Do builders alternate between grinding you down on price and ghosting you?

If you're tired of wasting time on bad-fit prospects or losing deals because buyers don’t respect your time or expertise, this episode will help orient you in the right direction.

In this episode, we explore how to reset power dynamics in prospecting using a military-inspired strategy that works in LBM sales—as well as it does in Chapel Hill with Bill Belichick.

Listen to this episode and you will:

• Discover how the “tit for tat” framework can help you filter out time-wasters and focus on real opportunities.
• Learn how to confidently respond to disrespectful buyers and still leave the door open for future deals.
• Master a simple mental model that protects your time, improves your close rate, and earns builder respect.

Listen now to unlock a game-changing mindset shift that helps you close more profitable deals—without chasing builders who don’t value your time.

Kids are natural salespeople, navigating around, over, and through objections with ease. They have a complete lack of self-consciousness when it comes to getting what they want.

However, as we age and life kicks us around a bit, we start flinching when we anticipate objections, let alone hearing them.

If you're an LBM sales pro who’s ever been caught flat-footed by common objections like “We’re happy with our current provider” or “Not interested,” this episode breaks down why simply knowing objections isn’t enough—you need authentic, practiced responses that keep the conversation alive and the deal moving forward.

In this episode, you will:

• Learn the exact script that turns “We’re happy with our current provider” into a real opportunity.

• Discover how persistence and creativity—not perfect timing—close more deals.

• Uncover why scripting responses gives you an edge, even against competitors with lower pricing.

Listen now to discover how to outmaneuver objections and close more profitable deals without competing on price.

Are you chasing new business only to realize months later that it's unprofitable, frustrating, and a huge drain on your time?

Too many LBM sales pros fall into the trap of thinking all new work is good work. But if that customer isn’t both incremental and accretive, it’s just more stress with less profit.

In this episode, you’ll learn how to vet prospects like a pro using the PRIME framework, so you can stop wasting time and only fill your pipeline with clients who grow your top and bottom line.

In this episode, you will:

• Learn the 5 filters of a PRIME prospect to quickly qualify or disqualify leads.

• Discover why “gut feel” isn’t a sales strategy—and what to use instead.

• Understand how better qualification leads to faster deals, higher margins, and fewer service headaches.

Tap play now to learn how to use the PRIME framework to build a pipeline packed with high-profit, low-drama clients.

Also! Click here to download the PRIME framework and begin using it today evaluating your sales pipeline.