In this episode of Selling in the Paddock, I’m joined by Simon Wilkinson — Director of Transactions WA at LAWD — for a brilliant conversation packed with wisdom, real-life stories, and no-BS advice for anyone in ag sales, rural real estate, or leadership.
Simon shares lessons from his 28-year journey across the ag industry — from sweeping the floors at IAMA to leading major property transactions across WA. We talk about:
Why you need to earn your spot at the kitchen table
The power of being second in line (and why third place gets you nowhere)
Baking the cake: Simon’s take on patience in the sales process
Understanding who really makes the decisions on-farm (hint: it’s not always who you think)
Why data and emotion must work together in big transactions
Setting your team up with simple performance maths: “You’ve gotta sell 3x what you earn”
How to lead with curiosity, clarity and respect
Why saying “no” can actually build more trust
Plus:
Simon opens up about leadership lessons, career stuff-ups, giving up drinking 20 years ago, and the importance of celebrating well — then moving on.
This episode is a masterclass in high-integrity selling, stakeholder management, and being a bloody good human while doing it.
🎙 Listen now on Spotify, Apple Podcasts or wherever you tune in.
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