Making the ordinary extraordinary
How do you make a customer want to buy from a company that just delivers them building materials?
Speaking their language
One of the most important aspects of selling something is to speak the language of your customers.
The problem with not speaking up is that nobody hears you
How often have you seen somebody do something you disagreed with or found offensive, but then you let it go because you did not want to make a fuss?
Empower your people
Often, we create rules for our employees to follow, but don’t empower them to do what is right, when clearly the rule was not intended for a certain circumstance.
The dumbest person in the room
Our society encourages people to become leaders. It glamorizes how cool it is to be the person in charge, implying that with that responsibility one will instinctively know what needs to be done.
When (doing) less is more
There is something satisfying about taking your time in order to do some things right.
Beware of the ladder shakers
As leaders, we have to be on the lookout for the perpetual ladder shakers because they are toxic to your company’s culture.
Being a leader for our industry
In April, I attended the National Lumber and Building Material Dealers Association (NLBMDA) Legislative Conference in Washington, D.C., for the first time. All I...
The most powerful word in your vocabulary
During the building boom, I ran a region of a company that sold tens of millions of dollars to a national builder. One day,...
You can’t judge what you don’t measure
My wife thought I was crazy when I told her the reason that I majored in finance in college was because it was the...