What happens when your customers, coworkers, and daily emergencies start controlling your calendar instead of you?

In LBM sales, your calendar can fill up fast with builder emergencies, material requests, customer calls, internal responsibilities, and unexpected problems in the field. When every request feels urgent, the work that drives sales can get pushed aside. In this episode, Bradley Hartmann sits down with Carter Lumber Market Sales Manager Dan Efenecy to explore how preparation, clear priorities, and stronger boundaries can help you stay responsive to customers while protecting time for your most important work.

In this episode you’ll learn

• How to identify the most important work each day instead of trying, and failing, to get everything done.
• How asking “When do you need it and why?” can separate genuine customer emergencies from manufactured urgency.
• How to protect your selling time, prioritize customers, and have better conversations when your workload exceeds your available bandwidth.

Play the episode to learn how to take control of your calendar, focus on the work that drives results, and stop letting other people’s priorities run your day.

Listen to more conversation with Dan on Episode 285 of The Construction Leadership Podcast.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.