Tag: Builder Relationships
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It’s Not FOMO Builders Are Afraid of—It’s This.
Earlier this month at LBM Strategies 2025 in Nashville, I had the privilege of delivering a keynote on the craft of selling with a panel discussion immediately following featuring three local custom home builders: Hugh Nelson, Founder of Kingdom BuildersPaul Hammond, Founder of Hammond & BrandtJoey Donnelly, Founder of Donnelly Timmons & Associates Each of these leaders runs a thriving business in…
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The One Number That Can Turn Around Any Sales Team: FAST Meetings
This particular acronym was born on a Zoom call Tuesday afternoon, July 1, with a 29-year-old outside sales rep in theCarolinas. He was four years into his career—two strong COVID years followed by two tough ones. In 2025, tasked with opening a new market, he was floundering. “I haven’t hit my monthly goal in nine months. Year-to-date,…
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This One Moment at Our Workshop Blew the Room Away
The Sales Fundamentals Workshop is our Super Bowl. Every April in Fort Worth, Hartmann & Co. hosts two days of the most engaging, interactive, and entertaining LBM sales training on the planet. (Yes—it’s included in our 12-month OSR Academy.) What makes it truly different? Real builders join us on stage. Attendees hear unfiltered feedback from the…
The Craft of LBM Sales 