The Sale Ring – Real Broker Radio

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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Episode 123: The 2024 National Charity Auctioneer Award Winner (Marty Griepentrog)

By thesalering | August 8, 2025

Podcast: Play in new window | Download (Duration: 40:33 — 55.7MB)

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 …

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Episode 122: What Drives Top-Tier Agents & Auctioneers

By thesalering | July 15, 2025

Podcast: Play in new window | Download (Duration: 59:11 — 81.3MB)

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 …

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Episode 121: Auction Cataloging Using AI

By thesalering | June 18, 2025

Podcast: Play in new window | Download (Duration: 42:34 — 58.5MB)

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 …

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Episode 120: Dealing with Non-Performing Bidders

By thesalering | May 30, 2025

Podcast: Play in new window | Download (Duration: 52:42 — 72.4MB)

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 …

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Episode 119: Using a Virtual Office Assistant

By thesalering | May 6, 2025

Podcast: Play in new window | Download (Duration: 48:43 — 66.9MB)

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.