Sales Life

After a year or so of virtual conversations, it's nice to meet IRL. In this episode, we talk about personal growth, the importance of human connection, and how technology, especially AI, is changing our industry. Follow  @thejustinryder  and  @socalindustrial  Timestamps: 00:00:00 - Introduction and Meeting in Person 00:00:15 - Discussing the Benefits of Dry January 00:00:15 - The Irony of Salespeople Avoiding Social Media 00:01:15 - California Vibes and Environment 00:01:57 - Meeting for the First Time 00:02:43 - First Impressions and Building a Media Empire 00:03:48 - The Journey of Starting a Podcast 00:04:52 - Personal Growth and Friendship 00:09:17 - The Importance of Human Connection 00:09:31 - The Modern Commercial Real Estate Executive 00:11:36 - The Creator Identity 00:13:30 - The Importance of High EQ in Connection 00:14:32 - Discovering AI Tools 00:15:13 - Discussing the Role of AI in Business 00:16:35 - The Premium Skill of Judgment 00:18:47 - The Modern Commercial Real Estate Executive: A Keynote Discussion 00:19:40 - The Value of Effective Communication 00:20:00 - Wrapping Up and Future Plans 00:21:31 - The Importance of Learning and Adding Value 00:21:50 - Looking Forward to the Future of Sales Life 00:22:37 - Embracing AI and Future Innovations 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:

Speed round #3 with the hosts of  ⁨@SalesLifePodcast⁩ , Sean Ward ( ⁨@socalindustrial⁩ ) and  ⁨@thejustinryder⁩ . What happens when a proven industrial broker is asked the tough questions about the CRE business? Income-producing skills? How to gain trust? Why do deals fall apart? Even a question that Sean CAN'T ANSWER. 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:

Season 2 of 𝘚𝘢𝘭𝘦𝘴 𝘓𝘪𝘧𝘦 is back (in comments) — and 🐐 Ward is already saying the quiet parts out loud. Hope you will dive in with us this season! Aiming for some shorter content this year. Let me know what you think! 😚 SUBSCRIBE to the Sales Life Letter of Intent (our somewhat weekly newsletter on intentional sales life:

In this episode of Sales Life, Justin Ryder and Sean Ward talk about the tension every driven person feels but rarely admits — the battle between ambition and peace. After a difficult 2025, Sean shares why he's shifting his focus from fixing the few things going wrong to appreciating the many things already going right. Justin pushes the other direction — discipline, goals, action, and building momentum in 2026. The result is an honest conversation about anxiety, gratitude, faith, visualization, work ethic, and what actually leads to a fulfilling life.   If you've ever chased success but still felt uneasy… this one will hit home.   Timestamps: 00:00 Introduction and Philosophical Musings 01:00 Reflecting on 2025 and Setting Goals for 2026 02:52 The Power of Gratitude 07:12 Visualizing Success and Overcoming Negativity 10:36 Focus and Discipline in Achieving Goals 17:34 Practical Applications of Gratitude 23:40 Letting Go of Anxiety and Embracing Faith   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:

Get to know ‪@socalindustrial‬ in a rapid-fire Q&A session to launch season 2! Sean is an accomplished CRE broker and deep thinker. Our hope this year is to do more short content on the podcast, provide BONUS episodes, and give our audience a chance to interact. It's going to be a fun Season 2 of ‪@SalesLifePodcast‬ ;) Thanks, ‪@thejustinryder‬

It's a conversation worth having... THE SALES LIFE Justin Ryder and Sean Ward discuss the importance of perspective in sales, the value of authenticity in conversations, and the role of giving in achieving personal freedom. They also explore the impact of AI on the industry, the necessity of embracing video marketing, and the creative process of podcasting while overcoming resistance.  Chapters 00:00 Welcome Back to Sales Life 02:56 The Importance of Perspective in Sales 06:11 Authenticity and Real Conversations 09:04 The Role of Giving in Personal Freedom 12:04 Navigating the AI Landscape 15:10 Embracing Video and Creative Marketing 18:00 The Art of Podcasting and Resistance Sign up here for more details.  Justin's social: LinkedIn Twitter YouTube Sean's social: LinkedIn Twitter YouTube

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