Construction Disruption
139 episodes - English - Latest episode: 4 months ago - ★★★★★ - 16 ratingsConstruction constantly evolves with new technologies, design trends, and best practices. Join us weekly for inspirational conversations with forward thinkers at the forefront of this $1.6 trillion industry.
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Episodes
Empowering your Business and Achieving your Goals with Brian Kaskavalciyan
December 19, 2023 12:00 - 1 hour - 157 MB“I don’t care how much money he’s got in the bank. That’s not wealth. Wealth is having a business that works for you so that you can go do the things that you want to do with your life. Your life should not be your business. The business is only a vehicle to fund your life.” Brian Kaskavalciyan, Marketing Strategist After a career of successes and failures, Brian Kaskavalciyan now shares his experiences of becoming a wealthy contractor. We all have different definitions of wealth and succe...
AI and the Future of Home Services with Corey Berrier
December 06, 2023 12:00 - 41 minutes - 95.2 MB“This is an opportunity kind of like when the Internet came about. I mean, we're in a time right now that either one of two things is going to happen. Either you're going to get on board [with AI], or you're going to be left way behind.” - Corey Berrier, Co-Founder at AI Automations Group, Author, and Host of Successful Life Podcast In this episode, Corey shares his opinions and ideas on the relevance of Artificial Intelligence to home services providers. We also hear about his experiences...
Face-to-face Communication in a Digital Era with Frank Somma
November 29, 2023 12:00 - 59 minutes - 136 MB“The biggest thing for me as a salesperson is to remember that you are responsible for the result of your communication. You are responsible for all your communication because you want to be. You need to get a point across. It doesn't serve you to say she misunderstood me. He didn't get me. That's not what I meant. They misinterpreted. None of that serves you. What serves you is getting your point across.” -- Frank Somma, Sales Expert and Professional Speaker at the Somma Group After COVID...
The Power of Positive Reinforcement with Bill Sims Jr.
November 21, 2023 12:00 - 1 hour - 154 MB“The number one driver of employee safety engagement, performance improvement, quality, and productivity is not a t-shirt, a ball cap, a pizza party, nor is it a bigger 4011k plan or even working from home. The single biggest driver of employee morale, engagement, and mental health is when my boss looks me in the eye and sincerely says, ‘Bill, here’s what you did for safety. You reported that near hit. You capped the rebar, and here’s why that matters. You let one of your coworkers go home s...
Insights into Mass Timber with Arnie Didier
November 08, 2023 12:00 - 53 minutes - 121 MB“[With mass timber,] you get a beautiful building as the end result that people want to work in. People want to be in it, and they want to tell that story. The other side of that is the speed of delivery of the product. You know, when you're essentially creating offsite materials and bringing it to the job site, your speed of delivery is very quick.” -- Arnie Didier, COO of Forest Business Network Mass timber is a new term for an old but still developing field. While glulam beams are nothi...
Passionately Preserving Historic Buildings with Danielle Keperling
November 01, 2023 12:00 - 40 minutes - 93.8 MB“We’re not making museums. And I believe that a building has to be usable to be preserved. There are definite historic features that we advocate for retaining that make the building what it is. But I believe that you should be able to add modern amenities and things that make it work for our modern needs.” -- Danielle Keperling, COO of Keperling Preservation Services Although America is a relatively young country, you can find historic buildings in communities all over. Every state has bui...
Wisdom from a Sales Expert with Brian McCauley
October 25, 2023 12:00 - 48 minutes - 110 MB“Anytime a salesperson is in front of a buyer, that buyer is asking themselves why, based off all the options available to me, should I buy from you? And if we can’t answer that question in a real, meaningful, impactful way, we are driving them to a price decision that we don’t want them to get to anyway. So, you have to be able to answer that question on both sides.” -- Brian McCauley, Founder of The Sales Guy and Columnist for Pro Sales Wisdom often comes at the cost of experience and mi...
Improving Pre-Construction for Efficient Building with Steve Dell’Orto
October 19, 2023 12:00 - 45 minutes - 104 MB“If you can capture that data you’re learning from the past, you’re applying it going forward in the future. And if you do it right, you don’t have to touch that data and clean it and mess with it time and time again to get one little answer at a time. It really becomes the fuel for your engine. And it’s just a matter of how fast and how long can we make that go. That’s what we’re all about.” -- Steve Dell’Orto, CEO of ConCntric Construction projects range from minuscule to massive, but th...
Utilizing Data to Grow Your Business with Moustafa Moursy
October 12, 2023 12:00 - 56 minutes - 130 MB“If you walk through where the customer starts interfacing with your brand and move downwards, that’s where you can start seeing the different processes. Because, by the way, it’s not just the sales process; your business is a series of processes, just like your body is a series of systems. You have the digestive system, you have the respiratory system, you have whatever. So, you have these systems that all have to work within each other.” -- Moustafa Moursy, President at Push Analytics Co...
Optimizing Schedules with Compression with David Hernandez
October 05, 2023 12:00 - 38 minutes - 88.3 MB“You have a set time from start to finish. Construction companies are always trying to find an edge on how can we complete this a little quicker? So why would that be important? It’s going to help you deliver a reduced cost with the benefit of repeat customers because if you’re delivering the projects on time, it’s always a win for the end user and the customer.” -- David Hernandez, US Head of Elecosoft The digital age has brought about significant change in all industries, and constructi...
Leveraging Digital Marketing for Leads with Brittany Murphy
September 28, 2023 12:00 - 1 hour - 159 MB“No one wants to spend money on a website. It’s not the fun part. Let’s just be honest; I mean, like social media, I mean, all these other things are kind of more fun. If your website could be that salesperson that works for you when your sales guys are off, then what do you want to pay that salesperson that’s willing to work the midnight shift?” -- Brittany Murphy, Marketing Director at One Thing Marketing Digital marketing, earning good reviews, and building websites are nothing new in c...
Job Site Surveillance with Roger Yarrow
September 18, 2023 20:05 - 49 minutes - 114 MB“Many users get one camera, and they love it, and then suddenly, you know, they've got a dozen more right behind it. And it just becomes another tool of the trade to really help you excel at your job. And what we do is just make it easy for you to do that by making everything turnkey and simple.” -- Roger Yarrow, COO of TrueLook Construction Cameras Job site theft plagues the construction industry, causing monumental losses every year. TrueLook, a construction camera business out of North ...
Imagining the Future of Construction with Alex Walzer
September 13, 2023 12:00 - 55 minutes - 127 MB“I live along those lines of open innovation, and… you can learn something from anybody. Don’t let your ego or disposition get in the way. So, imagine, you know, like you know already what you have in your mind and the values you stand for. Plus, imagine you can also learn 20% of everybody around you. We would be unstoppable, right? So, this is the kind of industry I think we need moving forward. So, speak up, connect with other folks.” -- Alex Walzer, Researcher at ETH Zurich As a researc...
The Power of Process with Matt DiBara
September 07, 2023 12:00 - 57 minutes - 133 MB“I think that’s the biggest opportunity for business owners. The candidates are out there; they want to work. It’s just what business owners are going to invest: the time, the energy, and the money to find them. There’s no better time in history to own and have a great company with a great team of people. It’s the most valuable asset you can have.” Matt DiBara, CEO of DiBara Masonry, and The Contractor Consultants Starting as a fourth-generation mason, Matt DiBara learned the trade from an...
Contractor-focused Financing with Jennifer Lau-Hatcher
August 30, 2023 12:00 - 49 minutes - 112 MB“The programs that exist are built by lenders. They’re not built to benefit the contractor. We are building the platform and programs by home improvement experts for home improvement experts so that the pain points of the dealer are getting solved, which is a completely opposite approach to how everybody else is attacking it.” Jennifer Lau-Hatcher, Chief Marketing Officer at 1 & Fund As home improvement purchasing is predicted to skyrocket in the next 12 months, financing is a crucial offe...
Grow Your Business with Intention with John Lenker and Assaf Arie
August 23, 2023 12:00 - 1 hour - 161 MB“If you put a system in place that can nurture those opportunities carefully over time and know what to do with each opportunity at each moment in the customer journey, then you’re going to always have things happening, and you can organize your growth in a very efficient way.” John Lenker is the Chief Vision Officer at Lenker. Starting your own business is a tempting proposition for many skilled workers who dream of setting their own hours and making their own money. However, successfully...
Making a Difference in Mental Health with Chad Dunlap
August 17, 2023 12:00 - 1 hour - 142 MB“I want to be known, so when people look back on what I’ve done, I’ve been there when they needed it the most. And that is why we’re here. We’re here to make a difference in other people’s lives.” Chad Dunlap, Public Speaker at Upshift with Chad, Business Development Manager with Frost Roofing Suicide is a dire problem in today’s society, especially in construction. Mental health often goes undiscussed, and issues go untreated as we seek to ‘fix things’ ourselves. Chad Dunlap’s best friend...
American-Made Construction Revitalizes Travel with Brian Kronberg
August 09, 2023 12:00 - 37 minutes - 84.7 MB“There was no playbook for us to follow. It was just a few people sitting in a room trying to map out what the next steps would be. And that’s how we got started, and the rest is history.” Brian Kronberg- VP of Development at Brightline, Founder of Amerified While American railroads enjoy a rich history of passenger and freight travel, for decades now, the car has dominated. But what about those routes that feel too long to drive but too short to fly? Enter Brightline, a...
Finding Purpose in Our Pain with Andrew Olsen
August 02, 2023 12:00 - 59 minutes - 136 MB“It took me a long time to learn that all of those experiences, all of the suffering that we went through, helped to shape how I think about people and what it means to be someone who says, Yeah, okay, I think I can help fix that problem. I can’t solve global poverty, but can I help intervene so that one person doesn’t have to suffer the way they are right now.” Andrew Olsen, Senior Vice President at DickersonBakker While we often discuss innovations and ideas in construction, this episode...
Increasing Efficiency through Construction Tech with Aaron Henderson
July 26, 2023 12:00 - 44 minutes - 101 MB“We’re really working toward this end-to-end solution where a contractor can start with their estimate, get to a budget, and then push all that information that they’re gathering during pre-construction out to the field to be able to manage projects more efficiently. So, a holistic sort of solution for our contractor.” Aaron Henderson, Strategic Sales & Product Marketing at STACK Construction Technologies We’ve spoken about the delicate relationship between construction and technology with...
Demystifying Business Finances with Diane Gilson
July 19, 2023 12:00 - 54 minutes - 125 MB“I love training. I like explaining and answering questions that my clients have and come to me with. It’s helping them structure their system in the way that’s going to give them the end results, the reports that are going to help them run their company more effectively, more efficiently, more profitably.” Diane Gilson, President, Trainer, Consultant, Developer, and Author at Info Plus Accounting, Inc. and BuildYourNumbers.com Finances are a scary topic for many business owners, ...
Transparency and Buyer-Centric Sales with Chris Duprey
July 12, 2023 12:00 - 53 minutes - 122 MB“Buyers don’t want to get pitched. They want to know they can trust you. They want to know that you understand what’s going on in their environment. They want to know that you actually can solve their thing, and they don’t want to make a mistake.” Chris Duprey, Chief Customer Officer at Impact Vulnerability and transparency are hard traits to display for all of us, much less a for-profit business. We typically sell our strengths and explain away our weaknesses, avoiding objection...
Transforming Sales with AI with Sebastian Jimenez
July 05, 2023 12:00 - 47 minutes - 108 MB“There are 10 billion face-to-face conversations in a commercial capacity between consumers and sales and service marketing people every single month. And I said, what if we could take all those conversations and make the offline world, the commercial world, as searchable and easy to analyze and understand as Google did for the Web?” Sebastian Jimenez, Founder of Rillavoice Sales is a simple profession on the surface; a salesperson touts a product’s or solution’s features and ben...
Smarter Construction Funding with Brad David
June 28, 2023 12:00 - 39 minutes - 89.4 MB“I’ve borrowed money from private guys, traditional guys, and hard money guys. You know, I’ve never had a loan managed this way. And as a builder, once I get over the fact you’re not just giving me the money and I get to do whatever I want to with it, this is a way to totally change the residential lending industry.” Brad David, Executive Vice President of Development/Construction at Snap.Build The rapidly advancing pace of technology affects all areas of our lives, and the const...
Bringing Dignity to a Deserving Profession with Jared Ribble
June 21, 2023 12:00 - 59 minutes - 136 MB“Roofers protect everything you hold dear. It deserves respect and we have to start standing up and saying we are not just roofers. I deserve a professional credential that shows I am awesome and deserve to be hired.” Jared Ribble, Vice President of Certification for NRCA and Director of the Qualified Trainer Program A roof is an essential part of every home. Sure, the walls keep the house together, and the floor keeps us off the dirt, but the roof protects us from rain, storms, ...
Insulation for a Better Tomorrow with Andrew Legge
June 14, 2023 12:00 - 53 minutes - 121 MB“Wool is just an awesome fiber, and we’re proud to work with it here in our facility, and we’re even more proud when we get it out to people and let them experience it. It’s rewarding to help people understand there are better ways to do things. And, you know, the built environment is changing rapidly, and that’s a motivating factor for us on top of the products that we make.” Andrew Legge, Founder & Managing Partner at Havelock Wool While the building industry constantly experie...
Cash is King with Shelby Ashley
June 07, 2023 12:00 - 38 minutes - 89.1 MB“Cash is the north star of your business. You can have all the profit in the world, but if you’re not converting that profit to cash, your business is going to nosedive quickly. You cannot stay in business if you don’t have cash. You can stay in business if you don’t have a profit.” Shelby Ashley, Founder/CEO at Optimized Financial Solutions In the world of finance, while profit often grabs attention, the old adage is ‘cash is king.’ Businesses that struggle to turn a profit, espe...
Safety: An Invaluable Asset with Gavin Coyle
May 31, 2023 12:00 - 52 minutes - 120 MB“I just want everybody to embrace health and safety as a tool of your business that’s going to make you money. And it’s actually going to improve the quality and the standard of your work and that, you know, you will attract really good people to your business if you have a reputation for safety.” -Gavin Coyle, CEO of the Coyle Group For many of us, health and safety bring to mind bureaucracy and process, a long list of rules to follow, procedures to implement, and equipment to ...
Slaying the Contractual Dragon with Cian Brennan
May 24, 2023 02:37 - 49 minutes - 114 MB“I hated watching a lot of these smaller companies losing money, going out of business unnecessarily time and time again. They just didn’t understand how to do the contractual part of the construction game properly. You can absolutely deliver a really, really good job, do a great, fantastic piece of work for your clients, and still come out at a loss because you didn’t manage it contractually properly.” -Cian Brennan, Managing Director at Quantum Contract Solutions When many contracto...
Systematic Selling with Intention with Jim Pancero
May 16, 2023 23:43 - 1 hour - 152 MB“Selling is not an art. It is a structured science. Now, when it’s done right, it looks artful, but it’s not like this free form, like taking a blank canvas and painting a new picture for each customer. We can’t afford that inefficiency today. We need to have structures and processes to make us both more efficient and more effective in getting it done.” - Jim Pancero, Sales Speaker and Thought Leader When you hear the word ‘system,’ several thoughts might start racing through you...
Expert Business Advice with Tatsuya Nakagawa
May 10, 2023 12:00 - 46 minutes - 63.4 MB“There is a huge opportunity in the construction industry. I mean, it has such a big impact on the economy, the carbon footprint. There’s all sorts of opportunities. So, you know, whether it’s attracting, you know, great marketers, great technology individuals, people that want to work in the labor force, whatever.” - Tatsuya Nakagawa, CEO at Castagra, Host of the Specified Growth and Roofer Reflections podcasts We all receive thousands of pieces of information every day, inundat...
Delivering Invaluable Architecture with David Applebaum
May 04, 2023 13:41 - 1 hour - 109 MB“A client said to Frank Lloyd Wright, ‘You know, of course, you’re famous; all your clients are rich.’ And he scowled and said, ‘I don’t care whether I’m doing a chicken coop. If the client is open to doing something really special, I’m in.’ He would have said it a little more elegantly, but that’s the way that I feel.” - David Applebaum, Owner of David Applebaum Architect and Host of American Mansion on NatGeo Normally, our topic list hits most of the high points in the episode, but this ...
Control Your Construction Costs with Mike Merrill
April 26, 2023 12:00 - 50 minutes - 69.5 MB“Trying to track hours and production and try and keep ahead of where you're at on your project based on budget and when you're committed to be done… often you were three or four weeks behind in your reporting… and it just seemed like there were more jobs left at the end of the money than money left at the end of the job.”-Mike Merrill, Co-Founder of WorkMax and Host of The Mobile Workforce Podcast As technology evolves, it offers exciting possibilities for every facet of life. In recent...
Upcoming Trends in AEC with Gregory Hart
April 19, 2023 12:00 - 48 minutes - 67.2 MB“Private equity and tech are two things you got to watch in this space because they will upend it potentially over the next even, I mean, I know five years doesn’t sound like a long time, but I think a lot’s going to happen in the next five years.” -Gregory Hart, President of PSMJ Resources Listen in as Gregory Hart, president of Boston-based PSMJ Resources, shares his expertise in the dynamic fields of architecture, engineering, and construction. If you work in anything AEC, you’ve undo...
Building Fire-Safe Homes Today with Derek Gruchy
April 12, 2023 12:00 - 1 hour - 94.5 MB“If you hear a smoke alarm, get out and worry about it being a false alarm later, come back in, laugh, cry, get angry about it. But you get to do those things now.” -Derek Gruchy, Program Coordinator at Seneca College of Fire Protection Engineering Technology Many of us might remember being taught to “Stop, drop, and roll” in school or being excited to get out of class for a fire drill with fretting teachers corralling rowdy kids into neat lines. Or maybe it was an accidental emergency w...
Hemp and Green Building with Jacob Waddell
April 06, 2023 12:00 - 44 minutes - 60.7 MB“We just need to figure out how to work better with the world around us. I think these hemp materials, natural building in general, is a way to move towards that so we can both have our great comforts that we’ve become accustomed to and work in harmony with our environment.” -Jacob Waddell, President of the Hemp Building Institute Construction is a stubborn field, as most people know. Despite this, hundreds, if not thousands, of attempts have been made to introduce new and innovative...
Approachable Design for Homeowners with Jackie Mosher
March 28, 2023 15:12 - 38 minutes - 53.2 MB“Someone’s home is their comfort zone, and it also provides them the ability to express themselves, their taste, their style. And a majority of people don’t know where to access or to get [design services] done, right? And the thought of contacting an architect or a builder can seem a little intimidating.”- Jackie Mosher, Partner and COO of Dzinly. Home remodeling has been a turbulent market for a few years. However, regardless of fluctuating costs and supply issues, homeowners enjoy imp...
Innovating for Good with Brian Iverson
March 21, 2023 14:06 - 43 minutes - 59.6 MB“As we get older, you have a choice. You can either share it or keep it. Well, I'm choosing to share it. My business plan is to support you at creating and helping you meet your sustainability message.”-Brian Iverson, CEO of Innovated Structures, Inc. When an innovation hits the market, the landscape shifts. New companies race to sell it, customers clamor for it, and a new solution often holds the potential to change the world. Inventor Brian Iverson is all too familiar with this process...
Improving the Construction Experience for All with Rico León
March 15, 2023 12:00 - 50 minutes - 69.4 MB“If we could change homeowner’s mindsets on how to be with contractors and contractors how to be with homeowners, everything would move smoothly. Especially if I could educate homeowners and contractors to improve their processes, that’s the big impact I would like.” -Rico León, Host of HGTV’s Rico to the Rescue. While every contractor deals with difficult clients, few develop systems of doing business to protect all parties, ensuring a successful project. Fewer still spread their ideas...
Anodized Aluminum 101 with Park Kersman
March 08, 2023 12:00 - 45 minutes - 63.1 MB“Anodizing is both a science and an art. And what we're doing with the anodizing process is we're building a translucent oxide layer to a much, much thicker level, which protects the aluminum; it stops the oxidation process.” -Park Kersman, President of Lorin Industries. Most of us have heard of anodized aluminum, maybe with aircraft parts, old-school cookware, or as a “fancy” material option. Anodized aluminum is a chemical process that changes aluminum, adding a durable finish. With t...
Trailblazing the Healthy Home with Caroline Blazovsky
March 01, 2023 12:00 - 43 minutes - 59.7 MB“There wasn’t this residential understanding of our home environments and indoor air quality and environmental aspects regarding residential homes. Nobody even thought about it. So I started on that path and gathered all the information and education I could learn from every indoor air quality class I could take or every certification of public health.” -Caroline Blazovsky, America’s Healthy Home Expert®, and CEO of My Healthy Home®. With the pandemic’s effects lingering around the globe...
Ethical Construction Sales with Rolf Snobeck
February 22, 2023 12:00 - 44 minutes - 60.6 MB“When you're in a sales situation, the prospect knows you're a salesman and they're afraid of you. Because the perception is that salesmen always want to close the sale. But there's no mutual mystification. Everybody has to understand what's going through the mind of the other person. I tell people it's okay for them to tell me no if we're not a fit.” -Rolf Snobeck, National Strategic Account Manager at Tecta America. Sales are too often about hitting goals and closing deals instead of ...
The Last House Standing with George Siegal
February 15, 2023 12:00 - 46 minutes - 63.5 MB“There’s always something, a peril in your area. And are you willing to do something to help you survive it? You should always say, what does it take? I’m going to be around when it’s over.” -George Siegal, Documentary Filmmaker at Move the World Films and host of the Tell Us How to Make It Better podcast. In the wake of Hurricane Michael, filmmaker George Siegal was creating his second film, The Last House Standing. Driven by bad experiences with builders and building codes desperately ...
The Next Generation of Wood Flooring with Britta Teller
February 08, 2023 12:00 - 44 minutes - 61.7 MB“When we thought through the reality of what that looked like and how strongly we felt about the environment and doing things locally and helping our local supply chains and supporting regional forestry, we knew that we couldn’t accomplish what we felt so strongly in our hearts to be the right thing while also not doing it ourselves.” -Britta Teller, Co-founder and CSO of Steller Floors. Like many successful businesses, Steller Floors started from an innovative idea. With sustainability ...
Resilient Empathy in the Face of Ridicule with Letitia Hanke
February 01, 2023 12:00 - 47 minutes - 65.3 MB“There are people that need you, and you have a chance to change a life absolutely forever, just like mine was. Young people are going through so much, and all they really need is just, you know, one person to tell them that they’re capable of so much more in life.” -Letitia Hanke, President/CEO of ARS Roofing, Gutters, and Solar and Founder/President of The LIME Foundation. As a child, Letitia Hanke experienced bullying for her skin color. As an adult, she faced it again, as well as jud...
Crafting a Reputable Business with Charlie Bellefontaine
January 25, 2023 21:53 - 44 minutes - 61 MB“With any professional, the three most important words we should be referring to is reputation, reputation, reputation. Value your reputation. All it takes is one dumb, rude, unthinking action to go ahead and ruin a perfectly good reputation.” -Charlie Bellefontaine, Licensed Home Inspector and Radio Host. As a home inspector, you hold tremendous responsibility in making sure homes are safe and livable for clients. Homebuyers, homeowners, and realtors alike need to trust your judgment. O...
Branding Basics with Claire Sakaoka
January 19, 2023 12:00 - 55 minutes - 76.9 MB“Branding’s not this big nebulous thing. It indicates how people feel about the company and how the public sees you in the public domain, whether it be digital, word-of-mouth, all of those things create your brand. In the world we live in today, your social and digital proof is really everything.” Claire Sakaoka, Owner and Chief Strategist of engage5w So, you have a great product, a dedicated team, and a desire to reach people. But how do you get your message across in this world of rapi...
Take Control of Your Future with Ken Rusk
January 09, 2023 21:27 - 34 minutes - 47.8 MB“Beyond your bills, beyond next month, why are you here? What are you trying to build for yourself? You’re much more in control of your future than you think you are. You just have to give yourself the confidence and the courage to recognize that.” Ken Rusk, Rusk Industries and Author of Blue Collar Cash Choosing a career is a decision we all undertake younger than we likely should. Whether attending college or trade school or heading to work straight from high school, the world of work ...
Solving the Housing Shortage with Respect with John Delia Jr
January 04, 2023 20:13 - 43 minutes - 60.1 MB“People are just looking for dignity, respect, and quality housing. So, when you put that quality product on the market, we have more than enough qualified tenants who move in.” John Delia Jr, Green Monkey Builders and Housing Joint Venture Housing, specifically affordable housing, is a pressing concern for people worldwide. A house is more than a place to live; we work, eat, sleep, laugh, cry, grow, and do. Housing provides safety, security, and peace of mind. Without somewhere to sleep...
Reach your Customers through Emotion with Andrew Olsen
December 21, 2022 12:00 - 41 minutes - 56.6 MB“I decided early on that I wanted not just to have a job, but I wanted to have something a lot bigger than that. I wanted to have impact. I’ve learned that in 100 out of 100 instances, it’s always an emotional story that connects to that person’s heart that drives them to want to give. It’s about connecting your cause and your story with that person’s heart.” Andrew Olsen, DickersonBakker The idea that people buy with emotion, not logic, is a long-held belief in sales. Although we may tr...