Jordan Reber, Building Relationships

SUMMARY: In this episode, Will Jenkins and Jordan Reber break down what it really takes to build long-term success in freight sales. From mastering the art of relationship-building to staying curious and patient, they share strategies that go far beyond scripts. Jordan taps into his decades of experience to explain how value-first selling, industry expertise, and genuine networking can open doors others miss. Whether you’re new to sales or looking to sharpen your edge, this episode delivers practical, real-world insights you can use right away. TAKEAWAYS: Sales is a long game, quick wins don’t build real trust. Curiosity opens doors that pushy tactics can’t. The best reps provide value without expecting anything in return. Small wins matter, celebrate them to stay motivated. Patience isn't optional; it's a sales skill. Networking isn’t just about who you know, it’s about staying top of mind. Know your industry inside and out, it builds instant credibility. Strong relationships require ongoing attention, not one-time effort. Selfless reps win more in the long run. Redefine success: it’s not just the close, it’s the connection. CHAPTERS: 00:00 – Introduction to Sales and Relationships Will and Jordan set the stage: why relationships are the backbone of sales success 03:00 – Building Relationships in Sales The mindset shift from transactional to relationship-driven selling. 06:11 – The Long Game in Sales Why patience pays off, and how to stay consistent when results take time. 09:01 – Nurturing Long-Term Relationships Tactics for keeping connections strong after the first deal is done. 12:13 – Expertise and Networking in Sales How industry knowledge and smart networking create compounding returns. 14:49 – Final Thoughts on Relationship Building Jordan’s closing advice for sales pros who want to win the right way. EPISODE CREDITS: Host, Will Jenkins Creative Director, Erin Sweeney Edited and mixed by Keenan McCarthy Music licensed through Envato LINKS: Be sure to follow and tag @JourneyDelivers on LinkedIn Instagram Twitter Facebook TikTok YouTube ABOUT THE JOURNEY PODCAST: Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.