Episodes

  • 144: Nick Sowards – Never Give Up

    144: Nick Sowards – Never Give Up
    Jun 30 2025
    Guest: Nick Sowards Guest Bio: ​Started cleaning machines in California at 18 years old at my grandfather’s company. Graduated into selling machines at 19, then left his company at 20 to sell new machines. Left California in 2004 and joined Absolute Machine Tools, selling their imported brands. In 2015, became GM for Absolute, running their Chicago facility. 2017 needed a change in my life and left Absolute with joining Ellison Technologies in December 17, and the ride has been great thus far! I'm a sales manager for NE Ohio and a territory manager for Lake and 1/2 of Cuyahoga County. I was honored to have been the #1 salesman in Ellison for GP and units for 2023, with also getting salesperson of the year awards. Been in the top 5-10 ever since I started with Ellison in 2017. We have a great team in Ohio, so that helps! Key Points: Early Influences and Entry into Sales · Grandfather's machine shop played a formative role. He started by cleaning machines as a kid to earn money for things his family couldn't afford. · Originally planned to become an FBI agent, but his mother recognized his strong communication skills and encouraged sales. · A pivotal moment came when he accidentally made a $10,000 sale, earned $200 commission, and realized sales were more rewarding than cleaning machines. Motivation and Personal Drive · Grew up poor, became a young father, and was driven by the desire to support his family, including allowing his wife to stay home. · Has seven daughters, now expecting three grandchildren, further reinforcing his motivation to succeed financially and professionally. Leadership and Management Style · Leads a tight-knit sales team of three, focusing on trust, open communication, and family-like support. Believes success is shared: if his team does well, he does well. · Encourages open access; his team can call him anytime, for work or personal matters. Hiring Philosophy · Looks for motivation (expensive hobbies, family responsibilities) and coachability. · Avoids hiring “negative” people; prioritizes positive, adaptable personalities. · Uses personality assessments and informal settings (like lunch) to gauge candidates more authentically. Watches for signs of intrinsic drive, not just skill. Building Trust with New Hires · Leads by example: gave a full commission on a deal made the day before a new rep joined, demonstrating generosity and fairness. · Builds trust through action, not just words, follows through, supports his team, and solves problems directly or connects them with the right resources. Sales Philosophy · Be honest and transparent: admit when you don’t know something, but always get the correct answers. · Never be a “yes man”, integrity builds long-term relationships. · Success is based on persistence, teamwork, and customer focus. Guest Links: Cell: 216-347-9566 Email: nsowards@ellisontechnologies.com Connect on LinkedIn About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    34 mins
  • 143: Erick Haas – Communicating with Transparency

    143: Erick Haas – Communicating with Transparency
    Jun 23 2025
    Guest: Erick Haas Guest Bio: ​Erick Haas is an experienced Ag Sales Manager with LandPro Equipment overseeing 17 Ag Salesmen while bringing 15 years of expertise in the John Deere dealer network. Erick’s AOR is primarily Western NY, Pennsylvania, and a portion of Ohio. His background includes Precision Agriculture, Training, Recruitment, and being a John Deere Certified Trainer. Erick is deeply committed to his Central NY community, serving as President of Cornell Cooperative Extension of Madison County, several program advisory boards, a 4-H Leader, and President of the Chittenango Fire Department. He resides on a 65-acre hobby farm in Central NY with his wife and two young girls. Key Points: Career Path to Ag Sales Manager at LandPro Equipment · Early Career: Started with a degree aimed at environmental conservation; initially worked with Soil and Water Conservation, supporting farms. · Transition to Ag: Joined a John Deere dealership (Chazy Equipment Company) in 2011 as a precision ag specialist. · Career Growth: Became training manager, certified John Deere instructor, and eventually territory manager for 20 dealerships in the Northeast. · LandPro Role: Though lacking formal sales management experience, his reputation, technical expertise, and broad network helped him land the role. Management Philosophy & Style · People-Focused: Enjoys the human connection, coaching his team, and tailoring support to individuals' strengths and weaknesses. · Adaptability: Finds fulfillment in varied tasks—from farm visits to desk work. · Development-Oriented: Gets satisfaction from helping salespeople grow confident and independent. Building Trust and Influence · Earning Respect: Gained trust from seasoned, high-performing salespeople by being transparent, consistent, and reliable. · Trusted Resource: Focuses on becoming a go-to advisor for his team, even when the question is outside his expertise. Leading Through Change · Inherited Challenges: Took over a role that had seen high turnover; faced skepticism and had to prove his commitment. · Transparency: Earned buy-in by demystifying business goals (e.g., market share importance) and opening up about internal processes. · Best Practice Sharing: Emphasizes education and consistent communication. CRM and Accountability · CRM Usage: Encourages CRM use not for micromanagement but for customer service, protection, and visibility. · Variable Expectations: Applies different levels of accountability based on experience and performance. · Case Example: A customer hadn’t been called on in 10 years; proper CRM use would have prevented the oversight. Cross-Department Communication · Breaking Down Silos: Promotes overcommunication across sales, service, and parts to ensure customer needs are met. · Leadership Coordination: Has regular check-ins with store managers to stay in the loop and encourage collaboration. Accountability Culture · Problem Solving: Encourages direct, timely discussions to resolve interdepartmental issues quickly. · Ownership: Stresses accountability across all roles, not just sales. Foundational Wins vs. Sales Wins · Pyramid Model: Believes in building foundational skills—like customer handling, tech comfort, policy knowledge—as a prerequisite for sales success. · Progression: Describes coaching progression from handholding to independence, likening it to riding a bike. Documentation & Process · Written Best Practices: Emphasizes the importance of written procedures to plug process gaps and support memory retention. · Training Tools: Uses documentation to streamline onboarding and reinforce standards. Guest Links: Connect on LinkedIn About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    28 mins
  • 142: Mike Kochenderfer – Leading with Authenticity

    142: Mike Kochenderfer – Leading with Authenticity
    Jun 16 2025
    Guest: Mike Kochenderfer Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management. Key Points: Backstory & Entry into Sales Michael didn’t originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success o Fish = Prospect o Location = Where you find them o Presentation = How you engage them Career Growth Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan. Leadership Style Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you’re not. Team integration: Prioritizes relationships and alignment rather than authority. Hiring Philosophy Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from. Managing Existing Teams Challenges of managing people already in place when you’re new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it. Performance Management Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility. Training & Onboarding Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success. Guest Links: Connect on LinkedIn About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    26 mins
  • 141: Tom Wardach – Building a Sales Team from Zero

    141: Tom Wardach – Building a Sales Team from Zero
    Jun 9 2025
    Guest: Tom Wardach Guest Bio: ​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management. Key Points: Background and Career Path · Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career. · Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson. · Emphasizes the importance of connections, not burning bridges, and seizing opportunities. Military Lessons Applied to Sales · Experience in leading teams in the military helped him lead sales teams. · Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings. Egger Wood Products Role · Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan. · Tasked with building the U.S. sales team essentially from scratch. Building a Sales Team · Before hiring, he and the company identified what traits they were looking for in candidates. · Uses a collaborative approach to hiring, incorporating feedback from other team members and HR. · Emphasizes collaboration, input from colleagues, and a structured onboarding process. Hiring Philosophy · Candidates must have a proven sales background. · Prefers candidates with a short learning curve on the product side due to immediate business needs. · Ideal hires have both sales and some industry familiarity (e.g., OEM experience). · Doesn’t hesitate to make quick decisions when it’s clear a hire isn’t a good fit, unlike companies that wait too long. · Acknowledges the emotional difficulty of letting people go, even when necessary. Sales Team Expectations · Key account managers are expected to both acquire new business and grow existing accounts. · Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes). · A key priority is expanding Egger’s brand presence in the U.S. since its local manufacturing started in 2020. Guest Links: Connect on LinkedIn About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    31 mins
  • 140: Karen Barbour – People Are People

    140: Karen Barbour – People Are People
    Jun 2 2025
    Guest: Karen Barbour Guest Bio: ​With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the U.S. SBA’s National SBDC Advisory Board, MAA (BWI) Small & Minority Business Advisory Council, as Vice Chair for AMAC’s Government Affairs Committee, and on boards such as Women Construction Owners & Executives and Girl Scouts of Central MD for over 10 years. Karen co-founded the Alliance for Hispanic Commercial Contractors, Party For A Cure, and the National Small Business Party. She continues to manage an exclusive surety bond program with Hensel Phelps Construction Co. that to date has bonded over $170,000,000 in subcontracts with no losses. Key Points: Early Career and Challenges as a Woman Started in the insurance and surety industry in the 1980s as one of the few women in a male-dominated field. She faced pay inequality and a lack of mentorship or grooming for leadership. Despite working 80-hour weeks, she wasn’t offered ownership opportunities. Founding the Barbour Group After a successful career as a bond producer, she left to start her firm in 2002. Her motivation included economic independence, work-life flexibility, and family care (as a single mom and caretaker for her father with Alzheimer’s). Passion for Cold Calling Loved the challenge and directness of cold calling. Used it to differentiate herself and prove her value in a field where women were not readily accepted. Emphasized understanding of construction and surety underwriting, which made her uniquely effective. Advocacy for Minority and Women-Owned Businesses A pivotal moment came in her 20s when she unintentionally walked into a minority contractors’ meeting. Shocked by the industry's bias (her company directed underwriters to flat-out decline minority applicants), she left and began actively advocating for diversity. Worked to bond minority and women-owned firms, growing underwriting from $250,000 to $2.5 million in a year without losses. Personal Motivation and Values Grew up in a polluted, working-class neighborhood in Maryland. Experienced loss and hardship early in life (lost her mother at 11). Driven by empathy, fairness, and a strong sense of justice. Discovered later in life that her biological father was a neurosurgeon, which helped her understand her innate compassion. Diversity, Inclusion, and Economic Equity Emphasizes the importance of seeing and celebrating cultural differences, not ignoring them. Believes diversity brings better business outcomes and strengthens communities. Argues that systemic exclusion limits contributions from capable individuals and that access to capital and education are key. Community and Social Impact Initiatives Founded the Alliance for Hispanic Commercial Contractors to support minority businesses with financial assistance, consulting, and sponsorships. Created Party for a Cure, a nonprofit supporting children with neurological diseases. Developed a political platform, the National Small Business Party, to give small businesses a stronger voice in policy. Core Philosophy Step through fear—growth and purpose lie on the other side. Use business as a vehicle for empowerment, particularly for underrepresented groups. Diversity isn’t just a value—it’s a strategic imperative for societal and business success. Guest Links: www.thebarbourgroup.com www.ahcc-midatlantic.org www.nsbpusa.org – National Small Business Party Home | Minority Business RoundTable | Washington, D.C. - Nonprofit for AHCC www.pfac-md.org Party For A Cure – Nonprofit that helps kids with Neuromuscular Diseases About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, ...
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    29 mins
  • 139: Josh Blackman – Everyone is a Salesperson

    139: Josh Blackman – Everyone is a Salesperson
    May 19 2025
    Guest: Josh Blackman Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance. Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees. What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting. Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction. How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth. Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity. Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations. CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily. Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement. Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    30 mins
  • 138: Dr. Tony Vercillo – Life Lessons & Profitability

    138: Dr. Tony Vercillo – Life Lessons & Profitability
    May 12 2025
    Guest: Dr. Tony Vercillo Guest Bio: ​Dr. Tony Vercillo is a 30-year veteran in the Product Marketing and Distribution industry. He has a Doctorate in Marketing Management, with special emphasis on Global Marketing Strategies (Summa Cum Laude). He also received his MBA in Leadership and Human Behavior. He is a highly sought-after public speaker known for his “infectious enthusiasm.” Dr. Vercillo has been an Author for more than 30 years in the non-fiction arena. He always dreamt of dabbling in the fiction world, and this work is his first foray into the exciting world of novels. Dr. Vercillo has served as a Senior-Level Manager and Vice President for PepsiCo and a third-party supply-chain firm. He is currently the CEO of a major kosher food service company in New Jersey. He also recently retired from teaching Global Marketing Strategy and Supply Chain Theory at California State University. His passion in life is teaching and coaching, and he has spent the last 20 years fulfilling that dream. Key Points: Sales Strategy: · Cross-Training: Salespeople are trained across all segments (e.g., healthcare, schools, caterers) to improve adaptability and pricing knowledge. · Hunter-Farmer Hybrid: All reps are expected to both acquire new clients and manage existing relationships. Change Management: · Data-Driven Approach: Used financials, industry benchmarks, and logic to explain changes. · Persistence: Faced resistance but stood firm while showing empathy. · Ongoing Communication: Holds regular sales meetings (e.g., upcoming board meeting) to address concerns. Operational Improvements: · Customer Visit Push: Implemented Salesforce (embedded in new ERP) and assigned a champion to ensure usage. · ERP Integration: New system launching May 1 improves visibility and report generation. · Coaching Culture: Monthly check-ins, product-level reviews, and data-backed feedback by the sales VP. Onboarding & Training: · Hands-On Process: All new hires must work in order entry, warehouse, and ride with drivers. · Holistic Understanding: Training ensures reps grasp the entire business, not just selling. Financial Results: · Sustained Growth: Double-digit revenue growth and increasing profitability every year since he joined. · Cash Flow Focus: Reduced cash gap from 70+ days to ~37 days through disciplined collections and vendor management. · Customer Retention: 99% retention rate, even with stricter payment terms. Guest Links: Connect on LinkedIn https://www.youtube.com/@s.bertram https://doclifelessons.com/episodes About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
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    34 mins
  • 137: Courtney Stanford – Building & Maintaining Strong Relationships

    137: Courtney Stanford – Building & Maintaining Strong Relationships
    May 5 2025
    Guest: Courtney Stanford Guest Bio: ​Courtney Stanford, CCIM is a Managing Director at SVN Dunn Commercial where she facilitates the acquisition, disposition, and leasing of industrial properties in the Mid-Cities market of Dallas-Fort Worth. In addition to her role as a producer, Courtney also assists with the management and strategic direction of the firm as a whole. Courtney graduated from Texas Christian University in 2012 and earned her CCIM designation in 2019. She currently serves on the Board of Directors of the North Texas CCIM (Certified Commercial Investment Member) Chapter as immediate Past President & is the Co-founder & Past President of IWIRE North Texas (Industrial Women in Real Estate). Courtney is also an active member of NTCAR (North Texas Commercial Association of Realtors), the Real Estate Council of Greater Fort Worth (TREC), a Member Associate of the SIOR North Texas Chapter & active volunteer with the Fort Worth Junior League. When not driving around to explore a new industrial facility in the area, Courtney enjoys practicing yoga, playing golf, or engaging in a game of Mahjong. She also likes spending time with her husband, Adam Stanford, and their three dogs, Sophie, Henry, & Chance. Key Points: Women in Commercial Real Estate · Co-founded iWire (Industrial Women in Real Estate) to support women in the field. · Advocates for strong mentors, self-confidence, and overcoming imposter syndrome. · Credits her Christian faith and personal growth for helping her through difficult times. Leadership and Team Building · Initially faced resistance from male colleagues when joining her father’s company. · Transitioned into leadership and rebuilt the team post-COVID. · Now leads a diverse team she personally recruited and trained. · Emphasizes company culture, core covenants, and creating an inclusive environment. Recruiting Strategy · Recruits both junior and senior talent, focusing on cultural fit. · Uses tools like CareerPlug to streamline the hiring process. · Looks for traits like discipline and financial preparedness. Client Relationship Management · Maintains relationships with clients through quarterly touches. · Uses a CRM to automate and manage communication. · Recognizes the value of the human touch and still makes personal calls when appropriate. Use of AI in the Business · Exploring AI tools like Jasper and Buildout for efficiency in marketing and communication. · Values AI for support but maintains that personal relationships and human interaction remain key. Managing Pipeline and Team Consistency · Encourages agents to specialize in a product type and market area. · Treats junior brokers like entrepreneurs building their own businesses. · Uses weekly team meetings and accountability huddles to track progress and keep brokers focused. Challenges as a Leader · Biggest frustrations: inconsistency among team members and maintaining a predictable pipeline. · Coaches and produces simultaneously, which adds pressure. · Leans on partnership with her father to balance responsibilities. Guest Links: Connect on LinkedIn About Salesology®: 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. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. 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! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.
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    32 mins