#128 - Ryan Lang • Connection Closes Deals

In this episode of Referrals Done Right, Scott sits down with Ryan Lang, CEO of Empire Partners, for a deep dive into what actually drives predictable growth in sales and business. Ryan challenges the common obsession with tactics and instead emphasizes the importance of building a strong foundation first. From understanding the true stages of business to mastering relationships and conversations, this episode breaks down why so many people stay stuck chasing shortcuts and what it really takes to scale in a sustainable way

The conversation also delivers a practical framework for sales that prioritizes connection over control. Ryan walks through his process from pre call intention setting to discovery, positioning, and closing with certainty. Along the way, he and Scott explore the future of sales in an AI driven world, the importance of identity shifts as you grow, and why the best salespeople are not focused on talking but on listening and serving. This episode is a masterclass for anyone looking to elevate their approach to sales, leadership, and long term growth.

We Discuss:
• Why building your business around tactics leads to inconsistency and burnout
• The importance of strong relationships and real conversations in driving sales
• A simple but powerful sales framework from pre call to close
• How identity shifts are required to scale from operator to true leader
• Why human connection will become even more valuable in an AI driven world

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Episode Markers:
(0:00) - Show Start & Introduction
(2:25) - Problem with Chasing Tactics
(5:35) - What Does a Strong Sales Foundation Look Like?
(8:30) - Positioning Yourself in an AI Driven World
(11:30) - Five Sales Pillars
(18:30) - They Need to Know You're Certain
(21:00) - Telling is Not Selling
(22:25) - Predictable Scalable Revenue
(26:00) - Ego is the Enemy
(28:00) - Who Do I Have to Become? Identity Shifts
(34:55) - Habits of Transformative Leaders
(38:45) - Sourcing Top Sales People
(43:00) - Rapid Fire Questions

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Ryan Lang's Links:
IG - https://www.instagram.com/realryanlang
Linkedin - https://www.linkedin.com/in/ryan-lang-b46a545b
Website - https://empirepartners.net

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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Scott Grates Website - https://www.scottgrates.com
Love Living Local  - https://www.instagram.com/lovelivinglocal315
Scott's FB - https://www.facebook.com/scott.grates.1
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates