Construction Genius

Resource Links:

• A free copy of my Kick-Ass Meeting Report (https://www.ericanderton.com/kickassmeetings)

Millennials are now the largest generational cohort in the workplace, and it's great to have them! They have the reputation of being lazy, and unwilling to communicate "man-to-man", but I think that's overblown. I know many Millennials who are extremely talented, and deeply committed to the construction industry, and I'm looking forward to seeing them lead the industry for the next three or four decades.

In today's episode, we have construction lifer, Preston Hoopes, who talks about succeeding in a multi-generational environment through the combination of drive and humility. He also shares key insights that could help young people develop their careers.

If you're a young professional looking to start a career in construction, or a Gen Xer or baby boomer curious to hear more about this Millennial, tune in to this episode now.

What's Discussed In This Episode:

1. The reputation of millennials in construction [02:30]
2. How are millennials impacting the industry? [03:32]
3. How Preston got into construction [04:56]
4. Overcoming the struggles of being the CEO's son [07:08]
5. How to motivate the younger generation [08:58]
6. Differences in maturity and commitment [10:52]
7. The rookie mistakes Preston made [13:51]
8. What Preston looks for in a mentor [15:42]
9. Stepping into a leadership role [16:33]
10. Deciding to get an MBA and what it taught him [17:46]
11. Challenges of being more people-focused [20:38]
12. Handling a multi-generational team [21:45]
13. The key difference of a high performing team [23:38]
14. Managing long agendaless meetings [24:48]
15. The challenges to developing leaders [26:13]
16. How Preston checks his ego [28:38]
17. The future of the construction industry [30:00]
18. Preston's advice to young project engineers [32:37]
19. The rotation system in their company [33:21]
20. How to become a sales-oriented construction professional [34:32]
21. Preston's favorite restaurant [35:22]

About Our Guest:

Preston Hoopes is an operations manager for Swinerton, a multi-billion dollar construction company. He followed in his father's footsteps into the construction business and faced the struggles of the expectations that came with his last name. Eventually, he was able to prove himself and become a successful leader.

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Resource Links:

• A free copy of my Kick-Ass Meeting Report (https://www.ericanderton.com/kickassmeetings)
• Andrew's Web Site: The Center for Executive Coaching (https://www.centerforexecutivecoaching.com/)

Books:

• Coach!: The Crucial, Deceptively Simple Leadership Skill For Breakaway Performance, Andrew Neitlich

With the coronavirus pandemic affecting our economy, a lot of businesses have found themselves unprepared. We may have not seen it coming, but when there are good times, there are also bad times.

We may consider this as a lesson learned. However, things are just getting started and the industry needs leaders to rise up and take charge. Luckily, we have a mentor here to teach us.

In this episode, Andrew and I have a deep conversation on how to become an effective leader in the construction industry. He gives us practical insights on leading during and through a crisis and preparing your company for the next one.

Whether you're the business owner or part of the executive team, you are a leader of your organization. So tune in to this episode now.

What's Discussed In This Episode:

1. Why we're unprepared for a crisis [02:00]
2. How Andrew helps companies prepare [03:10]
3. Ego, results, and relationships in business [05:15]
4. Maximizing cash flow [06:39]
5. Good frameworks for scenario planning [08:18]
6. Opportunities during the crisis [10:29]
7. How employees should be treated during a crisis [13:50]
8. Crisis as an opportunity to capture talent [15:14]
9. Preparing for meetings during times of pressure [17:05]
10. The importance of role-playing for improving impact [19:34]
11. Characteristics of high performing leaders in times of crisis [22:57]
12. How middle managers can rise up [25:04]
13. Getting ready for the next crisis [29:42]
14. Self-awareness and making a business independent [31:55]

About Our Guest:

Andrew Neitlich is the Director of the Center for Executive Coaching. He is the author of the new book, Coach!, which talks about creating a culture of coaching in your organization.

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Resource Links:

• A free copy of my Kick-Ass Meeting Report (https://www.ericanderton.com/kickassmeetings)
• 90 High-Performance Dashboard (https://www.ericanderton.com/90day)
• "Kick-Ass Meetings" e-book (https://www.ericanderton.com/kam)
• More on the E.A.R. leadership framework, watch this video: Grab Your E.A.R.! How to Master Leadership Communication (https://youtu.be/SmThNUWzo8A)

Books:

• Man's Search for Meaning, Viktor Frankl
• Mindset: The New Psychology of Success, Carol Dweck

True leaders rise up in challenging times. It's quite easy to feel anxious and helpless, especially as the world is facing an uncertain future. But turbulent times present opportunities that construction leaders should seize.

It's difficult when you realize you have little control over the things happening and the impact of the coronavirus on the world. But there are still things you have control over, and those are the very things you should focus on now.

In today's episode, you're going to hear a recording of a recent webinar I hosted on three ways construction leaders can stay calm and seize opportunities in turbulent times.

If you're ready to take on the challenge we're facing right now, tune in to this episode.

What's Discussed In This Episode:

1. What is the purpose of these challenges? [06:04]
2. What are things you have no control, some control, and total control? [09:01]
3. Leadership lessons in the past and applying them now [11:13]
4. Adopting a growth mindset and not a fixed mindset [13:37]
5. Staying calm in the midst of a storm [17:15]
6. Tips for controlling your emotions [19:41]
7. The edge that makes a difference [22:51]
8. My 90 day leadership dashboard [25:39]
9. Cultivating and projecting optimism [28:44]
10. The EAR (Encouragement, Accountability, Recognition) framework [32:08]
11. Problem solving, building plans, and seizing opportunities [34:58]
12. The meeting process to use during challenging times [35:42]
13. Building an action plan [42:20]

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Resource Links:

• A free copy of my Kick-Ass Meeting Report (https://www.ericanderton.com/kickassmeetings)
• Original Joe's Italian Restaurant Website (https://www.sanjoseoriginaljoes.com/)

Being in the construction business often involves working in the field for long hours. However, if you want to grow your business, there are many areas you need to work on that doesn't involve building projects.

Scaling up a construction business is a process that takes time and a commitment to grow not just in terms of sales, but also relationships.

In today's episode, we chat with Shone Freeman, who shares with us the sacrifices he has made to grow his custom framing business and the shift in his mindset from building projects to building people.

If you're a company planning on taking your business to a larger scale, tune in to this episode now.

What's Discussed In This Episode:

1. What sets them apart? [02:22]
2. What led Shone to choose to do custom homes? [03:11]
3. Sacrifices and scaling up the business [04:14]
4. Continuous development and learning [08:28]
5. Managing relationships with general contractors and homeowners [10:13]
6. The challenge in communication [12:09]
7. The impact of a great mentor [13:13]
8. The struggles of running a business [14:34]
9. Structuring days to maximize leadership impact [16:33]
10. Finding a sense of accomplishment in building people [18:36]
11. Tips for growing your company [23:03]

About Our Guest:

Shone Freeman is the President of S.R. Freeman, a residential custom framing company out of the Bay Area. Being in business for the past 30 years, they have over 200 employees and make tens of millions of dollars in revenue annually.

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

We're facing a unique circumstance this year as the coronavirus (COVID-19) crisis has led to more people working from home and the shut down of school districts in the middle of the school year. For most parents, this means they're attempting to get their kids to do their schoolwork at home.

This can be deeply challenging, so we will step away a bit from the general focus of our podcast and tackle a topic that I have some extensive background in.

In today's episode, I'm going to give you some tips for homeschooling your kids to keep them productive as much as possible. My wife and I have been homeschooling our kids since 2009. While we're not perfect, we have some experience to share that you might find helpful.

If you're looking for that 1% of inspiration to help you during this trying time, then this episode is right for you.

What's Discussed in This Episode:

1. Space: Giving each kid their own space for studying [03:00]
2. Schedule: Having a regular schedule [04:12]
3. Sports: Set plenty of time for physical activities or exercise [04:51]
4. Sweats: Dress them in clothes that set their mindset for studying [05:43]
5. Screens: Limit their screen time or time playing video games [06:30]
6. Sweep: Give them extra chores [07:41]
7. Spats: Be slow to anger when your kids fight [08:25]
8. Sleep: Give them as much opportunity to sleep as possible [9:38]
9. Spouse: Be on the same page as your spouse [10:26]

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Some employees don't have the guts to talk to their superiors about sensitive things that may or may not make a difference. On the other hand, some leaders make it impossible for employees to reach out by making themselves unapproachable—though at most times, unintended.

It's imperative to understand that teamwork is all about communication. When communication stops, everything falls apart. Being someone of power in your business, you need to make sure that communication is flawless.

In today's episode, I will discuss with you the dangers of speaking truth to power, benefits of speaking truth to power, and how senior leaders can encourage speaking truth to power.

If your aim is to lead your team into a higher level of communication, then this episode is for you.

What's Discussed In This Episode:

• Dangers of speaking truth to power [06:07]
• • What will they think of me? [07:14]
  • How to handle this kind of fear [07:54]
• Benefits of speaking truth to power [11:11]
• • Living with a good conscience? [11:31]
  • Will I be appreciated? [12:17]
• How senior leaders can encourage speaking truth to power [13:44]
• • You like to be right. [15:20]
  • How do you come across to others? [16:40]
  • Am I worthy of speaking truth to power? [19:13]
• How to speak up the chains of command [25:22]
• Do your best to adapt [25:22]

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Have you ever thought of transitioning your business over to new management in a way that you still have enough control to make a difference, but do less of the tasks that you do as an owner?

An effective succession plan can be tricky. Thinking of how much blood, sweat and tears you've shed for your business to grow and to just hand it over to someone else is a tough decision to make. Knowing how to put a solid succession plan in place before you begin is crucial.

In today's episode, Walt Stahl shares with us his thoughts, wins and struggles as he transitions his business to his A-Team, even gifting portions of the business to them. If you are thinking of creating a succession plan, then this episode is for you.

What's Discussed In This Episode:

• How is Walt's company currently structured? [05:16]
• What action is Walt taking for the transition of his company?
• What is the underlying foundation of the value of his company? [08:19]
• How do you transition the company internally to your team? [09:55]
• Why is Walt gifting parts of his business? [12:10]
• What are the conflicts Walt has experienced with regards to gifting parts of his business? [12:54]
• What are the biggest challenges that Walt has encountered so far with this transition process? [16:23]
• How did Walt talk about the difference in ownership proportion with his team? [17:40]
• What is the first thing Walt had to do as he was putting this succession plan in place? [20:05]
• How did Walt decide who the next leader is? [21:47]
• Were assessments done to choose the next leader? [24:15]
• When do you go from observation to intervention mode? [25:50]
• When did he reach the point when he decided that it's time to transition the company to another leader? [27:23]
• How did he work on struggling to let go of his business? [30:34]
• What is that one thing that Walt is focused on to make the process as healthy as possible? [34:51]
• What is he doing to ensure that the transition will go as planned? [35:48]
• Should you be thinking of your succession plan today? [39:08]

About our Guest:

Walt Stahl is an experienced President with a demonstrated history of working in the management consulting industry. Skilled in Land Development, Plumbing, Value Engineering, Cost Management, and Contractors. A strong business development professional with an MPA focused in Public Administration from USC.

The Stahl Companies has been a leading force in healthcare construction management for two decades, thanks to the guidance of its founder Walt Stahl. As the Chief Compliance Officer for OSHPD, Walt Stahl provided a critical link between the healthcare industry and government regulators. When Walt Stahl left OSHPD, he wanted to put the insider knowledge he had gained to good use and founded The Stahl Companies to help the industry he had faithfully served for 15 years.

When he is not at work Walt Stahl enjoys spending time with his family. He also loves riding his Harley-Davidson Road King Classic in the state of Montana, indulging himself with what nature has to offer.

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

What would you say if I told you there are people working in your business who don't fully understand their role and responsibilities?

We know that on a construction site, if a building doesn't have the right foundation, the entire project will fall apart. The same is true in business, if the foundation isn't right and people don't understand their role in the company, trouble won't be far away...

In today's episode, I will discuss with you the five distinct groups within a business who are responsible for business development and sales.

I will also provide some steps on how they can work together and improve their performance. If your aim is to lead your team to the next level of business development and sales, then this episode is for you.

What's Discussed In This Episode:

• Who are the 'Enthusiasts'? [02:05]
• How can you utilize the skills of the enthusiastic business development people? [18:32]
• Who are the 'Number Crunchers'? [06:36]
• How do you get your estimators out from their desks to sell their estimate to potential clients? [19:08]
• Who are the 'Change Agents'? [08:37]
• Why are project managers responsible for business development and sales? [19:28]
• Who are the 'Front Liners'? [13:37]
• Why should your superintendents, foreman, operators, and the entire field crew exhibit awesome customer service skills? [19:50]
• Who are the 'Heavy Hitters'? [16:02]
• How to use your Senior Executive Team in business and development [20:23]

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!

Rainmaker! Business Development Strategies from a Construction CEO

In the construction business, people often think that cranking numbers, building projects, or estimating are the only things that matter. However, it is also important to build relationships with your clients. It is often overlooked by many, but its impact can take your business to another level. Some people are born with great salesmanship and are comfortable talking with others, but some aren't. It doesn't mean, however, that you can't learn!

In today's episode, Roger Leasure joins us to tell stories on how building relationships with his clients and other colleagues helped his career and business. He will also discuss how listening to other people's interests and changing your paradigm can take your business to a new height. Roger also advises companies that solely focus on crunching numbers while neglecting to create valuable relationships with their clients.

Roger has a lot of exciting things to share with us, and you'll surely learn a lot. Check out the highlights and make sure you tune in to the show!

About Our Guest:

Roger Leasure is the president of Northern California Tiles & Stone. In his early 20s, he started in the tile and real estate business. He ended up running one of the most extensive tiles and stone companies, owning over 200 housing units and several commercial buildings when the recession hit in late 2008. Roger triumphed over debts and now installs over a million in tile and stone monthly. He also owns Capitol City Stucco.

How to Build Relationships With Your Clients in Construction Business Development Take Interest In Other People

• A personal encounter with a project manager allowed Roger to work his way in the construction business. He turned a $15 investment into a $12.8 million construction project.
• Both of them were interested in running, and on Christmas, Roger gave him the book "Once A Runner" as a gift. Compared to other presents, his gift was more personal, building a relationship between them.
• Always keep your ears open when you're doing business. Be interested in the people you meet, and take notes all the time.
• The client will then feel that you are paying attention. For example, you may ask them about their children or their interests.

Change Your Paradigm

• Get out of your head and put yourself in the shoes of other people to understand their perspectives, interests, or situations.
• When you take an interest in other people, you establish a level of trust and relationship with them.
• People struggle with building a personal relationship in business because people are always thinking about their tasks and workload.

How to Get This Business Development Mindset

• To help people get to this business development mindset, Roger's organization implemented a core client list. They also have annual strategic planning.
• A core client list sorts out clients that are safe, organized, fair, and have their act together.
• They developed a business development strategy where project managers and estimators have to report to the general manager weekly.
• They also invested in spending time with clients by watching games together. The estimators are required to go out. In this way, they will start to get to know and understand each other.
• Work with people who are not just takers. It's essential to have a symbiotic relationship with your clients.

Advantage of Building Long-Term Relationships With Clients

• No matter where they go, you know the clients on a personal basis. You will know and be able to talk with them should there be changes in the business.
• To promote communication, Roger also helps his colleagues who are technically strong but struggling with relationships. He encourages them by attending games, planning, and setting up a meet and greet in the office.

Shifting to Being a Contractor to a Salesman

• Sell every day.
• Hire people to do the things you don't want to do, and focus on spending time with clients.
• Potential clients might still reject you, and it's okay because rejection is part of the process.
• Train your estimators.
• Construction business is not just about cranking numbers. You have to understand the act of persistence and following up pleasantly.
• Put the clients' interest in the center of your perspective.

On Networking

• Figure out where your clients are. Don't waste your time hanging out in networking groups where you do not have clients.
• Make sure you understand where they are and then spend time in those places.
• Go to conferences and the target environment of your business.

Advice on Being Successful In Business Development And Sales

• The person in charge needs to free up their time so that they can focus on business development and sales.
• Make sure to have written goals and team written goals. You also need a measurable metric system.
• Target the right clients, analyze your data, and make time for strategic planning.

Check out Northern California Tiles & Stone's website.

Connect with me on LinkedIn. For more podcast episodes, visit my website, and you can also check out Construction Genius Podcast on LinkedIn. Tune in to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Liverpool Lessons:

Four Traits of Every Winning Team

Right now, Liverpool Football Club is in the midst of a historic run in terms of wins and losses. What has enabled the team to perform at such a high level? Is it money? Facilities? Talent? Many other teams have that, so I believe there's another critical factor at work: culture. And this culture starts with the manager, Jurgen Klopp, trickling down to the rest of the organization.

Just like soccer, construction is also a team sport. In today's episode of Construction Genius, I share my knowledge and insights on how to build and be part of a winning team. Leaders need to ingrain in each member the same winning culture despite their differences. I will also be talking about my experiences and discoveries in working with a diverse set of people using four remarkable characteristics of the Liverpool soccer team.

If you want to build a positive, team-oriented culture, make sure to listen to the whole episode for a more detailed discussion!

How to Lead and Work in an Effective Team

Liverpool's Culture: A Must in a Construction Company

• The Liverpool team's healthy culture largely contributes to their success.
• Their culture is characterized by these four traits:
• • hunger,
  • hard work,
  • humility,
  • and happiness.
• These four are common to most great teams, and you can apply and promote them in your construction company.

What Is Hunger?

• Hunger is a desire or a lack.
• Liverpool is hungry because they haven't won in a long time.
• When you haven't had something in a while, it creates a desire in you to fulfill.
• Hunger is highly motivational.
• Ask yourself, "What is the hunger that drives you, your team, and your company?"
• It focuses your effort and energy, as well as pushes you to be resourceful and creative.

Expressing Hunger

• Hunger is expressed through dedication. It pushes you to dedicate your efforts to satiate what you feel.
• Hunger is also expressed through having initiative. It means you move forward and persist until the hunger is met.
• Hunger results in ingenuity.
• The best companies, just like sports teams, are hungry for wins and have a sense of camaraderie.
• Cultivate in yourself and in your people the hunger to excel and be best at what you do.

Making Hard Work Come to Life

• While hunger is universal, hard work is not.
• "No matter how much you want, laziness won't help a bit, but hard work will reward you with more than enough." Proverbs 13:4. I recommend reading a chapter of Proverbs of the Old Testament for a month.
• Work harder and smarter. Focus on intelligent, hard work.
• The people you lead are always looking at you. Be responsible for manifesting the traits you want your subordinates to have.

Hard Work of a Construction Professional

• Work hard on being technically competent with bidding, planning, and building.
• Do the hard work of looking at the project from your customer's perspective. Put yourself in their shoes and determine what they are looking to get out of the project.
• Do the hard work of looking at the project from your company's perspective.
• Not all projects have the same allotted attention and resources. Determine where the project sits in relationship with the other projects.
• Understanding this can help you be content and focused on its execution.
• A leader should go through the hard work of communication. Effective communication leads to a productive work process.
• Likewise, competence is just as crucial for a leader.
• In construction, we tend to spend a lot of time putting out fires instead of preventing them in the first place. It is a result of a lack of competence or attention.
• Being proactive reduces stress.

Importance of Humility

• Humility is an appropriate view of yourself.
• The best athletes have confidence that may be interpreted as arrogance. However, you know they are always working on their craft.
• The best construction executives always leave room for improvement and think of ways to learn.
• Experiencing life's ups should not be a reason for entitlement. Humility is vital in dealing with adversities. It is what's going to keep you moving forward when life gets too discouraging.
• Humble people have a steady, even keel about them in their lives.

Expressing Humility

• Show up every day and put in the work.
• It also equates to committing to supporting other people.
• Humility is a real lack of selfishness. Don't make everything about yourself.
• Be interested in winning.
• Admit your mistakes quickly.
• Take responsibility and spread the credit. As a leader, you don't hoard all the praise for yourself.

How Does Unhappiness Manifest?

• Unhappiness manifests in constant complaints, grumbling, and self-pity.
• One of the reasons why people aren't happy is they aren't good at anything.
• We spend a lot of time watching other people be excellent, but we don't take the time to cultivate excellence within ourselves.
• As a result, we struggle, and this causes unhappiness.
• Another reason why people are unhappy is they continue to do the wrong things.
• Moreover, unhappy people don't put enough energy and effort into maintaining good relationships with people who matter.

Cultivating Happiness

• Get small wins under your belt.
• Consistently commit to regular, effective communication.
• Embrace and pay attention to the construction process.
• A week doesn't sum up the success of a project. You can make incremental steps to achieve your goals.
• If you combine hard work, hunger, and humility, you are well on your way to happiness and building happy teams.
• Teams cultivate hunger, humility, and hard work to win, which in turn creates happiness.

Your Next Steps

• Consider the atmosphere of the teams in your organization.
• Set goals that may stretch your team but are still attainable.
• Work hard and be an example of pursuing the goals diligently.
• Hold each other accountable.
• Do not make assumptions and find out the truth.
• Communicate up and down the chain of command.
• Make sure you're blocking out time for high leverage tasks from which you may easily get distracted.
• Be humble and admit your mistakes quickly. The earlier you do it, the faster you can move on.
• Always ask yourself how you can improve.
• Recognize your people's achievements and spread credit.
• To be happy, stop doing the things you shouldn't be doing. Instead, do what you should be doing.
• Don't complain if things are not perfect. Communicate with your team and be content with incremental progress when things don't go as planned.

Connect with me on LinkedIn. For more podcast episodes, visit my website, and you can also check out Construction Genius Podcast on LinkedIn. Tune in to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for listening!