Salespeople can make or break your growth. But in construction, hiring the right ones isn’t about the resume. It’s about drive, mindset, and leadership. And chances are, you’re not looking in the right places.
In this episode of Titans of the Trades, Ryan Englin interviews Brian Hurd, SVP National Builder at Cardinal Financial. Brian’s spent decades building high-performing sales teams in the home building and mortgage world. What he shares in this conversation will flip your hiring strategy on its head.
Why You’re Losing the Best Candidates Before They Even Apply
Brian and Ryan dive into how the post-pandemic workforce has shifted. People are no longer looking for jobs. They’re looking for opportunity. Salespeople especially want a place where their hustle is rewarded. A fat base salary isn’t the hook anymore. It’s upside potential, autonomy, and a clear path to growth.
One killer insight: Brian shares the story of a sales candidate who turned down a base salary in favor of commission-only. That’s not someone you interview twice. That’s someone you hire yesterday.
Comp Plans Are Broken
Too many construction companies offer cookie-cutter comp plans. Brian explains how different motivators drive different types of salespeople, and why ignoring that nuance kills retention. For some, it’s competition. Others, it’s money. Still others want impact and purpose. Do you know what drives your team?
This episode gives actionable advice on building comp plans that speak to those motivators, and how to spot the red flags before you make another bad hire.
The Hidden Hiring Crisis: It’s Not a Labor Shortage
Here’s a stat that’ll punch you in the gut: 92% of Americans can’t skip a single paycheck. That’s not a worker problem. It’s a system problem. And Brian argues it’s hitting the trades hardest, especially in that sub-$30/hour wage band.
But there’s hope. And it starts with you.
Brian talks about how affordable housing is directly tied to workforce retention. When employees don’t have stable housing, their work life suffers. But if you can help them reach personal milestones, like buying a home, you build unbreakable loyalty.
Sounds like a stretch? Brian lays out how it’s already working in parts of the country, and why manufactured housing may be one of the best untapped solutions.
Stop Blaming the Workforce
Want employees who care about your business? Start caring about their lives. Brian goes deep into leadership, including why personal development is the #1 thing workers crave, and how building trust starts with showing up.
Think of your team like your kids. If your toddler falls while learning to walk, you don’t fire them. You help them try again. Most employers have forgotten this. That’s why turnover stays high, even among good hires.
The takeaway? Stop throwing bodies at your sales problem. Train the people you already have. Listen to them. Invest in their goals. And maybe, just maybe, they’ll stick around long enough to hit yours.
Connect With Brian:
Website: https://www.cardinalfinancial.com/
LinkedIn: https://www.linkedin.com/in/brian-hurd-a0892a83/
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