Épisodes

  • Episode 128: Managing Auction Buyer Psychology

    Episode 128: Managing Auction Buyer Psychology
    Jan 16 2026

    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.
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    33 min
  • Episode 127: Tax Deferred Exchange, DST and 721 UPREIT

    Episode 127: Tax Deferred Exchange, DST and 721 UPREIT
    Nov 4 2025
    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.
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    46 min
  • Episode 126: Leveraging Your Circle of Influence

    Episode 126: Leveraging Your Circle of Influence
    Oct 24 2025
    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.
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    44 min
  • Episode 125: Navigating Complex Commercial Listings

    Episode 125: Navigating Complex Commercial Listings
    Sep 19 2025
    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.
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    49 min
  • Episode 124: Commission Modeling vs. One-Size Fits All

    Episode 124: Commission Modeling vs. One-Size Fits All
    Sep 9 2025
    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.
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    53 min
  • Episode 123: The 2024 National Charity Auctioneer Award Winner (Marty Griepentrog)

    Episode 123: The 2024 National Charity Auctioneer Award Winner (Marty Griepentrog)
    Aug 8 2025
    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 early years in the business and the industries he serves with a passion for youth and giving back in the region he grew up in. Enjoy the show.
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    41 min
  • Episode 122: What Drives Top-Tier Agents & Auctioneers

    Episode 122: What Drives Top-Tier Agents & Auctioneers
    Jul 15 2025
    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 cares about their career and growth. We hope you enjoy this episode.
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    59 min
  • Episode 121: Auction Cataloging Using AI

    Episode 121: Auction Cataloging Using AI
    Jun 18 2025
    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 becoming an important software platform that auction companies are finding success with. We discuss how they got started, where they are at today and most importantly with AI where they are headed in the near future. Enjoy the show... LISTERNAUT.COM
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    43 min