In this episode of Commercially Speaking, Bo Barron and Timmy Barron dive deep into the lessons Commercial Real Estate (CRE) professionals can learn from iconic movies like Star Wars and Tommy Boy. Using the “Hero’s Journey” framework, Bo explains why so many CRE pros get it wrong by making themselves the hero when prospecting. Instead, discover how to become the guide (like Yoda), positioning your clients as the true heroes.
Learn the three key conflicts every prospect faces: External, Internal, and Philosophical, and how understanding these with empathy and authority can help you win business—or quickly realize the prospect isn’t the right fit. Plus, Bo shares a powerful, movie pitch-inspired one-liner to help you stay focused on the client’s journey and explain “What do you do?” with clarity and impact.
Whether you’re in Commercial Real Estate or another business, this episode is packed with actionable insights to improve your prospecting and relationship-building skills.
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⏰ Time Code ⏰
00:00 – Start
02:41 – What Is Prospecting?
05:58 – Your Favorite Movies
08:06 – Storybrand
10:08 – The Role of The Hero
12:45 – The Client Is The Hero
13:39 – The Hero’s 3 Types of Conflicts
14:34 – External Conflict
17:23 – Internal Conflict
17:55 – Client’s Internal Conflict Is What You’re After
23:04 – Philosophical Conflict
26:04 – The Guide
27:14 – The Role Of The Guide
27:58 – The Role of the Guide In Business
28:17 – Empathy & Authority
31:54 – 3 Mistakes Of CRE Sales People
32:28 – WIIFM
33:01 – The Guide’s Swiss Army Knife
35:04 – The Hook (Name Their Conflict)
37:11 – We Do This… (Solve Their Conflict)
38:17 – So That…
40:36 – Bo Workshops One-Liner with Timmy
46:48 – The Importance of Practice
48:15 – Send Us Your Versions
52:42 – Write down a bad one
55:41 – The cocktail party
59:22 – Shoutouts!
📒Show Notes📒
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Bo is the owner and operator of Barron Commercial Group in Owensboro, KY servicing the Western KY and surrounding markets.
For all CRE inquiries, visit https://www.barroncommercial.com
Timmy is an actor, comedian, writer and host. You can follow him pretty much everywhere @timmyhartbarron
Commercial real estate made simple. We help people sell, buy, and lease commercial real estate properties.
