The Sale Ring

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 ...

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 ...

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 th...

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...

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...

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 im...

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 y...

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 c...

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 Services.  Marty discusses his earl...

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 for them.  This technology is quickly...

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 auctioneers that the “Seller” s...

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 booth products.  Enjoy the show.

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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 risk of spending enormous amounts of ...

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 effective auction marketing and why it is ...