The Sale Ring – Real Broker Radio

Episode 133: Winning and Losing with Active Listening

By thesalering | May 28, 2026

Podcast: Play in new window | Download (Duration: 59:45 — 82.1MB)

We are joined in the studio by commercial CCIM broker Brian Lensing, as we break down the important elements of active listening. Brian shares stories of winning and losing by using active listening, and times when he did not do a good job of it. This is a cool episode as it reinforces the importance …

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Episode 132: Conducting a HUGE Ohio Land Auction

By thesalering | May 19, 2026

Podcast: Play in new window | Download (Duration: 58:32 — 80.4MB)

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 …

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Episode 131: Nebraska Auctioneer Champion William Yokel

By thesalering | May 14, 2026

Podcast: Play in new window | Download (Duration: 39:07 — 53.7MB)

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 …

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Episode 130: Should the “Listing Agent” get most of the commission.

By thesalering | April 28, 2026

Podcast: Play in new window | Download (Duration: 1:01:49 — 84.9MB)

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 …

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Episode 129: National Auction Association CEO (Allison Mazzei)

By thesalering | February 24, 2026

Podcast: Play in new window | Download (Duration: 43:24 — 47.0MB)

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 …

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Episode 128: Managing Auction Buyer Psychology

By thesalering | January 16, 2026

Podcast: Play in new window | Download (Duration: 33:00 — 45.3MB)

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 …

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Episode 127: Tax Deferred Exchange, DST and 721 UPREIT

By thesalering | November 4, 2025

Podcast: Play in new window | Download (Duration: 45:47 — 62.9MB)

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 …

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Episode 126: Leveraging Your Circle of Influence

By thesalering | October 24, 2025

Podcast: Play in new window | Download (Duration: 44:07 — 60.6MB)

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, …

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Episode 125: Navigating Complex Commercial Listings

By thesalering | September 19, 2025

Podcast: Play in new window | Download (Duration: 49:28 — 67.9MB)

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 …

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Episode 124: Commission Modeling vs. One-Size Fits All

By thesalering | September 9, 2025

Podcast: Play in new window | Download (Duration: 52:41 — 72.3MB)

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 …

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