40 :: Why Bill Belichick’s Hall of Fame Snub Is a Warning for LBM Sales Pros

What if the reason you’re losing key accounts has nothing to do with price—and everything to do with how you made people feel when you had the power?

In today’s shifting LBM market, builders are regaining leverage—and many are quietly remembering how they were treated during COVID. This episode connects Bill Belichick’s Hall of Fame snub to a universal law of human behavior that directly impacts your sales results, relationships, and long-term success.

By listening to this episode, you’ll learn:

1. Why reciprocity governs every business and personal relationship
2. How likability and respect quietly influence buying decisions
3. The hidden cost of ego, power, and short-term thinking in sales

Press play to discover the simple principle that determines whether builders reward you with loyalty—or wait patiently for their turn to vote.

Here’s a link to The Knowledge Project episode Hartmann refers to:

https://fs.blog/knowledge-project-podcast/outliers-peter-d-kaufman/

https://www.youtube.com/watch?v=bbHZoNj2ogI

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [e-mail] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.