Stefanie Couch talks with Jim Wilcox of Wilcox Associates about transforming sales approaches in the building industry through understanding customer value and following proven methodologies.

• Price only matters in the absence of value – salespeople don't bring value, they must align with what customers truly value
• Most salespeople qualify leads based on gut feeling rather than understanding problems, issues, and decision-making processes
• Professional sort, amateur sell – successful salespeople filter for the right opportunities rather than pursuing every lead
• A players need coaching not time management, while C players need help with fundamentals
• Using the CARE framework (Clients to Keep, Attain, Recapture, and Expand) creates a strategic approach to relationship management
• Data collection through CRMs enables better business decisions and helps identify which customer types actually drive profitability
• Having a structured sales process to follow is critical for moving from average to elite performance

Connect with Jim Wilcox on LinkedIn or email him at jimwilcox@sandler.com to learn more.

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What happens when artificial intelligence meets old-school relationship building in the construction and building materials industry? The answer might surprise you.

In this illuminating conversation, Stefanie Couch talks with Syndi Sim, Director of Sales and Business Development at Q-Railing, about creating competitive advantages in a rapidly changing marketplace. Together they unpack the paradox facing today's sales professionals: as technology levels certain playing fields, your personal brand and relationship-building skills become more valuable than ever.

Syndi shares her powerful "seven touches of sales" approach that has helped her build lasting client relationships in the glass industry. You'll discover why 80% of sales require at least six follow-up touch points, yet 92% of salespeople quit before reaching that threshold—creating an enormous opportunity for persistent professionals who master the art of consistent follow-up.

The conversation takes a fascinating turn when examining how a "cradle-to-grave" turnkey solution approach transforms commodity products into value propositions customers willingly pay premium prices for. Learn how removing friction points for your customers creates loyalty that transcends price sensitivity, especially in specialized segments like glass railing systems.

For those wondering about AI's role in this human-centered industry, both experts offer practical insights on leveraging technology for follow-up automation while preserving the irreplaceable human connections that drive major deals. Their refreshing take treats AI not as a threat but as a powerful companion that handles routine tasks while allowing salespeople to focus on high-value face-to-face interactions.

Don't miss Syndi's compelling insights on LinkedIn as an underutilized sales tool, why personal branding matters more than ever in the building industry, and the mindset shifts that separate top performers from everyone else. This conversation combines actionable strategies with profound wisdom about what truly matters in business development today.

Ready to transform your sales approach? This episode delivers the blueprint.

Syndi Sim:
LinkedIn: Syndi Sim
Website: www.syndisim.com

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Gina Schaefer shares her journey from building a multi-million dollar hardware store chain to becoming a professional speaker, offering insights on overcoming self-doubt and breaking barriers in male-dominated industries.

• No one thought Gina would succeed as a woman in the hardware industry, which created initial self-doubt that she had to overcome
• Branding is more than logos and colors, it's about what people think about you when you're not in the room
• Business development requires systematization, including targeting specific audiences rather than trying to appeal to everyone
• Successful entrepreneurs must be prepared to fail, look stupid, and make wrong choices as part of their growth process
• Understanding your value and charging appropriately is crucial, especially for women in business
• Recognizing and naming your fears (Gina named the chip on her shoulder "June") can help you manage them
• Play the long game, know what you want, create a strategy, be open to pivoting, and stay both hungry and self-aware
• It's essential to balance confidence with constructive self-criticism to grow professionally

To find out more about how Grit Blueprint can help you grow your business, check us out at our website, gritblueprint.com.

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Eric Reidinger shares how Elevation Building Company creates distinctive luxury homes in Atlanta's North Metro area through their unique process-driven approach and design partnerships. Their custom home building strategy focuses on smaller, cohesive communities with meticulous attention to detail that sets their properties apart from production builders.

• Started building in 2006 and founded Elevation Building Company in 2017 with business partner Justin Mims
• Specializes in purchasing land and developing smaller communities (7-24 lots) to avoid competing with larger builders
• Implements a comprehensive pre-construction process where all design decisions are made before building begins
• Works with Heart Lock design to create cohesive community aesthetics while giving each home unique character
• Completes 5,000 square foot luxury homes in approximately eight months due to efficient processes
• Partners with Magbee Contractors Supply for custom doors, windows, and millwork that create distinctive first impressions
• Offers three product lines: Reserve Series (~$250/sq ft), Legacy Series (~$350/sq ft), and Icon Series (~$500/sq ft)
• Creates lasting relationships with clients through the 3-year journey from pre-construction through warranty
• Recommends homeowners find a builder before purchasing land or hiring an architect to avoid budget surprises
• Current projects include Mason in Roswell with English arts and crafts homes and Provisions in Canton featuring modern farmhouses

Visit elevationbuildingco.com or find them on Instagram at elevation_building_co to learn more about their custom homes in the Alpharetta and Roswell areas.

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LinkedIn represents one of the most efficient strategies for B2B companies to build visibility, attract talent, and drive business growth through executive personal branding. Melanie Borden, founder of The Borden Group and LinkedIn expert with 180,000+ followers, shares her journey from corporate executive to entrepreneur using the platform.

• LinkedIn creates a wave of visibility when multiple team members post, creating the impression your company is "everywhere"
• People follow people, not companies—executive visibility humanizes your organization and makes it relatable
• Real ROI comes through client acquisition, speaking engagements, industry recognition, and talent recruitment
• Content strategy should balance promotional content, educational content, and personal insights
• Consistency matters more than frequency—commit to what you can sustain for at least six months
• Your LinkedIn profile works as a marketing funnel with multiple conversion opportunities
• Even non-posters can leverage LinkedIn through direct messaging and strategic networking
• The platform is particularly valuable for industries struggling with talent acquisition like construction

What's the worst that could happen if you try it and it doesn't work? But what if it does work and transforms your business?

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🚀 What Is Grit Blueprint?
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Kim Peffley, Regional Vice President at Nation's Best, shares her journey from working at her family's True Value store to preserving business legacies across the hardware industry. Her story showcases how the building and construction industry offers incredible opportunities for making meaningful community impact while building successful careers.

• Began working at age 15 in her family's True Value hardware store in Granger, Indiana
• Managed multiple Ace Hardware locations before transitioning to consulting with NHPA
• Now oversees 14 locations across the Midwest as Regional VP at Nation's Best
• Nation's Best focuses on preserving legacy businesses while providing corporate support
• Currently has 64 stores in 18 states since launching in 2019
• Emphasizes the importance of mentorship for developing future industry leaders
• Believes in creating pathways specifically for women in the hardware industry
• Values the support of her husband in enabling her career success
• Encourages stepping into uncomfortable situations for professional growth
• Maintains work-life balance by enjoying lake life and unplugging when home

If you're interested in making an impact in your community or reshaping it through entrepreneurship, the building industry offers incredible opportunities to design the career and life you want.

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🚀 What Is Grit Blueprint?
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Chris Miller of Nation's Best shares how the company has grown from zero to 64 stores across 18 states by immediately investing in store renovations that transform mom-and-pop hardware stores into professional retail environments. Their strategy centers on honoring retail legacies while modernizing operations through strategic investments, technology integration, and talent development.

• Started Nation's Best in 2019 to solve succession planning challenges for hardware retailers
• Grown to 64 locations across 18 states with more acquisitions planned
• Invests heavily in store renovations to create professional shopping environments that attract high-end customers
• Previous owners typically stay with the business post-acquisition to maintain community relationships
• Focuses on attracting younger talent through career pathing, training platforms, and technology integration
• Implementing AI for targeted marketing, electronic pricing, and blueprint takeoffs
• Acquisition sweet spot is hardware stores doing $3M in sales and lumberyards/home centers doing $10-20M
• Created unique customer experiences like the "new customer goodie bag" at Halls Hardware

Our growth is boundless because there will always be thousands of locations facing succession challenges, and we can continue honoring these legacies for a long, long time.

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🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

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Erin Moore shares why being small and nimble in the lumber industry is a competitive advantage in today's market. We explore how independent lumberyards can thrive amid industry consolidation by leveraging their deep community relationships and service-oriented approach.

• Third-generation owner of Moore Lumber and Hardware, operating 7 locations with 150 employees in Colorado
• Largest independent lumber company in Colorado, serving communities for 77 years
• Left the family business to work for larger corporations before returning with valuable perspectives on organizational management
• Learning that sometimes being "directionally right" is more important than having absolute data
• Community relationships and legacy remain central to the independent lumberyard business model
• Name recognition and reputation accountability create trust that large corporations struggle to match
• Industry consolidation continues but creates opportunities for independents with strong service models
• Finding and training the next generation of talent is the biggest challenge facing the industry
• Exploring AI solutions that can enhance operations without replacing the human element
• Future focus includes expanding into markets where competitors have been acquired by larger corporations

🎥 Watch the Video Version of This Episode
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🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

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Learn how we can help your business thrive:
Schedule a Call