How An Air Force Vet Built A Sales Career That Serves Construction

What if the skills you earned under pressure—decisive action, accountability, and care for your team—were the exact traits that make you great at serving builders? That’s the heart of our conversation with Air Force veteran Brandon, who traded security forces and deployments for a construction-adjacent sales role where reliability and relationships win the day.

We dig into the real transition—messy, human, and often humbling. Brandon shares how leaving the structure of service collided with personal upheaval, how TAPS helped and where it fell short, and why therapy, faith, and community became non-negotiables. He walks through the early stumbles in sales, the awkward jump to speaking with executives, and the moment he reframed the job: stop pushing, start listening, ask sharper questions, and deliver outcomes that matter on a jobsite. From fallen units and damaged fence to preventative planning for porta potties, waste tanks, and service schedules, he explains how small details shape morale, productivity, and profit.

You’ll hear why construction professionals respond to blunt honesty, how veterans connect faster on site, and what separates a true partner from a drive-by “car salesman.” We talk trade coordination, poll planning, doing it right the first time, and the leaders who keep evolving instead of hiding behind “that’s how we’ve always done it.” Brandon offers grounded advice for veterans entering sales—be patient, be humble, and keep asking for help—and a challenge to construction leaders: give grace, set clear expectations, and measure vendors by their response when things go sideways.

If you care about building teams that communicate, deliver, and grow, this story will land. Subscribe, share this with someone navigating their own transition, and leave a review to help more veterans and builders find practical guidance and a community that’s got their back.

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If you're a military veteran in the construction industry, or you're in the construction industry and support our military vets, and you'd like to be a guest on the podcast you can find me at constructionvetpodcast@gmail.com , or send me a message on LinkedIn. You can find me there at Scott Friend. Let's share the stories and motivate others!

Transcript

Welcome And Why Brandon’s Story Matters

SPEAKER_03 0:02

I can take care of myself. I can make it work.

Air Force Path And Security Forces 101

SPEAKER_00 0:30

Welcome back to Construction Veterans. I am excited to bring you guys my friend, Brandon Torres, an Air Force vet that we're going to dig into his story of success over the years in construction. All right, hey everybody. So today's episode is an important one because it represents a version uh the veteran experience that doesn't always get enough attention. So today, my guest is Brandon Soares, an Air Force vet who served more than six years in the security forces before transitioning into civilian life and building a successful career in sales. Right now, that supports the construction industry. So not every vet ends up in a trade or on a job site full time, but a lot end up serving the construction world kind of like I do, just in a different way. So Brandon's story reflects that really, really well. Brandon, man, I appreciate you being here.

SPEAKER_03 1:23

I appreciate you letting me be here, uh, drawing on this. I've been listening to you for the longest. Uh, it's funny because you know, you and me haven't really met face to face, but we've been, you know, good friends for how many years? Like at least almost seven years now. Oh, easy, yeah. So I appreciate you.

SPEAKER_00 1:41

We were part of a amends ministry, I'll call it, that was in a group together that put out um a study guide, I guess you could say. Uh it's called the Joshua Commission. I'm I'm not as involved, Brandon's not involved anymore, but the group still kind of chats every now and again, so that's how we met. So uh let's let's start where we always do, man. Where'd you grow up and uh what was life like for you before you joined the Air Force? Was even part of the picture?

SPEAKER_03 2:09

Uh so I'm originally from Rhode Island. Um I moved, I was there until 20 uh 2001. Uh then after that, I moved to Florida. I was in Hollywood, Florida from 01 to 06. Um that's when I joined the military. Um before that, uh before I joined the military, I was into everything. Um I did I worked at McDonald's, I worked at Burrything, I worked at Family Christian Bookstore, PayLift, Shoe Stores. Um, and then also I worked uh at a hospital called Kindred Hospital um in Hollywood. I did that for two years. And on the side of that, I actually did ballet parking, which is uh pretty fun. Uh so you know, I've done anything and everything you can think of.

SPEAKER_00 2:52

Yeah, it sounds like it. So what led you to join the Air Force?

SPEAKER_03 2:56

Uh so my previous marriage, um, I was trying to do something better because I I was tired of working two jobs. Um, and as every guy says, you know, you watch that one movie that was just like, oh, military sounds great. So my godfather, who was in the army, he decided, you know, he was like, you know, hey, you need to go into the military. Um, and I ended up watching Annapolis. And uh with that one, it was a great movie uh with Tyrese Gibson um and um, I forgot his name, uh Franco. Uh and it was really good, really great movie. And I was like, you know what, why don't I do that? Because I really wanted to do school. And it's like, you know, you were able to just do one job and get paid for it, and then you get to travel the world. Uh so I was about to join the Marines until God was like, nah, you're not gonna do that. So I joined the Air Force. Um, and that it took me twice to get the mem uh done for that one. But I got it and joined the Air Force, uh, which, you know, that was probably one of the best decisions I ever made.

SPEAKER_00 3:57

Nice. So why security forces exactly?

SPEAKER_03 4:01

Uh, well, because it was law enforcement and I was like, my mindset was if I'm gonna do something, I want to do something that when I get out the military, I'm able to, you know, use those credits, use the knowledge for when I get out into the civilian world once again, um, and just be an easier way, you know, to transition.

SPEAKER_00 4:20

Yeah, otherwise. And so for people listening who might not know, how would you explain what security forces actually does day to day?

SPEAKER_03 4:28

So day to day, it's more or less just like you have law enforcement that's out in the civilian world. Um, it's more or less, you know, a lot of things that I did do that uh added on to just giving tickets, pulling people over, um, you know, going from house to house just to make sure that, you know, the people on the base are safe. Uh so you more or less thinking that security forces is more like a little city or town. Um, they have their own patrolling, um, but also added on top of that, you had uh security, which is watching the flight line, which is like uh looking, watching to make sure that nobody uh tries to steal the planes, harm the planes, um, and make sure nobody tries to get times at the base.

SPEAKER_00 5:07

Nice. And so during that time, you you got out in May of 2013, is that right?

SPEAKER_03 5:12

Yes, I did. Yep.

SPEAKER_00 5:13

Okay, and during that time, did you deploy at all?

Deployments And Leadership Under Pressure

SPEAKER_03 5:16

Uh yes, I did. I actually went to uh four different locations. I got deployed to Saudi Arabia uh twice. I went to Bahrain, then I was at Riyadh, uh, then I was also in Camp Bukha, Iraq. I went there for visitation. I was that was pretty interesting. Um, and then I was also in different little locations like Afghanistan, uh Kuwait, just stopping by. Um, and then my last uh deployment was to Dubai. I was there for uh for a year. That was you know probably one of the best ones that I had after. God definitely blessed me on every single deployment I could say that, uh, because I was safe in each one. Uh, we've had some things that have happened, um, you know, but it was well worth it for the experience and meeting the guys that I met while being over there.

SPEAKER_00 6:02

That's awesome. Yeah, praise God. So uh security forces, it's just like being a police officer, it's a pretty demanding career field with responsibilities, staying vigilant, decision making, accountability, that's all kind of baked into the role. So looking back now, what do you think that experience shaped most in you?

SPEAKER_03 6:23

Being able to make decisions, uh quick decisions, incisive decisions, uh being detail oriented in everything that I do. Well, it kind of enhanced that because I was already like that um in my life. But it just helped me with that, um, especially leadership. Uh, because when you're having to, you know, deal with 120 people under employment, and then you're having, you know, 10 or 15 that are your subordinates that you have to take care of. Um, it it sometimes is hard because you're trying to deal with your family and deal with the people. Um, but it was actually really good for me. Uh helped build up my character, build up what I do now in the civilian world. And, you know, it has this good look the good things and bad things. Um, but I enjoyed every single moment, especially from the leadership portion, because what I'm doing right now, you know, has transpired from uh the military.

SPEAKER_00 7:14

Yeah, very good. Uh so we talked about the leadership skills, but do you think you realized at the time you were developing those, or is that something more you recognize clearly now?

SPEAKER_03 7:25

Um I recognize it clearly now, um, even in the military, because when I was in the military, uh, even a couple of deployments, um, I was basically trying to go above and beyond because a lot of people in the military sometimes they take their time, you know, hurry up and wait. And I was that, you know, top-tier airman where I was trying to do things um ahead of the time where I tried to step into that leadership role. Um, but that was, you know, forged into me with some of like my TIs and then um some of the other uh NCOs that I did have, where it's just like, you know, you get to step into the role sometimes. And it actually helped out to where I am now, um, where having, you know, the ability to do what I do and talk to the people the proper way. Um and also lead them to become leaders and not just, you know, followers. Because in the world today, you have to be able to step your game up when it comes into leadership and not just, you know, be part of the sheep.

The Hard Civilian Transition And TAPS

SPEAKER_00 8:20

Yeah, I got you. No, I think there's a lot of us that kind of realize you don't understand when you're kind of in the thick of it, but you're developing those soft skills that a lot of people uh look for later in life. So I want to let's transition kind of into to leaving the military and sort of your your identity shift. So you you separate in 2013 and that moment really hits a lot of people differently. What was that transition like for you?

SPEAKER_03 8:45

Oh, very hard. Very, very, very hard. Um, to try to transition into a world uh that is chaos, um, as I call it. And what I mean by that is more or less coming out to where people are understanding organization, they do whatever they want. There's uh no accountability, um, and just people not understanding where I came from or what I've done in the military. I thought that coming in here, it coming out would be easier. And it was not as easy as I thought it would be because you know, they always try to preach that coming out, military people represent and they love the military, veterans. Um, and then when you come out, it definitely wasn't like that for me. Uh it was very hard uh mentally, uh physically, um, just to try to transition and understand, you know, the people around me and what I can do to improve myself. And I was all over the place.

SPEAKER_00 9:43

Yeah, so I I think I already know the answer to this question then. So when you did you feel prepared to leave, or is it kind of like a rug getting pulled out from under you?

SPEAKER_03 9:52

Um, they did the best they could to try to prepare, but coming out the military, I can just, you know, take ownership for myself because they had what uh was called TAPS, um, which is definitely a transitioning um application that they give for each and every single one of us when we're getting out. Like what they would do is show us how we need to process ourselves, how it's gonna be for the transition, and then also how to do like our resumes. Um, but I was cocky when I was getting out, I was like, no, I'll just be fine because that's how the type of personality I am. I'm like, that'd be great. I can be able to handle it. Yeah, no, it definitely didn't. Um, I feel like they should have done a little bit better with it to give more realistic, um, let's say more realistic, be more realistic about what it's like transitioning, because once they leave you out, it's it literally is like pulling the rug out from underneath you.

SPEAKER_00 10:46

Yeah, I think a lot of us have different experiences when it comes to taps. Um, I've heard it's gotten better. You know, when when I I've been pretty critical of my experience, where it was here's how to write a resume, you know, wear a suit, go to uh an interview, good luck. And here's your book. Exactly. I think and I hope they do this now, but I really think they need to start focusing more on networking and really building that civilian network around you, or even though there's vets that have kind of walked those steps before you.

SPEAKER_03 11:16

Yes, because it's more or less like when you get out, like even dealing with like the VA and you know, disability, and it's more or less like you're figuring things up yourself. If you don't ask the right questions, you won't get the right answers or the right help.

SPEAKER_00 11:31

Yeah, and I mean really the impetus is on the the service member too.

unknown 11:36

Yeah.

SPEAKER_00 11:36

Because people are out there that want to help, but you got to take the first step.

SPEAKER_03 11:40

Exactly.

SPEAKER_00 11:41

Mm-hmm. So uh a question I ask a lot of fets. So when you left, did you feel like you were starting over or just sort of changing direction?

SPEAKER_03 11:50

Uh starting over because I didn't really have a set plan when I got out. Um, so it was definitely starting over.

SPEAKER_00 11:58

So what what was the hardest part of that that first year when you got out?

SPEAKER_03 12:02

Um trying to figure out where I was gonna stay. Um, because I just got out of a marriage uh that was right as soon as I got out my last deployment. So everything literally went out the window. Um, so just trying to figure out where I'm gonna be at, had to stay with my mom for a little bit. Um, and then I transitioned into Jacksonville, and I basically had to start from scratch.

SPEAKER_00 12:24

Yeah, it's rough. I mean, you you've got multiple transitions happening at one time. Getting out of the service, that's stressful enough. Moving is stressful enough, you know, transitioning out of a marriage, that's difficult. So no, I I I don't think you're alone in that. I don't want to uh minimize your experience at all, but yeah, that's that's rough for sure. Yeah. Um, so you didn't go straight into construction, but you did you eventually moved into some sales roles. We've talked about that. Uh eventually now you're selling to the construction industry and you've done that in other roles as well. How did you end up in sales in the first place?

Finding Sales And Early Missteps

SPEAKER_03 12:58

Um, it was honestly by accident. Um, it was more or less I was working with a friend doing admissions rep. Um, because at the time I was just jumping from job to job. Um I did construction previously before uh I did it for four years. I was doing uh trash shoots. I was an installation engineer. Um and when I stopped doing that, I went to admissions rep. And my friend that I was working with, uh, he ended up finding a job with called eBoother, which actually they work with uh construction companies all over the world, um, well, all over the US. Uh and I was ended up starting as what they call as a business development representative. Um, that's basically how I jumped into it. And plus, my personality is very great uh when I talk to people um and getting them to understand, you know, something that they don't they don't think that they need, but they end up finding out when you ask the right questions. Yes, it's a need that they uh are looking for.

SPEAKER_00 13:54

Yeah, you just gotta get to the right question. I like that. Um do you think it was a natural fit or did it feel kind of uncomfortable at first?

SPEAKER_03 14:02

It was uncomfortable at first, uh, just because you're talking to C-suite um type leadership. Um also, you know, when I was started working there, I was talking to mayors, I was talking to uh directors, and then, you know, people that are overseeing government officials. Um, so it was like it was very different. And then also not repeating the same words, talking slower, and then just having the ability to, you know, open their eyes to what what they have to what can make their their company better.

SPEAKER_00 14:36

Yeah, it's good. Um I think a lot of vets struggle with sales, uh, because it feels like the opposite of service sometimes. And at what point did you realize that sales is really about things like listening and problem solving and trust and follow-through, kind of all the things that the military teaches really well?

SPEAKER_03 14:55

Uh it was that first experience, uh, because they with me, I'm so organized and detail-oriented. Um, it helped out a lot, um, especially every job that I've done. They love my detail um and organization because I'm able to, if I'm no longer there, they have all the information that they would need. Um, and then also, you know, keeping up with every single individual, even though it's a you know, a massive amount of you know, accounts that you would have, being able to know what account I need to talk to, what account I need to nurture, um, having that ability in the military's really helped me with that to where it's just keeping the relationship and understanding them.

Sales As Service And Vet Advantages

SPEAKER_00 15:37

Yes, Mark. You're kind of keeping the big picture view, but at the same time, you got the details on each client. Uh. So I want to talk about the adjacent role for a second. You know, just like me, I left the construction industry, but I'm even though I'm in insurance now, I'm still fairly construction adjacent. That's most of my clients. So even though you're not swinging a hammer, uh, you're still serving the people who are. So, what do you think that's bring to sales roles that support the construction industry specifically?

SPEAKER_03 16:06

Uh more or less the ability to understand what they're going through. Um, because it's like the military. When you're in the military, if you have an officer, you you really want them to be enlisted first so that they can understand, you know, the boots on the ground, what it takes to do what they're doing, um, so that it makes more sense with it. It's just like in sales, the same thing. Uh asking the right questions, understanding what's feasible, what's not, but then also just asking the questions to where they can understand where we're coming from and how I can help them benefit to make more money with the progress that they're doing. Because sometimes, you know, in sales, we have we're trying to sell them some some, you know, either material, um, objects, uh, equipment that's way more than what they can afford. But when you put um, when you put emphasis about behind why we're giving it to them and what dividends it's going to bring to them in the ROI in the future, um, it's, you know, that definitely helps out a lot to where instead of you just coming in and just trying to sell them something, I can actually bring a story and just like, yeah, you know, when I used to work construction, I understand where you're coming from, what the tools that were being used, and you know, you can you can humanize it and not just make it robotic.

SPEAKER_00 17:20

Yeah, no, I like that. That the why behind the what that's definitely helped me out too. Like, hey, I've been there, I understand what you need, and here's why. Exactly. Um, so when you're walking a job site with uh, or maybe you're meeting with a contractor, do you feel like your military background sort of helps you connect faster?

SPEAKER_03 17:37

Yes, it does. Um, I could tell you right now, every job site that I've been on uh my whole entire career of being in sales and then even working construction, once they find out that you're military, they give so much respect to you um and they honor you the right way to where they feel more comfortable to joke with you, talk with you, and just you're already family as soon as you walk in.

SPEAKER_00 17:59

Yeah, and there's a boatload of veterans in the construction space. I talk about it all the time on here. Um, so and a lot of times I'm sure you've ran into fellow vets when you go into a job site.

SPEAKER_03 18:09

Yes, it's fun times to talk.

SPEAKER_00 18:11

Yeah, absolutely. You talk smack between branches.

SPEAKER_03 18:14

Yes, exactly.

SPEAKER_00 18:16

What do you what do you think construction folks don't realize about uh vendors and salespeople who actually care about the job?

SPEAKER_03 18:45

They think we're just there to make money. Um they don't they don't understand sometimes because and I and I get what they're why they would think that, because you have a lot of people that are like car sales, they they get into the sales role and they don't really understand who they are and what they're going through and what's the reason behind it, and they feel like they're a number. So when construction, when you try to talk to them, they just think you're somebody else. You just you're just the same exact people walking all over the place, and you you're just another car salesman. So why am I gonna talk to you? You don't care what I who I am. And then when I come in and I'm just treating them like family, it's a different I try to change the atmosphere, try to change, you know, their thought process of what a true salesperson is.

Inside Construction Support At USS

SPEAKER_00 19:30

Yeah, I love that. I'm I'm fortunate that some of my clients are actually trades that I've worked with uh the past few years before I got into this. And you know, they knew me on the job site, so they know I'm not just spewing a line. Like I genuinely care about your business. And there's another guy I work with that also came from construction. We we really see ourselves as part of that team. I want you to be successful. I'm out there anytime I hear of a a general contractor or somebody, an owner that might need your services, I'm gonna share that. Exactly. So you're currently an account exec at United States Services, somebody I've used before myself. Uh for listeners who might not know the company, what do you do now day to day?

SPEAKER_03 20:11

Uh so day to day, uh I'm somewhat of almost like a firefighter. Uh, but it's a really good way to put it. I love what I do. Um, more or less as an account executive, what I'm doing is I'm helping nurture accounts uh build a relationship with each and every account that I'm with. Um, but it's more or less my day-to-day is partially sales. Um, you know, you gotta keep the ROI coming each and every single month, but it's more or less helping out the customers uh with any issues or, you know, any issues that they're having. So, i.e., like this week I've had a couple that they needed a couple extra units, which is our porta-potties. Um, mainly what we what we rent out are porta-potties. We have uh at least six different options um for we do events, we do construction, um, and then we also do uh temporary fences. Um, so that's one of the good things. But what ends up happening with those, like the other, was it last week? We had an issue where a lot of wind was coming in from, you know, for Orlando, even though it's cold or it's hot. Um, we've had a couple uh that have felt fallen over. So you got people that are freaking out and calling to say, you know, hey, I need a little bit more service. Can you come help uh lift these up? Even though it's in a construction area, you know, you like in my mind, I'm like, no, you could just pick it up. But no, it's you know, it's the service. If you're gonna pay for it, you might as well have, you know, people do it. So um putting out fires like that, or we got damaged fences, um, and then i.e., they're trying to up their services. Uh, because what we like to tell people, especially when it comes to servicing uh porta potties, as you guys already know, if you have a lot of people on construction sites, it's gonna stink. If you don't take care of it, you don't service it the right way. Um, so what we try to tell them is like twice a week. I recommend it beyond anything else. Um but my main job also is to help them to see for the future um, hey, let's add more porta potties, let's add some waste tanks, let's add some uh water tanks as well, because we want to make sure you take you you're taking care of your project ahead of time and we don't wait until disaster hits.

SPEAKER_00 22:18

Yeah, and it it's such a big deal. Like it, it's kind of such a small thing, but it's a big deal to the guys on site, and it would drive me up the wall. And why I would end up firing some of the rental companies that work for me is that if they couldn't stay on that schedule, and let's say I had a hundred guys on a job site and I can't keep those toilets clean, like these dudes deserve better than that. They deserve to have just the basic creature comforts. So staying on top of that is critical.

Reliability, Communication, And Trust

SPEAKER_03 22:42

Um and also, too, it's the communication uh and having one person to talk to. Because one of the biggest things, especially stepping into this role, uh, like what I like about United States Services is they opened up this role because they were having salespeople just doing the sales and they were in different states. And uh, you know, when you're just selling, but you don't have somebody boots on ground and somebody to talk to, and you're talking to five different people in the construction world, meaning like they're calling USS, it's hard for them to be like, oh man, who do I need to talk to? But when you have one soul that you can talk to that you have any issue, and they say, Hey, Brandon, I need you, I and I'm able to respond within an hour. That is the best thing that I keep hearing uh from the construction boroughs, like, oh, thank you so much. You responded fast instead of waiting two or three days, or you know, the person you're talking to is three hours behind.

SPEAKER_00 23:33

Yeah, and I, you know, I've told people before that are have gotten into this industry, and this might apply to many other industries, but it's kind of sad. The bar is set so low that really you just had to do what you say you're gonna do, and that really makes you you so successful. Just answer the phone, answer that email, you know, talk to somebody. People sometimes they just want to vent their frustration as bad as that sounds, uh, but they just want to talk to somebody. Here's an issue I'm going through, and they want somebody to talk them through it. Uh, we kind of covered a little bit of this, but we'll and this is super cliche. But what what do you think success looks like in your role?

SPEAKER_03 24:08

Success in my role looks exactly like you just said, is basically making money, but making sure that the my customers are happy with what they have, but also that I can give them foresight into what the future is so that they're not having to do much of the thinking. I can already know, hey, I've been through this. Um, I can tell you you're gonna need this, and it it helps them so that they're not having to worry about that. That takes one more thing off of their plate.

SPEAKER_00 24:36

Yeah, and I can tell you, as being a superintendent previously, I've got hundreds of things going on in my mind. Some of that kind of stuff is the last stuff I really need to be thinking about when I've got design challenges, maybe a challenging trade or owner. You know, I don't want to be thinking about why is my Portagon guy late or why haven't they fixed my fence? Exactly. What do you what do you enjoy most about working with construction clients specifically?

SPEAKER_03 25:01

Uh the realism um from what I've what I've dealt with over the years is just them being straight, honest, and blunt with you. Uh it's just like the military. Give it to me, give it to me raw. Like let me know what it is, how it is, um, just so that I can fix it. Because when you sugarcoat or you try to jump around and tiptoe around it, I can't help you. So I'd rather you tell me, hey, you guys suck. Can you figure this out for me to help me out with this? And then I know when I'm able to do that, I can do what I need to do and keep you for a very long time as a customer.

SPEAKER_00 25:36

Yeah, that's good. I mean, be ready to hear honest, brutal truth. I'm sure with some colorful language mixed in sometimes.

SPEAKER_03 25:43

Oh, yes, it is. Yes, it is. And I'll take your stuff right off of here. I don't care.

Mental Health, Therapy, And Accountability

SPEAKER_00 25:47

Yeah, but I mean, and I I appreciate that too. Like, just tell me the truth. Don't sugarcoat it. Tell me what's going on. I I need to know the problem so I can fix it. Yes. Um, so I want to shift gears a little bit because this this does matter. Uh, sales can be pretty mentally heavy. You got you know, targets, quotas, rejection. I hate getting ghosted, but it happens. Uh, there's a lot of pressure, perform. Construction can definitely be mentally heavy with things like deadlines and margins and chaos. So, how have you experienced some mental health challenges across those worlds?

SPEAKER_03 26:21

Oh man, um, it's been very heavy. Um, I've been let go from three other jobs previously, um, just from the mental state. I've had one job when I was working at EVOBER. Um, I was let go because my work performance wasn't where it needed to be. But um within that time frame, I was taking care of my dad who had passed um seven months after I was taking care of him. Uh, so like that put a a strain on me. Um, also is just like you said, KPIs and, you know, making sure that we're keeping up with our revenue and everything else is like, it's very hard. Um, and it depends on the manager that you have. If you're not having the manager that's gonna be able to help you out to understand you or help push you, um, you know, it's very hard. But then the other thing too is I blame myself because I wasn't asking for help. I wasn't asking for questions because I thought I could take care of it myself. I can make it through. And, you know, it doesn't work if you don't ask for help. Um, especially when it comes to the mental state. I've had to go into therapy. Uh it's probably one of the most beneficial things that I've had. Um, at our church, we have a therapist, and it was very, it was very helpful in my marriage, helpful at work to truly just calm my mind. Uh, because having PPSD and dealing with everything else around me was not helping. I was just creating more chaos for myself.

SPEAKER_00 27:42

Well, my hat's off to you, man, too, for taking the responsibility. And I think there's a lot of individuals that want to point fingers, oh, it's their fault, it's their fault. But sometimes, you know, hey, I'm not the one performing, but I need to be comfortable enough. What is the answer going to be when I ask why? Like, what can I do better? So that's kudos to you, man. Um, and were there moments throughout this when you kind of realized I'm caring more than I should, maybe by myself? It sounds like yes.

unknown 28:10

Yes.

SPEAKER_00 28:12

Yeah, and you stepped up and you owned it. So, what is it that has helped you stay grounded or at least more aware over the years?

SPEAKER_03 28:20

Uh, my wife, um, also my church, and then having the right people around me that are gonna help. Um, I've always had a thing where it's, you know, God comes first, my wife comes next, everybody else will come last. But it's also having the brotherhood that's around me uh to keep me accountable to the things that I do. And then even in work, I've always had friends that have helped out to where it's like I can go to them to ask them questions. Uh, you know, we could joke around, but you know, business is business. But just having that community is really helped me out and not trying to be like a lone wolf. I tried that once um when I was in Jacksonville, and that did not help out whatsoever. So I had to change the game up. And that's you know, my second wife uh and forever was, she really's helped keep me grounded. Yeah, that's good.

What’s Missed And What’s Not From Service

SPEAKER_00 29:07

Yeah, um, so I'm gonna shift gears again too. Let's talk, let's go back to the military. Um, what do you think you miss? Like, what are some of the things about the Air Force that you miss now?

SPEAKER_03 29:17

Uh camaraderie, um, having being able to see see the same people constantly. And, you know, sometimes it sucks because you've got like a six-year contract, but you know you're not gonna get fired. Um, you know, because especially it's really hard to get fired from the military. Yes, it is. So it's just like, oh, okay, I got a couple more years and they're gonna keep me unless you do something really stupid. But it's, you know, the camaraderie going over, you know, being different countries. Um, I love going to every single country and learning about, you know, the people that I was around, especially in Iraq, getting to understand, you know, uh the Iraqis and, you know, the way that once people get to see me, they're gonna, they're gonna, they used to call me uh a third world country uh national because I used to get so sunburnt, I would look like I belonged over there. So they try to leave me over there a couple times. But um just having the fun, um, but also just helping to save other people. Um, more or less. And what I mean by that, it was, you know, I was a desk sergeant for uh four years while I was in. And it was probably one of the best things ever because being able to talk to people, talking, you know, down from ledges, talking people from not committing suicide, but uh understanding them, even though it's from a distance um and not being out on the road as much, I was able to do something just from a phone. Um, where you know, I thank God for that because that helped me to understand people more and just take the time to listen to them because that's what some people just want and just to be listened to.

SPEAKER_00 30:47

Yeah, and I'm I'm sure I know for me at least, I'm sure for you too, that's helped me into my roles after the military too, is just sometimes being a shoulder to lean on and really uh open my ear and and and understand what somebody's gone through. And not a lot of people do that nowadays. I don't know why. Uh I don't know if it's a humility thing or what, but I certainly carried that. I viewed my job as a superintendent sometimes as that's my mission field sometimes. Yeah. Um I've heard some crazy stories just like I did in the military, and a lot of those guys were vets. But so on the flip side of that, what are you glad you left behind in the Air Force?

SPEAKER_03 31:24

Uh my subordinates, some of them. Uh, just because the the newer age, um newer age adults that are coming in. When I was in, I got out, and that was one of the reasons because when they would come in, it just felt like they were just passing them by and not really paying attention to what these kids, who these kids were. So when they would come onto the base and I ended up trying to lead them, they're not really caring about the job like how we used to do back in the day. Um, and they were just more or less like, I would say like spoon-fed in a way, but they weren't really given that true leadership to understand, hey, you're in the military. This is what rank is, this is who leadership is, this is what you need to do. They were just coming in, saying, you know, hey, what's up? Like they were out in the street. So there was no organization um with them. So that's one thing I didn't miss because it's like it took away from my family at the time. Um, put it before I before I left the military, I was in uh my commander's office for two months straight um in my blues. And because other airmen were not doing what they needed to do, and I was having to show face for why uh why they messed up. And that's one thing. I know it's one team, one fight, but that becomes very frustrating and puts a strain on your family because you have no choice but to go and you cannot say no.

SPEAKER_00 32:45

Yeah, it kind of forces you into being a better leader sometimes, too. And I know some of these guys, they're not gonna be fixed. Uh but I love the fact that you said, hey, you know, they didn't come up under good leadership. So I appreciate that you kind of took it on yourself saying, hey, maybe this kid didn't have direction, and that applies to life today, too, is it's really easy for us to say, this kid's screwing up, he's a knucklehead, you know, on the job side. And I've had that multiple times where I might have had a laborer that was just a numbskull sometimes, but I took it upon myself to really maybe not put him in a headlock per se, but I wasn't gonna baby him either. You know, I was gonna show him some tough love, but I because I see something in you, I know you can be successful, and thankfully it it did turn out for the better um a majority of the time.

SPEAKER_03 33:30

Yes, yes, exactly.

SPEAKER_00 33:32

So the the construction culture, what what do you think you really respect about it? And what do you think still needs to change?

Construction Culture: What Works And What Must Change

SPEAKER_03 33:39

Um the camaraderie, um that everybody can work together in some way, shape, or form, uh, depending on where you're at. Um, I know some some things that do need to change is the ability for each and every single sub to be able to talk to each other. Um, because you know from working in there, you got so many different subs that come in. And like me working when I was doing the trash sheets, you got the wall guy putting up the concrete wall before I can put my trash shoot in, and then I'm having to work around that, or you have your electrical where they need to do their job, but they can't because drywall put up theirs, their stuff first where everybody's trying to beat out everybody and just get the job done instead of figuring out, you know, how can we truly work together. Um, and then also doing the job right the first time and not having to come back to really do it over and over again because not all construction is the same. But I've been in some places where it's more or less like they're just trying to finish it fast, just so they can get that um that extra, you know, the extra bonus at the end of it. When it's just like if you do it right the first time and you take your time to understand where you're at, you could probably get it done faster than you think. But there's a lot of people who work in the construction world that if it's not done, if it's not, their name is not on the company. They're just trying to find a way to get over on the man or not do the job the right way the first time so that they can come back another time, if that makes sense.

SPEAKER_00 35:11

Yeah, yeah. And one thing I hated hearing was, oh, I'll get it on the punch list. No, man, let's do it the right way now. The first time. And I'm I'm really fortunate because during my career I came up under a lot of really good superintendents, and uh when we would do things like poll plan meetings, and you get to watch all the trades interact with each other. And hey, here's where I want to uh, you know, put my piping in the wall. Well, hold on a second. Like I'm not gonna have the framing done that and they're talking like this is why it's not gonna work. I found a lot of joy in that, and I just kind of stepped back. I I was able to lead the meeting and say, this is the direction we're going, but I need you guys to tell me how we're gonna get there. And I hope that created some sort of respect uh for me as the leader. Maybe it did, maybe it didn't. Uh, but I I really I respected the guys that did that because I'm not the expert. Yeah, I'm a carpenter by trade, but I know a little bit about a lot of this stuff to make me dangerous. But you're the expert, you're the foreman, you're the plumbing superintendent, you're the guy that I need to understand what's going through your mind and how can I make you successful. And once I started thinking that way, my jobs became more productive. They finished earlier, they made money. Yeah, and so then it creates this this this domino effect where well now I'm getting better crews on my site because that project manager or that owner of that company knows I'm gonna make them successful, I'm gonna make them money, I'm gonna make them look good. So I think we're getting better as an industry uh in that aspect. Uh, but there's still a long way to go.

SPEAKER_03 36:37

Yeah. And it's you know, it's hard too when you got, you know, uh PMs or superintendents that have been doing the job or general contractors that have been doing the job for like 25 years and they've done it the same way, and then some of them aren't willing to change some of the ways that they've been doing it, and they're stuck in that way. And it's like, you know, that's not helping the helping the process for it, and it's making harder.

SPEAKER_00 37:02

Yeah, and I've said this before, and I'll say it, you know, till the day I die. The guys I respected the most were the guys in their 50s and 60s that have done it that long, and they said, Look, I'm still learning every day. There's still something else that we can improve. I'm still learning. Uh, because technology and all these things are constantly changing, personalities are changing uh politics, all this stuff plays into the built environment. And for that guy that could easily sit back and just go, nope, this is the way we've always done it, like you said, that that doesn't help. Let's evolve, let's grow. Yes. So if if a veteran is listening right now and considering sales, especially sales that supports construction, what what do you think you would tell them?

Advice For Veterans Entering Sales

SPEAKER_03 38:01

Be patient in everything that they do, be understanding, listen to what's being said and not just trying to stop at a certain point that they want to hear, that they hear something. Because you know, in certain conversations, people hear something that they want and then they stop listening after that because they want to respond. So just to be understanding and just take the time to understand who they're talking to and know who they're talking to so they can respond uh correctly. But also know that, you know, being humble goes a very long way in what they're doing. And also ask for help because coming out the military, it's very hard for some, as we already stated, to understand where they're at and what they need to do and who they need to talk to. So it's like don't be afraid to ask for that help when you need it, um, and not being so, how can I say, um arrogant? Yes, exactly. Yes. Being like they in a in a narcissist and thinking that they know it at all and it's all about them. Because you know, sometimes with the military, the one thing is just like you think your your crap don't stink. And it's like you don't want to get, and when you get humbled real quick, then you want to tuck your tail between your legs and stuff, just like you said today. Own it up and just know who you are and just you know take the L if you need to, as I say, and just be like, all right, cool. So what do I need to do to fix this? Let's improve this and not just give up on it. Because a lot of times uh with military, we just give up on it and just say, ah, yeah, that's not for me, whatever, and then move on.

SPEAKER_00 39:36

Yeah, and I I I I'm thinking of a story as you're telling this. When I went to go start my first project that was mine, the guy I was coming up under was a vet as well. And uh, I asked him, Hey, do you have any advice for me? And he said, Never stop asking questions. And I really appreciated that. And I never stopped through my years as a superintendent, was just asking questions because I think our pride sometimes gets in the way. I get that you're like you're the guy, you're supposed to be in charge, you're supposed to know everything. I'm human too, though. I don't know everything. I got to keep asking questions and humble myself. It might not be the answer that I want, but I need to humble myself in order to ask that question and be ready for the response.

unknown 40:16

Yeah.

SPEAKER_00 40:18

So if if uh a construction leader's listening, so similar, what do you think they should understand better about veterans and roles like what you do?

Advice For Construction Leaders Working With Vets

SPEAKER_03 40:28

Same exact thing. Uh be patient and understanding of where they've come from and what they have to deal with. Um and hear them out to understand that maybe they're new to the position and they don't know what it is, and don't put them in the same box and just say, because I can understand, like the current job that I'm in, hey man, I've been listening to like five different people. I don't know if you're gonna be here forever, but treat you like the last person. You know, be understanding, be more loving, and give grace where it's where it's needed. And um understand, you know, in this world, it's already hard as it is, but if we treat each other like brothers, we can get the job done working together, not you know, being apart. And and I know it's hard to, you know, put put that that nasty taste in your mouth away, but sometimes we have to just suck it up and you know truck on.

SPEAKER_00 41:21

Yeah, yeah. And I'm sure you've run into this a lot, and I kind of said it earlier where I hate being ghosted. I can take no for an answer. I just don't like the non-response. And that's what I wish people knew, uh, at least from what I do, is hey, just say something. And if it's no, if it's not right now, that's totally fine. But I've got a family to feed as well. I'm trying to do a job here. Um, but just say something. So I I don't want to keep bugging you. I don't want to keep calling you and leaving you voicemails and sending emails if if you're not interested. That's fine. And and I I I gotta give a shout-out to the people that do that, where they'll pick up the phone, hey man, you know, I've known my broker for 20 years. I'm good. I appreciate you reaching out though. Like that that makes my day. I didn't make a sale, but I really appreciate you doing that. It's better than, hey, I've sent you eight emails and you know, three voicemails and LinkedIn messages and all this. Just tell me no, and that's that's fine because I can I can try to prospect some other clients.

SPEAKER_03 42:17

And then the other thing too is like you never know, like going into the future, they may end up hitting you back up just because you left them alone, you know, and not nagging them. But I like to always use that on my emails where I tell them, you know, hey, listen, if you don't want to use me, that's perfectly fine. Just let me know so I can stop calling you and bugging you, and you'll definitely get a response from that.

SPEAKER_00 42:37

Yeah, I do the same thing. And it's funny, I was telling somebody recently where uh I decided to change up my my uh my outreach a little bit, and I was emailing people saying, hey, if now's not the good time, a good time, especially if it's around like a holiday or something, that's fine. Just let me know when I can reach back out. I got more responses that week than I had received a date. Uh, and I think because people felt the pressure being lifted off of them of, hey, look, yeah, I am another sales guy. I'm I am just another sales guy. I get that. But I really, I truly believe I have something special that I can offer you. I wholeheartedly believe in what I do. But if now's not the right time, totally fine. Just let me know.

SPEAKER_03 43:17

And that is perfect, and that's what they want, like uh from you know, it's change over time. But, you know, being in the sales, I've seen that so many times is where if you take the pressure off of them, they're gonna they're gonna respect you more and give you that opportunity, even if it's just the five minutes and they're gonna say no. They they may say no now, but they may not say no in the future. Yeah.

SPEAKER_00 43:40

And I think relationships go a really, really long way, especially in the construction industry, because that can impact, you know, pricing, all these different things. It's another domino effect. And sometimes what's worked for me is they don't have a relationship with their broker. And I would say, well, would you like to? Like I understand not only the business, but I I care about people. I'm not a transactional guy. If you're looking for the cheapest guy or you're looking to, you know, just make a quick sale, I'm not your guy. And maybe that's lost me some sales, I'm not sure. But the ones I value, the clients that I have now, is because they're interested in building a relationship because they want to know I care.

Relationships Over Price And Closing Remarks

SPEAKER_03 44:16

And I'm gonna tell you right now, a lot of the new age um business people, what they're what they're looking for is they really do not care about how much it costs. They want to know what type of relationship am I gonna have with you? Are you gonna answer the phone when I need it? Are you gonna help me with the problems that I have? Because I've heard from multiple, multiple different um, you know, a C-suite uh leadership where they're just like, I just want to make sure you guys are gonna take care of me. Money ain't money is nothing. I just don't want you telling me that it's gonna cost me thousands of dollars and you're nowhere to be found for weeks, especially when it comes to the porta potties. You know what I mean? Like I got a port-a potty that's thinking for a month for you know a couple days and I try to call you and you know where to be found, or you didn't give me an email to let me know, hey, look, listen, I'm gonna take some time away. You know, that type. So money isn't anything. Relationships is what is building companies.

SPEAKER_00 45:04

Yeah, it's that that value over the cost. Um, I know it's so we're recording this on the 26th of January. I know it comes out in February, but uh it's a beautiful 70 degrees in Florida right now, and I'm in Texas, and we had some what people are calling Dalaska in Dallas, so it's nasty cold weather. I'm loving the people, uh, friends of mine on LinkedIn that are putting, hey, you know, I got a call from a customer at three o'clock in the morning. I'm going to take care of them. Or, you know, trucks are still on the road. We're going slow, but we're being safe because they're still out there protecting people. And these aren't just sales people, these are like business owners going to take care of folks. That goes such a long way. Um, so anyway, to wrap this all up, Brandon, man, I I really appreciate you sharing your story. Uh, not just because it's impressive, but because it's real. Uh, not every vet path is is linear, not every construction connected role is is obvious. We haven't really highlighted anybody in sales up to date. Uh, so I appreciate you doing that. And stories like yours, they really help expand how people think about service, leadership, and contribution. So uh before we wrap up, where can people connect with you if they want to reach out?

SPEAKER_03 46:14

Uh I'm on LinkedIn. Uh my first and last name, Brandon Sewers. I'm also on Instagram. Uh if you want to go on there, it's uh strongmoj828. Um and definitely can, you know, hit me up on my email if you'd like to. Uh, I know you can definitely share that at a later time, but uh, those are definitely places that you can definitely reach me at.

SPEAKER_00 46:34

Awesome. Man, I appreciate it. And to everybody listening, uh, if Brandon's story resonated with you, I'd encourage you to share this episode or send it directly to someone navigating their own transition. So this is the Construction Veteran Podcast where we talk about service leadership and building meaningful careers after the uniform. Brandon, thanks again, brother. Everybody, I'll see y'all next time.

SPEAKER_03 46:56

Appreciate you.