Episode 190. Success for Contractors: Tom Reber’s “Selling Unafraid” Method

What does it take to change your view of what it means to sell in the construction industry? Tom Reber grew up thinking sales was only for certain people, shaped by his blue-collar background and what he learned from family. Over the years, that perspective changed. Today, he helps contractors rethink how they run their businesses by focusing on these principles: Success in sales starts with you—before you ever sell a project, you have to build a strong foundation at home and in your mind. Practicing gratitude, curiosity, and silence can make a real difference in how you connect with clients and close deals. Discipline, from follow-ups to tracking your numbers, matters just as much as any lead or marketing script.

How does relentless drive for success turn into an urgent need for healing? Lolita Guarin bulldozed her way through work until her body forced her to confront the costs of unmanaged stress. Her personal crisis led her to become a stress management coach dedicated to helping others understand and overcome their own stress. Through her C.A.L.M. process, she empowers people to break cycles of burnout and restore well-being.

How do leaders develop the mindset and systems needed to avoid stagnation and achieve growth in their organizations? Karalynn speaks with Leaders Edge founder HR Huntsman about his personal journey to building successful organizations. HR emphasizes curiosity, growth, and learning as keys to developing a leadership mindset. With experience in both nonprofit and business environments, he argues that radical accountability is essential. Leaders, he says, must take ownership of their choices and cultivate a growth mindset within teams. He describes how his company helps businesses clarify issues, foster problem-solving, and design systems for effective teamwork.

Building Your Health, Brick by Bite Dr. Beata Lerman spent decades in biomedical research before deciding food could improve health. She left traditional science to start Sinless Treats Chocolate, a chocolate factory focused on nutrition. Today, Dr. Lerman shares: – what happens when you feed your body the wrong building blocks – how ultra-processed foods affect your health – and why her experiments with chocolate led to a unique approach to wellness Learn more about Sinless Treats Chocolate here: https://sinlesstreatschocolate.com/

How can the fragmented painting industry be united for greater success? Benson Fechter saw opportunity in an industry of thousands of small businesses and began acquiring high-performing painting companies under Legacy Paint Holdings. By implementing shared systems and a focus on operational excellence, he helps local contractors scale revenue and build generational wealth. His approach blends blue-collar grit with strategic growth.

Scott Payne spent 28 years in law enforcement, much of it undercover with the FBI. His decision to write Code Name: Pale Horse came after encouragement from friends and a Rolling Stone article about his career. The process brought unexpected connections with readers and forced him to reflect on personal and professional challenges, including maintaining a double life and the impact on his family. Payne discusses lessons from his upbringing in his family’s landscaping business, the importance of work ethic, and insights into law enforcement culture, including mental health struggles and the concept of warrior mentality. Payne describes the transition to speaking and teaching after retiring, sharing lessons to help others avoid past mistakes.

Navigating the world of facial plastic surgery and entrepreneurship is no small feat. Today’s guest, Dr. Angela Sturm, shares her journey from West Texas to becoming a double board certified facial plastic surgeon in Houston. Her insights on building a successful practice during a pandemic and the importance of mission-driven business leadership offer valuable lessons for any industry. Learn how she balances surgery with running a team and what she wishes she knew before encountering disputes. Dr. Sturm’s story is full of real-world advice and candid lessons every business owner can relate to.

Ryan Kelly’s journey from college football to founding KHB Construction is rooted in resilience and mental toughness, traits he developed as an ultra-marathon runner and endurance athlete. In this conversation with Karalynn, he shares how those experiences shape his leadership and business strategies. Transparency and accountability guide his approach to managing expectations in construction. By fostering a strong team culture aligned with the company’s mission, Ryan creates an environment built on trust and collaboration. He also highlights the role of technology and strategic marketing in driving growth. From leveraging SEO and Google My Business to educating clients, Ryan emphasizes the importance of staying innovative in the remodeling industry. At the heart of it all is his commitment to empowering his team through a shared vision for success.

What strategies can construction business leaders use to harness the power of collaboration? Karalynn Cromeens shares insights from her experience as a construction litigator and industry veteran. By collaborating with a team, setting clear goals, and leveraging a strategic plan, businesses can thrive. The essence lies in using collective creativity and ongoing assessment to navigate toward desired achievements effectively.

Why struggle with the complexities of data when AI-driven solutions could simplify it all? Scott Binger, CEO of Evolytix leverages his expertise to turn fragmented data into strategic insights for businesses. Their flagship product, Dashbud, allows companies to ask natural language questions and get meaningful analytics without compromising data privacy. This breakthrough means that even intricate data from various systems can now easily be analyzed to optimize business processes.

Episode 180: How can construction professionals protect themselves from unpredictable material price increases and tariffs? Karalynn Cromeens emphasizes the importance of including a material price escalation clause in contracts to safeguard against financial strain due to rising costs. These clauses ensure contractors and subcontractors can recover any additional expenses when prices surge. By being proactive in contract provisions, businesses can prevent financial setbacks in uncertain times.

This episode is a lifesaver. Meet guest Gail Gould, known as The CPR and Safety Lady in the greater #houston area. She has over 30 years’ experience in CPR training and certification. Her passion is to help teach as many people as possible about correct CPR techniques in order to save lives.