Episodes – The Sale Ring

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 of listening to the client, retaining important information and using it to your advantage as a service provider.

Brian Lensing

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 walk us through the auction process, the excitement of auction day, and their approach as they head toward closing this once-in-a-lifetime sale.

United Country – Columbus, Ohio office

United Country – Southeastern Ohio office

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 would give young auctioneers chasing their goals. We also discuss what winning the state championship means for his career and how he plans to serve as an ambassador for the Nebraska Auctioneers Association and the auction industry. It’s an insightful conversation about hard work, professionalism, and the future of the auction industry.

PRESS RELEASE:

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 look at this question. Under normal circumstances, an “agent” should be hired and compensated by the party that is using their services. We discuss a reasonable approach to commission splits and the appropriate allocation of commission based on the services, expense, and expertise. A controversial topic that we enjoyed discussing on The Sale Ring podcast.

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 CEO’s seat at a National Organization. We discuss the recent sale of the long time NAA headquarters, advancements delivered by AI and the recent auction marketing summit which was held in Kansas City (Feb). Great conversation that should benefit all auction and real estate professionals. Enjoy the show.

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 reveal true demand. We also talk about why certain buyers behave differently once they know they are competing against other bidders. Lastly we discuss the role of “time certainty” and the differences between emotional and analytical bidders. Enjoy the show.

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 tax is a big decision for more investors and owners. Using these tax treatments is a huge opportunity for any prudent seller and we gained valuable insight from Greg today. Enjoy the show.

ASSET PRESERVATION INC.

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, high profile information and multiple ways to make yourself relevant and important to them. The key to harvesting leads from your circle of influence is to be Top of Mind when they know of someone needing real estate or auction services. Enjoy the show.

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 enough sold to the Catholic Church. Go figure…. Lots of great insight into how you repurpose a commercial property in the marketplace and find the most unusual buyers for a difficult to sell asset class. Enjoy the show.

CBS 42 News Article.

Global News Wire Article.

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 auctioneers around pitching commission rates that align with the services being provided. It will increase your listing capture rates and help to reinforce a sustainable commission rate for both the agents and the brokerage and/or auction company. Enjoy the show.