The Sale Ring

This podcast show highlights the art and strategy of recruiting real estate agents in rural and small-town markets. We visit with Matt McClintick to explore how non-urban regions offer distinct opportunities for agent growth, focusing on community connections, lifestyle-driven value, and untapped market niches.  Whether you’re a broker aiming to expand or an agent seeking your next opportuni...

effective active listening techniques that will win deals for you.

In this episode of The Sale Ring, we sit down with Chip Carpenter, Ryan Rogers, and Melissa Smithberger from United Country Real Estate’s Columbus and Southeastern Ohio offices. They share the story behind the monumental John L. Christman Estate Land Auction—from securing the listing to crafting an auction atmosphere that engaged bidders. Listen as they walk us through the auction process, t...

On this episode we sit down with William Yokel , the 2026 Nebraska State Bid Calling Champion , to talk about his journey into the auction business and what it takes to succeed as a professional auctioneer. William shares how he got started in the industry, the lessons he’s learned along the way, and the advice he would give young auctioneers chasing their goals. We also discuss what winning the s...

In this episode we talk through real estate commissions and who should normally be entitled to the lion’s share of it (listing agent or buyers agent).  On the heels of the NAR lawsuit, the increased transparency around who is actually paying for the services rendered has forced the real estate industry to take a hard look at this question.  Under normal circumstances, an “agent”...

We are joined in the studio by the CEO of the National Auction Association (NAA), as we discuss her newly acquired role in the auction industry.  The NAA has seen a lot of changes over the past 15 years and Allison takes us through some of her insight and experiences as she settles into the CEO’s seat at a National Organization.  We discuss the recent sale of the long time NAA headquarters,...

In this episode we go through the multiple considerations related to how buyers think and place their bids at auction.  Bidder psychology is important for auctioneers and brokers to understand, as it leads to stronger bidder engagement and higher sales results at auction.  We discuss what really motivates bidders; how urgency works; and what auctions reveal true demand.  We also talk about why cer...

We are joined in the studio by our good friend Greg Schowe with Asset Preservation Inc., as he takes us through some interesting differences between 1031 Exchanges, Delaware Statutory Trust (DST) and the 721 UPREIT.  Q4 of each year is a busy time with investors moving assets into the sale arena and deferring capital gains tax is a big decision for more investors and owners.  Using these tax treat...

As a real estate or auction professional, one of your main sources for quality leads can be your circle of influence.  In this episode we discuss a systematic process to identifying “who” should be in your circle of influence, how to inventory and manage these individuals and ultimately “how” to engage them with quality conversation, high profile information and multiple wa...

Powerful podcast show with a seasoned veteran commercial broker named Brian Lensing CCIM.  He is a long time commercial advisor that specializes in complex distressed asset sales in commercial real estate.  In this episode we discuss his recent sale of a renowned vineyard and winery south of St. Louis, Missouri which he listed and interestingly enough sold to the Catholic Church.  Go figure…...

Using a consistent commission rate and trying to force it into every deal is a poor practice that will cost brokers and auctioneers some of the opportunities they hope to win.  In this episode we are joined by Jimmie Dean Coffey, as we discuss different strategies to educate yourself and your team of agents and auctioneers around pitching commission rates that align with the services being provide...

Listen to this great podcast show with the 2024 National Benefit & Charity Auctioneer Award Winner, Marty Griepentrog.  We discuss the auction profession with first this generation auctioneer who is making waves in the auction industry as he takes down the award for the highest number of reported benefit and charitable auctions in 2024, as recorded by United Country Real Estate | Auction...

Great episode where we explain the key drivers behind what agents & auctioneers want and how to keep them happy.  Broker owners that operate a real estate and/or auction company should take note that agents are not always motivated solely by money.  They also want to be part of a powerful team that cares about their career and growth.  We hope you enjoy this episode.

Building auction catalogs and inventory management can be time consuming and labor intensive, not to mention the associated cost.  We are joined in the auction studio by Jeff Leffel and Bert Kaplan of Listernaut, an emerging and novel company that has built impressive software which uses artificial intelligence (AI) to adequately identify items photographed and write a heading & description fo...

Mike Brandly joins us in the studio as we discuss how to handle non-performing auction bidders.  A recent incident turns into an excellent case study for us to examine how auctioneers should respond to a bidder / buyer that fails to sign the purchase contract or deposit the down payment.  We also discuss various options to help minimize this occurrence from happening, as well as reminding auctione...

In this episode of The Sale Ring we talk with professional Virtual Office Assistant (VOA), Hope Hill about how to effectively use a VOA.  She guides us through the initial engagement and what specific services and tools will help a real estate brokerage increase listing performance and drive revenue.  Enjoy the show.

We are joined on The Sale Ring by Brian Thies of ATA National Title Group, as we discuss what a title company is and how they operate in the ever-changing real estate environments.  Wire transfer fraud, identity theft and many more scams are making the process cumbersome and a high risk environment. ATA National Title Group

Danielle and Kyle of Creative Imaging Displays join us in the studio to talk about trade show booths, displays and all of the important considerations around show size, shipping, labor costs, etc..  We gain excellent insight into the current trends and ideas that are taking front stage at trade shows across America, and discuss back-lit displays, LCD displays, and a variety of other trade show boo...

We have an interesting podcast show about the top 5 reasons that real estate agents do not make it in this business.  Lots of insight that we learned from the 100th Anniversary of United Country Real Estate and talking to brokers that manage agents.  If you are a managing broker and are looking to sharpen your recruiting skills, then understanding why agents fail should be at the top of your list....

Guess who just sold the largest contiguous land tract in Costa Rica.  Mike Krieg joins us in the studio and talks about selling a HUGE Aloe Vera farm in Costa Rica, with all the complexities and rewards of a mega transaction. If you like interesting stories then this episode is for you.  We also discuss the in-country differences of open listings versus exclusive right to sell listings, and the ri...

When sellers pay the auction marketing upfront, they become better sellers at the end of the auction process.  Having “skin in the game” signals that the seller is invested in the auction process and believes it is a good strategy for both divesting of their property, as well as receiving a fair market value for their property.  Trina and I talk about the in’s and outs of effecti...

In this episode we are joined by our good friend Jimmie Dean Coffey, as we discuss the art and benefits of commission sharing with other brokers.  We have to keep in mind who we are working for and what is in the “Sellers” best interest, while also being fair to the company that is executing most of the work in the listing and sales process.  We take a deeper dive into the nuances of b...

We are joined in the studio by Eric Hoots of AuctionSphereHQ.com which specializes in developing, enhancing and growing your companies Google Business Page.  Did you know that your Google business profile, photos, blogs, reviews and ultimately performance are all things you can work on to increase your web presence and recognition on searches. In this episode we take a deep dive into the fundament...

Another exciting episode as we have Greg Schowe with Asset Preservation Inc, in the studio discussing the Top 10 Reasons to use a 1031 Exchange.  Greg has a great list of the most important reasons their company engages with buyers and sellers in the tax deferred space and shares his insight on our show.  Guaranteed to provide GREAT information if you sell investment property.   ASSET PRESERV...

We are joined in the studio by Alec Bean and Karly Pavlinac with Agricultural Soil Management (ASM) which is a company that conducts soil tax deduction analysis for property owners.  This is very interesting as you can evaluate you land for excess levels of Potassium and Phosphorous, and apply for a tax deduction based on excess levels.  Join us in the studio as they take us through the process an...