When you are ready to transform your sales for today's transforming market, this is the show for you.
In the Salesology®️ podcast, you're going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably.
With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
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Données mises à jour le 20/10/2026
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158: Wendell Santiago – The Action-Oriented Approach
Saison 1 · Épisode 158
mercredi 25 mars 2026 • Durée 34:05
Wendell Santiago is a Commercial Real Estate executive and Sales Manager at Realty Capital Advisors, where he leads client relationships, site identification, acquisitions, and leasing across multiple markets and asset classes. He serves as a trusted advisor to clients, guiding projects from market analysis and site tours through due diligence, approvals, leasing, and construction coordination. In addition to his real estate leadership, Wendell directs firmwide marketing efforts, developing LinkedIn and email campaigns, branding, signage, and SEO-driven content to increase market exposure and generate deal flow.
With a strong entrepreneurial background and over two decades of experience in operations, finance, and real estate, Wendell is known for his action-oriented approach, ability to navigate complex approvals, and talent for building long-term, high-trust client relationships.
Key Points:
Success Comes from Taking Action
A core philosophy: nothing happens without action. Brokers must make calls , visit properties and physically walk spaces. Confidence comes from hands-on knowledge, not theory.
How His Team Doubled Revenue
Wendell's team grew leasing volume from ~$9M to ~$24.9M by:
· Anticipating Market Shifts
· Solving Problems Proactively
· Adapting to Demand Trends
· Positioning the Market
Leadership & Team Management
Salespeople are the "eyes and ears" of the business. Strong leaders listen closely to field feedback and use that insight to guide strategy. Wendell maintains credibility by staying hands-on (showings, tours).
Leveraging Interns as a Force Multiplier
Interns handle prospecting , list building and cold calling. At peak: 1,000+ outbound calls/week from interns alone. Brokers focus on closing, not dialing.
The Biggest Frustration: Poor Follow-Up
Wendell's #1 issue with salespeople is dropping the ball on follow-up, especially frustrating when leads are already warm or handed to them. Wendell feels the root problem is confusion between activity (busy work) and productivity (closing deals).
Critical Sales Lesson: Ask for the Meeting
Many salespeople fail at a basic step: asking for the meeting. Even with warm leads, they hesitate. If you don't ask, someone else will .
Accountability & Performance Culture
Wendell discusses his strong belief in setting clear expectations and consequences for inaction.
Bottom line: results matter.
Core Philosophy
· Be proactive, not reactive
· Stay close to the market
· Act quickly on opportunities
· Support your team—but expect performance
Bottom Line
Success in sales (and leadership) comes from action + awareness + accountability.
AboutSalesology®: Conversations with Sales Leaders
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Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia.
Key Points:
Sales Led to Marketing Insight After 20 years in sales, the speaker realized selling is much easier when prospects are already interested or qualified.
The Sales Spectrum Prospects fall between two ends:
· Convincing: uninterested prospects you must persuade
· Confirming: highly qualified prospects ready to buy Good marketing moves prospects closer to the confirming side.
Demonstrations Increase Engagement Offering a demo or webinar works better than simply describing a product because people enjoy watching and learning.
Use Other People's Networks (OPM) Partner with people who already have audiences, email lists, or communities that match your ideal customers.
Choose Partners with Aligned Interests Both demographics and interests (psychographics) need to match for partnerships to work.
Build Relationships First Before proposing partnerships, establish (e.g., promote their content or interview them).
156: Ivana Taylor – Building Prospect Lists with AI (Part 2)
Saison 1 · Épisode 156
mercredi 25 février 2026 • Durée 33:41
Guest Bio:
Ivana Taylor has spent 35 years translating complex marketing into simple, executable strategies. She's the founder of DIYMarketers.com, where she helps entrepreneurs compete without enterprise budgets. She's a self-described AI power user who tests tools for six hours a day. And she's built follow-up systems for everyone from manufacturing companies to consultants.
Key Points:
1. Cold Outreach Requires Far More "Touches" Than It Used To
A "touch" is no longer just a phone call or email. Every interaction counts. It includes:
· Social media posts
· Website visits
· Content consumption
· LinkedIn engagement
· Webinars
· Direct mail
· Comments and DMs
2. Most Small Businesses Skip the Foundational Steps
Before worrying about sequences, automation, or buying lists, you must clearly define your ideal customer, understand the problem you solve, identify the desired outcome your buyer wants and know how your buyer makes decisions. Without this groundwork, marketing becomes expensive guesswork.
3. Cold Email Alone Is Weak (and Often an Avoidance Strategy)
Response rates to pure cold email are extremely low. Buying lists and blasting emails often feels productive, is easy to automate and produces poor results. Cold email works best as a second step, not a first step.
4. Start Manual Before You Automate
155: Louise McDonnell - Sell On Social
Saison 1 · Épisode 155
mercredi 11 février 2026 • Durée 33:20
Guest Bio:
Louise is an award-winning social media strategist, coach, four-time best-selling author, and the founder of SellOnSocial.Media Digital Marketing Agency & Academy.
For the past 20 years, I've helped coaches and consultants grow their businesses with fresh perspectives and innovative AI-powered tools.
Key Points:
Social media is marketing, not a separate skill
Louise didn't "get into social media" randomly; her foundation is traditional marketing. Social media is simply a modern channel for applying timeless marketing principles. The problem isn't social media itself; it's treating it as something different from marketing strategy.
You don't need to like social media to use it well
Many business owners dislike social media or don't want to spend hours online and that's okay. Social media is not about becoming an influencer or going viral. For business owners, it's about using social platforms efficiently and intentionally to generate leads and opportunities.
Followers ≠ business growth
Having thousands of followers means nothing if you don't know how to convert attention into revenue. A person with zero followers and someone with 15,000 followers can have the same problem: no system to turn visibility into sales. Social media success is not about features, hacks, or trends, it's about strategy.
The 5-step framework for using social media effectively
1. Clarify your core offer
2. Nail your messaging
3. Show up with intent.
4. Build a lead generation system
154: Ivana Taylor – Building Prospect Lists with AI (Part 1)
Saison 1 · Épisode 154
mercredi 28 janvier 2026 • Durée 27:20
Guest Bio:
Ivana Taylor has spent 35 years translating complex marketing into simple, executable strategies. She's the founder of DIYMarketers.com, where she helps entrepreneurs compete without enterprise budgets. She's a self-described AI power user who tests tools for six hours a day. And she's built follow-up systems for everyone from manufacturing companies to consultants.
Key Points:
AI has fundamentally changed prospecting and outreach—making it faster, cheaper, and more targeted—but only when combined with clear strategy and direct sales fundamentals.
The Old Way Is Broken
Cold outreach traditionally means endless spreadsheets, bad or outdated contact data, spray-and-pray marketing (webinars, lead magnets, mass email blasts), and huge time investment with little guarantee of ROI. Buying lists or relying solely on inbound marketing is increasingly ineffective.
What Still Works
Direct sales and direct outreach remain the most reliable growth strategy. Success starts with absolute clarity on your Ideal Prospect; industry, role/title, geography and specific expertise or problem area. Without this clarity, AI just produces faster garbage.
How AI Changes Prospect List Building
AI dramatically reduces the manual labor of prospect research. Instead of hours of Googling and data entry AI can find names, companies, websites, social profiles, and sometimes contact info and AI can organize data into usable spreadsheets. AI works best in small-to-medium batches (10–50 at a time).
Tools Mentioned for Prospecting & Enrichment
General AI platforms (for defining criteria and searching): ChatGPT, Claude and Gemini.
Spreadsheet & research automation: GenSpark (noted for strong spreadsheet creation)
153: Samantha Phillips – What is Sales Enablement?
Saison 1 · Épisode 153
mercredi 14 janvier 2026 • Durée 27:15
Guest: Samantha Phillips
Guest Bio:
Samantha Phillips is the Sales Enablement Manager at SHI International, leading strategic initiatives across Commercial and Public Sector divisions. With over five years of enablement experience in high-volume IT sales, she builds scalable onboarding programs, develops impactful training, and drives process improvements that boost sales performance. Samantha partners with sales and technical leadership to coach enablement teams, ensuring sellers are equipped for success. Her programs have achieved high satisfaction scores and retention rates, reflecting her commitment to results and culture. Samantha is passionate about creating engaging learning experiences and fostering professional growth. She is recognized for her collaborative approach, problem-solving skills, and dedication to elevating sales teams. Connect with her on LinkedIn: linkedin.com/in/phillips-samantha
Key Points:
Background & Career Path
Samantha Phillips started her career in sales at SHI, not enablement. She transitioned into sales enablement after networking with the enablement team and being encouraged to apply. Her enablement experience includes Sales enablement trainer (onboarding & workshops), Program manager, and Sales enablement manager (for the past 3 years). She values continuous learning and has worked across nearly all aspects of sales enablement.
Why Sales?
Samantha entered sales after moving to Austin and being drawn to the energy and culture of sales, the competitive environment, the ability to build her own book of business, the people and fast-paced atmosphere were the biggest drivers.
152: Tom Dee – The Unexpected Sales Manager
Saison 1 · Épisode 152
lundi 27 octobre 2025 • Durée 28:03
Guest: Tom Dee
Guest Bio:
Tom began his sales management career over eight years ago, and he is passionate about turning underperforming teams into high-performing, revenue-generating ones.
Tom loves using tools like AI-driven sales insights to stay sharp and ahead of the game. His approach to leadership is all about mentorship, making smart decisions, and keeping the focus on the customer, building relationships that last.
Key Points:
Career Journey
Started in sales by accident. Studied TV and radio production at the University of Dayton, but couldn't find work in that field. While waiting tables, he met the president of a copier company who was impressed by his "sales pitch" and hired him. Learned cold calling and sales fundamentals in copier sales. Connected through the Chamber of Commerce to Ryden, where he started as a sales account representative. After two successful years, he was promoted to sales manager despite having no prior management experience. His boss recognized his leadership potential and sales acumen. Has been with Ryden for nine years, discovering his true calling in leadership, mentorship, and sales management.
Music and Sales
Tom is also a musician and band singer. Believes music and sales share core similarities: both require creativity, persistence, and appreciation of the process, not just the outcome. Says the best salespeople, like musicians, hone their craft over time — success isn't innate; it's developed through discipline and practice. Comparing recording music ("you don't see how many takes it took") to the sales process, the journey matters as much as the final result.
Sales Philosophy
151: Matt Gregory – Fast Tracking Future Leaders
Saison 1 · Épisode 151
lundi 20 octobre 2025 • Durée 24:57
Guest: Matt Gregory
Guest Bio:
Matt Gregory's story is one of quiet transformation, shaping the brokerage division from within while never losing the drive to help clients. A strategist and mentor, he co-founded the Office Brokerage Group, launched the firm's Fast Track training program, and has closed 1,200-plus deals worth more than $810 million. Clients value his mix of precision, urgency, and clear foresight; colleagues value his commitment to developing future leaders. Having recently earned his broker's license, Matt now serves NAI Ohio Equities in an official Management-Level Broker capacity, bringing even greater authority to the guidance he provides.
Education: BA Communication - The Ohio State University
Professional Affiliations: SIOR, CCIM
Matt continues to pair strategic vision with hands-on coaching, ensuring both clients and the next generation of brokers achieve their full potential.
Key Points:
Career Background & Path into Real Estate
While studying at The Ohio State University, he interned at Ohio Equities, helping modernize their marketing and tech systems. After graduation, he became Director of Information Technology for the firm. Over time, he was drawn into sales after assisting agents with listing presentations and realizing he enjoyed the client-facing, persuasive side of the business. Encouraged by the company's owner, Sandy Simpson, he got his real estate license and transitioned into brokerage.
View on Selling
Matt prefers to think of sales as education, advising, and consulting rather than traditional selling. His philosophy: "Educate clients so they can make confident, informed decisions." He defines selling as persuading someone of value, aligning with the dictionary meaning of "to sell." He believes in consultative selling—building trust through information, not pressure.
150: Jon Ostenson – Non-Food Franchising
Saison 1 · Épisode 150
lundi 13 octobre 2025 • Durée 23:29
Guest: Jon Ostenson
Guest Bio:
Jon Ostenson is the Founder and CEO of FranBridge Consulting, a 2-time Inc. 5000 company, and he is a top 1% franchise consultant. Jon is also the author of the bestselling book, 'Non-Food Franchising'. Jon draws on his experience as a former Inc. 500 Franchise President and Multi-Brand Franchisee in helping his clients select their franchise investments. Jon is a frequent contributor on franchising for publications such as Forbes, Inc., and Bloomberg.
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Key Points:
Background and Experience
Jon never planned to be in franchising, but transitioned from corporate sales leadership. He became president of Shelf Genie, a national non-food franchise (custom pull-out shelving for kitchens/pantries), managing support for all franchisees in North America. Jon fell in love with franchising due to the diversity of industries and supportive business model, and has personally invested in multiple franchises and now helps others identify opportunities.
Why Non-Food Franchising
Many think "franchise = fast food," but non-food franchises often offer easier paths to profitability:
o Fewer employees needed
o Lower operating hours
o Lower CapEx investment
o Higher margins, less waste, less susceptible to consumer whims
Jon focused industries: home/property services, health/wellness, kids, pets, seniors, B2B services, and takes a by cutting out food franchises to go deeper into other industries.
149: Dia Bondi – Ask Like an Auctioneer
Saison 1 · Épisode 149
lundi 6 octobre 2025 • Durée 33:00
Guest: Dia Bondi
Guest Bio:
Dia Bondi is a Communications Catalyst for high-impact people. In her private coaching and programs, she works with C-level leaders, VC-backed founders, and ambitious professionals, helping them find their voice and lead with it. Her workshops and talks are hosted by corporations including Quartz, Salesforce, Google's X-team, and Dropbox. In global sport, she helped Rio de Janeiro secure the 2016 Summer Olympics. After attending auctioneering school for fun, she translated the techniques she learned into a program that prepares ambitious professionals, and especially women, to ask for more and leave nothing on the table, called Ask Like an Auctioneer. She's been featured on CNBC Make It, Forbes, and Fast Company. Her book, Ask Like an Auctioneer: How to Ask for More and Get It, is available now.
Key Points:
Dia's Backstory & Career Path
Started her career in fitness, where she loved helping people feel powerful and embodied. Then, transitioned into training and development (professional development) after college. She discovered her passion for storytelling and communication while observing a workshop for finance leaders. Dia founded Dia Bondy Communications in 2009 to help leaders and VC-backed founders communicate effectively in high-stakes moments.
"Ask Like an Auctioneer" Concept Inspired by her side work as a fundraising auctioneer. The key principle: ask big enough to get a "no", because a "no" signals you've reached the upper limit of what's possible. In business, people often limit their asks based on what they think they can get, leaving money and opportunity on the table. Instead of selling to the first yes, push further to uncover maximum value.
Overcoming Fear of Asking
Fear of rejection keeps people from asking boldly. Many assume rejection damages relationships, but often it doesn't. Leaders should teach teams that discomfort (the Zofo—Zone of Freaking Out) is a signal of courage and potential growth. Reframe rejection: it's information about value, not a judgment of personal worth.
rapport and reciprocity
Bottom Line: Sales become easier when you focus on qualified prospects, strong messaging, and leveraging other people's audiences.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Results vary based on size of your existing audience, email list strength and consistency of organic activity. Someone with a warm audience will see faster results than someone starting from scratch. Organic activity makes paid ads dramatically more effective.
Organic activity + paid ads = leverage
Ads work best when layered on top of consistent organic engagement. Cold ad accounts cost more and convert less. Platforms reward businesses that show up consistently before running ads.
What a "lead" really means in social media
A lead is someone who opts in; joins your list, attends a session, downloads something. Leads can be cold (just joined), warm (engaging) or hot (ready to buy). Most people don't buy immediately, social media supports direct, indirect, and future sales.
Social media doesn't sell high-ticket services, conversations do
Low-cost products can sell directly on social platforms. High-ticket services require lead generation, nurturing and sales conversations. You market online, but you sell offline.
The real outcome of social media
The goal isn't instant sales; it's building a pipeline of qualified prospects. Social media creates visibility, trust, and opportunity over time. Done right, it feeds a steady flow of future business.
Bottom line: Social media works when it's treated as a strategic marketing system, not a content treadmill. Clear offers, strong messaging, intentional activity, and lead generation, not virality, drive real business results.
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AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Data enrichment & contact info (especially B2B): Apollo.io, Hunter.io, Clay.com
Outreach & CRM tools: Nimble.com (emails sent directly through Gmail for 1:1 feel)
Deal-finding for tools: AppSumo (one-time purchase tools)
What AI Can (and Can't) Do
AI can build targeted prospect lists faster. Find websites, LinkedIn profiles, phone numbers, and some emails. Segment prospects by expertise or role. Reduce human error in outreach sequences.
Ai can't guarantee perfect data (bounces still happen). Replace human judgment. Eliminate the need to review and understand each prospect.
Best Practices for AI-Powered Prospecting
Always review and "get your hands dirty" with the data. Read prospect websites and make personal notes. Expect some bad data—scrubbing is still required. B2B data is far easier to find than consumer data. Free versions of tools are sufficient to test and validate workflows.
Outreach Strategy Matters
Use AI to support structured outreach sequences, not spam. Follow a 3–5 touch email sequence. Personalization improves responses. Segment based on expertise, role, or interest. Automation reduces mistakes while preserving a personal tone.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Sales enablement has evolved beyond traditional L&D (Learning & Development). It is no longer just training or professional development. Modern sales enablement focuses on driving the sales process, helping sellers close deals faster, improving sales productivity and developing the right mindsets and behaviors. L&D serves the whole organization; sales enablement is specific to the sales org.
What Sellers Need to Be Equipped for Success
The most critical focus is a customer-centric approach. Relationship-building is more important than just "getting the meeting." Sellers should aim to become a trusted resource, not just a vendor, build long-term customer relationships and short-term wins are easy; long-term relationships drive sustainable success.
Cold Calling & Prospecting Philosophy
Samantha agrees that meetings matter—but they should be pursued with strategy and value, not just metrics. Effective prospecting requires researching what matters to the customer, understanding why it matters, and clearly articulating value. Cold calling without value is just "throwing things at the wall."
Role of Sales Enablement Tools
Tools include CRM, internal systems, data resources, and content. Sellers must first be exposed to tools early (despite information overload). Enablement focuses on high-level understanding of frameworks and strategies and application, especially through role play. Role playing helps sellers sound natural and authentic, avoid reading scripts and build conversational confidence. AI is increasingly used to support practice and application. Skill retention requires ongoing practice—like muscle memory or sports.
Research & Preparation
Sellers should deeply research their customer and the customer's customers. Understanding the full ecosystem helps sellers communicate broader value. This approach resembles a modern, automated version of a sales readiness checklist.
Driving Tool Adoption (Especially CRM)
Tool adoption fails when middle managers aren't bought in. Success requires buy-in at all levels: Executives, Sales enablement, Middle managers and Sellers. Managers must reinforce tools during one-on-ones and team meetings. Enablement should test tools with pilot groups, gather feedback and adjust based on real usage. Sometimes tools don't fail—they're just being used differently than expected. "Fail forward" and pivot based on how sellers actually work.
CRM Challenges & the Future
CRM resistance is common across sales organizations. Current problems include complexity, too many fields/tabs and poor usability. Samantha believes CRM is entering a new phase, driven by AI with more automation, less manual input and more "behind-the-scenes" functionality. The future of CRM should reduce friction for sellers.
What Samantha Loves About Sales Enablement
Creativity in approaches and problem-solving
Different strengths across sellers, managers, and trainers
Freedom to experiment, test, and learn
A "fail forward" mindset
What Drives Her Crazy
People who don't try or limit themselves
Sellers and leaders who stay stuck in their comfort zones
Seeing people underestimate their potential
Belief that even 1% improvement per day can be transformational
Final Takeaway
Growth—in sales and enablement—comes from stepping outside your comfort zone, practicing consistently and being open to feedback and change. Sales enablement succeeds when it blends strategy, application, mindset, and leadership buy-in.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Rejects the myth of the "born salesperson." Emphasizes that sales success comes from process, practice, and consistency, not innate talent. Says the best reps "get out what they put in". Hard work and repetition pay off. Values creativity, resilience, and self-belief in sales performance.
Leadership & Coaching Approach
Focuses on individualized coaching to help each rep become "the best version of themselves." Builds on strengths and raises the floor on weaknesses, progress can mean moving from a D to a B, not perfection. Believes in incremental improvement - small, consistent gains lead to big results. Encourages trust-based coaching by explaining the "why" behind feedback. Promotes two team types:
· Business Development Reps: Need direction, creativity, and fresh energy.
· Account Reps: Need structure, process optimization, and focus on managing existing clients.
Overcoming Sales Call Fear
Recognizes fear of cold calling as common, "there's no magic wand." The only real solution is repetition and desensitization: pick up the phone, make calls, and learn from experience. Sales managers often act like psychologists, helping reps shift their mindset from "I'm bothering people" to "I'm helping people." Acknowledges that sales isn't for everyone, and that's okay.
The Power of Process
Process brings structure and rhythm to an unpredictable job. Encourages reps to block time and eliminate distractions during call sessions. Teaches that routine builds confidence and consistency, helping overcome discomfort. Note the moment of breakthrough when reps see results from their effort; that's when confidence clicks.
Use of Scripts
Provides scripts to new reps, especially since Ryden is in the print industry with its own terminology. Scripts help reps learn the "language" of their customers. Encourages reps to act as if, use scripts as training wheels until they internalize the message and make it their own. "Fake it till you make it… But eventually, you have to make it."
Management Philosophy
Believes in meeting people where they are, not forcing everyone into one mold. Success comes from helping each rep develop in their own authentic way. Leadership is about guidance, empathy, and helping others grow, not control.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Originally created in 2006, revived and redesigned in 2023 under his leadership. Matt discusses in depth the structure of the Fast Track Program he designed and uses to train new agents. The Goal: give three years of experience in one year to reduce new-agent failure and speed up success.
Hiring & Recruiting Philosophy
Matt looks for candidates who are confident but not arrogant, emotionally intelligent and adaptable, self-motivated and resilient, and realistic about the long sales cycle in commercial real estate. The recruitment process he uses is multiple conversations (3–4 meetings), both formal and informal, emphasis on intuition and relationship-building, not just testing, considers diversity in career stages and backgrounds (new grads, mid-career switchers, experienced professionals), and avoids personality assessments; it relies on observation and cultural fit.
Leadership & Management Style
Matt's biggest management challenge is balancing autonomy and oversight. He wants agents to feel empowered but not reckless. Some agents over-communicate; others under-communicate—he strives for a healthy middle ground. He focuses on mentorship, working directly on deals with new agents to model behaviors and decision-making. Matt encourages agents to become future leaders, not just team players.
Outcomes & Culture
Strong retention and development culture—agents tend to stay long-term. Emphasis on learning, collaboration, and shared success. Fast Track alumni are performing well and contributing to the firm's growth. The company's local reputation attracts new candidates organically.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
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Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
Why Choose a Franchise Over Starting Your Own Business
Not all entrepreneurs thrive on full autonomy; some benefit from a proven system. Franchising is easier, not easy; it still requires work, but with structured support. Advantages of franchising:
o Training wheels and guidance
o Higher success rates than solo businesses
o Proven playbook and marketing already optimized
o Support from other franchisees – a built-in mastermind
o Step-by-step framework helps shortcut growth and profitability
How to Start in Franchising
Doing independent research can be noisy and inefficient; many top 100 franchise lists are paid PR placements. FranBridge Consulting acts like a broker for franchises:
o Free to work with clients
o Access to over 600 non-food franchise opportunities
o Matches clients to opportunities in their market
o Helps narrow options from 10–12 down to 3–4 for deeper exploration
o Provides funding resources, franchise attorneys, and support through the process
Key Considerations Before Buying a Franchise
Buying a franchise is like a business partnership or marriage. It's important to "date around" – talk to multiple franchises before committing. Success comes from following the system, not trying to reinvent it. Common mistakes:
o Not following the franchise system
o Thinking you can do everything your own way
Territory exclusivity protects franchisees from competition within the same system. Franchises allow you to build your own team and avoid inheriting issues from an existing business.
Advice for Potential Entrepreneurs
Explore all options: buying a franchise, an existing business, or starting your own. Franchises offer proven models and support, making them ideal for most would-be business owners. Understanding your own style: Some are too entrepreneurial to follow a system, which may make franchising a poor fit.
AboutSalesology®: Conversations with Sales Leaders
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· Price = a reflection of value, not worth. The same item can sell for vastly different amounts depending on the audience.
· Know your "reserve." Like an auctioneer's minimum acceptable price, know your bottom line before asking.
· People are irrational. Decisions are often emotional, even in data-driven environments—so storytelling is critical.
Four Types of Asks That Drive Growth
1. Money – dollars, budgets, contracts.
2. Influence – visibility, access to networks, platforming yourself.
3. Authority – positioning yourself to make important decisions.
4. Balance – aligning deals and clients with the kind of work you actually want.
Why People Struggle with Asking
Fear of rejection. Lack of clarity on what to ask for and when to ask. Sometimes people make asks that are too small, too vague, or to the wrong audience.
Framework for a Strategic Ask (first 4 of 6 steps)
Define your main concrete goal.
Identify the next big move toward that goal.
Determine the ask that advances that move.
Ensure the ask is big enough to risk rejection.
Storytelling Framework: "Blocker Buster"
What your audience wants.
What's blocking them from achieving it?
How do you remove the blockers?
Your ask (to move them forward).
Big Takeaways
Asking boldly is a skill that can be learned.
The most powerful ask live in the Zofo—the zone of freaking out.
Rejection is not failure; it's valuable feedback about what the other side values.
Asking strategically, with courage and clarity, maximizes opportunities for growth, influence, and alignment.
AboutSalesology®: Conversations with Sales Leaders
Download your free gift, The Salesology® Vault.The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.
If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.
Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!
