The Construction Leadership Podcast with Bradley Hartmann Podcast

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 byThe Simple Sales Pipelinethe 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.

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If you enjoyed this podcast, please leave a review onApple 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[email protected].

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 [email protected].

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 [email protected].

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 [email protected].

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 [email protected].