The Construction Leadership Podcast with Bradley Hartmann Bradley Hartmann

In episode 408 of the Construction Leadership Podcast, Dr. Kofi Asare and Bradley
Hartman discuss the concept of digital twins and their potential impact on the
construction industry. They explore various analogies and metaphors to explain what
digital twins are and how they differ from other technologies like BIM.
They also discuss the promise of digital twins in terms of predictive capabilities and cost
savings, as well as the challenges and costs associated with implementing them. The
conversation concludes with a discussion of the different levels of digital twins, from
basic models to autonomous systems. Dr. Asare emphasizes the need for a systematic
approach to implementing digital twins and cautions against using them without a clear
use case. He also shares his experiences working with construction leaders and the
challenges of driving digital transformation in the industry.
 
Takeaways
Digital twins are virtual constructs that describe a physical entity in terms of its
context, behavior, or makeup, with bi-directional coordination between the physical
and virtual Digital twins have the potential to dramatically simplify and improve the operation and
maintenance of the built environment. The adoption of digital twins is currently more prevalent in large-scale projects, but as
costs decrease and technology advances, it is expected to become more
widespread, even in residential construction. The promise of digital twins lies in their predictive capabilities and potential cost
savings, particularly in terms of maintenance. The different levels of digital twins range from basic models to autonomous systems
that can learn and act on behalf of their users. Implementing digital twins requires a systematic approach, focusing on people,
processes, and technology. Driving digital transformation in the construction industry requires overcoming
resistance to change and demonstrating the value of technology.
Chapters
00:00 Digital Twin Game Show Analogy
02:36 The Marketing Disaster That Is Digital Twins
09:35 The Promise of Digital Twins in Construction
11:58 Challenges and Costs of Implementing Digital Twins
21:26 Exploring the Levels of Digital Twins
36:17 Dr. Kofi’s Sports Journalism Career
44:44 Key Considerations for Implementing Digital Twins
 

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 407, host Bradley Hartmann shares the most effective communication framework he's ever learned: the SBI Framework that originated within The Center for Creative Leadership. It was shared with Bradley by Jamie Dabbs of TDIndustries. SBI stands for Situation, Behavior, and Impact. The framework is so powerful because it removes emotion from the conversation while being easy to remember and easy to implement. Hartmann provides two examples of how this framework can work depending on the power dynamics in play.
 
Billy Cornelius, Director of Sales TAL Building Centers,  then joins the discussion to share insights into thoughtfully preparing to give candid, direct feedback.
 
 
 

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 406 of the Construction Leadership Podcast, host Bradley Hartmann discusses leadership and persuasion techniques that can be applied in the construction industry. Hartmann shares a story about legendary track coach, Bill Bowerman, and how he persuaded his star athlete, Steve Prefontaine, to wear a new lightweight shoe design cobbled in the coach's garage. Bowerman focused on Prefontaine's desires to break records but also addressed his underlying beliefs about shoe safety. Using simple math, Bowerman quantified the potential weight savings of the new shoes and had Prefontaine physically experience carrying extra weight, changing his perspective in the process. 
 
Hartmann then draws on construction-specific examples featuring GAF and an innovative flexible gas pipe described in the book, The Dollarization Discipline, by Jeffrey Fox and Richard Gregory. Hartmann emphasizes the importance of understanding desires, beliefs, and behaviors when trying to influence change.  
 
 

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.

Through 404 episodes of the Construction Leadership Podcast, host Bradley Hartmann has ended the show with his mantra-as-battle-cry: "You Are Owed Nothing. Deliver Value First." In episode 405, Hartmann shares its unlikely origin story for the first time as he emphasizes its practical utility through examples from listeners in different industries.   
 

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 404, Mark Weber of Builders FirstSource in Michigan hilariously and insightfully shares his experiences working at Taco Bell and in the electronic appliance retail business, highlighting the importance of upselling and learning to anticipate the the word 'no.' Mark emphasizes the significance of being a good mentee and the role humility has played in the trajectory of his lumber sales career. Mark’s success has been earned through his role as a reliable and proactive problem-solver for builders, always striving to be their go-to person for any issues that arise. His growth mindset is demonstrated through constant learning, from podcasts like SBCA's Lumber Connect and books like 'Extreme Ownership' by Jocko Willink.
 
Takeaways
•Offering customers options and alternatives shares control and increases the likelihood of a good fit between buyer and seller
•Surrendering to coaching and having a growth mindset can lead to success in sales and career development
•Be the go-to person for builders by proactively solving their problems and being reliable
•Continuously learn and expand your knowledge to better serve customers
•Recommended podcasts: SBCA's Lumber Connect and The Build Podcast
•Recommended book: 'Extreme Ownership' by Jocko Willink
•Social media can effectively showcase projects and build deeper relationships with clients
 
Chapters
00:00 From selling at Taco Bell to the electronics store in The 40-Year-Old Virgin
10:09 Becoming a good mentee
14:09 The will to to do what the other guy wouldn’t
24:25 The ROI of testimonials
29:15 The immense power of “Let me be your guy.”
32:24 On product category growth
39:08 Continuous learning
43:50 Utilizing social media in sales
 

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 this replay episode, Bradley is joined by NBA Legend and Hall of Famer Bill Walton at the West Coast Lumber and Building Materials Association (WCLBMA) Annual Convention that was held October 19-21, 2022 in San Diego, CA. Bill discusses leadership lessons he learned from coaches, including John Wooden at UCLA, as well as lessons learned from reading books.  Walton also embraces our mantra at The Construction Leadership Podcast - You are Owed Nothing, Deliver Value First!
 
 

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.