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Karl joined Justin Stoddart on the Think Bigger Real Estate podcast to dig into what makes sales meaningful and effective in an age of automation: real human connection. While many salespeople are tempted by the promise of working faster using technology, especially AI, Karl and Justin make a compelling case that being human is your competitive advantage.
In this conversation, Karl shares candid stories and experiences in relationship-driven industries, where going beyond surface-level interactions leads to trust and lasting impact. He explains how to use Iceberg Selling to build rapport with curiosity and authenticity, be more present, and apply emotional intelligence to every client interaction. Whether it’s taking the time to understand a client’s life, brainstorming ways to provide value beyond your core service, or shifting from an impersonal list of clients to a focused network of trusted partners, Karl offers a grounded, real-world roadmap to selling with depth and intention. He even tackles the tension between being efficient versus being effective, reminding us that while we should be efficient with our work, we should never be efficient with people. Listen to the full conversation on your favorite podcast app, visit Think Bigger Real Estate's podcast page or watch the video above to explore how you can be more present, show more empathy, and add more value to your sales approach. If you were taking your family or friends on a road trip, you wouldn't just get in the car and start driving in a random direction. At the very least, you'd first agree on where you were going. Then, as the driver, it's your responsibility to plan your route and any stops along the way.
As a salesperson, you're a guide, helping your customer reach their desired outcome. So why not plan in advance the same way you would if you were any other type of guide? Khalil Benalioulhaj and Martin Holland invited Karl on their podcast, the Cash Flow Contractor, to talk about how Iceberg Selling helps you prepare to be the best guide you can be to your customers. To show someone how to reach a desired outcome, you first need to share a vision. Karl, Khalil, and Martin discuss how salespeople, and entrepreneurs working in a sales capacity, can co-create that vision with their customers and lay out the path from the starting point to that eventual outcome. This episode applies the principles of Iceberg Selling to the construction industry and its unique set of challenges. So, how can exploring the 90% below the surface apply to services like commercial and residential building or remodels? Watch the interview on YouTube or visit their website for links to your favorite podcast platforms. |
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We are headquartered in Colorado with domestic and international teammates and clients. Please use the contact form on this page to inquire about any of our books, podcasts appearances, speaking engagements and workshops, any of our offerings, or simply to connect.
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