You’ve heard it a hundred times: “This is a relationship business.” But are you actually doing the work that builds real relationships—or just saying the words?

In this episode, we unpack a powerful concept from hospitality icon Danny Meyer that flips the script on what it really takes to build trust with builders.

If you’re not collecting the small, personal details—the dots floating around us all day—you’re missing the foundation of true connection. Most reps talk about relationships… but few actually behave like they're in one.

In this episode you will:

1. Discover what “collecting dots” really means—and how it sets elite LBM reps apart
2. Learn why deep knowledge of your customer matters more than quoting fast
3. Walk away with a daily habit to start building better customer experiences that compound over time

Hit play to learn how Shake Shack founder Danny Meyer honed his approach to hospitality and how it can transform your sales strategy—and help you stop saying you build relationships and actually start doing it.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com—let’s talk.

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.