Do you ever feel like you're just selling lumber instead of helping build something meaningful? Or that your emotions sometimes get the best of you in stressful situations?

In this episode, we explore two essential traits for long-term success in LBM sales: connecting to a larger purpose and mastering emotional control.

You'll hear from Mike Ellerbrook, Executive Vice President at UFP Site Built, who shares two powerful stories: the project that changed how he viewed sales forever and the moment he nearly derailed his career by losing his cool with a customer.

In this episode you will:

1. Learn why tying your daily work to a higher purpose will help you close with more confidence and passion
2. Hear a real story of how emotional intelligence can make or break your long-term career in sales
3. Walk away with practical insights to help you sell better, grow faster, and lead with more intention

Hit play now to hear Mike Ellerbrook’s unforgettable GOAT sales stories and level up both your mindset and your sales results.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com—let’s talk.

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.

You’ve heard it a hundred times: “This is a relationship business.” But are you actually doing the work that builds real relationships—or just saying the words?

In this episode, we unpack a powerful concept from hospitality icon Danny Meyer that flips the script on what it really takes to build trust with builders.

If you’re not collecting the small, personal details—the dots floating around us all day—you’re missing the foundation of true connection. Most reps talk about relationships… but few actually behave like they're in one.

In this episode you will:

1. Discover what “collecting dots” really means—and how it sets elite LBM reps apart
2. Learn why deep knowledge of your customer matters more than quoting fast
3. Walk away with a daily habit to start building better customer experiences that compound over time

Hit play to learn how Shake Shack founder Danny Meyer honed his approach to hospitality and how it can transform your sales strategy—and help you stop saying you build relationships and actually start doing it.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com—let’s talk.

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.

Are you actually selling—or just staying busy while your best opportunities slip away?

Every LBM sales professional has the same amount of time, yet some consistently close more profitable deals while others feel stuck competing on price. This episode breaks down exactly where your time is going, why builders won’t pay for most of it, and how a small shift in focus can dramatically increase your value—and your commissions—without working longer hours.

In this episode you will:

1. Gain clarity on the four buckets that quietly dictate your sales success—and how to rebalance them
2. Learn how to identify time-wasting activities builders will never pay for
3. Discover which sales activities builders will pay more for, and how to do more of them consistently

Press play to learn how reallocating just 5–10% of your time can help you close more profitable deals within the next 30 to 60 days.

To download the Activity Listing document discussed in this episode, click here .

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com—let’s talk.

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.