Season 1 of this podcast was a blast -- thanks to you!

We appreciate everyone who contributed to turning this show into something bigger than we expected, listening from around the world! Crazy...

Also, apologies for the finale banter... we never made it past the intro (haha)

What's next?

In the coming weeks, you'll hear previews and excerpts from our new course called Mastering LinkedIn. This is a project we're super excited about!

Sign up here for more details.

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SUBSCRIBE to the Sales Life Letter of Intent (our somewhat weekly newsletter on intentional sales life:

Commercial real estate slows down in the summer — but the best brokers don't. In this episode, Justin and Sean drop part two of the intangibles series: the soft skills and subtle plays that separate top performers from deal-killers. From ego control to overbrokering to gift cards... and more... check it out!

Timestamps: (00:00) Summer Sales Strategies (06:56) Intangible Skills in Sales (13:59) Self-Awareness and Ego Management (20:04) Building Relationships in Real Estate (26:12) Long-Term Mindset in Sales

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LINKEDIN CREATORS... ASK US ANYTHING!

We get asked about LinkedIn all the time. How to start posting... How to build trust... How to turn content into real opportunity... How to be authentic...

We are currently building a tool that condenses 10+ years of LinkedIn experience, 1,000's of posts, and 1,000's of hours into 5 discussions.

The course concludes with a Q&A. That's where you come in.

What do you want to know? Comment on the YouTube video with any question, and we'll do our best to answer it...

or, shoot an email to [email protected]

Timestamps: 00:00:00 - Introduction 00:00:38 - The Premise 00:00:46 - The Importance of LinkedIn 00:01:28 - The Journey on LinkedIn 00:02:14 - Overcoming Mental Hurdles 00:02:54 - Value of LinkedIn 00:03:36 - The Question of Worth 00:04:22 - Announcing the Course 00:07:02 - Why Create the Course 00:08:29 - The Purpose of the Mini Episode 00:08:47 - Asking for Audience Participation 00:11:03 - Conclusion

SUBSCRIBE to the Sales Life Letter of Intent (our somewhat weekly newsletter on intentional sales life: This episode is all about the intangibles of dealmaking (Part I)… the soft skills that actually get the job done.

We discuss the importance of setting expectations with clients, creating win-win scenarios, and building relationships with other brokers. Ego is a no-go when it comes to dealmaking.

Timestamps:

00:00:00 - Introduction 00:00:11 - Personal Stories and Banter 00:10:24 - Importance of Setting Expectations 00:13:17 - Managing Timing Expectations 00:14:00 - Crafting Expectations 00:15:23 - Win-Win Scenarios 00:15:33 - Negotiating Win-Win Scenarios 00:16:37 - Understanding Market Value 00:18:12 - Collaboration and Networking 00:19:19 - Maintaining Good Relationships with Brokers 00:20:09 - The Importance of Your Network 00:21:46 - Always Doing What Your Client Asks 00:24:37 - Owning Decisions from a Distance 00:26:00 - Removing Ego from the Deal 00:26:06 - Cost of Pride in Deals 00:27:28 - The Service Business

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Catching up and discussing all things sales (& life)

Justin's NYC Gala Vlog: https://youtu.be/vFvk1vYhnx4?si=tLd1Gv6U1jpCTQnM

Timestamps: 00:00:00 - Introduction 00:01:28 - Catching Up 00:03:06 - Sales Life Updates 00:03:24 - Complaints and Challenges 00:10:53 - Opportunities and Abundance 00:12:37 - Seizing Opportunities 00:14:11 - Gratitude and Blessings 00:15:54 - Travel Plans and Friendships 00:16:40 - The Power of Giving 00:20:16 - Building Confidence 00:21:30 - Increasing Capacity 00:22:22 - Personal Growth 00:22:46 - Seasons of Life

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Is it possible to reverse engineer your sales life? The fellas discuss...

Timestamps: 00:00:00 - Introduction and Catch-up 00:00:36 - Discussing Goals and Desires 00:01:59 - The availability effect 00:02:51 - Reverse Engineering Life 00:07:41 - Chasing Passive Income 00:10:41 - The Trap of Society 00:12:23 - Applying Your Gifts 00:16:12 - Finding Pleasure in Work 00:17:43 - The Heart of Generosity 00:18:03 - Sponsored by Sales Life Course 00:18:43 - Chasing the Wrong Things 00:20:35 - The Trap of Social Media 00:22:03 - Reverse Engineering Your Life 00:23:12 - Active Listening and Sales 00:24:44 - Reverse Engineering Your Sales Career 00:28:36 - The Two Halves of Life

Did you know? Sales Life is on YouTube in video format: Subscribe here.

The journey to becoming a market authority takes time, and it's essential to maintain a long-term perspective. By the end of this episode, the hope is that you'll feel empowered to take charge of your sales career.

Fav sound bites/takeaways:

• "You have to track your ratios."
• "The earlier you start, the better."
• "You can specialize in client types."
• "Be a generalist at first."
• "Be the easy button."
• "You have to have a 20 year mindset."
• "Don't cut yourself off at the knees."

Timestamps:

00:00:00 - Introduction & Banter 00:01:39 - Surviving the First Five Years of CRE 00:01:53 - Rapid Fire Questions 00:05:22 - Importance of Tracking and List Building 00:12:20 - Reflections on Early Career Mistakes 00:15:52 - Documenting Your Journey 00:17:00 - Social Media Presence & Engagement 00:18:34 - Reflections on Specialization in Real Estate 00:21:34 - The Value of Being a Generalist 00:24:08 - Gaining Confidence and Competency 00:27:42 - Managing Expectations 00:29:11 - The Value Exchange 00:31:58 - Avoiding Greed in Deal Splits 00:33:43 - Building a Personal Brand in the Office 00:36:19 - Long-Term Vision in Real Estate 00:38:14 - Closing Remarks & working Cats

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In this episode of Sales Life, we break down how to survive — and thrive — during your first five years in commercial real estate. The discussion covers everything from managing expectations and finding mentors to mastering market knowledge and relationship-building, all aimed at helping you build a long-term career.

Staying power.

Timestamps: 00:00:00 - Introduction 00:01:01 - The Working Cats Story 00:02:23 - The Topic Introduction: Surviving First Five Years in Commercial Real Estate 00:02:35 - Discussion on the Challenges in the First Five Years 00:03:53 - The Hurdle in the First Five Years 00:08:30 - The Two Types of Salespeople 00:10:36 - The Importance of Experience and Skillset 00:13:30 - The Role of Education in Surviving the First Five Years 00:15:52 - The Value of Training and Education in Commercial Real Estate 00:16:54 - The Role of Learning Style and Proximity in Commercial Real Estate 00:17:40 - The Importance of Being Educated in Commercial Real Estate 00:17:55 - The Role of Reading and Understanding the Bigger Picture in Commercial Real Estate 00:18:44 - The Importance of Proximity to Transactions in Commercial Real Estate 00:19:22 - Surviving the First Five Years in Commercial Real Estate: Aligning with a Mentor 00:21:59 - The Value Exchange in Commercial Real Estate 00:22:04 - The Role of Gratitude in Commercial Real Estate 00:27:30 - The Value of Boldness and Curiosity in Commercial Real Estate 00:29:00 - The Opportunities in Real Estate Entrepreneurship 00:32:09 - The Impact of Acronyms and Phrases in Commercial Real Estate 00:33:07 - The Expectations and Workload in the Initial Stages 00:33:23 - The Importance of Setting Expectations and Building a Database 00:34:46 - The Story of Tucker: A Dedicated New Hire 00:36:31 - The Conclusion and Teaser for the Next Episode

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Diving into the messy world of sales, this episode is all about choosing boldness when everything feels out of control. If you're feeling stuck or overwhelmed, this is your reminder to move forward anyway… with boldness.

Timestamps: 00:00:00 - Introduction 00:00:31 - Technical Difficulties 00:03:04 - The Home Remodeling Nightmare 00:03:39 - Dealing with Frustration 00:08:43 - The Life Squeeze 00:08:46 - Hiring a Personal Assistant 00:10:41 - The Value of Trust 00:12:54 - The Importance of Boldness 00:16:07 - Rediscovering Boldness 00:17:51 - The Flywheel Concept in Sales 00:19:09 - Emotional Connection vs Efficiency in Sales 00:19:43 - Building a Sales Machine 00:20:27 - Changing Definition of Boldness in Sales 00:20:57 - The Journey of Building a Business 00:25:59 - The Importance of Meeting Face-to-Face in Sales 00:28:41 - Tracking Your Sales Progress 00:30:17 - Final Thoughts on Boldness and Pessimism

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Sean does NOT care about the car he drives. That's an essential element of his brand.

Learn about other integral elements of a Broker's personal brand in this episode of Sales Life.

Timestamps:

00:00:00 - Sean doesn't care about his car (steal it!) 00:00:54 - Transition to Branding 00:01:09 - Personal Branding and Perception 00:02:41 - Authenticity and Mistakes 00:03:13 - Authenticity and Depth 00:04:56 - The Role of Emotion in Branding 00:05:34 - Avoiding Inauthenticity 00:06:29 - The Importance of Authenticity and Connection 00:09:58 - The Love for the Job 00:11:36 - The Impact of Social Media on Branding 00:13:06 - Consistency and Authenticity 00:14:12 - Branding as a Form of Outbound Sales Efforts 00:15:04 - Best Practices and Takeaways 00:16:37 - Raising the Bar and Networking 00:17:13 - Identifying Good Marketing and Branding Ideas 00:17:37 - The Power of Inspiration and Risk 00:19:24 - The Detriment of Playing Safe 00:20:47 - The Importance of Positivity and Storytelling 00:22:43 - Doing What Works for You 00:24:33 - Bringing People into the Conversation 00:26:07 - The Power of Service and Storytelling in Deals 00:27:29 - Summary and Final Thoughts

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