PODCAST · business
The Sale Ring
by Shawn Terrel: Auctioneer & Real Estate Broker
Real insights and interviews with professional auctioneers, brokers, agents and news about the real estate and auction industry
Episodes
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Episode 136: Realtors Land Institute with Jimmie Dean Coffey
In this episode of The Sale Ring Podcast, we sit down with Jimmie Dean Coffey, Vice President of United Country Auction Services and newly elected Vice President of the REALTORS® Land Institute (RLI).
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Episode 135: Soil Nutrient Deductions with Boa Safra Ag
legacy nutrient soil tax deductions for farmers, ranchers and land owners. Boa Safra Ag is the leader in this space and tells us how it is done. This technique has been used by the very wealthy owners for many years. Now you can also leverage these tax savings, listen to this...
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Episode 134: Recruiting Agents in Non-Urban America
This podcast show highlights the art and strategy of recruiting real estate agents in rural and small-town markets. We visit with Matt McClintick to explore how non-urban regions offer distinct opportunities for agent growth, focusing on community connections, lifestyle-driven value, and untapped...
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Episode 133: Winning and Losing with Active Listening
effective active listening techniques that will win deals for you.
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Episode 132: Conducting a HUGE Ohio Land Auction
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…
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Episode 131: Nebraska Auctioneer Champion William Yokel
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…
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Episode 130: Should the “Listing Agent” get most of the commission.
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...
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Episode 129: National Auction Association CEO (Allison Mazzei)
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...
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Episode 128: Managing Auction Buyer Psychology
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...
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Episode 127: Tax Deferred Exchange, DST and 721 UPREIT
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…
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Episode 126: Leveraging Your Circle of Influence
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...
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Episode 125: Navigating Complex Commercial Listings
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....
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Episode 124: Commission Modeling vs. One-Size Fits All
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...
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Episode 123: The 2024 National Charity Auctioneer Award Winner (Marty Griepentrog)
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...
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Episode 122: What Drives Top-Tier Agents & Auctioneers
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...
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Episode 121: Auction Cataloging Using AI
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…
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Episode 120: Dealing with Non-Performing Bidders
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...
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Episode 119: Using a Virtual Office Assistant
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...
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Episode 118: Inside a Professional Title Company
We are joined on The Sale Ring by Brian Thies of ATA National Title Group, as we discuss what a title company is and how they operate in the ever-changing real estate environments. Wire transfer fraud, identity theft and many more scams are making the process cumbersome and a high risk…
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Episode 117: Professional Trade Show Booth Displays
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...
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Episode 116: Top 5 Reasons Why Real Estate Agents Fail
We have an interesting podcast show about the top 5 reasons that real estate agents do not make it in this business. Lots of insight that we learned from the 100th Anniversary of United Country Real Estate and talking to brokers that manage agents. If you are a managing broker and are looking to...
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Episode 115: Selling Property in Costa Rica with Mike Krieg
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...
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Episode 114: Seller Paid Upfront Auction Marketing
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...
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Episode 113: Sharing Commissions with Other Brokers
In this episode we are joined by our good friend Jimmie Dean Coffey, as we discuss the art and benefits of commission sharing with other brokers. We have to keep in mind who we are working for and what is in the "Sellers" best interest, while also being fair to the company that is executing most…
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Episode 112: Enhancing Your Google Business Page with Eric Hoots
We are joined in the studio by Eric Hoots of AuctionSphereHQ.com which specializes in developing, enhancing and growing your companies Google Business Page. Did you know that your Google business profile, photos, blogs, reviews and ultimately performance are all things you can work on to increase...
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Episode 111: Top 10 Reasons to Use 1031 Exchange
Another exciting episode as we have Greg Schowe with Asset Preservation Inc, in the studio discussing the Top 10 Reasons to use a 1031 Exchange. Greg has a great list of the most important reasons their company engages with buyers and sellers in the tax deferred space and shares his insight on…
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Episode 110: Soil Tax Deductions
We are joined in the studio by Alec Bean and Karly Pavlinac with Agricultural Soil Management (ASM) which is a company that conducts soil tax deduction analysis for property owners. This is very interesting as you can evaluate you land for excess levels of Potassium and Phosphorous, and apply for…
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Episode 109: Direct Mailing Tactics for Success
Join us as we discuss powerful tactics to use while direct mailing post cards and letters to property owners. The frequency is important as well as the messaging being sent out. Learn how to send information, versus just a direct solicitation. We also discuss planning models for annual marketing...
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Episode 108: Brokers Adding Auctions to Their Business
We are joined in the studio by Broker turned Auctioneer Matt Gallimore, as he takes us through the process of incorporating auction services into his long time Virginia real estate brokerage. Today he provides auction services (currently) in Virginia, North Carolina, South Carolina, Tennessee and...
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Episode 107: the 15th Annual Auction Expo
We just completed the 15th Annual Auction Expo in Kansas City, Missouri and had over 100 attendees from 20 states and Canada. The event is in it's 15th year and growing in both strength and recognition. Join us as we recap the speakers, topics, vendors and all the wonderful auction training that...
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Episode 106: Virtual Assistants can be the Future
We are joined in the studio by professional virtual office assistant and VOA manager, Hope Hill as she guides us through working with a virtual assistant. This may be the future for many industries that require part time or full time assistants with specific skillsets and backgrounds. Using a VOA...
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Episode 105: IRS Tax Changes Could Affect 1031 Exchange Program
The current elect officials proposed a Section 1031 Exchange cap of $500,000 per person, which will definitely affect tax deferred changes if this passes. Greg Schowe with Asset Preservation Inc., takes us through some of the current considerations for an IRS Section 1031 Exchange and his…
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Episode 104: Equipment Auction Market Update and Using AuctionTime
We are joined by Mitch Helman from AuctionTime as he gives us an equipment market update. We also discuss the advantages of using AuctionTime as an online equipment auction tool, when combined with all of the external services they provide like (trucking & shipping, equipment financing, and fleet...
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Episode 103: How to tell if you have old oil wells under your property
We are joined in the studio by Blake Scott as he discusses a great program called WellFacts Reports. These reports can inform property owners of historic oil and gas wells that were drilled, plugged, and are no longer visible to the public, that may be lying under your home, building or vacant...
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Episode 102: How to Handle Pre-Auction Offers
Shawn and Trina discuss how to properly handle pre-auction offers that are submitted to an auctioneer before the auction date. This is an issue that continues to come up with real estate auctioneers and the guidance offered in this episode will help ensure that the auctioneer is keeping the…
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Episode 101: Oklahoma FFA Youth Auctioneer Champion Logan Snider
We are joined by Logan Snider and her mother Rachel Snider from Enid, Oklahoma. Logan is the first ever winner of the Oklahoma State FFA Auctioneer Championship, and she is only in the 8th grade.... The preliminary round of the inaugural event was held in Oklahoma City and from over 40 students...
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Episode 100: Commercial Office Space with Russell Hughes
We are joined by Mr. Russell Hughes of Hughes Realty Advisors to discuss the continuing issues with vacant office space in the U.S. Russell gives us valuable insight into what is currently happening with office space and what the future might hold. We also have some interesting trivia discussions...
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Episode 99: Advantages of 1031 Exchanges with Asset Preservation
In this episode we are joined in the studio by Greg Showe with Asset Preservation Inc, which is a nationwide 1031 exchange consulting and advisory firm. Greg takes us through the principal considerations of who would typically utilize a 1031 exchange program and the most common benefits of using...
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Episode 98: How to Leverage a Delaware Statutory Trust (DST)
The Delaware Statutory Trust (DST) is an amazing vehicle for deferring capital gains taxes. We are joined in the studio by Julia Fritzlen with Insight Investment Advisors and she takes us through the opportunities of the DST process. This is a highly educational show with a ton of content…
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Episode 97: Recruiting Productive Agents with Chase & Nate
Recruiting productive agents is on most brokers top priority list these days, but the task is not getting any easier. In this episode we dive into who tends to make a good agent and then how to find them. Next we discuss the typical interview questions which yield the best results with bringing…
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Episode 96: Southwestern Consulting Explains How To Be Consistent in 2024
In this episode we gain expert advice from Will Metscher, professional sales and business consultant with Southwestern Consulting. The key to gaining success in 2024 is being consistent and dedicated to the activities that will drive productivity and ultimately revenue. We discuss the appropriate...
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Episode 95: How to Recruit Top Agents with Travis Hamele
Recruiting top agents is an ingredient that most all successful real estate brokerages have mastered. In this episode we discuss this with Travis Hamele, the #1 franchise owner in United Country Real Estate. Travis shares tips on how he finds and targets top producing agents as well as key points...
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Episode 94: Building Rapport with Clients
In this episode we discuss the 12 steps to building rapport with clients through effective communication skills, active listening and being responsive. Trina and Shawn go through a list of time tested essentials for establishing a positive and productive relationship with prospective clients and...
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Episode 93: Using TikTok to Fuel Your Business
We are joined in the studio by professional marketing specialist and bowler (Jeb Brantner) with United Country Real Estate, as he takes through the process of using TikTok. In recent years TikTok has become one of the most popular social media apps and one of the highest trafficked search engines...
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Episode 92: Listing and Selling Large Ranches
In this episode we are joined by two professional ranch brokers, Jake Hubbell and Loren Williams to discuss their recent listing of the Porter Ranch. We also discuss the complexities of finding and listing large ranches, as well as how to market them once you have the listing. Both of these…
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Episode 91: Using Google Ad Word Campaigns in your Business
Huge amount of Google Ad Word knowledge shared by the founder of Adwords Nerds, Dan Barrett. He has built a well respected company that helps brokers, investors and the real estate industry with unique approaches that include using paid traffic, organic traffic and SEO, social media marketing,...
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Episode 90: Is a Multi-Parcel Auction the Right Move
In this episode we discuss the use or rather over-use of multi parcel auctions when they may not be in the sellers best interest. There are times when an auctioneer may recommend the multi parcel auction method because the auction company is accustomed to conducting these type of events. What if...
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Episode 89: Using Artificial Intelligence in Real Estate
The use of Artificial Intelligence (AI) has rapidly become a huge conversation topic across the globe. Programs like Chat GPT allow users to source a wide range of knowledge and data which is delivered in a clean narrative useful format. Technology expert Jim Nowak joins us in the studio to…
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Episode 88: Auctioneers Need to put the Sellers First
Mike Brandly joins us in the studio to discuss the differences between white-label online bidding software versus online marketplaces. We also talk about the use of the Buyer's Premium and why the industry still has push back from a few auctioneers that have a hard time justifying why they don't...
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Episode 87: Maximizing YouTube Video Marketing with Jeb Brantner
Did you know that YouTube is the 2nd largest search engine in the world? Did you know it was owned by Google, the largest search engine? We are joined by professional YouTube marketer and all around great guy Jeb Brantner, who is the marketing coordinator for United Country Real Estate. He takes…
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ABOUT THIS SHOW
Real insights and interviews with professional auctioneers, brokers, agents and news about the real estate and auction industry
HOSTED BY
Shawn Terrel: Auctioneer & Real Estate Broker
CATEGORIES
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Frequently Asked Questions
How many episodes does The Sale Ring have?
The Sale Ring currently has 136 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Sale Ring about?
Real insights and interviews with professional auctioneers, brokers, agents and news about the real estate and auction industry
How often does The Sale Ring release new episodes?
The Sale Ring publishes regularly with 136 episodes available. Check the episode list for the typical release schedule.
Where can I listen to The Sale Ring?
You can listen to The Sale Ring on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Sale Ring?
The Sale Ring is created and hosted by Shawn Terrel: Auctioneer & Real Estate Broker.
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