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.

Ever get the feeling—or have been told outright—that everyone likes you, only to still lose the sale? This episode shares the brutal sales lesson that changed everything for me.

In the world of LBM sales, being likable and working hard is essential, but insufficient. If your offer doesn’t help your customer make, find, or save money, you’re just a distraction.

In this episode, you’ll hear the story of a devastating sales loss and how it revealed a framework I use every day to drive my own profitable selling efforts.

By the end of this episode, you’ll learn:

• The 3 verbs every LBM seller needs to master to win more work fast

• The biggest mistake even experienced reps make when pitching new business

• How to turn client pain points into profitable proposals with simple back-of-the-napkin math

Listen now to discover how to stop losing deals you should win—and start creating offers that actually move the needle for your buyers.

For a print version of this episode to share with your team, click here to download.

Do you feel like you are wasting your time with tire kickers and price-focused, low-margin prospects who drain your energy and your profits? This episode reveals the two simple words that could instantly transform the way you qualify leads and close deals.

If you’re in the LBM sales world, you may feel the pressure to chase every opportunity, but not every deal is worth the chase. In this episode, we explore how thinking in terms of “Incremental” and “Accretive” can help you filter out the time-wasters and focus only on work that grows both revenue and profit.

Here’s what what’s in it for you:

• A simple two-word framework to instantly qualify whether a prospect is worth your time

• Real-world examples of deals that were incremental but not accretive—and why they became profit-killers

• Specific questions to ask during prospecting that save you time, boost margins, and build a stronger sales pipeline

Listen now to discover how to stop wasting time on low-value leads and start building a sales pipeline full of profitable, high-margin deals.

Are you tired of cold calls going nowhere—and feeling like you’re a nuisance?

If you’re in LBM sales and struggling to land quality meetings, this episode reveals the missing link: how to use the first 30 seconds of a sales call to earn trust, build credibility, and open the door to profitable conversations. We’ll break down the exact 3-step RRI framework that can instantly separate you from all the other sales schmucks slinging stuff—and lead to higher-margin deals.

In this episode you will:

• Learn the proven RRI Framework that helped host Bradley Hartman generate over $1M in sales calling people he did not know
• Discover why most salespeople fail on the first call—and how to never make that mistake again

• Get a real-world, repeatable phone script that show you exactly how to earn the right to interrupt and then deliver value

If you want to land more meetings, win more deals, and stop competing on price—tap play and start using the RRI framework today.

Think the only way to win new LBM sales is to offer the lowest price?

This introductory episode kicks off The Craft of LBM Sales Podcast—a short preview of what's coming for LBM sales pros who are ready to stop discounting and start delivering real value that drives builder profit. If you've been struggling to close deals, build loyalty, or get off the price treadmill, this show is built for you.

In this episode, you will:

• Learn the mission behind this podcast and who it’s for

• Hear how selling value (not price!) can transform your results

• Get a sneak peek at the real-world sales topics we’ll cover in upcoming episodes

Hit play on this quick 5-minute teaser to find out how this show will help you close more profitable LBM deals—with less price pressure and more confidence.