In this episode, Ian shares his story of landing a meeting with legendary basketball star, Shaquille O’Neal. Both literally and figuratively, this meeting with Shaq was among the biggest of Ian’s career. Ian made Frank wait until recording to... Read More

  Fresh off a successful $10M real estate syndication that delivered a 30% return to investors, Frank and Ian are at it again. In this episode, we talk through the details of a real estate deal that will require a... Read More

  Get your popcorn and buckle up. Frank and Ian are going back to the movies! This time, we talk about the five movies that had the biggest impacts on our sales careers. In this episode: Likable people tend to... Read More

  How honest can you really be in business? We all lie, at least a little. If for no other reason than to protect people’s feelings. In this episode, we talk about the concept in two classic books on this... Read More

  Can we change anyone’s mind? Regardless of your occupation, persuading someone to your line of thinking can be incredibly helpful. We dig into the science of persuasion and look at techniques that have worked (and failed) for us in... Read More

  Jeff Paxson is the owner of Jeff Paxson Real Estate, a team that led Indiana in sales volume from the years 2014 to 2018. A maverick who built his career going against conventional wisdom and twice making all-in bets on... Read More

    “A Message to Garcia” is an article written by Elbert Hubbard in 1899 that is still heavily referenced in the military and private sector today. It is a story of a lieutenant tasked with a seemingly impossible mission who... Read More

  Locus of control is the degree to which people believe that they, as opposed to external forces (beyond their influence), have control over the outcome of events in their lives. The concept was developed by Julian B. Rotter in 1954, and has... Read More

  “So you’re saying I’m a clown? I make you laugh. I’m here to amuse you?”  ~ Tommy DeVito, Goodfellas  Why don’t more people list “sense of humor” as one of their strengths on a resume? In our opinion, managers and... Read More