Sales Life

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.  Justin's social: LinkedIn Twitter YouTube Sean's social: LinkedIn Twitter YouTube

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 Justin's social: LinkedIn Twitter YouTube Sean's social: LinkedIn Twitter YouTube

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 Justin.Ryder@SVN.com  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 Justin's social: LinkedIn Twitter YouTube Sean's social: LinkedIn Twitter YouTube

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 Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

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 Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

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 Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

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 Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

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 Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

All the good stuff...  Timestamps:  00:00:00 - Introduction and Greetings 00:00:28 - Memories and Family Trips 00:01:51 - Writing a Book for Kids 00:02:34 - The Allure and Trap of Wealth and Career 00:03:08 - Fear of Leaving Family Early 00:07:57 - The Power of Words 00:10:32 - Planning Adventures with Kids 00:12:29 - Improving Business Processes 00:13:28 - Subconscious Longing for Pain in Deals 00:15:11 - Self-awareness and Motivation 00:17:36 - The Dilemma of Scaling Business 00:20:58 - Pressure and Stress: Understanding the Difference 00:24:15 - The Journey and the Art of Doing 00:26:14 - The Pure Intentions and Podcasting Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

The truth is, many of us are caught in the cycle of wanting to excel in our careers while also cherishing the time we have with our young families. They both peak at the same time… time to prioritize. Justin's LOI on the anatomy of a viral LinkedIn post: https://saleslife.beehiiv.com/p/anatomy-of-a-viral-linkedin-post-what-worked-why Timestamps: 00:00:00 - Introduction 00:00:16 - The Live Podcast Experience 00:00:43 - The Midlife Crisis Discussion 00:01:25 - The Importance of Honesty 00:03:12 - The Anatomy of a Viral LinkedIn Post (https://saleslife.beehiiv.com/p/anatomy-of-a-viral-linkedin-post-what-worked-why) 00:05:00 - Balancing Professional and Personal Posts 00:10:10 - The Importance of Making Memories 00:12:51 - Creating Rich Life Experiences 00:16:16 - Reflecting on Career and Family Balance 00:17:23 - The Struggle of Wanting it All 00:17:55 - The Concept of Surrender 00:19:06 - The Efficiency of Podcasting 00:20:11 - Setting Goals for 2025 00:21:08 - The Importance of Coaching 00:23:24 - Breaking Life Down into Categories 00:26:10 - Creating Meaningful Memories with Children 00:28:22 - Closing Thoughts on Life Priorities Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

Sales can be a pressure cooker, but personal freedom at work is possible — you just need one key thing. Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. TIMESTAMPS: 00:00:00 - Introduction and Welcome 00:00:32 - Discussion on AI and Energy 00:01:12 - The Power of Mirroring 00:01:35 - Discussing Future Dreams 00:02:29 - Marriage and Personal Life 00:03:48 - Work-Life Balance 00:04:39 - Sales Life Self-Assessment 00:07:00 - Discussion on Giving 00:09:29 - Personal Experiences with Giving 00:11:29 - The Impact of Giving 00:11:40 - The Importance of Giving in Business 00:13:50 - The Freedom in Giving 00:15:43 - The First Cold Calls 00:16:24 - First Success in Real Estate 00:17:03 - The Importance of Trying 00:17:28 - The Reality of Cold Calling 00:18:02 - The Long Cycle of Deals 00:23:48 - The Struggle with Perfectionism 00:25:00 - The Journey of Personal Growth 00:30:23 - The Art of Conversation and Future of the Podcast Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

Even with AI advancements, the human element will remain crucial in client interactions. Get creative and stay relevant. Plus, are you coachable? Justin... well, he might be. Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Timestamps: 00:00:00 - Introduction 00:00:28 - Mics! 00:01:54 - Podcast Artwork Dilemma (we decided) 00:03:03 - Creative Marketing Discussion 00:06:38 - Imposter Syndrome and Writer's Block 00:09:27 - Interactive Content and Personal Branding 00:12:03 - AI Impact on Personal Branding 00:15:59 - AI and Its Impact on Future Jobs 00:19:02 - AI and Personal Authenticity 00:20:22 - Introduction to Coaching 00:22:51 - The Coaching Process 00:23:29 - Investment in Coaching 00:24:42 - The Value of Coaching 00:26:14 - Documenting the Coaching Journey 00:27:27 - Wrap Up Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

We're discussing the intricacies of getting hired in the commercial real estate industry. If you ever wanted to pick Sean's brain... it's your lucky day.  Cold hold reality, cold calls, energy transfer... and more. Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Timestamps: 00:00:00 - Introduction 00:00:13 - Getting Hired in Commercial Real Estate 00:00:52 - Understanding the Reality of the Business 00:01:47 - The Guaranteed Way of Getting Hired 00:02:23 - Challenges of Getting Hired 00:03:20 - Misconceptions about the Industry 00:04:34 - Reality of Unlimited Income Potential 00:10:53 - The Value Exchange in Hiring 00:12:13 - Making Yourself Indispensable 00:13:17 - Bringing Energy to the Job 00:15:06 - Benefiting from Newer Agents 00:16:15 - Overcoming the Intimidation of Veterans 00:16:28 - The Importance of Finding Deals 00:17:45 - Understanding the Business as a Whole 00:18:58 - Expanding Your Knowledge and Understanding 00:19:28 - Experiences that Shape Your Career 00:20:07 - The Role of Persistence in Getting Hired 00:20:57 - Strategies to Get Hired 00:27:16 - The Impact of Office Culture on Career 00:29:49 - The Importance of Research and Preparation 00:32:00 - The Value of Knowledge and Preparation 00:33:30 - Final Thoughts on Getting Hired Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

Sales is all about staying laser-focused on outcomes, but that mindset can sometimes make you miss the joy of the process. Take a step back and ask yourself (and your team) the tough questions about what it's really like to work with you. It's an episode all about the power of now. Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Timestamps:00:00:00 - Introduction 00:00:16 - Why Start a Podcast 00:00:45 - The Podcasting Experience 00:02:22 - The Ideal Listener 00:02:44 - Guests on the Show 00:03:00 - Work Attire Discussion 00:03:55 - Starting the Conversation 00:04:12 - Work Motivation 00:04:45 - Breakthrough Moment 00:10:29 - Living in the Present 00:11:47 - The Impact of Outcome Focus 00:13:47 - Asking for Feedback 00:17:09 - Questioning Professional Advice 00:18:50 - The Struggle with Hustle Culture 00:19:16 - Balancing Human and Spiritual Aspects 00:20:40 - Staying Grounded in the Present 00:20:55 - The Physical Manifestation of Stress 00:22:55 - Reflecting on Life and Success 00:26:27 - The Importance of Enjoying the Process 00:27:29 - Shifting Outcomes 00:28:13 - The Ultra-Competitive Business 00:30:06 - What Clients Really Care About Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

Instead of doomscrolling… create. Instead of feeling bad about your circumstances… grow. That's the plan anyway. Timestamps: 00:00:00 - Embracing the Creator Role  00:01:10 - The Excitement of New Ideas 00:01:16 - Challenging Conventional Wisdom 00:02:02 - The Value of Negative Experiences 00:03:38 - The Journey of Inner Growth 00:04:22 - Personal Growth Through Adversity 00:05:08 - The Power of Perspective 00:05:55 - Surviving and Growing from Cancer 00:08:21 - The Paradox of Desire and Suffering 00:08:29 - The Struggle for Inner Growth 00:09:40 - The Importance of Self-Awareness 00:10:26 - Bringing Personal Growth into the Sales World For full show notes, check out the Sales Life Letter: Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube

Gamify your cold calls, and more! Plus, the episode where Sean was bleeped a few times… Catch up on stuff: Justin's recent YouTube Video about this podcast (the stats will surprise you) How to play Cold Call Golf Cold Call Golf Score Card -- download your copy today!  Sign up for the Letter of Intent, our weekly email newsletter Timestamps: 00:00:00 - Introduction  00:00:58 - Discussion on Life and Career Momentum 00:01:18 - Struggles and Challenges 00:02:18 - Discussion on Home Renovation and Life Changes 00:03:45 - Discussion on Podcasting and Adding Value 00:05:19 - Discussion on Podcast Cover Art 00:09:05 - Discussion on Cold Calling 00:15:40 - Discussion on Overcoming Resistance 00:16:18 - Facing the Fear of Cold Calling 00:16:43 - Importance of Consistency in Cold Calling 00:17:48 - Different Approaches to Business Development 00:18:45 - The Fear of Uncertainty in Prospecting 00:18:55 - The Role of Email in Business Development 00:20:00 - The Unpredictability of Deals 00:20:39 - The Power of Networking and Referrals 00:20:56 - The Impact of Being Available and Responsive 00:21:37 - The Randomness of Opportunities 00:23:10 - The Excitement of Unpredictability in Business  

The hidden benefits of loosening your grip on life... and sales. For full show notes, check out the Sales Life Letter of Intent: Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube Timestamps: 00:00:00 - Introduction and Embracing Authenticity 00:00:50 - Transitioning from Planning to Feeling 00:01:53 - Letting Go of Control 00:02:34 - Physical Manifestation of Control 00:03:08 - Relaxation and Spirituality 00:03:19 - Understanding Personal Growth 00:05:17 - The Importance of Planning 00:05:17 - Lessons from Past Experiences 00:07:34 - The Journey of Loosening Grip 00:07:35 - Balancing Creativity and Professionalism 00:08:31 - Infusing Life with Passion and Faith 00:09:08 - The Real Life Beyond Profession

We love talking about how a social presence can boost your impact, but it can also grow you as a person. It depends on how you approach it. Also, Sean talks about how he cried at the office. Hey, sales is hard. For full show notes, check out the Sales Life Letter of Intent: Subscribe to the Sales Life Letter for show notes and bonus content delivered to your email. Justin's YouTube video on running out of money. Connect with us (DMs open): Sean's social: LinkedIn Twitter YouTube Justin's social: LinkedIn Twitter YouTube Timestamps: 00:00:00 - Introduction and Welcome 00:00:24 - Discussion on Podcasting and AI 00:00:56 - Preparation for a Big Pitch 00:01:44 - The Role of Digital Marketing in Real Estate 00:04:54 - The Impact of Social Media on Business 00:06:58 - The Benefits of Social Media and Public Speaking 00:10:46 - The Importance of Authenticity in Social Media 00:11:33 - The Power of Attention in Business 00:12:31 - A Story of Persistence in Sales 00:16:47 - Learning from Mentors and Building a Base 00:17:36 - The Struggles of Starting in Commercial Real Estate 00:18:09 - A Personal Journey in Commercial Real Estate 00:20:02 - The Reality of Working in Commercial Real Estate 00:21:38 - The Power of Choice in Brokerage 00:22:07 - Goals and Aspirations in the Industry 00:23:19 - Closing Remarks and Future Episodes