Brad Leavitt Podcast

Stephanie speaks on her unconventional journey into the construction industry and how she came to innovate the space through The House That SHE Built project.

Listen in as Stephanie shares how she made the transition from architecture, to the film industry, to construction and the skills that she carried over into each succeeding field; what it’s like to work alongside her dad in a small-scale construction firm; the evolving needs and expectations of clients; and the amazing story behind The House That SHE Built and its unveiling at the 2021 Utah Valley Parade of Homes.

Sponsors: 

• Pella Windows & Doors
• Ledge Lounger
• SweetProcess

Topics Discussed:

• [03:22] Stephanie’s architectural background and doing marketing for Nitro Circus
• [08:35] Making the foray into construction with Symphony Homes
• [11:52] A typical day-in-the-life for Stephanie working with her dad in construction
• [13:41] How today’s clients have changed from yesterday’s
• [15:49] Finding clients, setting expectations, and staying hands-on with them throughout
• [20:02] Selecting clients
• [21:53] All about The House That SHE Built and Stephanie’s lessons learned
• [36:23] The search for the women who worked on The House That SHE Built
• [39:57] Acquiring donations, and charity efforts following the completion of the project
• [44:06] What to expect at the 2021 Utah Valley Parade of Homes
• [47:45] Staying on schedule with The House That SHE Built
• [50:17] Where Stephanie found the passion to serve as President of the Utah Chapter
• [54:20] What most people don’t know about Stephanie
• [56:02] What’s next for Stephanie?

Connect with Stephanie Sharp:

• Website
• Instagram
• Facebook

Connect with Brad Leavitt:

• Website
• Instagram
• Facebook
• Houzz
• Pinterest
• YouTube

People & Resources Mentioned:

• Steven Dailey Construction
• Steven Dailey Construction Houzz
• Nitro Circus
• Symphony Homes in North Salt Lake City
• Revit
• AutoCad
• Utah Valley Parade of Homes
• International Builder Show
• Builders FirstSource
• Amsco Windows
• Phoenix Children's Hospital
• Lifestar Village
• Utah Valley of Home Builders

Key Quotes by Stephanie Sharp: 

"Today’s clients require more attention. Customers used to make decisions fairly easily and now they demand more of your attention. That’s what you’re there for: You’re there to help them make biggest purchase of their entire life and build their dream home."

"I probably sent out 500 messages to different tradeswomen I found on Instagram to end up with less than 20 that we actually flew here; but it was the best 20 I could have ever found. It would not have been the same experience with anyone else. It was amazing."

"It’s really important to be part of your local home builders association. It’s important to have peers. It’s important to work side-by-side with people and create a good reputation for yourself."

Kimberly looks back on a career spanning over three decades, reflecting on how she discovered a love for travel when she entered her LAX for the first time as a child, and how she later volunteered to intern for free at a local travel agency as a college student just to be able to get her feet wet in the industry as soon as possible.

Listen in as Kimberly shares the advantages of having a travel agent and gives her perspective on “budget” travel versus spending a little more for extra-special experiences. She then gives the pros and cons of timeshares, the primary effects that COVID has had on the travel industry, crucial facts about travel insurance today, and how to work around higher prices and change fees when traveling. Finally, Kimberly talks credit cards and travel and destinations that she considers to be hidden gems.

Sponsors: 

• SweetProcess: As a loyal listener of this podcast, you can try for 28 days, free of charge. You don't even have to enter a credit card to get started. SweetProcess is a simple but powerful tool that lets you create clear step-by-step instructions for every task in your company; from writing proposals to executing client work, to responding to client requests. Learn more by clicking the link. 
• Pella Windows & Doors

Topics Discussed:

• [03:22] How Kimberly got started in travel
• [06:23] The advantages of having a travel agent in today’s travel industry
• [10:36] How Kimberly charges for group travels
• [12:49] How to find a good travel agent
• [13:41] What travel agents can help you with
• [17:11] How travel agents are able to find solutions to emergencies or last-minute issues
• [23:30] Deals that reputable travel agencies can get that you never could by yourself
• [24:54] Are there pros to buying a timeshare?
• [31:20] How COVID has changed travel and what to expect in the next several months
• [37:54] Navigating higher prices and change fees when travelling
• [42:10] The best days and times to travel
• [47:25] Which credit cards and reward systems are best for travel?
• [54:18] Tips for traveling in Europe
• [56:44] Underrated destinations
• [0102:39] What’s next for Kimberly?

Connect with Kimberly Croft & Carefree Vacations:

• Website 
• Blog
• Facebook
• Twitter
• YouTube

Connect with Brad Leavitt:

• Website 
• Instagram 
• Facebook 
• Houzz 
• Pinterest 
• YouTube

Key Quotes by Kimberly:

• Generally, there are no disadvantages to using a travel agent.
• Most agents worth their salt are going to give you a 30-minute consultation where you just talk about what you’re thinking and decide whether the agent is  a good fit for you.
• A lot of clients tell me they want a good deal. Well, everyone wants a good deal. I tell them, “Do you want a good deal, or do you want the experience that you really, really planned and hoped for?”
• Most agencies have contracts with hotels that you don’t have, and that’s all over the world. That’s another great advantage of using a reputable travel agency. They have the ability to get you something that you may not be able to get on your own.
• Use the credit card that gives you back what you use the most.
• I suggest taking your ATM card when you travel internationally and not taking the currency of the country you’re going to because you’re going to pay a hefty fee on the front end. You just have to go to the ATM and get the bank rate.

Today Brad speaks with Jennifer Glynn, co-founder, alongside Barbara LaVigna, of Space10 Interiors, an award-winning residential and small commercial interior design firm based in San Francisco.

Having previously worked in the corporate event planning and marketing world for 15 years, she recalls her fateful decision to take an interior design course—initially just to fill in her spare time—and being hooked ever since.

Prior to making her foray into design, Jennifer served as the Director of Global Communications and Events at Stryker Neurovascular, before lending her expertise, part-time, for another year as the organization’s Director of Brand Strategy.

Listen in as Jennifer reflects on her journey from corporate life into the world of design and the valuable skills that she has carried over into her new career. She touches on homing in your ideal client, defining your brand voice, and maximizing your online presence as a small business.

Sponsors: 

• Pella Windows & Doors

Topics Discussed:

• 02:07 - Marketing for a $10 billion company versus a small interior design firm
• 05:09 - How Jennifer built her brand 
• 06:45 - Why it’s so important to get as specific as possible about your ideal client
• 13:01 - Establishing your brand voice
• 17:41 - Business considerations that most new designers overlook or underestimate
• 24:10 - How often a small business should be working on PR and their online presence
• 38:11 - What is an Accessory Dwelling Unit (ADU)?
• 43:04 - How Jennifer and Barbara made their partnership work and how to write an operating agreement
• 53:33 - The advantages of having go-to partners for various types of projects
• 57:33 - Where Jennifer finds inspiration and her upcoming projects

Connect with Jennifer Glynn:

• Website
• Instagram
• LinkedIn

Connect with Brad Leavitt: 

• Website
• Instagram
• Facebook
• Houzz
• Pinterest 
• YouTube

Key Quotes by Jennifer:

• Very often, when you ask people who their ideal client is, they can’t tell you—they can’t articulate it. It’s incredibly important because if you can narrow down what you want to do, what you like to do, what you’re best at and what that client looks like when you’re working at your best, it really hones in your marketing strategy and it allows you to let go of some marketing strategies that aren’t going to best suit you.
• Just because someone doesn’t become your client doesn’t mean they can’t become an advocate or a brand ambassador for you in a small way.
• [Design] is a service industry. [...] Granted, it’s a luxury service, but it’s still a service.
• You have to figure out what kind of designer you are and what kind of projects you want to do, and you have to go out and seek architects, contractors, and other partners who also like to do those types of projects, because that is where you’re going to have the most success and the most joy in doing your job.

Today Brad speaks with Jeff Echols. Jeff is on a mission to change the way you do business by helping you transform from a service provider to a trusted advisor. He's the President and Chief Strategy Officer of echoEngagement, the Director of Brand Strategy at EntreArchitect, and the Host of the Build Your Brand podcast and the daily live-stream show, Context & Clarity LIVE. Jeff works with architecture and engineering firms on branding, communication, leadership, marketing, and business development strategies based on nearly 30 years of experience working in, starting, and managing architecture firms.

echoEngagement “helps organizations answer and act out the answer to the question, ‘Why should I choose you?’ by clarifying messaging, developing brand stories, and telling brand stories to win the right work and recruit the right talent.”

Aside from his involvement in the business world, Jeff is an Instructor of Architecture at Ball State University and Executive Committee Chair at the AIA Indiana Christopher Kelley Leadership Development Program.

Sponsors:

Pella Windows & Doors

Topics Discussed:

• [03:23] Fundamental elements of a business’s marketing and branding strategy that most companies are missing
• [10:32] Why Jeff has been tripling down on client experience lately
• [24:40] The value of hiring someone whose singular job is speak to current, previous, and prospective clients
• [34:26] Making sure that clients know (and remember) your story through your logo
• [46:27] Discovering your ideal client
• [55:38] Why getting as detailed as possible on your ideal client can be valuable
• [1:02:58] Where Jeff discovered his passion for marketing and branding

Connect with Jeff Echols

• Website 
• Instagram @jeff_echols
• Instagram @echoengagement 
• Facebook
• LinkedIn
• Twitter
• YouTube
• Clubhouse 
• Podcast

Connect with Brad Leavitt

• Website 
• Instagram 
• Facebook
• Houzz 
• Pinterest 
• YouTube

Key Quotes from Episode

• I like to view anybody’s business as a triangle: On one side of the triangle, you have your marketing, your business development, and your sales process. On another side of the triangle, you have your culture—your employee experience. On another side of the triangle, you have your operations and your customer or client experience. [...] Your brand sits in the center of that triangle. It both supports and feeds off of all sides of that triangle.
• Your brand is what other people say about you when you’re not in the room.
• There are basically three things that make up your ideal client: the demographics, the geographics, and the psychographics.
• The hardest question for anybody to answer is, “Why should I hire you?”

Previously, John was an executive at TerraGo, a venture-backed software company specializing in SaaS and PaaS mobile applications. He also led business development at Eurasia Group, a predictive analytics startup providing global risk information products to subscribers.

John was a founding member of Control Risks GS, Inc, a wholly-owned subsidiary of Control Risks and the fastest growing business unit worldwide.

Listen in as John offers a glimpse into his experience training with the Navy SEALs and the carryovers he sees between the military and the business world. He then does a deep dive into Kill Cliff’s unique story as a company and how they scaled up to become one of the most exciting brands in the beverage sector today.

Sponsors:

• Sub-Zero, Wolf, & Cove
• Pella Windows & Doors

Topics Discussed:

• [02:56] Similarities between being a Navy SEAL and a business owner
• [07:04] The hardest part about becoming part of the SEAL teams
• [12:12] What separates those who succeed and those who fail in becoming SEALs
• [15:39] The dangers that follow your initial success as an entrepreneur
• [17:49] An introduction to Kill Cliff
• [23:24] Kill Cliff’s appeal
• [25:51] Kill Cliff’s unique foray into the beverage sector
• [31:03] How John helped investors see the potential in Kill Cliff
• [36:44] The value of interdependence among teams
• [42:53] Having conversations with investors about the big picture, not just the bottom line
• [48:28] Using non-traditional marketing strategies to scale Kill Cliff
• [55:06] What’s next for John and Kill Cliff?

Connect with Guest:

• Website 
• Instagram 
• Facebook 
• YouTube 

Connect with Brad Leavitt: 

• Website 
• Instagram 
• Facebook 
• Houzz 
• Pinterest 
• YouTube 

Key Quotes by John:

• The cornerstone of teamwork is interdependency.
• Alignment is a key part of business. It’s part of interdependency, teamwork, and focus.

Heather is also a project manager at Amstar Construction Services, a service-disabled veteran-owned general contracting firm specializing in government and agency projects.

Prior to her current role at Tankersley Construction, Heather managed complex electrical projects for some of the largest electrical contractors in the United States.

Her prior project experience includes new student housing at Sacramento State University, new six story classrooms for UC Hastings, medical facility expansion at Folsom State Prison, and multiple VA and healthcare projects throughout Northern California.

Sponsors:

Sub-Zero, Wolf, & Cove 

Pella Windows & Doors

Topics Discussed: 

• [01:48] How Heather’s commercial background informs her current residential projects
• [04:16] Heather and Steve’s history and why they started their own company
• [08:14] Building the pipeline
• [11:41] Tankersley’s pre-construction process
• [16:41] Creating project timeframes and setting client expectations
• [19:57] Working with trade partners
• [20:53] Tankersley’s Personal Service Agreements (PSA)
• [24:09] Creating the first budget and how it transforms over the course of the project
• [30:55] How often Tankersley’s clients use the owner portal
• [33:13] How Tankersley chooses its designers
• [35:55] Staying on the same page with trade partners throughout the project
• [37:41] Setting up the job site binders and what they entail 
• [38:34] Tankersley’s management process and dealing with scope changes
• [43:28] Managing Work In Progress (WIP)
• [47:12] Conducting an audit with the project manager
• [48:23] Lump sum versus cost plus and dealing with unknowns
• [51:26] Tankersley’s approach to deposits
• [55:46] What’s next for Tankersley?

Connect with Guest:

• Website 
• Instagram
• Facebook
• Houzz 

Connect with Brad Leavitt: 

• Website 
• Instagram
• Facebook
• Houzz 
• Pinterest
• YouTube 

Key Quotes from Episode:

• We’ve really built a network in our area with local designers just by asking what’s a pain point for them and what’s a pain point for us.
• Hats off to you if you do cost plus. I did it back in my day and you never can capture all the time. It’s inevitable. Give me the lump sum all day.

Becki’s projects have been featured in several publications including Good Housekeeping, Luxe Magazine, Wall Street Journal and Architectural Digest. She has worked with other prestigious designers such as Amber Fillerup Clark. 

Recently, Becki launched a lighting collection with Hudson Valley Lighting, signature home scents with Pura and a furniture and accessories collection in Home Goods retailers nationwide.

Sponsors: 

• Sub-Zero, Wolf, & Cove
• Pella Windows & Doors

Topics Discussed:

• [02:09] How Becki came to pursue design
• [05:59] What led Becki to take the leap and start her own design company
• [09:21] How new designers should go about using Instagram
• [15:53] What Becki would do differently if she could start her business over
• [17:02] Learning from experience and valuing yourself
• [22:12] How Becki’s team is structured and how she hires through social media
• [24:27] Developing a product line and learning the ins-and-outs of licensing
• [29:00] How much of Becki’s business goes beyond Southern California
• [31:04] Achieving work-life balance
• [33:00] Working with Amber Fillerup Clark
• [35:01] How Becki uses social media for business
• [37:20] How Becki’s blog has impacted her business
• [41:30] Collaborating with other brands
• [45:15] What’s next for Becki?

Connect with Becki Owens:

• Website
• Instagram
• Facebook
• Pinterest

Connect with Brad Leavitt:

• Website
• Instagram
• Facebook
• Houzz
• Pinterest 
• YouTube 

Key Quotes by Becki:

• Reach out and get into a space where you can communicate with designers. Start building relationships. What helped me grow is sharing other people’s work.
• If you feel like you have the talent or if it’s something you’re just passionate about, I just say go for it and don’t be afraid. Start with your own home. Start with your friend’s home.
• When you’re picking your jobs, make sure it’s something that you can shoot.

Lauren herself has been recognized internationally and has been accepted into top design groups, including Leaders Of Design Council and the International Design Society (IDS).

Listen in as Lauren discusses why she prefers referred clients over all others, how she was able to scale her business relatively quickly in the mid-2000s by embracing transparency in how she presented her services, and why she charges a high fixed fee upfront rather than relying on markups.

She explains how she vets clients and how her approach to tackling residential projects has evolved due to the increased emotional connection that people now have with their homes thanks to the pandemic.

Finally, Lauren shares her architectural and design styles and how she collaborates with clients, builders, and architects. 

Visit Our Sponsors: 

• Sub-Zero, Wolf, & Cove
• Pella Windows & Doors

Topics Discussed: 

• [01:52] How Lauren finds her clients and how prospects find her
• [03:19] Has being published led to greater lead generation for Lauren?
• [05:28] Getting clear on your fees and pricing structure
• [08:23] Negotiating with a client who is deciding between you and a “cheaper” option
• [11:13] Why Lauren charges a premium upfront instead of relying on markups
• [17:11] Lauren breaks down her typical budget for a project
• [20:33] How Lauren vets clients
• [30:09] Why Lauren prizes collaboration
• [34:14] How Lauren helps her clients manage their expectations from the very beginning
• [39:23] What it was like to be formally trained by Tigerman McCurry Architects
• [43:46] Why Lauren was inspired to dive into architecture alongside design
• [46:41] How Lauren works with builders and architects to set her budget
• [49:50] What makes a good architect or builder in Lauren’s eyes
• [54:04] Lauren’s favorite styles and how she helps clients settle on a design
• [57:37] How Lauren has adapted as design trends have changed over the years
• [58:58] Lauren’s favorite room to design
• [1:00:04] What’s next for Lauren?

Connect with  Lauren Coburn:

• Website
• Instagram
• Facebook
• Houzz
• LinkedIn

Connect with Brad Leavitt: 

• Website 
• Instagram
• Facebook
• Houzz
• Pinterest 
• YouTube

Key Quotes from Episode:

• The best clients are always referrals because they generally come from great people that you’d want to work with.
• The beauty of referrals is that anybody you’ve worked with is telling somebody they know how nice the experience was.
• I don’t want to charge for fixing problems for my clients.
• I’m always very cognizant of the fact that many clients are wary of designers who give them what the designer wants and not what they, the client, wants.
• I’m on a mission to make people love their space.
• Aside from being the designer, I try to be my clients’ advocate.

Listen in as Charlie discusses how his strong faith in God led him to become a “soldier” in the media with a goal to bring light to an industry rife with conflict and controversy.

He laments how mainstream media is contributing heavily to the divisiveness currently plaguing America, and why he believes authenticity and a willingness to talk to folks on both sides of the aisle is the key to true, respectable journalism.

Finally, Charlie shares his personal ventures, including how he built his personal brand on social media, why he began his podcast, and his exciting upcoming adventures with his wife Amber J.

Connect with Charlie Lapastora:

• Website 
• Instagram
• Facebook
• LinkedIn 
• Twitter 
• YouTube 
• TikTok 
• Podcast 

Connect with Brad Leavitt: 

• Website 
• Instagram 
• Facebook
• Houzz 
• Pinterest 
• YouTube

Topics Discussed: 

• [02:25] Why Charlie decided to pursue a career in journalism
• [05:39] Charlie on the current state of the U.S. news media
• [12:36] How Charlie is able to report authentic stories working for big media companies
• [19:21] How Charlie stays neutral as a journalist when reporting on contentious stories
• [29:54] How Charlie builds trust and a relationship with the people he interviews
• [33:16] How social media has impacted Charlie’s brand and career
• [36:43] How Charlie became so confident as a speaker at a young age
• [42:28] Why Charlie started his podcast
• [45:39] How Charlie built relationships with sports giants throughout his career
• [47:17] Charlie’s upcoming missionary work with his wife around the world
• [49:24] How building up his personal brand over the years prepared Charlie for his future

Key Quotes by Charlie:

• I love the capability of telling stories for a living.
• I love people. People are amazing. People are crucial for our society to continue to grow and to become better, and we need to understand each other more to make that happen.
• Trust is everything; integrity is everything; character is everything—when it comes to relationships.
• Nerves are good. It means you care and you want to put out a good product. You want to make sure that you’re connecting with people and you want to do it the right way.

Today Brad speaks with Timothy Rethlake, Vice President of Trade Marketing & Sales Training at Hearth & Home Technologies, the world's leading producer and installer of hearth products. Its product line includes a full array of gas, electric, and wood burning fireplaces, inserts, stoves, mantels, and more.

Listen in as Timothy discusses why high-integrity sales are essential to the lifeblood of any business and why many sales onboarding programs are actually setting salespeople up to fail. He also explains why ambiverts make the best salespeople and why he teaches his salespeople to be “lazy”.

Timothy then touches on his view on organizational leadership, speaking on how to discover what motivates each individual member on your team and the crucial difference between a big ego and a strong ego and why the latter is a key trait of great leaders.

Finally, Timothy shares how Hearth & Home Technologies creates lifestyle solutions by designing fireplaces that “give a robust, visually-appealing flame” while letting clients have full control over the placement of the heat.

Visit Our Sponsors:

• Sub Zero-Wolf, & Cove
• Pella Windows & Doors

Topics Discussed: 

• [02:35] What is “high-integrity sales”?
• [11:40] How anybody can become a better salesperson
• 15:05 Educating sales team to become better listeners
• [23:03] What happens if the salesperson does not really believe in the product
• [26:15] Turn your clients into your assistant salespeople
• [33:03] Motivating salespeople beyond financial incentives
• [44:32] The Franklin Covey and Miller Heiman process
• [48:05] How to provide continuing education to your salespeople
• [52:17] Technologies that Timothy is currently excited about
• [1:08:59] How Hearth & Home Technologies designs their fireplaces

Connect with Guest:

• Hearth & Home Technologies Website
• Tim Rethlake on LinkedIn

Connect with Brad Leavitt: 

• Website
• Instagram 
• Facebook 
• Houzz 
• Pinterest
• YouTube 

Key Quotes from Episode:

• Someone that has high-integrity is a whole person—the inside matches the outside.
• Building trust with customers is really simple: You do what you say you’re going to do every time over time. I didn’t say it was easy. It’s just simple.
• Often, if the expectation is not met, it’s because the expectation was not set or clearly defined.
• There’s a one-second difference between make the call and take the call. [...] Get ahead of it. Be proactive when things do go south.
• We’re all in sales to some degree. It’s just that not all of us do it professionally or have it on our business card.
• A lot of sales onboarding programs set salespeople up to fail. We set them up to go out talking, not to go out listening.
• Take the blame, give the credit, always, everyday.
• Often, the profession picks the person rather than the person picking the profession.