Construction Genius

Welcome to Construction Genius. Today is episode one of a three-part mini-series I've put together on how to succeed in construction sales. Even if you hate selling. So in episode one, we'll look at the psychology of high performers. And if you or the people who report to you are responsible for sales, you might find the construction sales assessment that I've put together extremely useful. It describes the five traits that successful salespeople in any field consistently display and you can rate yourself on those traits and then complete a short, simple exercise to help you strengthen any of the traits you need to work on. If you'd like to get the assessment just go to my website https://ericanderton.com/constructionsales For detailed show notes on this episode, visit my blog at https://ericanderton.com/blog. If you'd like to reach out to me on social media, I'm on LinkedIn and Twitter. And on my Youtube page, you'll find a complete library of insights on life, business, and leadership that I've published over the years. Here are some highlights from the episode: [01:41] What's the right mindset for someone to be successful in construction sales? [03:26] You cannot control your outcomes, but you can control your activity. You can control the things you do that lead to the outcomes you wish to achieve. [04:33] When I say the word "trust," what pops into your mind? [05:28] How do you get to know someone? [07:41] To be someone who can build a long term legacy in construction, persistence and showing up through the ups and the downs is absolutely essential. [10:24] You are the prize. Your company is the prize. If your company is any good, it's a privilege for people to do business with you. [11:19] Not everyone is going to like you. And that's okay. [12:59] High performers in construction choose to get something out of all situations rather than complain about them. [13:54] High performers choose to share with and help others rather than be selfish.

Craig Gini is an owner along with his two brothers, Kevin, Brian, and his dad Gene of Collins Electrical Company, a $177m contractor headquartered in Modesto, CA. He is Vice President and Renewables Manager. He is responsible for a company-wide focus on "Green Technologies" and "Energy Efficiency." Craig has been involved in the installation of energy-efficient lighting for nearly eight million square feet of Ford and Chrysler facilities nationwide. He has also been the driving force behind almost 68 Megawatts of Utility-Scale and Distributed Generation solar installations throughout all of California. Craig's focus is to bring back the values of true "Customer Service" by being attentive to his customer's needs. He is dedicated to the process of utilizing a "Team Approach," consulting with his customers to develop programs that are customized to benefit each individual and present "Efficient Solutions" as a viable option to the customer's needs. Join me as we discuss his journey from acting back to the family business. How he learned the trade, launched a company within a company, and contributed to the steady growth and success of Collins Electrical. Highlights: The black sheep returns: Craig's journey back to the family construction business How Craig learned to work hard at an early age Starting as an apprentice at thirty-eight years old How Craig quickly grew in his new career Earning respect for performance and profitability What Craig's dad taught him about generosity and fairness How to ensure that field personnel feel appreciated How Craig built his own "business within the business." Craig's "magical board" goal-setting process The challenges and pains of growing his division from $400,000 to $10 million to $30+ million How to balance employee's capabilities and customer demands Getting out of the micromanaging doom loop How Craig learned to delegate and to utilize other's strengths to shore up his weaknesses How to target clients that value a partnership relationship Riding the wave of industry change (without wiping out) How Craig manages the sibling dynamic with his two brothers The importance of culture and how leadership drives that in a company How to maintain trust in the core leadership group Why presenting a united leadership front is vital to organizational harmony and health Craig's favorite restaurant: Paul Martin's American Grill Since 1928, Collins Electrical Company has successfully managed multiple succession transitions. How well prepared are you for your business transition? Find out by clicking this link and taking a short assessment. The results will show you where you are strong, and where you may need help.

Show Notes: A time of corruption and crisis The duty and responsibility of leadership Why leaders need support from "Jeremiahs" Who are your Jeremiahs? What is the message of the Jeremiahs? Why are they important? Internal and external truth-tellers Jeremiahs understand your company's culture and care about your company Jeremiahs are willing to tell the truth They come with problems and solutions How to respond to Jeremiahs? Listen to them Don't "kill the messenger" Take their feedback and respond appropriately Don't fear what other people think

There are three million construction companies in the United States. Listen to this episode and learn 7 ways to set yourself apart and build a great business. Highlights Include: My attempt to distinguish myself at a traditional English public school 7 ways to distinguish yourself: Pursue Niche Work at Which You are Excellent and Profitable Deal with clients you know well Work with project partners that you trust Maintain high quality efficient construction work Emphasize and Demand safety Insist on timely payments for all dollars earned Have a financial cushion to weather bad times What is a niche, and why it's important How to get to know people by committing to long term relationships How to give and build trust with your project partners How to improve processes so that you can maintain high quality work Why a strong safety culture is vital, and how to make sure safety is prioritized How to get paid for what you've earned by being a "nice squeaky wheel" The secret to getting through the next recession: Low Overhead Stay Humble It's not what you make, it's what you keep Action Items: Prioritize, in order of importance, the list of the seven ways to distinguish yourself. Pick the most important way. Ask: What's working What's not working In what specific ways can we improve? Spend 90 days working on the one that you pick and see how much progress you make. After 90 days move on to the next most important on the list Learn how to clarify your niche: Click this link to download the Target Market Analysis tool Read a great book: The Construction MBA: Practical Approaches to Construction Contracting, by Matt Stevens Listen to a great song: The Headmaster Ritual by the Smiths

Bill Porter is the President of Porter Law Group, Inc. Bill has been awarded the highest possible rating of "AV Preeminent" by America's premier attorney rating service, Martindale-Hubbell, which has also designated Bill as a "Top Rated Lawyer" in the field of construction law. Bill's practice encompasses more than 30 years in private, state and federal construction claims before state and federal courts as well as in mediation and arbitration. Bill regularly represents contractors, subcontractors, suppliers, developers and owners in complex multi-party construction litigation. His areas of expertise include construction collections, mechanics' liens, stop notices, bond claims, prompt payment remedies, construction contracts, competitive bidding, construction defects and construction-related labor and employment matters. He is an appointed El Dorado Superior Court Temporary Pro Tem Judge, a private mediator and arbitrator and has regularly contributed to legislation on behalf of the construction industry. Bill's Websites: Porter Law Group, Inc. Applied Legal Bill's Restaurant Recommendations Ella Dining Room & Bar El Papagayo Highlights include: How mugged and stabbed propelled Bill into legal practice How to discourage illegitimate wrongful termination claims The origin of Applied Legal The common "legal" problem: people How to be reasonable and have a backbone in contract negotiations How to handle a mechanics lien How subcontractors should approach contract negotiations in order to build relationships and secure good terms How good lawyers on both sides of the table help construction contract negotiations How contractors can use the "squeaky wheel" strategy to secure payment The importance of diplomacy and "speaking softly, but carrying a big stick" Click this link to read the transcript

In this episode of Construction Genius, I'll discuss how you can reduce overwhelm, focus on what's most important, and be more effective in your leadership role by utilizing the urgent/important matrix. The matrix first attributed to Dwight Eisenhower, World War Two general and President of the United States. It was popularized by Steven Covey in "7 Habits of Highly Successful People". Highlights Include: The Origin and popularization of the Urgent/Important matrix The story of the "Pioneer" Long-Term Priorities: High Importance/Low Urgency How to define Long-Term Priorities Clarifying your vision and mission Understanding your role and responsibility The example of Project Executives Why Long-Term priorities should drive Critical Activities The example of Construction CEOs Why Unnecessary Interruptions happen How interruptions are instructive Where Wasteful Distractions come from and how to manage them Next Steps: Clearly define your role and responsibility Define your mission and vision Combine these to identify what is Urgent and Important, TO YOU Set aside time for the Long-Term Priorities Embrace Critical Activities Delegate the Unnecessary Interruptions Manage the Wasteful Distractions Download the Urgent/Important Matrix by clicking this link Takeaway. Go to my website www.ericanderton.com/morale and click the button, download a PDF, taken from the book of Bill Slim's Definition of Morale. Distribute them to your team and schedule a meeting to discuss how to close "morale gaps" in your company.

Taking Advantage of R&D Tax Credits with Smith Miller, CEO of Strategic Tax Solutions About : Smith is the CEO of Strategic Tax Solutions (STS). STS is a private accounting firm that specializes in the area of tax known as the Research and Development "R&D" Tax Credits.They make the process of accessing R&D Tax Credit dollars straight forward, cost effective and risk free. At no cost, they review construction company tax returns and provide a cost savings estimate for your potential R&D Tax Credit savings. STS is exclusively dedicated to performing R&D Tax Credits. Highlights Include: What are R&D tax credits and how construction companies qualify for them The "Four-Part" test that you must pass to qualify How sub-contractors and general contractors can both benefit How you can take advantage of the credit, even if you bid on a job and don't get awarded the project Why you should get your CPA involved in the process early on STS's 100% success rate Learn More about STS and R&D Tax Credits: www.ststaxcredits.com

Peter Tateishi, CEO of Associated General Contractors of California (AGC of California) joins me to discuss "Build California", a new initiative of the association Eric for a fascinating exploration of the mission of his organization. From the Build California website: Only 9 percent of Generation Z is interested in a future in construction. So where's the disconnect? The construction industry has a perception problem and it's up to us, the associations, professionals, and organizations that actually build our state, to change hearts and minds. We have to redefine our industry. We have to invest in our own legacy so that future generations aspire to be construction professionals. Build California's pioneering approach utilizes robust marketing, communications, and outreach tactics in order to effectively engage with Californians about the lucrative, long-term, and immediate benefits of careers in the construction industry. Our outreach and programmatic efforts rely on on-going, customized messaging and resources delivered to multiple audiences on their chosen platforms. Highlights Include: The Construction Industry's greatest failure (and opportunity) 2 reasons that failure occurred "Build California": AGC of California's initiative to promote construction careers Why Construction offers unique opportunities to a wide variety of people 3 Targets of the Message: Parents, Educators, Young People Adapting Build California's messaging to Generation Z Why AGC of California is targeting different audiences with different messages Communicating the breadth of opportunity Construction offers How Build California differs from previous efforts to promote the Construction Industry Partnering: How AGC of California is teaming with educators to reach the next generation Why one career counselors gave a young man misguided advice Farm to 'Hood: Targeting Rural and Urban School Districts How metrics will be used to track Build California's success Build California's five-year strategic goal How Construction companies can partner with AGC of California and take advantage of the Build California program Links: Build California Website Moses' Story

"Morale is a state of mind. It is that intangible force which will move a whole group of men to give their last ounce to achieve something, without counting the cost to themselves; that makes them feel they are part of something greater than themselves." Defeat into Victory, Battling Japan in Burma and India, 1942-1945 Field-Marshall Viscount Bill Slim In today's episode, I explore the topic of morale: What it is, the three foundations of morale, and how to build and sustain morale in your organization. I will be draw on the wisdom of Field Marshal Bill Slim from his book Defeat Into Victory, which we previously covered in Episode 38. Highlights Include: The definition of morale The power of morale to move a group of people How high morale is dynamic, and why it must be cultivated and maintained Understanding the connection between human nature and morale Cheerful generosity: the hallmarks of high morale 3 Foundations of Morale: Spiritual, Mental, Material Why the foundations are vital and how to get them in your company Famous examples of spiritual foundations Why transcendent aims are vital to high morale To ensure high morale make sure your objectives are obtainable The link between efficiency and high morale How leaders influence morale, for better or for worse. How good equipment and supplies impact morale in the field Working conditions and morale Why leadership unity leads to high morale Training and morale: How competency impacts competence. How small wins build morale and set the stage for future success Face to face: How leaders build morale through personal interaction Next Steps: Realize that you are responsible for the morale of your organization Be clear on the spiritual foundations of your business Get on the same page with other leaders Visit your people and communicate with them Ask them if there are any issues that are not being addressed. Takeaway. Go to my website www.ericanderton.com/morale and click the button, download a PDF, taken from the book of Bill Slim's Definition of Morale. Distribute them to your team and schedule a meeting to discuss how to close "morale gaps" in your company.

Doug Reitz, President of Mark Wilson Construction returns to the show to discuss the project selection process he and his team use to procure profitable work. Throughout Doug's career in the construction industry, he has been fortunate to have worked in positions that span from Project Clerk to President. He has completed or provided oversight through all delivery methods in projects related to the Medical, Educational, Public Works, Industrial and Religious fields. During this time he has worked closely with Clients, Contractors, Inspectors, and Design Professionals seeing all sides of a construction project giving him valuable insight into the entire construction process.In addition to teaching courses at Fresno State in the late 1990s and early 2000s, Doug has also had the opportunity to speak with local contractors, design professionals, and at industry events about the leadership concepts of "Listen. Plan. Build.", "Communicate & Collaborate", and "Safety, Quality, Time and Cost". Highlights include: Project selection: It's not what you go after, it's what you don't Using objective criteria to help avoid emotional decisions Pride, Ego, Fear: the three-headed profit sucking monster Why the hot market in California makes project selection challenging How taking two hours to analyze a project can save you months of heartache and millions of dollars Using "bullets first, cannonballs later" to explore new markets How to intelligently weigh risk/reward and build a backlog Integrating project selection into standard operating procedures The dichotomy of structure and flexibility: How it impacts what you choose to build Develop criteria based on your own strengths and weaknesses Diligence and discipline: How to get the facts and make great decisions Doug's favorite BBQ: Dog House Grill Doug Reitz: Website LinkedIn Twitter Mark Wilson Construction: Website Your Next Step: Project selection is all about nailing: right client, right job, right location If you do it right, you'll consistently hit your "sweet spot" and make good money. Here's how to do that: Step 1: Define the Criteria List all of the criteria that, from your perspective, define the "right client", "right job" and "right location" Step 2: Rank the Criteria Rank by importance to the success of your company. 1 is low, 10 is high. Step 3: Score the Criteria Use any number between 1 and 10. 1 is low. 10 is high. Here's a tool to help you hit your sweet spot: Construction Target Market Analysis Click on the link and download the tool. Use it to define "right project, right client, right location".