Construction Disruption Isaiah Industries

“The biggest thing for me as a salesperson is to remember that you are responsible for the result of your communication. You are responsible for all your communication because you want to be. You need to get a point across. It doesn't serve you to say she misunderstood me. He didn't get me. That's not what I meant. They misinterpreted. None of that serves you. What serves you is getting your point across.”
-- Frank Somma, Sales Expert and Professional Speaker at the Somma Group
After COVID forced the advent of video conferencing and only heightened our reliance on digital communication, sales expert Frank Somma wants to remind us that we talk, sell, and function best in person. An experienced sales leader, Frank joins us to speak on neurolinguistic programming, relational selling, and more.
Tune in for insights on taking your sales career to the next level or empowering your sales team to reach new heights. Frank shares wisdom on AI and the future of sales, too. As we hurtle towards an increasingly digital world, don’t forget the power of speaking face-to-face.

Topics discussed in this interview:
- Frank’s start in sales and his journey to the present
- A look at The Somma Group and Frank’s offerings
- His book, B2B is Really P2P- How to Win with High Touch in a High Tech World
- Face-to-face communication vs digital
- Our overreliance on tech as a replacement
- NLP or neurolinguistic programming
- Tailoring your communication style to your audience
- Learning from the best
- How to get through to poor performers
- Challenging the stereotype of the salesperson
- Frank’s thoughts on AI
- Key advice for advancing in sales
- Rapid fire questions

To get in touch with Frank, visit his website: franksomma.com. Also, check out his book, B2B is Really P2P- How to Win with High Touch in a High Tech World.

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy

“The number one driver of employee safety engagement, performance improvement, quality, and productivity is not a t-shirt, a ball cap, a pizza party, nor is it a bigger 4011k plan or even working from home. The single biggest driver of employee morale, engagement, and mental health is when my boss looks me in the eye and sincerely says, ‘Bill, here’s what you did for safety. You reported that near hit. You capped the rebar, and here’s why that matters. You let one of your coworkers go home safe tonight.’”
-- Bill Sims, Jr., President at The Bill Sims Company and Keynote Speaker
After extensive experience as a leadership and educational speaker, Bill Sims, Jr. has dialed in one base principle that improves safety, morale, and employee motivation. By positively reinforcing desired behaviors, employees are safer and more productive, fostering a growing culture for company-wide change.

Join us as we interview Bill on his journey to this realization and learn from his experiences implementing his ideas at large and small companies, both in construction and outside the industry. Sometimes, truly disruptive ideas like positive reinforcement come from other areas of life and, when applied elsewhere, create massive change.

Topics discussed in this interview:
- Positive reinforcement in a construction setting
- Why apply this concept to job site safety?
- Focusing on construction as the next major area of opportunity for innovation
- What really motivates behavior change?
- Lessons learned from experiments and attempts
- What motivators are most effective?
- How do different generations respond to different methods of motivation?
- What does working with Bill Sims, Jr. look like?
- Consequences and behavior modification
- The role of company culture
- Teaching leadership at Disney
- Safety unicorns?
- Rapid fire questions

Visit Bill’s website to learn more, hire him to speak, or pick up a copy of his book, Green Beans and Ice Cream.

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy

“[With mass timber,] you get a beautiful building as the end result that people want to work in. People want to be in it, and they want to tell that story. The other side of that is the speed of delivery of the product. You know, when you're essentially creating offsite materials and bringing it to the job site, your speed of delivery is very quick.”
-- Arnie Didier, COO of Forest Business Network
Mass timber is a new term for an old but still developing field. While glulam beams are nothing new, CLT or cross-laminated timber is paving the way for widespread adoption across the globe. Featured in buildings from single-story homes to 25-story high rises, mass timber is quickly becoming popular and prevalent.
Our guest, Arnie Didier, has decades of experience in the industry and shares his take on the current state of mass timber in construction and housing and what the future holds for this trending technology. Join us as we hear from Arnie and learn from his experience in forestry, business, and management.

Topics discussed in this interview:
- Introducing Arnie Didier
- Arnie’s path to working in mass timber
- Resources for learning more about mass timber
- Why is mass timber effective?
- Where will the industry go next?
- Market adoption and growing industry familiarity
- The International Mass Timber Conference
- A diverse and growing industry for all
- Construction and building in Montana
- Mass timber’s potential role in new developments
- Rapid fire questions

Visit forestbusinessnetwork.com to get plugged into the mass timber industry, and sign up for their newsletter, too. You can send Arnie an email at arnie@forestbusinessnetwork.com.
Also mentioned: International Mass Timber Conference, OnX Maps

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy

“We’re not making museums. And I believe that a building has to be usable to be preserved. There are definite historic features that we advocate for retaining that make the building what it is. But I believe that you should be able to add modern amenities and things that make it work for our modern needs.”
-- Danielle Keperling, COO of Keperling Preservation Services
Although America is a relatively young country, you can find historic buildings in communities all over. Every state has buildings listed on the National Register of Historic Places and many more buildings in varying states of disrepair.

Danielle Keperling developed a love for restoring historic buildings after growing up working for her parent’s restoration business. Now the part owner with her husband, she helps Keperling Preservation Services transform projects into complete buildings.

Listen in as Danielle shares an inside look into the details of historic restoration, including several notable projects her company has completed.

Topics discussed in this interview:
- Danielle’s path to her career in historical restoration
- What does Keperling Preservation Service do?
- Danielle’s mindset on maintaining historical accuracy or allowing modern convenience
- Operating from Lancaster, PA, a historically significant city
- The difficulty of finding passionate workers for historical work
- Info on the Historic Preservation Trust of Lancaster County
- The difference between historic preservation and historic restoration
- Historic restoration contractors
- Which criteria does Danielle look for when considering whether or not to save a building?
- Working for private vs publicly owned buildings
- How receptive are manufacturers to making new parts for historic work?
- When are engineers involved with restoration projects?
- What kind of grants are available to private or public projects?
- Advice for new members of the construction industry
- Rapid fire questions

Visit Keperling Preservation Services’s website, practicalpreservationservices.com, or send Danielle an email at danielle@practicalpreservationservices.com.

Titles mentioned: The Choice

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy

“Anytime a salesperson is in front of a buyer, that buyer is asking themselves why, based off all the options available to me, should I buy from you? And if we can’t answer that question in a real, meaningful, impactful way, we are driving them to a price decision that we don’t want them to get to anyway. So, you have to be able to answer that question on both sides.”
-- Brian McCauley, Founder of The Sales Guy and Columnist for Pro Sales
Wisdom often comes at the cost of experience and mistakes. Our featured guest for this episode has sales experience in spades and shares it with us through stories and insights from his career.
Brian McCauley, The Sales Guy, has been in construction sales for nearly thirty years. He is happy to deliver some pearls of wisdom he’s picked up, like dealing with a common problem many salespeople face that almost derailed his career, and four lessons from his recent travels.

Topics discussed in this interview:
- How did Brian start in sales?
- Brian’s current responsibilities
- Who does he read/watch/listen to for sales advice?
- Writing and inspiration for content
- Approaching sales teams in B2C and B2B
- The biggest challenge many salespeople face
- Introducing emotion into the sales process
- Scripted vs. prepared presentations
- What does Brian look for in a salesperson?
- Narrowing down potential candidates for a position
- What is the post-COVID sales landscape like?
- Being genuine is key to sales success
- Advice on social media
- The importance of getting out there and actively searching for leads
- Advice for newer salespeople
- Rapid fire questions

Check out Brian’s website, brianthesalesguy.com, email him at brianthesalesguy@gmail.com, or find him on LinkedIn or Facebook.

Titles mentioned: Never Split the Difference

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy

“If you can capture that data you’re learning from the past, you’re applying it going forward in the future. And if you do it right, you don’t have to touch that data and clean it and mess with it time and time again to get one little answer at a time. It really becomes the fuel for your engine. And it’s just a matter of how fast and how long can we make that go. That’s what we’re all about.”
-- Steve Dell’Orto, CEO of ConCntric
Construction projects range from minuscule to massive, but they all require planning and preparation. The pre-construction phase is a key part of every job, but many companies and contractors aren’t leveraging their past data to improve their efforts. This is where ConCntric steps in.

Steve Dell’Orto founded ConCntric after years of industry experience to unify the groups that make up a construction project, evaluate and use data, and empower teams to run more efficiently. Listen in as Steve explains why pre-construction is so important, how it has improved over the years, and how ConCntric can take your team to the next level.

Topics discussed in this interview:
- Why did Steve form ConCntric?
- Leveraging industry experience to solve a unique problem
- A pre-construction platform for all sizes of project
- How has pre-construction changed over the last few decades?
- Cutting waste by understanding data
- Fostering collaboration between all parties in a project
- A simple design with more focus on making money and working efficiently
- Venture capitalism and construction
- Successful software earns its keep
- Does construction still carry an old-fashioned mindset?
- Rapid fire questions

Visit ConCntric’s website to learn more, email them at sales@concntric.com, or visit their LinkedIn page.

Titles mentioned: Freedom’s Forge

For more Construction Disruption, listen on Apple Podcasts or YouTube
Connect with us on Facebook, Instagram, or LinkedIn
This episode was produced by Isaiah Industries, Inc.


This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Chartable - https://chartable.com/privacy