The Fighter Pilot Mindset Every Construction Leader Needs for Safer, Faster Projects

In the fiercely competitive world of construction, a handful of people stand out as genuine rainmakers—those uniquely gifted individuals who seem able to summon success and profitability from seemingly nowhere. Roger Leasure, President and CEO of The Leasure Group, is precisely that kind of leader. In this episode of Construction Genius, which ranks among my top five all-time favorites, Roger reveals how he transformed a simple $15 investment into a staggering $12.8 million project. He dives deep into the core principles of genuine business development, sharing practical strategies that go far beyond standard sales pitches. Roger teaches us to see business through the eyes of our clients, to build meaningful relationships through thoughtful gestures, and to strategically position ourselves as essential partners rather than just another vendor. Key Takeaways: Discover the extraordinary story behind turning a $15 gift into a multi-million dollar opportunity. Learn how to shift your mindset and genuinely put yourself in your client’s shoes. Understand the importance of personal, thoughtful gestures and how they can dramatically influence business relationships. Gain insights into building targeted client lists and why accountability is essential in effective business development. Hear about strategies for overcoming the discomfort of rejection and transforming it into growth. Explore practical techniques to motivate and train technical team members to become active participants in business development. Uncover how strategic planning and clear metrics can significantly enhance the effectiveness and profitability of your business. If you've ever struggled with building lasting client relationships or wondered how to turn everyday interactions into powerful business opportunities, this conversation is a masterclass you cannot afford to miss. Tune in and learn directly from Roger Leasure, the rainmaker himself, and elevate your approach to business development to new heights.   Highlights [02:32] Turning a $15 investment into a $12.8 Million construction project.  [05:23] Relationship-driven business development.  [06:06] Leading with empathy and perspective.  [11:08] Cultivating a business development mindset in technical teams.  [16:41] Leveraging long-term relationships for growth.  [21:45] Handling rejection and adding value.  [25:52] Developing a client-first mindset.  [29:55] Must-dos for sales success in construction.   90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

Succession planning isn’t just about naming someone to be the successor; it’s about ensuring that your business can thrive after you. In this episode, Eric appears as the guest of “The Construction Hall of Fame” podcast and shares his wisdom on succession planning, the blind spots that trip up the construction leaders, keeping your top talent from walking out of the door, and the importance of starting an early succession plan. Whether you are already thinking about your succession plan or years away from stepping down, this conversation will guide you to get started with confidence and clarity.    HIGHLIGHTS [02:06] Introduction and background to Eric Anderton.  [05:11] Succession planning pitfalls.  [12:11] The tours of duty: Developing and retaining top talent.  [15:36] Consistent growth, clarity, and proactive career planning.  [20:38] Planning for the long-term with clarity.  [24:00] Aligning career paths with individual ambitions.  [28:46] Tough promotion calls.  [34:37] The importance of process mapping in succession planning.  [39:30] Replacing a CEO-Founder in construction.  [44:34] The first simple step of succession planning.  [49:30] Succession planning in a family-run company.  [53:33] Testing a potential successor early.   KEY TAKEAWAYS Don’t wait until it’s too urgent to plan your succession.  Create ‘Tours of Duty.’ Rotate employees through different roles.  Pair for learning and mentorship. It builds knowledge, confidence, and cross-functional empathy.  Assume every talented person could leave. Actively invest in their growth and give them a reason to stay.  Ask broad, guiding questions that will lead to deeper clarity through group discussions.  Have honest conversations about careers. Not everyone is ambitious.  After a tough promotion call, reaffirms the values of other employees immediately.      90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

Most construction companies claim they “do great work and have strong relationships.” But if your business vanished tomorrow, would anyone really notice—or care? In this episode of Construction Genius, I sit down with Justin Bieganek, founder of Mercury Creative Group, to unpack what branding really means for construction companies—and why it’s about a lot more than your logo or website. If you're frustrated with being treated like a commodity, constantly undercut on price, or struggling to attract the right people to join your team—your brand might be the problem. And the good news? Fixing it starts with asking better questions. 🔍 What You’ll Learn: Why “we do quality work” isn’t a differentiator in construction The one powerful question that reveals your company’s real value How to uncover your essential value—and why it matters more than your mission statement How internal misalignment kills credibility with clients and recruits Why consistent messaging across field and office builds trust How to create a brand guide your team will actually use Where to start when your brand feels outdated or unclear   👷 Who Should Listen: General contractors and trade contractors Construction CEOs and executives Marketing and business development leaders in AEC Anyone tired of competing solely on price   🧠 About the Guest: Justin Bieganek Justin Bieganek, Founder of Mercury Creative Group, has spent over 25 years helping construction companies, associations, and nonprofits discover what makes them unique—and use that clarity to drive growth. He’s guided 100+ organizations through strategic branding efforts rooted in deep collaboration, leadership alignment, and practical implementation. If you want your brand to attract better clients, keep great people, and support your long-term growth, Justin is the expert you want in your corner.   RESOURCES Connect with Justin Bieganek LinkedIn - linkedin.com/in/justinmbieganek/  Website - mercurycreativegroup.com/      90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!

From the office to the job sites, AI is rapidly changing the construction industry just as any other. The newly developed AI tools currently available can help you to process data from variety of sources, providing you with insights to make smart decisions. One crucial piece of information everyone should remember is that AI is not magic; it needs to be provided with clean, accurate information and skilled prompting to deliver a decent output. Leaders can’t just adopt AI; they must experiment, learn, and lead by example. Whether you’re planning on using generative AI to think through problems and gather information or agentic AI to automate tasks, having a deep understanding of tools like these will be of immense help to the future of construction.  In this week’s solo episode, Eric discusses how leading multi-billion-dollar companies like Amazon are way ahead of the game by using AI. He reads us the message from Amazon CEO Andy Jassy to their employees about Amazon’s extensive use of AI. Eric dives into the following topics regarding the AI adoption in construction throughout the discussion: the importance of understanding the right kind of tool for the right kind of task, the distinction between generative AI and agentic AI, challenges in AI implementation, the importance of leading by example, practical steps for AI adoption, working with the right people with the right mindset, and more.  HIGHLIGHTS [02:50] Understanding the right kind of tool for the right kind of task.  [07:04] The distinction between multimodal AI and agentic AI.  [09:22] Build, outsource, or a combination of AI models and agents.  [10:20] Challenges in AI implementation. [11:43] Leading by example.  [13:41] Practical steps for AI adoption.  [18:10] Find and work with the people who want to be open about adopting AI.   KEY TAKEAWAYS Understand what your tools can and cannot provide. Know the difference between a multimodal AI and an agentic AI.  Go ahead by getting curious. Learn how to use or build the right AI agent now.  Regularly check the quality of the data you’re generating.  Take small steps, learn what works, and grow from there. Get hands-on with AI tools and learn how to give them clear, focused instructions.    RESOURCES   Message from CEO Andy Jassy: Some thoughts on Generative AI aboutamazon.com/news/company-news/amazon-ceo-andy-jassy-on-generative-ai    Construction Genius Podcast Episodes on AI:  AI Without the B.S.: Sharpen Proposals, Cut Rework, Win More Work: https://www.constructiongenius.com/ai-without-the-b.s.-sharpen-proposals-cut-rework-win-more-work-fast-ep-327 When Information is Free, Vision is Priceless—AI and the Future of Construction Leadership https://www.constructiongenius.com/when-information-is-free-vision-is-priceless-ai-and-the-future-of-construction-leadership-ep-321 From Bad Plans to Brilliant Builds: Practical Applications of AI in Construction https://www.constructiongenius.com/from-bad-plans-to-brilliant-builds-practical-applications-of-ai-in-construction-ep-331   90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!    

Growth isn’t just about bigger projects or tighter timelines; it’s about developing leadership. When the leaders try to do everything themselves, struggle to delegate, or are unable to build trust within their teams, it often leads to hitting the ceiling. Emotional intelligence, intentional listening, and clarity of intent are essential in shaping high-performing teams. Building self-awareness, fighting the impostor syndrome, and leading through uncertainty might seem challenging at times, but it’s up to the leaders to decide which direction is best for your organization.  Rachel Burr is an executive coach, author, speaker, leadership consultant, and people expert with over 20 years of experience and a unique blend of insight, action, and humor. Having an exceptional understanding of how people work inside out, Rachel collaborates with leaders who are experts in their fields but in need of help with the people part of the leadership. She helps to break down confusing issues related to people by listening with heart, mind, and empathy, and trained analytical skills. She joined us today to talk about why construction companies stopped growing and how to fix them.    HIGHLIGHTS [01:42] ‘Listening’ as a fundamental skill in leadership.  [03:43] Managing emotional reactions in leadership.  [09:30] The importance of clarity and building trust with a team.  [12:38] The importance of being open to learn from mistakes. [14:20] Emotional intelligence in construction.  [17:46] The alignment between intent and delivery.  [25:24] Challenges of overcoming the impostor syndrome.  [29:46] The disadvantages of not listening.  [36:48] Letting go to grow.  [39:16] How to ask powerful questions?    KEY TAKEAWAYS Instead of hearing, listen to understand.  Stop trying to pretend you’re always logical, expect the emotions will show up.  In times of chaos, trust is what keeps a team steady. Build trust before the storm. Leadership isn’t about perfection. Make the best decision you can, learn from it, and keep moving forward.  Saying the right thing the wrong way can still do damage. Own your delivery, share your intent.  Remember that impostor syndrome is common among leaders. Treat it as a sign of pushing the boundaries, not failing.    RESOURCES Connect with Rachel Burr LinkedIn – linkedin.com/in/rachelmburr/  Website - catamentum.com/    Butterfly Goo: The Down and Dirty Truth of Transformation Rachel Burr amazon.com/Butterfly-Goo-Dirty-Truth-Transformation/dp/B0DZD8MLQY    90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

What happens when leadership isn’t about control but about a shared goal? What if the future business world looks more like a team, not a hierarchy? As more companies reconsider the traditional structures, models like worker cooperatives and employee-owned cooperatives are gaining momentum. They offer a way to codify culture, share decision-making, and maintain purpose beyond the founder’s occupancy. These models present an agreeable alternative in a time when millions of small businesses face uncertain futures. It’s time to see ownership as not a privilege for the few but a path for the many.  John Abrams is a succession planning consultant, workplace democracy advocate, author, and the co-founder of both South Mountain Company and Abrams+Angell. He retired and handed over the company he started at age 24 in 2022, and started Abrams+Angell with his partner. They consult with the triple bottom line (TBL) businesses to help them with succession planning, worker co-op conversions, financial literacy, leadership development, and business effectiveness. He is the author of “From Founder to Future: A Business Roadmap to Impact, Longevity, and Employee Ownership,” which provides knowledge, strategies, and tools to help business owners successfully complete transitions. He joined us today to talk about forgetting hierarchy and running a company as a true team.  HIGHLIGHTS [02:30] Understanding B corporations.  [05:56] The Impact of Codifying Company Culture.  [10:24] The importance of clear leadership for effective decision-making.  [13:00] The differences between worker cooperatives, ESOPs, and employee ownership trusts. [15:00] What is democracy in business? [18:07] The importance of listening in a coorperative environment.  [19:35] Turning the leadership into the next generation.  [23:45] Open book management.  [28:44] Employee ownership options.    KEY TAKEAWAYS Regardless of how formal your systems become, stay focused on the human connection.  Protect what makes your culture unique; growth and structure don’t erase the personal touch.  Define roles and trust them, collaborations don’t mean everyone decides everything.  Hire people who align with your values, not just job descriptions.  Transitioning leadership takes intention, patience, and trust.    RESOURCES Connect with John Abrams LinkedIn – linkedin.com/in/john-abrams-3bb94683/  Website - abramsangell.com/    From Founder to Future: A Business Roadmap to Impact, Longevity, and Employee Ownership By John Abrams amazon.com/Founder-Future-Business-Longevity-Ownership/dp/1523006811    90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

In today’s episode of Construction Genius, we dive deep into a powerful leadership framework that can transform how you run your construction projects — the Fighter Pilot Mindset based on John Boyd’s legendary OODA loop. In fast-paced, high-risk environments — whether it’s a fighter jet or a complex construction site — the speed and quality of your team’s decision-making can make or break project outcomes.   Yet many construction leaders today face persistent challenges: ✅ Bridging the gap between office leadership and field crews ✅ Balancing safety and productivity under constant schedule pressure ✅ Driving real-time decision-making on job sites that are always changing ✅ Building a job site culture where workers are empowered — not micromanaged ✅ Improving communication between leadership and the front line That’s where the OODA loop — Observe, Orient, Decide, Act — comes in. Originally designed for fighter pilots in life-or-death combat, this mental model helps leaders and crews think faster and act smarter — without sacrificing safety. My guest today is Stokes McIntyre, CEO of MindForge, who brings a unique background in both film production and construction technology. Stokes is passionate about helping construction leaders apply OODA loop thinking to close the field-office communication gap and create job sites where safety and speed reinforce each other — not compete.   RESOURCES Website - mindforgeapp.com   LinkedIn Handle - linkedin.com/in/stokesmcintyre/  Insta -  instagram.com/mindforgellc/   X - x.com/MindForge   Facebook - facebook.com/mindforgeinc  Company LinkedIn - linkedin.com/company/mindforgellc  Restaurant Recommendation - giuseppesritrovo.com/

The construction industry is currently at a significant juncture where the industry’s traditional practices begin to converge with new cutting-edge technologies like Artificial Intelligence. AI helps teams to uncover insights, streamline operations, and improve decision-making, making it an emerging powerful partner rather than a tool. Trevor Schick is the CEO of Slate Technologies, a company revolutionizing the construction industry through AI-driven decision support tools. He brings a unique perspective to the industry’s technological space, having a career leading global supply chains at major high-tech companies like Apple, Hewlett-Packard, and Motorola. About a decade ago, he started applying lessons about materials and logistics from high-tech industries to the world of construction. He became the CEO of Slate Technologies after initially working with them as a customer. He joined us today to talk about how AI is redefining the possibilities in construction by enhancing safety, minimizing delays, and unlocking the importance of hidden data. HIGHLIGHTS [01:29] Trevor’s background in the construction industry.  [03:13] Cultural differences at HP, Motorola, and Apple.  [07:23] The potential of off-site construction and supply chain innovation.  [09:11] AI’s role in safety, progress reporting, and linking data in construction.  [13:18] The importance of data quality for AI implementation.  [17:31] Automatic insights and solutions. [18:56] Perona-based AI tools.  [22:11] The benefits of adapting to user perspectives.  [25:50] AI’s impact on pre-construction and scheduling.  [29:22] The importance of AI in centralizing data, reducing time spent, and project estimations.   KEY TAKEAWAYS Explore off-site construction and speed up project timelines. Use AI-powered cameras to proactively identify on-site safety risks.  Provide clean, structured data to ensure your AI tools deliver accurate insights. Capture and apply lessons learned from past projects using AI.  Use human feedback to train and improve AI’s problem-solving over time.  Encourage your team to see AI as a collaborative partner, not a tool.    RESOURCES   Connect with Trevor Schick LinkedIn – linkedin.com/in/trevor-schick-97620b9/  Wensite - slate.ai  YouTube - youtube.com/@SlateTechnologies  Restaurant Recommendation - jeffreysofaustin.com/      90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

Dan Lester, Vice President of Field Culture and Inclusion at Clayco, brings a powerful voice to the conversation around mental health in the construction industry. Focusing on total health and well-being, Dan emphasizes that mental health is about managing everyday and extreme stress.  Dan shares findings from a 2024 Clayco study showing that 54% of tradespeople reported anxiety or depression in the past year, yet many still feel ashamed to talk about it. Dan attributes this to stigma, pride, and the male-dominated nature of the industry. He stresses the importance of psychological safety and creating spaces where vulnerability is welcomed.  Through practical initiatives like wellness zones, mandatory fatigue days, and leadership modeling, Dan advocates for a cultural shift in the industry. His message is clear: mental health matters and proactive support can save lives and improve job performance!   HIGHLIGHTS [03:22] Mental Health Awareness in Construction  [10:58] Impact of Mental Health on Job Performance  [15:15] Effective Communication and Support  [36:36] Leadership and Cultural Change  [44:51] Practical Steps for Companies   KEY TAKEAWAYS Be vocal and visible about mental health—leaders should model openness and vulnerability. Set up wellness zones and encourage psychological safety on job sites. Promote tools like Employee Assistance Programs (EAPs), Man Therapy, and the Construction Industry Alliance for Suicide Prevention. To raise awareness, offer training sessions, job site tours, and mental health presentations. Confidentially support and follow up with individuals who seek help—build a culture of trust and care.   RESOURCES   Connect with Dan Lester: LinkedIn: linkedin.com/in/danflester/ Website: claycorp.com/   Clayco’s Report on Mental Health: https://claycorp.com/latest/breaking-the-silence-mental-health-and-support-issues-in-the-construction-industry https://PreventConstructionSuicide.com https://ManTherapy.org   90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose.   Use the 90-Day High-Performance Dashboard to: Get clear on what matters most. Drive focused action and accountability. Strengthen trust and deepen relationships.   Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time.     Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!  

If you’re serious about winning more work, building trust with clients, and leading your sales team with confidence, let’s talk. I’m offering a free 10-minute call to help you pinpoint exactly where your sales process is breaking down—and what to do about it. 👉 Book your 10-minute call here: https://10minuteswitheric.youcanbook.me/ Don’t wait for the phone to ring. Let’s get proactive, strategic, and focused on what actually works in construction sales. Winning negotiated projects in construction isn’t about cutting into your profit; it’s about cultivating trust, clear communication, and placing yourself as the partner of choice. The shift from estimation to strategic selling is essential in contexts where relationships, consistency, and confidence are important. Success comes with recognizing the right moments to connect with decision-makers, tapping into your team’s capabilities, and advocating for what you need with confidence, proving that you possess qualities beyond just being a contractor but a trusted partner who brings solutions and lasting value to the table.   In this week’s solo episode, Eric explains how to win negotiated projects without competing on price. From overcoming the reluctance to call to prospecting expertly, leveraging team selling, and conquering reciprocal exchange, Eric breaks down the behaviors and mindset shifts that make high-performing builders stand out. Join Eric if you are ready to start winning work by leading with value, confidence, and connection.  HIGHLIGHTS [01:53] Prospecting and closing in construction. [03:18] Overcoming the reluctance to call.  [05:11] Alignment, commitment, and consistent effort. [08:05] Dealing with ghosting in sales.  [12:22] Proactive vs. reactive approach in sales.  [15:05] The psychology of reciprocity.  [17:00] Actionable steps to improve the sales experience.    What You’ll Learn: Why price isn’t the reason you’re losing negotiated bids The 5 critical sales behaviors every construction professional must master How to overcome call reluctance and become a proactive prospector The power of quid pro quo and the psychology of reciprocation Why “Kings talk to Kings” is a sales mindset game-changer  How to align your internal team for effective, team-based selling RESOURCES Construction Genius Book (Chapters 11 & 12 on Sales & Marketing): https://a.co/d/hNZ3sxV Schedule a quick call with Eric and discover how he can help you sell successfully: https://10minuteswitheric.youcanbook.me/   Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!