The Construction Leadership Podcast with Bradley Hartmann
On The Construction Leadership Podcast, Bradley Hartmann (author of 12 construction-focused books and founder of the consultancy, Hartmann & Co.) interviews leaders throughout the industry to share ideas and insights to help you lead more effectively.
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466 :: Leading Like Every Game Matters: Author John W. Miller on How Earl Weaver Tricked, Tormented, and Reinvented Baseball
07/01/2025
466 :: Leading Like Every Game Matters: Author John W. Miller on How Earl Weaver Tricked, Tormented, and Reinvented Baseball
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 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 . 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 .
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465 :: Arguing with Yourself: Unlocking Leadership Potential with Chad Raymond of Henry Co.
06/24/2025
465 :: Arguing with Yourself: Unlocking Leadership Potential with Chad Raymond of Henry Co.
In episode 465 of the Construction Leadership Podcast, host Bradley Hartman meets up with Chad Raymond, Division Director of the . 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 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 . 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 .
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464 :: The Only Three Words That Matter in Business
06/17/2025
464 :: The Only Three Words That Matter in Business
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 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 . 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 .
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463 :: Expert Builder Panel Shares on Delivering Value First—And What Not To Do: Brent Hull, Matthew Schmidt, Bobby Krueger, Nathan Marsh, Jose Berlanga, and Dennis Casey
06/10/2025
463 :: Expert Builder Panel Shares on Delivering Value First—And What Not To Do: Brent Hull, Matthew Schmidt, Bobby Krueger, Nathan Marsh, Jose Berlanga, and Dennis Casey
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 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 . 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 .
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462 :: The Art of Leadership with Dr. Matt Reyes from the University of Oklahoma
06/03/2025
462 :: The Art of Leadership with Dr. Matt Reyes from the University of Oklahoma
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 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 . 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 .
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461 :: Adam Kouri of DPR on Embracing Shadow Behaviors for Improved Leadership
05/28/2025
461 :: Adam Kouri of DPR on Embracing Shadow Behaviors for Improved Leadership
Episode 461 features a candid conversation between Bradley Hartmann and Adam Kouri from , 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 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 . 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 .
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460 :: Leadership Lessons From Glengarry Glen Ross Live on Broadway with TJ Shaheen
05/20/2025
460 :: Leadership Lessons From Glengarry Glen Ross Live on Broadway with TJ Shaheen
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 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 . 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 .
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459 :: Building Success Is Chess, Not Checkers with Jose Berlanga of Tricon Homes
05/13/2025
459 :: Building Success Is Chess, Not Checkers with Jose Berlanga of Tricon Homes
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 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 . 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 .
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458 :: Confusion Kills Profits: The 45-Word Strategy Statement That Changed Everything
05/06/2025
458 :: Confusion Kills Profits: The 45-Word Strategy Statement That Changed Everything
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 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 . 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 .
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457 :: Craig Webb and Jon Vaughan on QXO’s Takeover of Beacon Roofing
04/29/2025
457 :: Craig Webb and Jon Vaughan on QXO’s Takeover of Beacon Roofing
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 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 . 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 .
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456 :: The Curse of Yes: How Jim Valvano Burned Out and Why You’re at Risk Too
04/22/2025
456 :: The Curse of Yes: How Jim Valvano Burned Out and Why You’re at Risk Too
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 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 . 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 .
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455 :: Godfather Part II: Negotiation Tactics with Jim Sobeck
04/15/2025
455 :: Godfather Part II: Negotiation Tactics with Jim Sobeck
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 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 . 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 .
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454 :: Godfather Part I: Negotiation Tactics with Jim Sobeck
04/08/2025
454 :: Godfather Part I: Negotiation Tactics with Jim Sobeck
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 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 . 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 .
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453 :: Jon Vaughan on Pitino's Leadership, Luka's Discipline, and Why Nico Harrison May Be the GOAT GM
04/01/2025
453 :: Jon Vaughan on Pitino's Leadership, Luka's Discipline, and Why Nico Harrison May Be the GOAT GM
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 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 . 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 .
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452 :: Avoid These, Lead Better: Charlie Munger and OU MBAs Build the Anti-Leadership Playbook
03/25/2025
452 :: Avoid These, Lead Better: Charlie Munger and OU MBAs Build the Anti-Leadership Playbook
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 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 . 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 .
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451 :: Tim Ferriss, Legendary Inventor Danny Hillis, and Our Leadership Mantra—You Are Owed Nothing. Deliver Value First.—In Action.
03/18/2025
451 :: Tim Ferriss, Legendary Inventor Danny Hillis, and Our Leadership Mantra—You Are Owed Nothing. Deliver Value First.—In Action.
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 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 . 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 .
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450 :: Dr. Sarah Buchner of Trunk Tools on Schwarzenegger’s Fake Accent, Anti-LinkedIn, and Generative AI in Construction
03/11/2025
450 :: Dr. Sarah Buchner of Trunk Tools on Schwarzenegger’s Fake Accent, Anti-LinkedIn, and Generative AI in Construction
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 , 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 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 . 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 .
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449 :: Davis-Hawn and the Compound Effect of Family, Culture, and Relentless Improvement
03/04/2025
449 :: Davis-Hawn and the Compound Effect of Family, Culture, and Relentless Improvement
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 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 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 . 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 .
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448 :: What to Do When What You’ve Been Doing No Longer Works
02/25/2025
448 :: What to Do When What You’ve Been Doing No Longer Works
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 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 . 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 .
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447 :: Confessions of a Construction CEO: How Vulnerability Fueled My Company's Growth with Ed DeAngelis of EDA Contractors
02/18/2025
447 :: Confessions of a Construction CEO: How Vulnerability Fueled My Company's Growth with Ed DeAngelis of EDA Contractors
Episode 447 features Ed DeAngelis, CEO of . 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 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 . 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 .
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446 :: The ESPN and Disney-Approved Storytelling Playbook for Telling Stories That Sell with Author Paul Kix
02/11/2025
446 :: The ESPN and Disney-Approved Storytelling Playbook for Telling Stories That Sell with Author Paul Kix
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 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 . 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 .
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445 :: Hartmann Joins Natalie Heacock and Chelsea Zuccato of Patrick Lumber on The Lumber Slingers Podcast
02/06/2025
445 :: Hartmann Joins Natalie Heacock and Chelsea Zuccato of Patrick Lumber on The Lumber Slingers Podcast
Unlock game-changing sales tactics with this exclusive excerpt from Bradley Hartmann’s November 2024 guest appearance on 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, —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 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 . 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 .
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444 :: Why Most Sales Strategies Fail—And How to Fix Yours: Exclusive Audiobook Sneak Peek Inside The Air Raid Sales Offense
02/04/2025
444 :: Why Most Sales Strategies Fail—And How to Fix Yours: Exclusive Audiobook Sneak Peek Inside The Air Raid Sales Offense
Exclusive excerpt from Bradley Hartmann’s new book, —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 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 . 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 .
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443 :: QXO, Brad Jacobs, and Beacon Roofing: Corporate Pillow Fight or Knife Fight?
01/30/2025
443 :: QXO, Brad Jacobs, and Beacon Roofing: Corporate Pillow Fight or Knife Fight?
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 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 . 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 .
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442 :: Tannis Liviniuk: Zachry Group’s Digital Advancement Executive
01/28/2025
442 :: Tannis Liviniuk: Zachry Group’s Digital Advancement Executive
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 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 . 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 .
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441 :: Air Raid QB Legend and Custom Home Builder Dustin DeWald
01/21/2025
441 :: Air Raid QB Legend and Custom Home Builder Dustin DeWald
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 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 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 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 . 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 .
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440 :: Jon Vaughan Hijacks Role of Host and Interviews Hartmann on His New Book: The Air Raid Sales Offense
01/14/2025
440 :: Jon Vaughan Hijacks Role of Host and Interviews Hartmann on His New Book: The Air Raid Sales Offense
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 to download an excerpt from the book and to purchase copies for yourself and your team. This episode is brought to you by —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 . 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 .
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439 :: Dan Starr, CEO at Do it Best on Unlocking True Value
01/07/2025
439 :: Dan Starr, CEO at Do it Best on Unlocking True Value
Dan Starr, CEO of 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 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 . 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 .
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438 :: Leadership Decoded: Jim Hershey of Atlantic Wholesale on Shared Power and Better Listening
12/30/2024
438 :: Leadership Decoded: Jim Hershey of Atlantic Wholesale on Shared Power and Better Listening
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 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 . 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 .
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437 :: Elf: Leadership Lessons At The Movies
12/23/2024
437 :: Elf: Leadership Lessons At The Movies
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 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 . 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 .
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