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

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Use the 90-Day High-Performance Dashboard to:

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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

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