🌴348. Social selling that actually works feat. Jordan Mendoza (Weekend Rewind)

I’m joined by Jordan Mendoza, a sales and training pro with 25+ years in sales and marketing, and 14 years in the multifamily housing world (he explains what that actually means, so you’re not left guessing). I first heard him on a group Zoom call through Andy Storch’s Talent Development Summit and within minutes I knew: this guy is a live wire. He trains, he sells, he hosts the Blaze Your Own Trail podcast, he breakdances, he does impressions, and he’s built a LinkedIn audience of 60,000-plus by showing up consistently and making business content genuinely watchable.We go deep into the stuff most people avoid. Like imposter syndrome. Jordan tells the story of being sent to an “advanced instructor” course when he was anything but advanced, walking into a room full of experienced trainers… and seeing a camera recording everything. Present. Get the DVD. Watch yourself. Critique yourself. Repeat. It’s brutal. It’s also a fast track if you can handle the discomfort instead of hiding behind “I’m not ready yet”.From there, we unpack what actually keeps people engaged for long sessions (Jordan runs full eight-hour days in a six-month leadership program). He’s big on open-ended questions, mixing the pace, and designing the day like a system: breaks that hit at the right time, music and snacks to lift the energy, and activities that aren’t random, they’re tied to the content.We also get practical about virtual selling and trust-building. When COVID killed in-person tours, Jordan’s team didn’t sulk, they rebuilt the whole experience online: virtual tours booked via chatbot, Zoom walk-throughs, even live tours streamed from inside the actual apartment. Then they made the close frictionless: “Here’s the link, apply now, take it off the market today.” The result: a 25% increase in new leases year-over-year, during a pandemic. Translation: virtual doesn’t have to mean weaker. It means you need better design.Then we talk LinkedIn and content. Jordan’s rule is simple: create content that educates, inspires, or entertains. Most people stay stuck in “professional beige”. Jordan leans into personality, fun, tagging others, and relationship-building at scale. And yes… he drops a Simpsons impression and demos Zoom studio effects mid-conversation to prove the point: you can use tiny moments of play to break the ice and lift attention.If you’re a facilitator, trainer, consultant, or leader trying to build momentum, this episode is a reminder that “more polished” isn’t the goal. More useful and more human is.Key takeaways I took from this chatAsk better questions. Open-ended questions create thinking, and thinking creates conversation.Design for attention, not ego. Long sessions need rhythm: breaks, activities, sensory shifts, and clear purpose.Create “home base”. A physical spot you return to when you need to reset your focus while presenting.Virtual trust is built with video + ease. Show the thing, remove friction, make the next step obvious.Content works when it’s usable. If people can apply it immediately, you’re building future demand.Consistency beats planning. Jordan’s growth came from showing up daily, not over-engineering a content calendar.Mentioned in this episodeAndy Storch’s Talent Development SummitJordan’s podcast: Blaze Your Own TrailLinkedIn content: educate / inspire / entertain“Lack of friction” as a selling and engagement principleZoom studio effects and filters as lightweight icebreakersSign up for free for my best articles every week: Work Fame.Show notes for every episode at https://podcast.leannehughes.comP.S. Ready to take things up a level? Here are some ways I can help:Watch My 2025 Speaker Reel: Let's energise your next event.Get My Book: Design your workshops fast using The 2-Hour Workshop Blueprint. Let's connect on all the channels:Leanne Hughes on LinkedInLeanne Hughes on InstagramVisit my website: leannehughes.comEmail me: [email protected] you like to deliver your own private podcast feed to your audience? Sign up for a free trial today at Hello Audio.