In this conversation, Chelsea Zuccato, a sales manager at Patrick Lumber Company, discusses various topics related to leadership and sales. She shares her favorite leadership movie, offers insights on finding niche markets, and offer actionable advice on increasing delegation as leader. Chelsea also emphasizes the value of taking risks, learning from failures, and how the core values at Patrick are reflected in her everyday behavior. Hartmann and Zuccato wrap up the episode discussing her involvement in the North American Forest Foundation and the impact of her podcast, Lumber Slingers.

Chapters

06:06 Finding Your Niche: Building Relationships and Becoming an Expert

09:03 Embracing Risks and Learning from Failures

13:27 Ownership and Accountability: Keys to Success

19:29 The Power of Paying Attention: A Recipe for Sales and Leadership

26:18 Paying Attention and Showing Up

29:07 Managing Time and Delegating Effectively

33:34 The Impact of Podcasting and Consistency

This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.

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If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.

If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.

In episode 417, host Bradley Hartmann discusses the fallacy of "cascading communication" as a leadership metaphor. He argues that while information may cascade down through an organization, behavioral change does not. Using Newton's laws of motion as a framework, Hartmann explains how leaders need to approach communication differently to drive real change. He suggests moving away from a one-time "cascade" of information and instead implementing a persistent "drip campaign" of communication using various platforms and tactics. This includes things like weekly newsletters, personalized video messages, live Q&As, and gamification elements. The goal is to anticipate and overcome the natural human tendency to resist change. Hartmann provides a downloadable checklist of these proven communication strategies for listeners to use in their own organizations. The key is crafting a multi-faceted, multimedia approach rather than relying on a single cascade of information from the top down. This, Hartmann argues, is a more effective way for leaders to drive the behavioral changes they seek.

You can download the PDF template discussed in this podcast at bh&co.com/blog

This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.

***

If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.

If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.

In episode 416, Ben Breen of the Project Management Institute (PMI) joins the show from Australia. Ben is the Global Director of Construction at PMI and he discusses his background in international construction and the leadership principles that have guided his career from construction student, builder, consultant, and leader within PMI.

Ben describes how to best learn from mentors around you and why the industry should ditch the phrase “soft skills” for “power skills” to describe the suite of leadership behaviors that include intentional listening, empathy, and servant leadership. Ben closes by detailing the value of the PMI Construction Professional certification (PMI-CP)™.

Project Management Institute (PMI) is the world's leading association for those who consider project, program or portfolio management their profession. Through global advocacy, collaboration, education and research, PMI works to prepare more than three million professionals around the world for the Project Economy: the coming economy in which work, and individuals, are organized around projects

Chapters

01:02 Passion for Construction and Architecture

03:34 Key Leadership Principles

06:27 Making Tough Decisions as a Leader

09:13 Developing Soft Skills in Project Managers

11:27 The Importance of Power Skills

12:45 What Not to Do in Developing Project Managers

14:11 The Role of Zooming In and Out as a Leader

20:22 PMI's Role in the Construction Industry

This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.

***

If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together.

If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.