What truly separates exceptional salespeople from the rest? According to Tony Parker, it boils down to one fundamental principle: you have to genuinely believe in what you're selling. This eye-opening conversation explores how authentic value creation forms the foundation of successful sales relationships.

Tony shares his journey from knocking on doors selling insulation to managing pole barn construction, revealing how focusing on customer needs rather than sales tactics creates natural, pressure-free transactions. "It's not necessarily me talking them into it, but portraying the value of it and how it can be useful to them," he explains, highlighting how pole barns practically sell themselves by offering tangible benefits—protecting valuables, increasing property values, and providing decades of service.

The discussion dives deep into customer service philosophy, with Tony's memorable insight: "We don't just want you to love your building on your first day or your first week, we want you to love it forever." This long-term commitment manifests in how he handles building repairs, insurance claims, and customer concerns years after installation, creating loyal customers who become natural advocates.

Perhaps most fascinating is Tony's approach to customer conversations. Rather than dominating with rehearsed pitches, he emphasizes listening: "You want them to talk to you and you want to relate with them and understand what they need." This patient, attentive approach builds trust and ensures recommendations truly align with customer requirements.

Whether you're in sales, customer service, or leadership, this conversation offers valuable insights on building authentic relationships founded on genuine value. Listen now to discover how believing in your product transforms not just your sales approach, but your entire relationship with customers and your work itself.

What makes a great real estate agent? According to Nick Kelling, it's not about selling dream properties or chasing luxury listings—it's about truly understanding what each client needs.

Nick's journey from Marine Corps service to real estate contains valuable lessons for anyone navigating today's housing market. After cutting his teeth in the challenging world of special finance auto sales, Nick developed a remarkable ability to uncover clients' true needs beneath surface-level requests. "People don't tell you what their actual needs are," he explains, describing how this insight helps him serve clients more effectively than agents who take everything at face value.

The military instilled in Nick a resilience that transforms his approach to challenges. "Put your big boy pants on, stop complaining, do what you need to do," he shares, applying this no-nonsense mindset to real estate transactions. This perspective pairs perfectly with his client-centered philosophy: "My dream house is my client's house that they want to buy." Rather than steering clients toward properties that maximize commission, Nick focuses on matching homes to specific needs and situations.

Nick's perspective on process sets him apart in an industry where shortcuts are common. He uses a compelling hunting analogy that perfectly captures why preparation matters: trying to buy a house without getting pre-approved first is like "finding the perfect deer and then getting your hunting license"—by the time you're ready, the opportunity is gone. This practical wisdom explains why working with an agent who insists on proper preparation makes all the difference between securing your dream home and watching it sell to someone else.

Looking for a real estate professional who will put your needs first? Contact Nick on Instagram at nicholas_kelling_realtor to discuss your situation, even if you're months or years away from making a move. Whether you're a first-time buyer, facing financial challenges, or simply want an agent who listens, Nick's layered experience makes him uniquely qualified to guide you through one of life's most significant investments.

0:00 Nick's Real Estate Journey

3:09 Starting Fresh in Minnesota

5:04 Learning From Used Car Sales

9:17 Client Communication and Problem Solving

19:21 Marine Corps Experience and Life Lessons

28:01 Teamwork vs Discipline

34:26 Client-Centered Real Estate Approach

39:48 Future Goals and Career Vision

48:44 Tips for Finding the Right Realtor

Dick Bjork never planned to become a craftsman. After graduating with a sociology degree in 1985 amid a brutal job market, he found himself stuck behind a desk at a temp agency. When opportunity knocked in the form of an office remodeling project, Dick took a chance that would completely redirect his life's trajectory.

What follows is a fascinating story of learning-by-doing as Dick evolved from a novice carpenter into the co-owner of a successful custom cabinetry business. With refreshing candor, he shares the challenges of entrepreneurship, admitting that being skilled at woodworking didn't automatically translate to business acumen. "I think a lot of people have an idea and something that they enjoy, but it takes so much more to be in business and be profitable," he reflects, offering valuable perspective for anyone considering turning their craft into a career.

Now bringing his expertise to Sherman, Dick serves as something of an in-house inventor, handling special projects and implementing innovative ideas. When asked what tool best represents him, he thoughtfully chooses a level – representing his measured, middle-road approach that has proven effective throughout his career. This same level-headed persistence shines through in his other passion: ultramarathon running. Beginning in his 40s, Dick progressed from 50K races to completing multiple 100-mile ultramarathons, demonstrating that limitations often exist primarily in our minds. "Your body is capable of an incredible amount," he observes. "It's just a matter of convincing yourself that you can do it mentally."

Listen to discover how unexpected paths can lead to fulfilling work, the importance of balance in both craftsmanship and life, and why sometimes the steady middle road leads to extraordinary destinations. Whether you're considering a career change, starting a business, or pushing your personal limits, Dick's journey offers valuable insights and inspiration.

0:00 From College to Cabinetry

3:43 Running a Custom Cabinet Business

6:47 Special Projects at Sherman

10:02 The Passion for Ultra Running

14:35 Would You Rather and Final Thoughts