business. Matt emphasizes the significance of effective communication, celebrating team successes, and developing future leaders. He also reflects on the challenges and opportunities presented by technology in the construction sector.

Chapters

02:52 :: Leadership Lessons from Family Business

06:10 :: Transitioning to Independence

09:03 :: Understanding Customer Acquisition Costs

12:10 :: Diversification Strategies in Business

15:13 :: Introducing Technology in Construction

18:02 :: Effective Communication and Change Management

20:49 :: Celebrating Team Successes

23:53 :: Developing Future Leaders

26:53 :: Final Thoughts and Recommendations

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 424, we hosted a Construction Leadership Game Show live in front of a raucous 250+ attendees at the annual TEXO Safety Day in Fort Worth on August 29th. The participants were three safety leaders: Gradlin Franks, Director of Safety at The Beck Group, Scott Sears, Vice President of Safety and Loss Control at Walker Engineering, and Raul Ruiz, Regional EHS Manager at Moss and Associates.

The theme was Olympic-level Leadership and the insights and entertainment lived up to the hype. Listen on any podcast platform and view the highlight reel on YouTube. Thank you to Milwaukee Tools for sponsoring the event.

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 423, host Bradley Hartmann sits down with Bret Martz (VP - North American Professional Sales) of Trex and Chris Gerhard (Executive VP) of Specialty Building Products .

Bret and Chris share insights on the collaboration efforts between a manufacturer and a distributor that enable increased value to the dealer and their contractor customers. Their discussion touches on innovation, training and education, digital selling tools, and methods for assisting their independent dealer partners.

The conversation also delves into leadership lessons, with Martz and Gerhard sharing insights on empowering employees, learning from mistakes, and building a cohesive culture across the supply chain. They highlight the importance of clear communication, transparency, and a shared vision for serving contractors and homeowners.

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 422, host Bradley Hartmann takes you on a journey from the Pacific Northwest to Kobe, Japan as he shares the incredible true story (with some fictional dialogue added for your listening pleasure!) of one of the most iconic companies of all time. The story reveals the two methods in which humans develop trust: task-based and relationship-based. While we talk about the construction industry being a “relationship business,” the truth is relationships actually come second in our Uncle Sam-style American culture.

To bridge the story with real-world application, Blake Hancock, CEO of Binswanger Glass, joins the show in the second half of the episode. Blake discusses his experiences working with teams from different cultural backgrounds and the importance of building trust and creating a comfortable work environment. He shares stories of his time living in China and the lessons he learned about effective communication and expectation-setting. Hancock emphasizes the value of open communication, continuous improvement, and the importance of getting all ideas on the table.

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.

Paul Robinson, founder of ConstructReach, discusses his passion for helping young people find opportunities in the construction industry. He emphasizes the need for equitable and inclusive practices in attracting and retaining diverse talent. Paul also shares his experience of working with his wife in the business and the importance of communication and intentionality. He highlights the value of his iReach podcast in creating a platform for industry professionals to share their stories and insights.

Chapters

02:59 :: The Power of Storytelling and Human Connection in Leadership

09:01 :: Transitioning from a Production Mindset to a Multiplication Mindset

14:15 :: Creating a Talent Profile and Hiring for Culture

29:42 :: Prioritizing Talent Acquisition and Retention

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 420, host Bradley Hartmann weaves together three captivating stories with valuable leadership lessons. First, he introduces Teddy Riner, the legendary Judoka who openly struggles with self-doubt despite his unparalleled success. Riner's vulnerability inspires reflection on overcoming imposter syndrome.

Free Account / Paywall: https://www.nytimes.com/athletic/5677073/2024/08/02/teddy riner-olympic-judo-gold-medal-france/? utm_medium=social&utm_campaign=twhq&source=twitterhq

Next, Hartmann explores the (supposed) cautionary tale of Ron Wayne, one of Apple's co-founders who sold his 10 percent stake for $800, now worth $320 billion. This story prompts discussion on defining "enough" and the potential pitfalls of chasing wealth.

Finally, Hartmann delves into the downfall of a successful Sriracha sauce partnership, using it to illustrate the importance of proactive negotiation planning. By considering best and worst-case scenarios, partners can avoid devastating business breakdowns. Through these diverse narratives, Hartmann offers listeners valuable insights on leadership, decision-making, and the human experience of extraordinary achievement. This episode challenges listeners to embrace self-doubt, reframe success, and prioritize relationship-building in business.

Paywall: https://fortune.com/2024/01/30/sriracha-shortage-huy-fong-foods-tabasco underwood-ranches/

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 419, Jon Vaughan returns to the show to examine leadership and culture building through the lens of sport—specifically, the head coach of the Pittsburgh Steelers, Mike Tomlin. Before the 2022 season began, Tomlin joined the The Pivot Podcast, featuring former NFL stars/hosts, Ryan Clark, Fred Taylor and Channing Crowder. It was this interview that both Jon Vaughn and Hartmann agreed was a leadership masterclass that explains how Tomlin has never had a losing season in 17years leading the Steelers, not to mention the pair of Super Bowls he’s won as well.

Vaughn highlights Tomlin's focus on helping players achieve their dreams and the importance of setting clear expectations. Jon also discusses the fundamental attribution error and the danger of seeking comfort in leadership. Overall, the conversation emphasizes the importance of effective leadership and creating a culture that allows individuals to be their authentic selves.

The episode concludes by honoring the memory of John Ruhlin, a friend and mentor who taught them the power of gifting and building enduring relationships.

Chapters

02:11 :: Pete Rose documentary and Banditry v. Stupidity

08:35 :: Introducing Mike Tomlin

10:06 :: “The Standard is the Standard”

12:30 :: Tomlin's Leadership Style

16:38 :: Leader’s job is helping others achieve their dreams

19:36 :: Pitfalls of seeking comfort in leadership

30:12 :: Building a culture of authenticity

42:54 :: Power of vulnerability and intimacy

43:21 :: Upside of catchphrases

51:05 :: Honoring the Memory of John Ruhlin

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 this conversation, Chelsea Zuccato, a sales manager at Patrick Lumber Company, discusses various topics related to leadership and sales. She shares her favorite leadership movie, offers insights on finding niche markets, and offer actionable advice on increasing delegation as leader. Chelsea also emphasizes the value of taking risks, learning from failures, and how the core values at Patrick are reflected in her everyday behavior. Hartmann and Zuccato wrap up the episode discussing her involvement in the North American Forest Foundation and the impact of her podcast, Lumber Slingers.

Chapters

06:06 Finding Your Niche: Building Relationships and Becoming an Expert

09:03 Embracing Risks and Learning from Failures

13:27 Ownership and Accountability: Keys to Success

19:29 The Power of Paying Attention: A Recipe for Sales and Leadership

26:18 Paying Attention and Showing Up

29:07 Managing Time and Delegating Effectively

33:34 The Impact of Podcasting and Consistency

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 417, host Bradley Hartmann discusses the fallacy of "cascading communication" as a leadership metaphor. He argues that while information may cascade down through an organization, behavioral change does not. Using Newton's laws of motion as a framework, Hartmann explains how leaders need to approach communication differently to drive real change. He suggests moving away from a one-time "cascade" of information and instead implementing a persistent "drip campaign" of communication using various platforms and tactics. This includes things like weekly newsletters, personalized video messages, live Q&As, and gamification elements. The goal is to anticipate and overcome the natural human tendency to resist change. Hartmann provides a downloadable checklist of these proven communication strategies for listeners to use in their own organizations. The key is crafting a multi-faceted, multimedia approach rather than relying on a single cascade of information from the top down. This, Hartmann argues, is a more effective way for leaders to drive the behavioral changes they seek.

You can download the PDF template discussed in this podcast at bh&co.com/blog

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 416, Ben Breen of the Project Management Institute (PMI) joins the show from Australia. Ben is the Global Director of Construction at PMI and he discusses his background in international construction and the leadership principles that have guided his career from construction student, builder, consultant, and leader within PMI.

Ben describes how to best learn from mentors around you and why the industry should ditch the phrase “soft skills” for “power skills” to describe the suite of leadership behaviors that include intentional listening, empathy, and servant leadership. Ben closes by detailing the value of the PMI Construction Professional certification (PMI-CP)™.

Project Management Institute (PMI) is the world's leading association for those who consider project, program or portfolio management their profession. Through global advocacy, collaboration, education and research, PMI works to prepare more than three million professionals around the world for the Project Economy: the coming economy in which work, and individuals, are organized around projects

Chapters

01:02 Passion for Construction and Architecture

03:34 Key Leadership Principles

06:27 Making Tough Decisions as a Leader

09:13 Developing Soft Skills in Project Managers

11:27 The Importance of Power Skills

12:45 What Not to Do in Developing Project Managers

14:11 The Role of Zooming In and Out as a Leader

20:22 PMI's Role in the Construction Industry

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 415, Krysta Van Ranst of Building PPL joins The Construction Leadership

Podcast to discuss how to leverage learning and development to build stronger people

that will drive your future growth. Krysta offers insights on when NOT to invest in

leadership training and shares her firm’s proprietary Building PEOPLE model, which

includes providing professional development, employee growth planning, onboarding,

leveraging processes and procedures, and the best methods to engage future hires.

They also discuss the relationship between people and profits and the importance of

balancing both, based on a LinkedIn article by Jon Vaughan, a frequent guest on the

show. Krysta closes the episode with a pair of books recommendations: "The Pursuit of

Excellence” by Ryan Hawk and “Unreasonable Hospitality” by Will Guidara. Thanks you

for listening.

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.

Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect

The Pursuit of Excellence: The Uncommon Behaviors of the World's Most Productive Achievers

In episode 414, HR Huntsman—CEO of Leader's Edge Consulting and Coaching—joins The Construction Leadership Podcast to help leaders and teams become the best version of themselves. HR shares insights on leadership, talent acquisition, and personal growth. He emphasizes the importance of storytelling and the power of human connection in leadership. HR also discusses the need for leaders to transition from a production mindset to a multiplication mindset, empowering their team members and intentionally developing their potential. (And no, HR would not tell Bradley what his initials stand for. Hartmann asked twice.)

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 413, host Bradley Hartmann shares the best content he’s come across the last 90 days in three different mediums: an article, a podcast episode, and a book. Each is very much worth your time and attention and will help to turbocharge your next 90 days on the job.

Article: Jerry Seinfeld: The Scholar of Comedy Jerry Seinfeld’s thoughts on craft and the pursuit of mastery are instructive. Near the end there is a insightful surprise on negotiation.

https://www.newyorker.com/culture/the-new-yorker-interview/the-scholar-of-comedy

Key Quote:Jerry Seinfeld: The only thing in life that's really worth having is good skill. Good skill is the greatest possession. The things that money buys are fine. They're good. I like them. But having a skill is the most important thing . . . Pursue mastery that will fulfill your life. You will feel good. I know a lot of rich people and they don't feel good as you think they would. They don't. They're miserable. So I work because if you don't in standup comedy—if you don't do it a lot—you stink.

Podcast: Invest Like The Best: Frank Blake of Home Depot

Frank Blake is an attorney educated at the knee of Jack Welch at General Electric. Blake become chairman and CEO of Home Depot. Early in this episode, Blake shares the following insight about the fallacy of “cascading” communication in an organization. I have not been able to stop thinking about it since.

https://podcasts.apple.com/nz/podcast/frank-blake-leading-by-example/id1154105909?i=1000658584388

Key Quote:Frank Blake: I'm always amused when I hear leaders talk about messages cascading down through an organization as if gravity were your friend. And gravity is not your friend. Your team, for the most part through the organization, they're not waiting with bated breath to hear from you. They actually, for the most part, really don't care what you have to say . . . I walk to a store and I go up to a store manager and I say, “How'severything going?” There is only one right answer to that in any organization. The answer is: “Everything is going great. You are wonderful. Please leave.”

And you need to understand—leaders need to understand this fundamental fact that they have to work hard to get their message and get their direction through an organization.

Book: The Basic Laws of Human StupidityThis book by Carlo Cipolla gives the topic of stupidity some of the intellectual attention it deserves, given all the havoc it wreaks on humanity.

https://a.co/d/e95K83Z

https://www.youtube.com/watch?v=TGr8bMTSD4s

Key Quote:The probability that a certain person will be stupid is independent of any other characteristic possessed by that person.

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 412 features Bill Heuer, co-founder of The Countertop Factory Midwest whose

2011 insights on leadership were shared in episode 411. Bill reveals lessons learned

from his time at Procter & Gamble how he and his co-founder, Geoff Gran, collaborate

to drive growth and profits for their countertop manufacturing companies, based in

Illinois and Arizona.

This present-day conversation— 13 years in the making!—includes further insights on

the following topics:

The value of synchronous flow meetings to manage constraints and seek continuous

improvement

The opportunities that led a countertop manufacturer to develop software solutions
The process to innovative with "hot sauce" upsell products
How to generate consistent profits and strong relationships with big box stores,

national builders, and large commercial firms

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 February of 2011, Bradley Hartmann requested an interview with Bill Heuer and

Geoffrey Gran, co-founders of The Countertop Factory Midwest. The interview was

homework—a required 5-page paper on leadership and “new venture creation”—in

Hartmann’s MBA program.

The interview was granted and after 8 hours in an Elmhurst, Illinois bar, Hartmann had

ample notes. In subsequent days, Hartmann presumably shook off his hangover, wrote

the paper, and submitted it to his professor.

What he didn’t do was share the paper with the generous men whose insights

comprised the backbone of the paper—Bill Heuer and Geoffrey Gran.

Until now.

This is Hartmann’s lost paper that shares the timeless insights from a subcontractor

whose mission is to save the world, one countertop at a time.

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 410, Zac Elenchin, a former combat medic in the US Army, shares his leadership journey and experiences with post-traumatic stress disorder (PTSD) —as well as post-traumatic growth. Zac discusses how to develop poise under pressure, the power of servant leadership, and a highly tactical word-for-word phrase leaders can use to acknowledge their mistakes within their team. Zac then talks about his transition from the military to civilian life and his collaboration with his father on a book about PTSD. To close, Zac talks about how he joined 84 Lumber and the training and support he received to make the successful transition into a management role.

Chapters

01:20 :: Favorite Leadership Movie: Saving Private Ryan

07:07 :: Handling Mistakes and Apologizing as a Leader

10:14 :: Insights from the Military Applied to Civilian Life

15:09 :: Developing Trust and Building Camaraderie

26:32 :: Transitioning from the Military to Civilian Life

29:10 :: Collaborating with Father on a Book about PTSD

36:12 :: Joining 84 Lumber and Management Training Program

42:35 :: Conclusion and Gratitude

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 409, Ryce Elliott, President at Benning Construction Co. in Atlanta joins the Construction Leadership Podcast discuss to career development, leadership, and risk management in the construction industry. Elliott shares insights on everything from the pros and cons of growing up in a town named Santa Claus to effective communication and its impact on leadership—on the job site and in the classrooms of the next generation of leaders.

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 408 of the Construction Leadership Podcast, Dr. Kofi Asare and Bradley Hartman discuss the concept of digital twins and their potential impact on the construction industry. They explore various analogies and metaphors to explain what digital twins are and how they differ from other technologies like BIM. They also discuss the promise of digital twins in terms of predictive capabilities and cost savings, as well as the challenges and costs associated with implementing them. The conversation concludes with a discussion of the different levels of digital twins, from basic models to autonomous systems. Dr. Asare emphasizes the need for a systematic approach to implementing digital twins and cautions against using them without a clear use case. He also shares his experiences working with construction leaders and the challenges of driving digital transformation in the industry.

Takeaways

Digital twins are virtual constructs that describe a physical entity in terms of its context, behavior, or makeup, with bi-directional coordination between the physical and virtual
Digital twins have the potential to dramatically simplify and improve the operation and maintenance of the built environment.
The adoption of digital twins is currently more prevalent in large-scale projects, but as costs decrease and technology advances, it is expected to become more widespread, even in residential construction.
The promise of digital twins lies in their predictive capabilities and potential cost savings, particularly in terms of maintenance.
The different levels of digital twins range from basic models to autonomous systems that can learn and act on behalf of their users.
Implementing digital twins requires a systematic approach, focusing on people, processes, and technology.
Driving digital transformation in the construction industry requires overcoming resistance to change and demonstrating the value of technology.

Chapters

00:00 Digital Twin Game Show Analogy 02:36 The Marketing Disaster That Is Digital Twins 09:35 The Promise of Digital Twins in Construction 11:58 Challenges and Costs of Implementing Digital Twins 21:26 Exploring the Levels of Digital Twins 36:17 Dr. Kofi’s Sports Journalism Career 44:44 Key Considerations for Implementing Digital Twins

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 407, host Bradley Hartmann shares the most effective communication framework he's ever learned: the SBI Framework that originated within The Center for Creative Leadership. It was shared with Bradley by Jamie Dabbs of TDIndustries. SBI stands for Situation, Behavior, and Impact. The framework is so powerful because it removes emotion from the conversation while being easy to remember and easy to implement. Hartmann provides two examples of how this framework can work depending on the power dynamics in play. Billy Cornelius, Director of Sales TAL Building Centers, then joins the discussion to share insights into thoughtfully preparing to give candid, direct feedback. 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 406 of the Construction Leadership Podcast, host Bradley Hartmann discusses leadership and persuasion techniques that can be applied in the construction industry. Hartmann shares a story about legendary track coach, Bill Bowerman, and how he persuaded his star athlete, Steve Prefontaine, to wear a new lightweight shoe design cobbled in the coach's garage. Bowerman focused on Prefontaine's desires to break records but also addressed his underlying beliefs about shoe safety. Using simple math, Bowerman quantified the potential weight savings of the new shoes and had Prefontaine physically experience carrying extra weight, changing his perspective in the process. Hartmann then draws on construction-specific examples featuring GAF and an innovative flexible gas pipe described in the book, The Dollarization Discipline, by Jeffrey Fox and Richard Gregory. Hartmann emphasizes the importance of understanding desires, beliefs, and behaviors when trying to influence change. 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.

Through 404 episodes of the Construction Leadership Podcast, host Bradley Hartmann has ended the show with his mantra-as-battle-cry: "You Are Owed Nothing. Deliver Value First." In episode 405, Hartmann shares its unlikely origin story for the first time as he emphasizes its practical utility through examples from listeners in different industries.

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.

Through 404 episodes of the Construction Leadership Podcast, host Bradley Hartmann has ended the show with his mantra-as-battle-cry: "You Are Owed Nothing. Deliver Value First." In episode 405, Hartmann shares its unlikely origin story for the first time as he emphasizes its practical utility through examples from listeners in different industries.

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 404, Mark Weber of Builders FirstSource in Michigan hilariously and insightfullyshares his experiences working at Taco Bell and in the electronic appliance retail business,highlighting the importance of upselling and learning to anticipate the the word 'no.' Markemphasizes the significance of being a good mentee and the role humility has played in thetrajectory of his lumber sales career. Mark’s success has been earned through his role as areliable and proactive problem-solver for builders, always striving to be their go-to person forany issues that arise. His growth mindset is demonstrated through constant learning, frompodcasts like SBCA's Lumber Connect and books like 'Extreme Ownership' by Jocko Willink.

Takeaways

•Offering customers options and alternatives shares control and increases the likelihood of agoodfit between buyer and seller

•Surrendering to coaching and having a growth mindset can lead to success in sales andcareer development

•Be the go-to person for builders by proactively solving their problems and being reliable

•Continuously learn and expand your knowledge to better serve customers

•Recommended podcasts: SBCA's Lumber Connect and The Build Podcast

•Recommended book: 'Extreme Ownership' by Jocko Willink•Social media can effectively showcase projects and build deeper relationships with clients

Chapters

00:00 From selling at Taco Bell to the electronics store in The 40-Year-Old Virgin

10:09 Becoming a good mentee

14:09 The will to to do what the other guy wouldn’t

24:25 The ROI of testimonials

29:15 The immense power of “Let me be your guy.”

32:24 On product category growth

39:08 Continuous learning

43:50 Utilizing social media in sales

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 this replay episode, Bradley is joined by NBA Legend and Hall of Famer Bill Walton at the West Coast Lumber and Building Materials Association (WCLBMA) Annual Convention that was held October 19-21, 2022 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 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 402, Randy Herrin and Bradley Hartmann discuss the topic of change management. They explore the importance of understanding human nature and the readiness capability of the organization when implementing change. They also discuss the need to set realistic expectations and invest the necessary time and effort for meaningful and lasting change.

Randy shares leadership insights from two of her favorite books and discusses the role of offsite manufacturing. Herrin and Hartmann close with how to best remove—or intentionally add—friction to enable innovation in the construction industry.

Takeaways • Effective change management requires the understanding of three elements: 1. Understanding human nature 2. Understanding the capability of each individual department 3. Understanding overall organizational readiness to change • Realistic expectations and thoughtful storytelling speed meaningful change • Understanding friction—where to remove it and where to intentionally add it—help speed change initiatives

Chapters 00:00 Change in our industry is accelerating 04:30 Understanding human nature, maturity, and organizational readiness for change 06:45 “Kill the Company” exercise 11:36 Scaling the company through change 16:26 Assessing maturity and capability for change by department 21:08 Understanding and navigating around human inertia 28:00 The source of four frictions 33:45 Designing around constraints

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 401, host Bradley Hartmann shares his most personal story yet about a childhood event that changed his life. The story involves his father—a construction leader for four decades—a local card and comic retailer, and a professional baseball player named Kevin Maas. The event educated Bradley on value, pricing, power dynamics, the role emotions play in business, and certainly negotiation strategies an tactics.

In the second half of the episode, Bradley sits down with his father to reflect back on negotiating Maas and other timeless negotiation principles.

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 this conversation, Verne Harnish discusses his insights on scaling up businesses and shares his experiences with the Rockefeller Habits. He also highlights the importance of aligning people, strategy, execution, and cash in order to drive business growth. Harnish provides a list of non-obvious leaders who have influenced him, including Hubert Joly, Dr. Robert Cialdini, Dr. Hermann Simon, and Aubrey Daniels. He also challenges the notion of being a visionary and emphasizes the need for clear promises and alignment within an organization. Additionally, Harnish discusses the importance of understanding constraints and shares stories about Herb Kelleher and Elon Musk as examples of effective leadership.

Takeaways

Aligning people, strategy, execution, and cash is crucial for driving business growth.
Clear promises and alignment within an organization are essential for success.
Understanding constraints and finding innovative solutions can lead to business growth.
Effective leadership involves being hands-on, understanding the market, and making strategic decisions.
Being a visionary is not as important as setting clear strategy and executing it effectively

Chapters

00:00 The Rockefeller Habits

09:48 A Contrarian View on Goal-Setting

27:43 Challenging the Notion of Being a Visionary

35:02 Jim Sobeck, Herb Kelleher, and Insights on Leadership

42:07 Strategy Is a Promise

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 399, Tom Asacker shares insights from his experience as a business owner, innovator, and professional magician. He emphasizes the need to understand and fulfill people's desires in order to be persuasive and influential.

Tom talks about the power of having fun and enjoying the process in achieving success. He explores the role of doubt and skepticism in innovation and explains how curiosity and embracing the unknown can lead to breakthroughs. Bradley inquires about the process and learnings from Tom’s podcast, "I Hear Dead People,” alongside the future of learning.

Key Insights / Takeaways • Understanding and fulfilling people's desires is key to persuasion and influence • Why innovation cannot be forced; it must be allowed to emerge through curiosity, experimentation, and learning • Why desire is the driving force in the marketplace • Improved self-awareness requires individuals to genuinely want to change • The podcast 'I Hear Dead People' explores the ideas and philosophies of influential figures through fictional interviews, providing an entertaining and educational experience. • Tom's upcoming book 'Unwinding Want' aims to help people uncover their true desires and eliminate regrets by unraveling the psychological hypnosis that keeps them stuck in patterns they don't truly want.

Chapters 00:00 The Path to Magicianship 05:59 Understanding Desires for Persuasion and Influence 11:56 Embracing Curiosity and the Unknown for Innovation 31:50 The Podcast 'I Hear Dead People' 38:18 Uncovering True Desires and Eliminating Regrets

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 398, a 2016 ESPN article written by Ethan Sherwood Strauss has been converted into a vivid and engaging case study illustrating the laws of power, influence, persuasion, and value—including what to do and what not to do.

The case study examines Steph Curry's rise to fame and his disillusionment and feelings of disrespect from the leaders at Nike. His decision to sign with underdog Under Armour (UA) over Nike has redirected billions of dollars over the years—and will continue to do so as Curry will sign a lifetime deal with UA.

This episode reveals how Nike missed the shifting NBA trend away from back-to-the-basket offense and toward historic long range accuracy beyond the three-point line. The story also reveals one path toward developing trust through an unlikely source in character of Kent Bazemore, an undrafted 12th-man from Old Dominion University.

This case study involving Steph Curry, Nike, and Under Armour is a story about life: How to build trust, developing strong relationships, and adaptation to dynamic industry changes.

KeyTakeaways/Insights

•Delivering value first through helpfulness and persistence pays off over time.

•Documenting and challenging assumptions enables you to monitor trends and position yourself to gain advantages from industry shifts.

•Never underestimate the power of social proof ; allow others to promote your products and services

•Innovation can come from unexpected places if you're open-minded

•Market leadership can lead to complacency, causing undercapitalized underdogs to connect with rising stars

•Inattention to strong relationships increases your vulnerability to competitors

Chapters

0:00:00 Underutilized Strategy in Plain Sight: Curry and the 3-point line

0:05:24 Anatomy of a Trainwreck: Nike’s sales pitch to Curry

0:09:27 The Kent Bazemore Principle: Curiosity by proxy

0:13:03 Under Armour’s unconventional strategy

0:21:48 The Underdog Advantage

0:25:51 Nike defends

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 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.

Better, Simpler Strategy: A Value-Based Guide to Exceptional Performance

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.

None

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.

USA Suicide Crisis Lines

The 988 Suicide & Crisis Lifeline (https://988lifeline.org/) is a 24-hour, toll-free, confidential suicide prevention hotline available to anyone in suicidal crisis or emotional distress.[56][57] It provides Spanish-speaking counselors, as well as options for deaf and hard of hearing individuals.

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.

Read More Quick LinksGet Embed PlayerShare on SocialDownload Audio File

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.

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 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.

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 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.

You can view this episode in video on our YouTube channel - https://www.youtube.com/@bradleyhartmannandco

Aaron Witt Instagram - https://www.instagram.com/aaronwitt/

Aaron Witt LinkedIn - https://www.linkedin.com/in/aaronwitt/

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 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

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 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.

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 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.

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 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.

The 2024 Bradley Hartmann & Co. Sales Fundamentals Workshop is rapidly approaching. Subscribe to our podcast and newsletter, and follow us on Instagram for a special deal to save you and your team a tremendous amount of money for this event that will sell out quickly!

This episode is brought to you by the 2024 Bradley Hartmann & Co. Sales Fundamentals Workshop. For more information go to salesfundamentalsworkshop.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.

For more info: The Construction Leadership Podcast

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

The 2024 Bradley Hartmann & Co. Sales Fundamentals Workshop is rapidly approaching. Subscribe to our podcast and newsletter, and follow us on Instagram for a special deal to save you and your team a tremendous amount of money for this event that will sell out quickly!

This episode is brought to you by the 2024 Bradley Hartmann & Co. Sales Fundamentals Workshop. For more information go to salesfundamentalsworkshop.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.

For more info: The Construction Leadership Podcast

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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 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

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 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.

Want to WIN your own leadership die? Simply share one insight you’ve gained from a past guest on our podcast by tagging us in your post on Instagram OR by sending us a 30-59 second video discussing your insight. Make sure you’re following us @bradleyhartmannandco. We’ll send out a free leadership die to the first 10 responses!

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 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.

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.

None

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.

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 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.

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 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.

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 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.

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.

Inside Out Empathy: Explore the underestimated superpower essential for building, developing, and inspiring a rock-solid team

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

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 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.

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 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.

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 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.

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 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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Mountain Mover Manual: How to Live Intentionally, Lead with Purpose, and Achieve Your Greatest Potential

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

None

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Love Your Imposter: Be Your Best Self, Flaws and All

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

The Psychology of Money: Timeless lessons on wealth, greed, and happiness

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

The Twin Thieves: How Great Leaders Build Great Teams

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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!

Download the OSR Academy Overview

Learn more about Negotiation, the OSR Academy, and more 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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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!

Download the OSR Academy Overview

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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!

Download the OSR Academy Overview

Learn more about NFPOs, Pain Quantification, the OSR Academy, and more 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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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!

Download the OSR Academy Overview

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

Download Rich Horwath's Strategic Quotient White Paper Here

Your can also find your strategy quotient here for a limited time for free: https://strategyskills.qualtrics.com/jfe/form/SV_23sWNeXrOJUuEDQ

Password: Allocation

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Construction Genius: Effective, Hands-On, Practical, Simple, No-BS Leadership, Strategy, Sales, and Marketing Advice for Construction Companies

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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.

Read Bradley's Blog on how Sonny Vaccaro changed Basketball Forever: https://www.bradleyhartmannandco.com/blog/gc93tztiagw56t0538l3t7hyalwmoe

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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!

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

In episode 314, Bradley leads a panel discussion in Houston at a Safety Symposium led by the National Academy of Construction, in conjunction with Texas A&M University and the University of Texas - Austin. the panel features Tricia Thibodeaux, Executive Director of Global HSE at Fluor; J.D. Slaughter, Chairman at S&B Engineers and Constructors; Jeremy Stovall, President at Brookstone Construction; and Todd Svihovec, Director of Project Services at Flint Hills Resources.

The panel discussed methods to introduce more robust 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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

In episode 302, Bradley discusses leadership lessons that can be learned from the classic holiday film Elf with Data Scientist, Brock Lacy and returning 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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

In episode 295, Bradley is joined by Rikka Brandon, President and Chief Executive Recruiter at Building Gurus. Rikka reveals her 3S Framework 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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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 19-21 in San Diego, CA. The panel included Moderator, 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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Check out our Linktree - linktr.ee/bradleyhartmannandco

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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.

For more info: constructionleadershippodcast.com

Follow us on Instagram: instagram.com/bradleyhartmannandco/

Subscribe to our YouTube Channel: Bradley Hartmann & Co.

Capital One Trade Credit: capitalone.com/trade-credit

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!

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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!

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Follow us on Instagram: instagram.com/behindyourbackceo

Subscribe to our YouTube Channel: The Behind Your Back Sales Co.

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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.

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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:

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

YouTube: The Behind Your Back Sales Co. Channel

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

Capital One Trade Credit: capitalone.com/trade-credit

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

Capital One Trade Credit: capitalone.com/trade-credit

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.

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

Capital One Trade Credit: capitalone.com/trade-credit

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:

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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

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:

For more info: behindyourbackpodcast.com

Instagram: instagram.com/behindyourbackceo

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.

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 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.

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 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/

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 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

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

Lobster on a Cheese Plate: How to Stand Out, Attract the Best Clients, and Win Every Sale that Comes Your Way

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.

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 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.

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 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

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 199, Bradley Hartmann identifies 8.5 lessons sales leaders can learn from and apply to their own businesses this week.

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 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.

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 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

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

Take a cue from the NFL Draft and take this opportunity to reevaluate and upgrade your roster of customers.

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 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.

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 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! * * *

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 193, Bradley and Jenny T. detail how to respond when a sales rep says, “My customers/region/territory is different.”

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 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

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 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

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

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.

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

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. * * *

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 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.

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 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. ***

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 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

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 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.

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 182, Bradley and Jenny T. discuss how to leave an effective voicemail.

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 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.

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 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.

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 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.

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 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.

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

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.

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 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

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

Love Your Imposter: Be Your Best Self, Flaws and All

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.

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

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

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones

The Greatest Salesman in the World

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

Resonate: Zen and the Way of Making a Difference

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

For more info: www.behindyourbacksales.com/podcast

Instagram: https://www.instagram.com/behindyourbackceo

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

For more info: www.behindyourbacksales.com/podcast

Instagram: https://www.instagram.com/behindyourbackceo

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

For more info: www.behindyourbacksales.com/podcast

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

For more info: www.behindyourbacksales.com/podcast

Instagram: https://www.instagram.com/behindyourbackceo

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

The B Words: 13 Words Every Woman Must Navigate for Success

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:

Why you start with defensive measures against new bad habits
How you can make new habits easy to start
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:

Anticipating the shift to buyers
Understanding loss aversion
Examining cost drivers
Detailing the total cost of ownership
The importance of documenting assumptions
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

Goals and Q1 progress
Daily planning
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

StrategyMan vs. the Anti-Strategy Squad: Using Strategic Thinking to Defeat Bad Strategy and Save Your Plan

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.