Episodes

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).

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...

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 market niches. Whether you’re a broker aiming to expand or an agent seeking your next opportunity, this show equips you to succeed beyond city limits. Each episode of The Sale Ring podcast show delivers...

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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 an auction atmosphere that engaged bidders. Listen as they walk us through the auction process, the excitement of auction day, and their approach as they head toward closing this once-in-a-lifetime sale....

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, and the advice he would give young auctioneers chasing their goals. We also discuss what winning the state championship means for his career and how he plans to serve as an ambassador for the Nebraska Auc...

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 the party that is using their services. We discuss a reasonable approach to commissio...

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 the recent auction marketing summit which was held in Kansas City (Feb). Gr...

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 discu...

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. Enj...

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...

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 unu...

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 fo...

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 yout...

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.

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 fin...

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” should be calling the shots, since it is their auction. Enjoy the show…. Mike B...

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 revenue. Enjoy the show.

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 environment. ATA National Title Group

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. Creative Imaging Displays

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 sharpen your recruiting skills, then understanding why agents fail should be at the top of your list. Enjoy the show.

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 marketing money on a foreign transaction. Enjoy the show. COSTA RI...

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 more beneficial for Seller’s to invest in the process upfront. Enjoy the show..

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 of the work in the listing and sales process. We take a deeper dive into the nuances of buyer’s agent compensation at auction, as well as traditional sales. This is a great episode that has a ton of well...