Feb 25, 2020
Rainmaker! Business Development Strategies from a Construction
In the construction business, people often think that cranking
numbers, building projects, or estimating are the only things that
matter. However, it is also important to build relationships with
your clients. It is often overlooked by many, but its impact can
take your business to another level. Some people are born with
great salesmanship and are comfortable talking with others, but
some aren't. It doesn't mean, however, that you can't learn!
In today's episode, Roger Leasure joins us to tell stories on
how building relationships with his clients and other colleagues
helped his career and business. He will also discuss how listening
to other people's interests and changing your paradigm can take
your business to a new height. Roger also advises companies that
solely focus on crunching numbers while neglecting to create
valuable relationships with their clients.
Roger has a lot of exciting things to share with us, and you’ll
surely learn a lot. Check out the highlights and make sure you tune
in to the show!
About Our Guest:
Roger Leasure is the president of Northern
California Tiles & Stone. In his early 20s, he started in the
tile and real estate business. He ended up running one of the most
extensive tiles and stone companies, owning over 200 housing units
and several commercial buildings when the recession hit in late
2008. Roger triumphed over debts and now installs over a million in
tile and stone monthly. He also owns Capitol City Stucco.
How to Build Relationships With Your Clients in Construction
Take Interest In Other People
- A personal encounter with a project manager allowed Roger to
work his way in the construction business. He turned a $15
investment into a $12.8 million construction project.
- Both of them were interested in running, and on Christmas,
Roger gave him the book "Once A Runner" as a gift. Compared to
other presents, his gift was more personal, building a relationship
- Always keep your ears open when you're doing business. Be
interested in the people you meet, and take notes all the
- The client will then feel that you are paying attention. For
example, you may ask them about their children or their
Change Your Paradigm
- Get out of your head and put yourself in the shoes of other
people to understand their perspectives, interests, or
- When you take an interest in other people, you establish a
level of trust and relationship with them.
- People struggle with building a personal relationship in
business because people are always thinking about their tasks and
How to Get This Business Development
- To help people get to this business development mindset,
Roger's organization implemented a core client list. They also have
annual strategic planning.
- A core client list sorts out clients that are safe, organized,
fair, and have their act together.
- They developed a business development strategy where project
managers and estimators have to report to the general manager
- They also invested in spending time with clients by watching
games together. The estimators are required to go out. In this way,
they will start to get to know and understand each other.
- Work with people who are not just takers. It's essential to
have a symbiotic relationship with your clients.
Advantage of Building Long-Term Relationships With
- No matter where they go, you know the clients on a personal
basis. You will know and be able to talk with them should there be
changes in the business.
- To promote communication, Roger also helps his colleagues who
are technically strong but struggling with relationships. He
encourages them by attending games, planning, and setting up a meet
and greet in the office.
Shifting to Being a Contractor to a
- Sell every day.
- Hire people to do the things you don't want to do, and focus on
spending time with clients.
- Potential clients might still reject you, and it's okay because
rejection is part of the process.
- Train your estimators.
- Construction business is not just about cranking numbers. You
have to understand the act of persistence and following up
- Put the clients' interest in the center of your
- Figure out where your clients are. Don't waste your time
hanging out in networking groups where you do not have
- Make sure you understand where they are and then spend time in
- Go to conferences and the target environment of your
Advice on Being Successful In Business Development And
- The person in charge needs to free up their time so that they
can focus on business development and sales.
- Make sure to have written goals and team written goals. You
also need a measurable metric system.
- Target the right clients, analyze your data, and make time for
Check out Northern California Tiles & Stone's website.
Connect with me on LinkedIn. For more
podcast episodes, visit my website, and you can
also check out Construction Genius Podcast on LinkedIn.
Tune in to the Construction Genius: A Leadership Master-Class
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