00:30 - Bob’s Background & Motivation
“It’s every boy’s dream to play with construction trucks, but I lived it. Along the way, I’ve met fascinating people from around the world. That’s kept me engaged all these years.”

05:54 - Advice for New Contractors
“When you’re getting started, the best thing to do is be down to earth and simple. Learn what you’re doing. Learn the business side of the business.”

07:56 - Building Relationships
“If you want to be successful in business, you need to be out there with your customers.”

13:07 - Share What You Do
“What keeps an architect on top of their game is new products. So they’re always open to hearing what you do.”

21:09 - Maintaining Connections
“I reach out to people periodically even if I haven’t talked to them in a year or two years.”

24:02 - Be Bold with Cold Calls
“People don’t like rejection, but you have to get over that hurdle. What’s the worst they can tell me, ‘get out?’”

29:36 - Overcoming Fear
“When you go see someone new, don’t be afraid. Remember that you know more than they do about your product.”

30:57 - Getting Out of the Office
“We do blitzes every once in a while where I get the sales people together and we go to a part of town and we just go from building to building to building and drop off information.”

34:05 - Handling Pushback
“It wouldn’t be human nature not to ask for something better, but you have to stand your ground.”

37:09 - Build a Trusted Team
“No matter where someone is on the totem pole, respect what they do and their talents.”

43:33 - Personal Legacy
“I don’t think I’m any better than anyone else, but if people just remember that maybe I contributed to that or maybe I helped them with this, I think that’s all anybody could really
want.”

54:40 - Putting Product Down
“Year one, you need to be out there putting that stuff down. Because if you don’t start that way, learning the product, you’ll never be successful. You’ve got to know it.”