In this episode of Psyche of Sales, Johnny sits down with Sam Lloyd, a partner at McGrath Real Estate Lower North Shore Group and recent John McGrath Award winner. Sam shares his 12-year journey in real estate, from starting as an assistant to becoming one of the top agents in his market, discussing the realities of building a successful career through patience, discipline, and genuine client relationships.

Together, they cover:

• Playing the long game | Investing years in learning the craft before stepping out alone, with patience as a career advantage.

• Understanding the industry | Seeing past the low barrier to entry and recognising the depth of work real success requires.

• Building mastery through buyers | Sharpening judgment and negotiation by spending sustained time on the buyer side.

• Treating resilience as non-negotiable | Staying steady through lost listings, stalled deals, and emotional swings.

• Prioritising process over outcomes | Focusing on daily actions and discipline rather than short-term results.

• Learning deliberately from mentors | Absorbing standards, discipline, and emotional awareness from experienced operators.

• Leading by protecting culture | Growing into leadership without losing respect, trust, or autonomy within the team.

• Using coaching to sharpen thinking | Seeking outside perspective to challenge assumptions and strengthen accountability.

About the Hosts

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

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Sam Lloyd is an experienced and top-performing real estate agent with McGrath Lane Cove, working across Sydney’s Lower North Shore. He spent close to a decade learning the craft alongside experienced agents, helping build one of the area’s most successful teams and earning a reputation as a strong negotiator with deep local knowledge. Now a leader himself, Sam’s focus remains on buyer management, negotiation, and long-term career development for him and his team.

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In this episode of Psyche of Sales, Johnny sits down with David Nash, founder of The Wine Room by David Nash, to explore the parallels between sales excellence and exceptional hospitality: first impressions, the role of storytelling, team culture, and why the smallest details have the biggest impact.

David shares how a career in design and advertising has shaped his thinking about communication, customer experience, and influence. He talks through what he has learnt from building The Wine Room from the ground up, the behaviours behind a remarkable customer experience, and how hospitality principles translate directly into sales: from reading the room to setting expectations and creating small moments that shift how people feel.

Together, Johnny and David cover:

• Why transferable commercial instincts matter more than industry experience
• How sales excellence shows up in hospitality, including pace, preparation, follow-through and customer care
• The power of detail, discipline and consistency in earning trust and repeat business
• How pressure, risk and uncertainty sharpen capability when you’re accountable for every outcome
• The difference between “activity” and real progress, and how to stay intentional when things get noisy
• Why shortcuts erode credibility, and how high standards become a competitive advantage
• What founders and sales professionals can learn from hospitality about presence, emotional intelligence and service

About the Hosts

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

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David Nash is the founder of The Wine Room by David Nash in Auckland, a boutique hospitality space known for its focus on quality, detail and experience. His career spans global advertising agencies, brand strategy and design, before moving into wine, viticulture and now venue creation. David blends commercial discipline with a deep appreciation for craft, people and storytelling, which shapes the way he builds brands and customer experiences.

Results don’t always show up straight away, and that’s what makes consistency hard.

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies share lessons from recent coaching sessions on how to stay focused and confident when progress feels slow. They unpack why sales results are rarely linear, how to build daily discipline that compounds, and why progress — not perfection — is the real driver of performance. From early frustrations when effort doesn’t equal outcomes, to managing team motivation through the “lag phase,” Johnny and Rachael share how to stay in motion, measure what matters, and build confidence through practice and preparation.

Key Takeaways

• Results follow rhythm. Sales performance isn’t a straight line. Trust the process, stick to the plan, and focus on small, repeatable actions that build momentum over time.
• Define what “winning” really means. Shift your focus from lag indicators like revenue to controllable actions: daily planning, quality calls, consistent follow-up, and progression of live opportunities.
• Doubt kills energy. Clients can sense when you’re chasing results. Stay calm, stay consistent, and lead with clarity — not desperation.
• Celebrate progress, not pressure. Momentum is built on the smaller wins: preparation done, conversations advanced, habits held. Recognise and reward effort you can control.
• Leaders set the tone. Motivation flows from structure, accountability, and support. Keep feedback grounded in facts, make progress visible, and balance discipline with fun.
• Confidence is a skill. It comes from doing the work — not winging it. Preparation, practice, and stakeholder insight create genuine confidence in pitches and conversations.
• Practice daily, not occasionally. Ten minutes of role play, reflection, or planning a day will change your capability by Christmas. Improvement is earned in small, consistent reps.

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About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.