I sit down with Jonah Santo. Give it to him for his patience in understanding my poorly phrased questions. Returning the favour by entertaining me with interesting stories and perspectives. From slinging basketball tickets, to software, and everything in between. Join us if you’re curious about how he does it? 

*Hint* The secret is in dog walking.

For more, check out ncjr.me.

TRANSCRIPTION

02:00 → what the boiler room of selling basketball tickets looks like

07:45 → stay curious, put yourself out there, and get into a lot of conversations

11:10 → the Santo Sales Steps and current process

14:20 → where does your empathy come from?

15:20 → balancing short term tactics and long game strategies

19:20 → the system of walking your dog and building confidence in business

26:00 → IoT innovation, and why you should care about it with content creation

29:00 → intergalactic travel, NFTs, and drug (p)references

Cry me a river. I've been struggling over the past couple of weeks and this is an attempt to get back on the horse. In all domains of my life. Tune in if you want to hear sad boy.

For more, check out ncjr.me.

TRANSCRIPTION
2:01 → my diagnosis of my broken rib and how it’s affected my routine/processes

3:30 → feeling dejected in many components of my life, the reverse of of habit stacking

6:26 → do aliens exist? Have they visited us? Are they dangerous? Have humans made some of this up?

9:30 → a thought experiment and some q’s about ET, aliens, and interdimensionally? 

12:20 → not this podcast, a more interesting one that dives into gov’t contractors and how they impact UFO/UAP - go make your own opinion on it all

14:25 → a download of my feelings/impression of Three Body Problem after finishing the trilogy

LINKS MENTIONED
Shawn Ryan Show w/ Steven Greer

Three Body Problem

Domenico is a martial artist, one of my oldest friends, and close comrades through life. Join me as I catch up with the man on all things jiu jitsu and judo before he competes at the US Open Judo Championships in Miami.

For more, check out ncjr.me.

TRANSCRIPTION
1:30 → training martial arts with injuries

2:20 → how you can get into martial arts as a kid?

4:20 → ‘no quit’... a jiu jitsu principle that you can transfer to life skills - get game

6:30 → the pull of jiu jitsu lies within the creativity, you can chain a sequence of events - many different ways to skin a cat

11:10 → the relationship you can have with student+master within martial arts

14:20 → you never feel like a ‘master’ in jiu jitsu, you’ll always learn humility in some way shape or form

16:00 → should you train with folks that are lesser than you, or that are a little better than you to improve?

22:00 → the benefit of drilling is to build muscle memory so when you’re in a state of stress, you know how to respond

24:45 → the cathartic release and benefit of journaling - release the negative build-up

Nathan Romanchych is your friendly neighbourhood tech salesman. Proud 3rd place finisher of U14 lacrosse nationals, and one to keep your eye on. If you'd like to go far and enjoy yourself while doing it, tune in to author of being an intentional BDR. Nasty n8 here to promote his netflix special coming Aug 2026.

For more, check out ncjr.me

TRANSCRIPTION

6:40 → is the sales profession for lazy people? 

7:41 → life is better at the top, you get granted more opportunities, strategy, the conversation, and ultimately pay; work hard, reward hard

10:45 → are you driven by impact or influence? 

13:00 → want to be good at life? Be good at sales

20:30 → what's the key to prospecting over a quarter? Be consistent at the start, and avoid cramming

23:45 → what's the attitude and mindset sales teaches you? You are the CEO of your destiny

29:30 → what's the balance of reflection vs. doing?

34:00 → find something  you’re curious about, and then sinking your teeth into it

36:30 → are you the QB or the coach of a sales cycle as a MM AE?

40:00 → how to warm up an ADHD brain?

42:30 → do you finish a book from start-to-finish before you pick up another?

44:40 → create more than you consume, a heuristic for living a life full of value

48:00 → an introduction to blitzkrieg selling; a guide to being an intentional BDR

BOOKS MENTIONED
Daniel Kahneman - Thinking Fast & Slow
Christopher Browning - Ordinary Men

This week we're joined by Toronto's resident real estate phenom, Jordan Buttarrazzi. Some may call him the Wolf of Bay Street, but he is really more of a cup of camomile tea, with a teaspoon of honey. If you want to learn more about the journey from slinging MFPs, to firefighting, through to real estate and everything in between - tune in to hear this one.

For more of Jordan Buttarrazzi, check out thehousingmarket.ca.

TRANSCRIPTION
2:25 → business law, to marketing, to HR… no route into sales is unique, and this man touches many paths

6:10 → don’t be afraid to pick up public speaking gigs, get the butterflies, and you just may end up a resident toastmaster like JB himself

10:15 → don’t be afraid to put yourself out there, use your resources (ie. Career Support, job fairs, etc.) to get in front of opportunities

15:30 → the dangers of caring a little too much about what others think about you and how that might affect your personal growth and development; moving from photocopier sales into financial sales

24:10 → from sales to firefighting to real estate, it’s never too late to bet on yourself and transition into a career you always dreamed of

32:30 → if you’re putting out fires, literally or figuratively, a morning routine is paramount to your success

35:10 → what’s the sweet spot in number of clients you can and should be managing at any given time successfully run a real estate business

37:30 → like any industry you’re selling, sell the way you buy, if you show you care, put yourself in the buyer’s shoes, and display a high level of empathy - you will win

44:50 → the highs and lows of the sales game exist everywhere - the emotional regulation you can learn from putting alcohol down for a few months, and applying that to sales

53:00 → what’s one thing you wish folks knew about sales for the betterment of the profession - get rid of that icky connotation and add-value

56:50 → how journaling and organizing your thoughts can help a chaotic life get to the root cause of what is wrong

Blessed to sit down with good friend and producer of the pod, Alec Hussey. Al's gracious enough to share the origin stories of his relationship with audio, craftsmanship, and the creative process.

For more, check out ncjr.me

TRANSCRIPTION
1:00 → where the love for music and audio comes from… as it does with most, band camp and death metal :) 

5:10 → transitioning from playing music to producing music

8:59 → how to get good at music, just copy what the greats are doing… much of it is mimicry and then putting your own spin on it

11:30 → the music equivalent of drilling with a snaredrum

12:45 → what not to do if you’re running your first marathon; a runner’s horror story

16:40 → the allure of percussion instruments

19:00 → the process of producing a podcast vs the process of producing a song

22:45 → an amateur practices until he gets it right, a professional practices until he never gets it wrong

27:00 → perfectionism, imposter syndrome, and cognitive dissonance… daily practices to mitigate these personal development antagonists - focus on what you can control, and take that first step

31:15 → music plays with any and all emotions, deeper than Bob Marley, Al Hussey

33:00 → what’s the secret of this life… I want to be content, not happy - look for a childlike happiness

37:27 → how Al got into woodworking, craftsmanship, and a little bit of industrial design work; and renovations..

43:50 → what to tell your 12 year ADHD old-self…. Just pick one!

I did a thing. 16 years in Chito Ryu Karate has me yearning to get back into some sort of martial art. The one I chose is jiu jitsu, and a couple months in, many bruises (physical and egoic) later, I have some insights on why this may be one of the greatest games ever played. It rivals golfs in terms of mental/physical fortitude, and gives it a running for best sport for sales parallels.

For more, check out ncjr.me.

TRANSCRIPTION
2:10 → the difference between karate, and brazilian jiu jitsu, and gi vs. no-gi

5:30 → seeing vs. doing; an introduction to BJJ and the format of classes/instruction; parallel to sales/work - there’s a distinction between an idea and execution

7:15 → BJJ is chess with your body, one of the benefits of playing with a more senior player is the feedback and advice into the game you get

8:45 → the value of patience and pause; while the hardest worker in the room can win the game, a lot of stupid effort can come from that if you don’t assess the situation

10:00 → one of the major benefits of the game is humility in getting your ass kicked, try and try again, fail and fail again again, and test your resolve

11:30 → the difference between expertise and being a novice is the 10,000 reps; doing something over and over again will bring familiarity to a situation and give multiple looks on how something works

13:10 → fear not the man who practiced 10,000 kicks once, but one kick 10,000 times; once you find the journey of mastery, you’ll never let up on improving as you’ll realize there’s always somebody else out there who can do it better than you

PLACES MENTIONED
Forte Jiu Jitsu

So, you've made it around the sun another year? Gotta capture the beautiful days and memories in a time capsule, while trying to reflect on how far I've come.

What better way to do so and practice gratitude by answering the question of  "are you happy?".

Turns out, I'm not. But there is something better. 

For more, check out ncjr.me

TRANSCRIPTION
1:27 → the difference between happiness and content… I’m not happy, but more content → the mindset shift to increase productivity

2:35 → a quick recap of turning 29, and what a ‘birthday’ entails as I get older - card games, hygge, golf, running, and climbing the mountain

6:00 → answering the question of ‘was I happy’ when I was 19 and what I was going through at the time

8:10 → the attitude of ‘deserving happiness’ and comparing yourself to others to validate your happiness only leads to sadness

10:55 → the mindset shift you can take to move from being happy, to being content - validating your success internally, as opposed to externally

12:20 → health, wealth, love - the objectives I was chasing that I’ve realized are not destinations, but journeys

14:40 → what those journeys look like at 29 in terms of inputs, as opposed to the outputs that you strive for

ARTICLES MENTIONED

Happiness vs Contentment

You vie for it if it's not there, yet expect it to be the norm when it is there. We're talking culture, people. The importance of it in team-building. How to take inspiration from Japanese culture to build discipline. And ultimately, building the cult that rises the tide and lifts all boats.

For more, check out ncjr.me

TRANSCRIPTION

1:00 → a layman’s breakdown of Japanese culture and how it’s history impacted the culture that permeated through WWII

4:05 → take inspiration from samurai culture when trying to build cultures focused on belief

7:40 → a few ideas I’ve bought into that help create teams with a culture of shared growth

9:10 → your growth is my growth, the attitude leaders can take to build a group with a collective mindset, yet understand the importance of individual responsibility

11:30 → feedback is paramount to get buy-in from your team on their own development, and work ethic

12:10 → one of the more deflating experiences I’ve had when there was a lack of feedback

13:45 → before giving feedback, you need consent, but beyond that, you need consent and confirmation of the type of feedback you’re giving

16:10 → create channels of communication and routine to bring consistency and vulnerability with your team

LINKS MENTIONED

Dan Carlin - Supernova in the East

Talking into the void and being brutally honest with my recent shortcomings and misses in habits - specifically, running, journalling, and reading. I figure the best way to get back on the horse is to first publicly shame myself, and the next is to just fucking do it. Here's to day zero.

For more, check out ncjr.me

Transcription

2:11 → more recent struggles with running, exercise, and building the habit of waking the f*ck up… that’s the vision, what’s actually happening

4:00 → the danger of ‘just this once’ thinking… reset and go back to starting with why of your goals to reorient habits

6:25 → my current misses in journaling, logging thoughts, and reflecting on my day-to-day

8:14 → the dangers of consuming more than producing; in struggling with reading, it’s okay to be reading multiple books at a time if interest and engagement wanes

11:09 → admit defeat in procrastination… the first step is awareness, and the second step is to take action to build momentum

13:13 → any and all habits are easier when you recruit a tribe, you do not have to do it all yourself; share in your failures and successes

Books Mentioned
The Brothers Karamazov
The Gulag Archipelago