The Tristan Workman Podcast

Most sales reps are handed a script and told to hit KPIs. Kyra argues that's exactly why they freeze when a prospect goes off script. In this episode of The Tristan Workman Podcast, Kyra breaks down how to train closers to think instead of memorizing what to say. She covers the 38 outcomes of a "perfect" sales call, and how NLP and sales psychology help you spot limiting beliefs before they turn into objections.Kyra started as an appointment setter, hated it, and quit sales entirely. She came back with a background as a master hypnotherapist and NLP practitioner, collected over $2.5M in cash as a closer across multiple high-ticket offers, and founded Femm Closers, an advanced sales academy for women.Takeaways:- Know your outcomes, not your script: every question should have an answer you're steering toward- Contextualize your questions so they feel custom to the prospect, which builds subconscious trust- Avatar psychology: why a B2C objection handle will lose you a sale with a multi-millionaire B2B prospect- NLP 101: model of the world, plus listening for deletions, distortions and generalizations- Sleight of mouth reframes and hierarchy of ideas for handling objections- The "two time gaps" that give you leverage on the "why now"- When to hard-qualify on money, and when to end the call- Conviction, detachment and taking harsh feedback: "it's just feedback"Chapters:00:00 Cold open: "I started as a setter and I sucked"01:24 How Tristan & Kyra met04:40 Quitting sales as a setter06:04 From hypnotherapy to NLP sales psychology07:56 Why she started Femm Closers10:44 Teach reps how to think, not what to say12:36 The 38 outcomes of a perfect sales call16:20 Avatar psychology: B2C vs B2B objections19:36 NLP 101: model of the world, deletions & generalizations24:44 Sleight of mouth reframes & hierarchy of ideas27:32 How to practice without overthinking it29:52 Top of call: getting them into results-based thinking33:08 Discovery: finding the real biggest problem36:52 The two time gaps & a real "why now"40:08 Painting the dream state45:16 Hard qualifying on money (and when to end the call)51:20 Can you teach someone to care?55:04 Congruence, detachment & taking feedback58:20 Where to find Kyra + wrapWatch on YouTube: https://www.youtube.com/watch?v=3tODA2E-2hoConnect with Kyra Yang:Instagram: https://www.instagram.com/kyracloses/Connect with Tristan Workman:Instagram: https://www.instagram.com/_tristanworkman/

Most high-ticket operators treat show rate like the problem. Spencer argues it's usually a lagging indicator of something else entirely. In this episode of The Tristan Workman Podcast, Spencer breaks down sales operations as the glue between marketing and closing, the KPI he actually watches (offers per available slot), and why the jump from creator-style cash flow to real operator mode is where so many call funnels stall.Spencer has been in the high-ticket space for about 10 years. He started his first offer at 18, later scaled a call-funnel business with a multi-rep sales team, became CMO for Cole Gordon in 2023, and now builds Sales Kick (saleskick.com): software, AI routing and sales-ops consulting for call funnels.Takeaways:- Sales ops sits between marketing (opportunity) and sales (closed deals), and most teams underinvest in it- "Offers per available slot" as the north-star sales-ops KPI- Why a "show rate problem" is often misdiagnosed (setter mix, cancel rate, booking window, confirmation response)- Leading indicators that move show-up odds- The $100K-$400K/month trap: comparing yourself to friends while never crossing into operator mode- Trackers before any fancy stack: master tracker, budget/projection sheet, ad audits, sales tracker, sales meeting dashboard- "No silver bullet, a hundred golden BBs": promotion skill is not operating skillChapters:00:00 Cold open: the $100K-$400K "death trap"01:13 Welcome + how Tristan & Spencer connected02:03 Spencer's origin & high-ticket start04:37 Meeting Cole Gordon, pivoting from webinars to call funnels06:11 Marketing, sales, and sales ops as the glue08:45 The real KPI: offers per available slot09:13 Why your "show rate problem" usually isn't11:30 What medical no-show studies taught him about sales calls13:53 Lagging vs leading indicators for show-up14:32 Universal levers: text confirm & booking window15:27 Offer-specific signals16:29 Burned-out info offer to Cole Gordon CMO to Sales Kick26:40 Why $100K-$400K/month is a swamp for operators29:39 Creator cash flow vs actually operating the business30:41 Resources & who to study for ops39:57 What Sales Kick actually solves for call funnels45:37 Step one trackers: master, budget/projection, ad audits48:34 Sales trackers & the sales meeting dashboard50:37 Sales Kick software: show-rate analytics & AI routing53:11 "A hundred golden BBs" + wrapWatch on YouTube: https://www.youtube.com/watch?v=61Tt0TR4M3cConnect with Spencer Vann:Instagram: https://www.instagram.com/spencerjvann/LinkedIn: https://www.linkedin.com/in/spencer-vann-781768122X: https://x.com/spencerjvannYouTube: https://www.youtube.com/@SpencerVannSalesKick: https://saleskick.comSalesKick on Instagram: https://www.instagram.com/saleskick.io/Tristan's Instagram: https://www.instagram.com/_tristanworkman/

Most sales reps blame the offer, the leads, or the market. Blake Maddox and Tristan Steckler stopped doing that. Once they did, they started attracting the clients and reps they actually wanted to work with.Blake went from an anxious guy with 2,700 followers to record organic months with no ad spend. Tristan Steckler went from a childhood of walking on eggshells to leading sales teams with faith at the center. Together they get into skill, hiring, content, and the hole that money can't fill.🎯 WHAT YOU'LL LEARN:→ Why Blake cut paid ads and has had more profitable months on organic alone→ How changing your content changes who books calls with you→ Why reps stuck at $10K a month have a skill problem, not an offer problem→ How to screen and hire reps who take action, and why B players are the real risk→ Why great reps can't be found anymore and have to be built with SOPs and playbooks→ Skill vs. offer: which one actually decides what you earn→ Why the best client is the rich person with urgency⏰ KEY TIMESTAMPS:0:00 – Cold Open0:51 – The Farewell Tour: Why Blake Is Leaving America1:47 – Blake's Growth: 4K → 24K Followers5:28 – "I'm an Anxious Dude": Getting Over the Fear of Posting8:16 – Your Content Decides Who Books With You9:55 – The Coach Players Respect vs. the Funny Coach11:54 – Data Doesn't Lie: Who's Actually Winning14:05 – "Your Skill Set Sucks": Blake's New Messaging15:47 – Down With the High Ticket High Schoolers18:08 – Follow-Ups, Building the Gap & Multi-Call Deals21:03 – Why Cash Collected Isn't the Metric That Matters23:07 – Zero Show Rate Issues: Front-Loading Every Lead24:29 – "Tell Me About a Time You Failed": Hiring for Heart25:52 – B Players Are the Real Risk26:12 – "Why Haven't You Started Your Own Offer?"30:11 – You Can't Find Great Reps, You Have to Build Them31:03 – SOPs, Playbooks & Clear Expectations34:01 – From Sales Rep to Leader37:41 – The Playbook Filter for Hiring39:29 – Core Values That Actually Stick40:40 – Qualitative vs. Quantitative Metrics44:02 – Faith, Peace & Moving the Boulder46:59 – Tristan Steckler: Never Feeling Like He Belonged50:42 – Hitting the Goals and Still Feeling Empty52:26 – How to Find Peace When You're Scaling57:18 – Blake's First Reel & the Remote Sales Cohort58:59 – The Pit of Hell: Selling B2B in a Real Estate Recession1:05:44 – Skill Set vs. Offer: Which Matters More?1:11:26 – Who Knows You: Content as Leverage1:14:47 – Teaching Reps to Post Their Calls1:19:26 – Why People Chase the Red Ocean1:22:46 – The Best Client: Rich With Urgency1:24:41 – Can You Train People to Care?1:26:07 – Sales Is Service1:28:08 – Collaboration Over Competition1:37:07 – Final WordsWatch on YouTube: https://www.youtube.com/watch?v=Bh9WkoGa37ETristan's Instagram: https://www.instagram.com/_tristanworkman/Tristan's Twitter: https://x.com/_TristanworkmanBlake's Instagram: https://www.instagram.com/blakeemaddox/Tristan Steckler's Instagram: https://www.instagram.com/tristansteckler/

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I sat down with UK based High Ticket Sales Coach and Legend Kurt Yewdale to find out why his coaching program is producing such exceptional results - and what sales reps can learn today to make more money and go farther in their career. Check Kurt out on Instagram: / kurtyewdale  Check out Kurts Coaching Program: https://www.set-the-standards.com/set...Follow me on Instagram: / _tristanworkman  

Most people start creating content and quit before anything clicks. Michael Smoak did too — until he stopped trying to fit in and started speaking from what actually set his soul on fire.From a fat kid who got fit without giving up his social life, to 50–75 million views a month, a sold-out communication cohort, and a nomadic journey across the US chasing the next chapter of his personal legend.🎯 WHAT YOU'LL LEARN:→ How Michael went from a viral Protein 101 TikTok to quitting corporate in 48 hours→ Why leaving Atlanta wasn't about running away — it was progressive overload for his nervous system→ How the Higher Up Wellness Challenge accidentally launched careers, went 5M views overnight, and saved a marriage→ The communication coaching model that sold out in one hour with a single CTA→ Why the best content creators don't promote — they embody what they teach→ How to start booking speaking gigs from zero followers🔑 KEY PRINCIPLES:"The more things you need to feel okay, the more fragile you are." — Cian Laghi"Clarity and conviction is perceived as competence and confidence in lieu of communication." — Michael Smoak"If you wanna get one of something, you better give 10 of it." — Nick Comadyna"Stop holding back the gift that you are. Somebody is waiting to receive it."🔑 BIGGEST LESSON:"Don't miss a day for 6 months. Detach from the outcome. Teach authentically. That weird quirk you have? That's your edge."Tristan’s Instagram: / _tristanworkman  Tristan’s Twitter: https://x.com/_TristanworkmanMichael's Instagram: / higherupwellness  Michael's Twitter: https://x.com/higherupwellness

Most people think ultrarunning is about fitness.Andy Glaze learned the hard way it’s about survival, mindset, and the crew that keeps you in the game when your body wants to quit.From heat stroke at Moab to hallucinations and rattlesnakes at the Arizona Monster 300, Andy’s story is proof that pain is inevitable — but suffering is optional.This episode is the blueprint for pushing past the breaking point.🎯 WHAT YOU'LL LEARN:→ How heat emergencies unfold — and what happens when your body stops sweating→ Why crew and pacers matter more than gear when survival is on the line→ The difference between pain and suffering — and how mindset reframes both→ What the Arizona Monster 300 teaches about hydration, hallucinations, and grit→ Why ultrarunning parallels entrepreneurship and leadership in high‑stress environments→ How to conserve resources when every mile feels like a marathon→ The mental models that keep you moving when quitting feels inevitable💰 KEY NUMBERS:41,000 ft of climbing — more than Mount Everest300 miles from Phoenix to the Mexican border100°F+ heat storm during the race40 out of 140 racers DNF’d by mile 305 liters of water carried, 2 liters left after 11 miles5 cups of Coke + 5 glasses of water consumed at a single aid station just to recover🔑 BIGGEST LESSON:"Pain is real. Suffering is in your mind. The runners who finish aren’t the ones who avoid pain — they’re the ones who refuse to suffer."Tristan’s Instagram: / _tristanworkman  Tristan’s Twitter: https://x.com/_TristanworkmanAndy's Instagram: / amglaze  

Most people in high ticket sales grind for commissions and wonder why they still feel empty inside. Chris did too — until he realized the real skill stack wasn't closing techniques, it was faith.From missionary in South Korea to top closer on a high-ticket offer — Chris breaks down how losing his father, his mother's cancer diagnosis, and a chance meeting at a Rolex store led him to discover the one thing that changed everything about how he sells.🎯 WHAT YOU'LL LEARN:→ Why the most mature follower of Christ will be the best closer in the room→ How Chris went from 0 cash collected to top earner within his first full month→ Why detachment from the sale — rooted in identity in Christ — is the ultimate closing edge→ How to handle sales objections the same way you handle spiritual ones→ Why discipleship and mentorship follow the exact same principles→ How the "Big Domino" framework explains why faith unlocks everything else in business💰 KEY NUMBERS:3 years as a missionary and pastor in South KoreaFirst offer: 30% close rate, $0 cash collectedJoined PGA offer after meeting at Serial Sales eventFirst full month on PGA: top earner, most cash collectedHit 30K month within months of joining40+ first-time marathoners at the Marathon Minds meetup🔑 BIGGEST LESSON:"Either you are going to look at the circumstances of your life and allow them to dictate how you view God — or you're going to choose to believe what the Bible says about who God is."Tristan’s Instagram: / _tristanworkman  Tristan’s Twitter: https://x.com/_TristanworkmanChris's Instagram: / chrisbcha_  

Most people grind for years and wonder why nothing's clicking. Renato did too — until he stopped chasing the wrong vehicles and started stacking the right skills.From scooping ice cream at $9/hour to selling a multi-million dollar beauty marketing agency at 29, Renato breaks down the decade-long journey that most people never see behind the highlight reel.🎯 WHAT YOU'LL LEARN:→ How Renato went from $0 to $100K/month in 7 months after 4 years of grinding→ Why picking one niche (and committing) changed everything→ How he built a done-for-you client success system that made his business sellable→ The ascension model that converted 22% of clients into high-ticket upgrades→ Why the best salespeople should attach to a founder instead of going solo→ How to build a business with 45% margins that buyers actually want💰 KEY NUMBERS:Month 1: $9K cash / $3.9K ad spendMonth 3: $83K cash / $12K ad spend (7X ROAS)Month 7: $118K — first $100K monthActive clients at sale: ~190/month out of 1,500 total soldSale multiple: 3.14X EBITDASale structure: 90% cash upfront🔑 BIGGEST LESSON:"It's completely fine to fail — as long as you continue going. The skills compound. You just don't see it until they do."Tristan’s Instagram: / _tristanworkman  Tristan’s Twitter: https://x.com/_TristanworkmanRenato’s Instagram: / renfabri  Renato’s Twitter: https://x.com/renfabrii

Most people think building an audience is about going viral.Scott Clary spent 7 years, 8,000+ videos, and over 1,000 podcast episodes learning it's about something else entirely — staying in the game long enough for the game to come to you.He built one of the most downloaded business podcasts on the planet, grew to 150 million monthly impressions across social, and had GaryVee slide into his DMs — after Scott had slid into his 6 times with no reply.This episode is the blueprint.🎯 WHAT YOU'LL LEARN:→ Why interviewing famous guests is one of the biggest mistakes new podcasters make→ The 10-Year Rule — and why it applies to your business, your body, and your relationships→ How to use social media as a funnel within a funnel (the exact Instagram strategy Scott runs at scale)→ Why Substack is the highest-leverage newsletter play in 2026 — and how it generates 50% of Scott's subscribers organically→ The locus of control shift that separates high-agency builders from everyone else→ How to package your podcast so it attracts clients, not just listeners→ The hiring framework that gets 150% from every employee — even the ones who plan to leave💰 KEY NUMBERS:150 million+ monthly impressions across all social platforms8,000+ videos published across 7 years of content1,000+ podcast interviews recorded3,000–5,000 new Instagram followers from a single motivational quote post50% of Substack subscribers come from organic discovery — not Scott's own marketingOne motivational quote post: up to 5 million views🔑 BIGGEST LESSON:"You are the moat. Not your guests, not your format, not your niche. The creators who win are the ones who bring so much of themselves into the content that no AI, no competitor, and no algorithm change can replace them."Tristan’s Instagram: / _tristanworkman  Tristan’s Twitter: https://x.com/_TristanworkmanScott’s Instagram / scottdclary