WHAT IT'S ABOUT

Like many in our industry, I got into construction because I love to build—there’s nothing like walking through a job site and envisioning what it will become. Selling? That wasn’t the dream. But I quickly realized: no sales, no building.

So I invested time and money into learning how to sell. Over the years, I became skilled at closing deals, but I never really enjoyed it. It always felt like a necessary chore… until I discovered a different way.

In this session, I’ll share the selling approach that changed everything for me—one that not only increased my sales but also made the process more natural and rewarding.

If you’ve ever wished selling felt less like selling—and more like helping—this session is for you.

What You'll Learn:

1. What this approach is and why it works.
2. The key mindset and conditions needed to make it successful.
3. How to apply it in real-world sales conversations.

WHAT IT'S ABOUT
After experiencing the pain of business failure early in his career, Dale Nikula rebuilt from the ground up—this time with one key difference: rock-solid processes. Over 35 years, these systems became the foundation of Encore Construction’s growth and long-term profitability.

In this session, Dale pulls back the curtain on the six essential processes that helped him stop profit leaks, streamline operations, and scale to a $7M firm.

What You'll Learn:

1. How to price projects for sustainable profit

2. How to control scope creep and eliminate change order chaos

3. How to run project meetings that actually move the needle

4. How to prevent profit erosion from punch lists and callbacks

5. Why post-project reviews (done right) are a game-changer