That's What She Shed

What truly separates exceptional salespeople from the rest? According to Tony Parker, it boils down to one fundamental principle: you have to genuinely believe in what you're selling. This eye-opening conversation explores how authentic value creation forms the foundation of successful sales relationships.

Tony shares his journey from knocking on doors selling insulation to managing pole barn construction, revealing how focusing on customer needs rather than sales tactics creates natural, pressure-free transactions. "It's not necessarily me talking them into it, but portraying the value of it and how it can be useful to them," he explains, highlighting how pole barns practically sell themselves by offering tangible benefits—protecting valuables, increasing property values, and providing decades of service.

The discussion dives deep into customer service philosophy, with Tony's memorable insight: "We don't just want you to love your building on your first day or your first week, we want you to love it forever." This long-term commitment manifests in how he handles building repairs, insurance claims, and customer concerns years after installation, creating loyal customers who become natural advocates.

Perhaps most fascinating is Tony's approach to customer conversations. Rather than dominating with rehearsed pitches, he emphasizes listening: "You want them to talk to you and you want to relate with them and understand what they need." This patient, attentive approach builds trust and ensures recommendations truly align with customer requirements.

Whether you're in sales, customer service, or leadership, this conversation offers valuable insights on building authentic relationships founded on genuine value. Listen now to discover how believing in your product transforms not just your sales approach, but your entire relationship with customers and your work itself.

What makes a great real estate agent? According to Nick Kelling, it's not about selling dream properties or chasing luxury listings—it's about truly understanding what each client needs.

Nick's journey from Marine Corps service to real estate contains valuable lessons for anyone navigating today's housing market. After cutting his teeth in the challenging world of special finance auto sales, Nick developed a remarkable ability to uncover clients' true needs beneath surface-level requests. "People don't tell you what their actual needs are," he explains, describing how this insight helps him serve clients more effectively than agents who take everything at face value.

The military instilled in Nick a resilience that transforms his approach to challenges. "Put your big boy pants on, stop complaining, do what you need to do," he shares, applying this no-nonsense mindset to real estate transactions. This perspective pairs perfectly with his client-centered philosophy: "My dream house is my client's house that they want to buy." Rather than steering clients toward properties that maximize commission, Nick focuses on matching homes to specific needs and situations.

Nick's perspective on process sets him apart in an industry where shortcuts are common. He uses a compelling hunting analogy that perfectly captures why preparation matters: trying to buy a house without getting pre-approved first is like "finding the perfect deer and then getting your hunting license"—by the time you're ready, the opportunity is gone. This practical wisdom explains why working with an agent who insists on proper preparation makes all the difference between securing your dream home and watching it sell to someone else.

Looking for a real estate professional who will put your needs first? Contact Nick on Instagram at nicholas_kelling_realtor to discuss your situation, even if you're months or years away from making a move. Whether you're a first-time buyer, facing financial challenges, or simply want an agent who listens, Nick's layered experience makes him uniquely qualified to guide you through one of life's most significant investments.

0:00 Nick's Real Estate Journey

3:09 Starting Fresh in Minnesota

5:04 Learning From Used Car Sales

9:17 Client Communication and Problem Solving

19:21 Marine Corps Experience and Life Lessons

28:01 Teamwork vs Discipline

34:26 Client-Centered Real Estate Approach

39:48 Future Goals and Career Vision

48:44 Tips for Finding the Right Realtor

Dick Bjork never planned to become a craftsman. After graduating with a sociology degree in 1985 amid a brutal job market, he found himself stuck behind a desk at a temp agency. When opportunity knocked in the form of an office remodeling project, Dick took a chance that would completely redirect his life's trajectory.

What follows is a fascinating story of learning-by-doing as Dick evolved from a novice carpenter into the co-owner of a successful custom cabinetry business. With refreshing candor, he shares the challenges of entrepreneurship, admitting that being skilled at woodworking didn't automatically translate to business acumen. "I think a lot of people have an idea and something that they enjoy, but it takes so much more to be in business and be profitable," he reflects, offering valuable perspective for anyone considering turning their craft into a career.

Now bringing his expertise to Sherman, Dick serves as something of an in-house inventor, handling special projects and implementing innovative ideas. When asked what tool best represents him, he thoughtfully chooses a level – representing his measured, middle-road approach that has proven effective throughout his career. This same level-headed persistence shines through in his other passion: ultramarathon running. Beginning in his 40s, Dick progressed from 50K races to completing multiple 100-mile ultramarathons, demonstrating that limitations often exist primarily in our minds. "Your body is capable of an incredible amount," he observes. "It's just a matter of convincing yourself that you can do it mentally."

Listen to discover how unexpected paths can lead to fulfilling work, the importance of balance in both craftsmanship and life, and why sometimes the steady middle road leads to extraordinary destinations. Whether you're considering a career change, starting a business, or pushing your personal limits, Dick's journey offers valuable insights and inspiration.

0:00 From College to Cabinetry

3:43 Running a Custom Cabinet Business

6:47 Special Projects at Sherman

10:02 The Passion for Ultra Running

14:35 Would You Rather and Final Thoughts

Brent Thompson walked away from 30 years in pharmacy, including serving as president of the Minnesota Pharmacists Association, to take over Minpack, his father's manufacturing business in Pine City. Miranda Sundsvold recently left nursing after experiencing firsthand how the healthcare system prioritizes checkboxes over patient care. Together, they share candid insights about career transitions, burnout, and finding new purpose.

Their stories reveal the hidden toll of the pandemic on healthcare workers. "We all expanded our roles during the pandemic... but never got any additional resources or time," Brent explains. For Miranda, the extent of her burnout only became clear after leaving: "My husband's like, 'oh, you're so much happier now.' And I'm like, 'I want to go play with the kids more.'" This raw honesty about professional burnout offers valuable perspective for anyone questioning their career path.

At Minpack, they've created what they call a "small town worldwide" operation—manufacturing specialized products shipped globally while maintaining deep community roots. Their leadership philosophy centers on listening rather than commanding. As Brent puts it, "If I ever write a leadership book, it's going to be titled 'Listen.' It's that simple." Miranda adds that effective leaders create space for others to speak, noting how Brent "will sit almost a very long pause to let you talk."

Whether you're facing career burnout, considering a major change, or simply interested in effective leadership approaches, this conversation offers genuine insights from two professionals who've successfully navigated the challenging journey from healthcare to entrepreneurship. Their experience proves that sometimes the most fulfilling path forward means being brave enough to change direction.

0:00 Introduction to Brent and Miranda

6:01 Understanding Minpack's Operations

16:01 Community Leadership and Involvement

24:56 Leaving Healthcare: Burnout and Changes

38:35 Leadership Approaches and Listening

48:47 Fair Board Insights and Final Thoughts

Remember that time your toilet broke and you had no idea how to fix it? Seth Sanftner, insurance agent at Capstone Insurance, opens our conversation with a surprising revelation about how AI transformed his DIY plumbing experience. With just a photo of his broken toilet, AI diagnosed the problem and guided him step-by-step through the repair process. This fascinating glimpse into practical AI applications sets the stage for a wide-ranging discussion about technology's impact on everyday life and the insurance industry.

Seth's career journey from tree trimming to insurance wasn't planned but emerged from a genuine curiosity about risk and protection. After fifteen years scaling trees and managing crews, he discovered an unexpected passion while studying for his insurance license. Unlike his previous attempts at certification, insurance concepts resonated with him, igniting a desire to help clients truly understand what they're protecting and why.

The conversation takes several enlightening turns as Seth explains common insurance misconceptions, from why premiums increase after natural disasters to the difference between minimum coverage and genuine protection. His explanation of how Capstone Insurance sets higher coverage standards than state minimums offers a compelling argument for quality over mere compliance—backed by real examples of how underinsurance can lead to financial devastation.

What truly distinguishes Seth's approach is his commitment to client relationships. While many insurance customers receive unexplained renewal increases through impersonal letters, his agency proactively contacts clients before renewals, explains changes, and shops alternatives when necessary. This human-centered philosophy, combined with his candid acknowledgment that "everyone hates insurance—even me," creates an authentic connection that transcends the transactional nature of the industry.

Whether you're puzzling over your current coverage, curious about how AI is transforming service industries, or simply enjoy stories of unexpected career transitions, this conversation offers valuable insights into protecting what truly matters. Ready to know your agent's name and feel confident about your coverage? This episode might just change how you think about insurance.

0:00 AI in Everyday Life

8:20 Creative Uses of AI Technology

16:43 Transitioning to Insurance Career

32:19 Building Customer Relationships

48:15 Understanding Premium Increases

1:05:34 Leadership Development Journey

1:18:56 Final Thoughts on Protecting What Matters

When you work alongside family, the lines between personal and professional relationships blur in fascinating ways. In this heartfelt conversation with Landon, we explore the unique dynamic of working with family after returning from college with a health education major and welding minor.

Landon takes us behind the scenes of lumber yard operations, sharing unexpected moments like discovering four kittens among the wood (all of which found loving homes). With refreshing candor, he reveals his unusual phobias of birds and squirrels, including a childhood encounter with sandhill cranes that left such an impression he skipped school to avoid them.

The conversation shifts to deeper territory as Landon reflects on the invaluable lesson his father taught him: "watch your own bobber." This simple philosophy of focusing on your own responsibilities rather than worrying about others has profoundly shaped his approach to work and life. We witness the unique bond formed when father and son share not just a family connection but professional experiences that others can't fully understand.

Most compelling is Landon's reflection on leadership and human potential. While discussing whether he or gravity is more powerful, he arrives at a profound realization: "Gravity holds everybody down, but gravity isn't conscious like you are. You have the power to lift people up." It's this kind of unexpected wisdom that emerges when we create space for authentic conversations about work, family, and the meaningful intersections between them.

Listen in and discover how the seemingly ordinary setting of a lumber yard becomes the backdrop for exploring relationships, personal growth, and the conscious choice to elevate others rather than pull them down.

0:00 Trees and Pole Barns

0:36 College and Working in the Yard

1:37 Finding Kittens and Office Pets

4:04 Bird and Squirrel Phobias

6:48 Yard Work and Teamwork

9:39 Technology and Forklifts

14:48 Working with Dad

19:58 Five-Year-Old Landon's Beach Incident

22:11 Spirit Animals and Favorite Things

27:39 Gravity vs. Personal Power

30:01 Final Thoughts and Sherman Tree Pardon

The construction industry demands a special kind of leadership—one that can weather uncertain timelines, juggle countless responsibilities, and maintain a steady hand when everything seems to be happening at once. Brandon, project manager at Sherman Builders, embodies this resilience as he navigates the complexities of construction management in Minnesota's challenging climate.

From uncertain beginnings where he left an established career to join Sherman without a clearly defined role, Brandon's story is one of adaptability and growth. Now managing an entire housing division, he offers rare transparency into the day-to-day realities of keeping multiple construction projects moving forward simultaneously. "It feels like a vortex," he explains, describing how a single crew call can cascade into hours of problem-solving across multiple projects. In the midst of Minnesota's precious and short building season, every working day counts.

Brandon shares his philosophy of "not renting space in his head" for unimportant matters—a mental discipline that allows him to maintain focus amid chaos. This approach extends to his leadership style, where mutual respect forms the foundation of his relationships with crews and subcontractors. "I want them to respect me, and I'll certainly respect you," he explains, prioritizing this quality above being liked or merely trusted.

What stands out most is Brandon's pursuit of the elusive "perfect build"—a project free from callbacks, mistakes, or communication issues. While acknowledging the rarity of such an achievement, this north star guides his daily decisions and pushes him toward excellence. Beyond professional aspirations, he shares a compelling personal dream to someday navigate the entire Mississippi River by boat, revealing the adventurous spirit that balances his methodical approach to work.

Whether you're managing construction projects or leading any team through complexity, Brandon's insights offer valuable perspective on maintaining balance, setting priorities, and pursuing excellence while still dreaming of new horizons. How might his approach to "not renting space" for unimportant matters transform your own leadership journey?

0:00 Finding Place at Sherman Builders

6:00 Minnesota's Short Building Season Challenges

15:45 Managing Communication and Phone Calls

23:00 Scheduling Crews and Fill-in Work

30:10 Procrastination and Leadership Blindspots

38:30 Leadership Philosophy and Avoiding Burnout

48:15 Pursuing the Perfect Build

54:30 Future Dreams and Mississippi River Adventures

Leadership happens in the moments between TikTok videos, safety checks, and early morning preparations. Just ask Jeff, Sherman's project manager and head of safety, who works alongside his wife, son, and daughter — a family affair that can sometimes be "a little scary" when they "sneak up on you out of nowhere."

Jeff's leadership philosophy centers on being the example he wants to see. Arriving fifteen minutes early isn't just about punctuality — it's about mental preparation. A mindset that has clearly influenced his children, whose confidence stems from their father's insistence that commitment matters. "If you're going to sign up for something, you follow it through. You don't quit on your team," he shares, revealing how workplace values shape family dynamics and vice versa.

What makes Jeff's approach to safety refreshingly effective is its practicality. Having witnessed terrifying near-misses — including a piece of rebar crashing between him and another worker — he understands safety isn't about corporate checklists but about people returning home unharmed. His admiration for leaders who pause their own work to properly explain tasks reflects his belief that patience creates a learning environment where mistakes become less necessary. As Jeff puts it, "I'd rather see people do it right the first time than us have to fix it later." It's this blend of experience (including the time he nailed a tree back together after accidentally cutting it down), authenticity, and genuine care for others that embodies the leadership culture thriving at Sherman.

0:00 Working with Family at Sherman

1:42 Leadership Style and Safety Philosophy

4:22 Learning from Leaders and Training Others

7:02 Raising Confident Kids Through Sports

10:14 Job Site Stories and Safety Experiences

15:36 Final Thoughts and Would You Rather

Meet Brad Hippen, the man behind countless custom homes throughout the region and owner of 1089 LLC, Sherman's custom home division. With his iconic laugh and steady mind, Brad brings a lifetime of wisdom earned through decades in the construction trenches.

Starting in landscaping, Brad's journey took a pivotal turn when he joined Sherman just before the 2008 market crash. His resilience shines through stories of building one house per year while moonlighting in landscaping to weather economic downturns. Brad's transformation from a "one-man show" managing everything himself to leading teams reflects a profound leadership evolution – from "my way or the highway" to recognizing that growth requires trusting others.

What makes Brad's perspective so valuable is his refreshing take on success. Unlike conventional wisdom that emphasizes goal-setting and strategic planning, Brad has found his path through sheer persistence, adapting to circumstances, and focusing on daily excellence. His philosophy centers on tangible accomplishment – the satisfaction of seeing what you've built with your own hands, whether it's a custom home or a meticulously stacked woodpile.

The conversation reveals fascinating insights about perfectionism, vulnerability in leadership, and finding purpose through creation. Brad shares candid reflections about fatherhood, teaching his children work ethic through weekend wood-cutting sessions, and the balance between high expectations and encouragement. His humility comes through when discussing legacy – caring less about personal recognition and more about what his grandchildren will remember.

Whether you're in construction, leadership, or simply appreciate authentic stories of career and personal growth, Brad's journey offers valuable lessons about adapting to change while staying true to your standards. Tune in for a conversation that's as sturdy and well-crafted as the homes Brad builds.

0:00 Introduction to Brad Hippen

5:04 Starting at Sherman and Career Path

14:01 Personal Growth and Work-Life Balance

24:58 Mistakes, Integrity and Leadership Approach

40:27 Childhood Influences and Family Dynamics

54:05 Regrets, Retirement, and Final Thoughts

What makes a great leader? Is it innate talent or learned skills passed down through generations? In this heartwarming and insightful conversation with mother-daughter duo Kari and Jennae from Sherman Builders, we explore how leadership philosophies transcend family relationships and create thriving workplace environments.

Kari shares how her leadership journey began with bosses who recognized potential she couldn't yet see in herself. Rather than micromanaging, these mentors encouraged her voice and ideas, setting a foundation for her own leadership approach. Meanwhile, Jennae reveals how her mother's unwavering support empowered her to become an advocate for teammates on the hockey rink—volunteering to go first in drills to shield more vulnerable players from potential embarrassment. This protective instinct directly connects to her mother's philosophy of "having her kids' back," creating a secure foundation from which they could take risks.

The conversation takes fascinating turns through work-life balance strategies, the importance of accountability, and even a childhood letter Jennae wrote at age 11 that eerily predicted her future—complete with the Jeep she now drives and her career path. When discussing difficult leadership situations, Carrie emphasizes the power of trusting your team, particularly in crisis moments. Her belief that "people who do the work are the experts" has guided her to involve team members in critical decisions, creating buy-in and leveraging their practical experience.

Whether you're navigating family relationships, building workplace teams, or developing your own leadership style, this episode offers valuable perspectives on creating environments where people feel secure enough to take risks, make mistakes, and grow from them. As they note, "If you want to go fast, go alone. If you want to go far, go together." Subscribe now for more leadership insights that blend professional expertise with authentic human connection.

0:00 Meeting Carrie and Janae

8:52 Leadership Origins and Confidence

13:50 Work-Life Balance Strategies

23:38 Hockey Lessons and Speaking Up

32:52 Trust in Leadership

41:30 Battle Scars and Family Stories