Let Me Speak To A Manager

Ian Mathews and Frank Cava
  • 5.0 (187)
  • CAREERS
  • UPDATED WEEKLY

Stop playing small and start winning the game of business. Let Me Speak To A Manager is the definitive podcast for management training, career navigation, and high-stakes negotiation. Hosted by Frank Cava and Ian Mathews, this show pulls back the curtain on what it actually takes to build wealth, lead elite teams, and master the psychology of business. Frank (CEO of Cava Companies) and Ian (CEO of 5on4 Group) bypass the fluff of "business school theory" to give you raw, actionable strategies from their 50 years of combined experience in Fortune 500 executive leadership and entrepreneurship. Each week, we dive into: Career Advancement: How to ask for a raise, land a promotion, and stand out in any company. Leadership & Culture: Building high-performing teams and scalable business cultures. Sales & Persuasion: Mastering the art of the deal and the psychology of marketing. The Success Mindset: Overcoming procrastination and glass ceilings to achieve your goals. Whether you are a first-time manager, an aspiring executive, or a founder building from scratch, Frank and Ian offer a unique, blunt, and often humorous "riff" on the triumphs and failures of the corporate world. Join us to get the inside track on how to make yourself the most valuable person in the room.

  1. 1D AGO

    How Great Salespeople Win Without Discounting

    What does “your price is too high” really mean? In this episode, veteran sales leaders Ian Mathews and Frank Cava break down one of the most misunderstood moments in selling and buying: price resistance. Drawing from decades of experience in real estate, sales management, and negotiation, they explain why price objections are rarely about money and almost always about value, comparison, fear, or habit. The conversation explores how great salespeople separate price from value, why knowing your competition is non-negotiable, and how asking better questions disarms resistance without discounting. From real estate and car buying to product sales and services, this episode offers timeless, practical strategies for navigating negotiations with confidence. Listeners will learn how to identify what customers really mean when they say something is “too expensive,” how buyers often use price as a negotiating tactic, and why complaining about price doesn’t mean someone won’t buy. Whether you’re selling, buying, or leading a sales team, this episode reframes price conversations as opportunities rather than threats. Chapter 00:00 Cold Open – “Your Price Is Too High” 00:18 Haircut, Glasses & Negotiation Banter 01:14 Buyers Have the Advantage in Slow Markets 02:00 Commodity vs Differentiated Products 03:30 Why People Overvalue Their Own House 04:46 Knowing Your Market Better Than the Seller 06:15 Salesman vs Buyer – Different Skill Sets 07:50 The First Rule: Know Your Competition 10:30 Product, Placement & Wrong Buyers 12:33 What “Your Price Is Too High” Really Means 14:50 The George Brett Negotiation Story 17:30 “I Can’t Afford It” – What’s Really Behind It 18:35 The Whole Foods Price Effect 19:45 Price vs Cost – They’re Not the Same 20:30 The Need Behind the Need 21:36 The Best First Response to Price Objections 24:30 Feedback Is a Gift 25:18 Competing Against Toll Brothers 27:45 Negotiating Trucks & Text Tactics 30:10 Isolate Price from Value 31:55 Final Framework: How to Handle Price Objections

    34 min

  2. FEB 9

    Why Salespeople Quit When Markets Get Tough (And Why Some Thrive)

    In this episode of Let Me Speak to a Manager, Ian Mathews and Frank Cava break down why sales motivation collapses in tough markets and why the best salespeople actually thrive when things get hard. Drawing from decades of experience across real estate, lending, construction, and enterprise sales, the guys unpack the psychological forces behind procrastination, learned helplessness, and burnout, including expectancy theory, intrinsic vs extrinsic motivation, and the progress principle. They explain why most sales teams focus on the wrong metrics during downturns, how fear and uncertainty shut down performance, and how elite performers reframe success using micro-wins, controllable behaviors, and skill-building. If you’re a salesperson struggling in a slow market or a manager trying to motivate a team, this episode offers practical frameworks, real-world examples, and leadership lessons that separate professionals from fair-weather performers.

    57 min

  3. FEB 2

    The 4 H’s Behind The New England Patriots Cultural Turnaround

    What happens when elite leadership stops evolving? In this episode, we break down one of the most revealing leadership case studies in modern sports and business: the New England Patriots’ post–Bill Belichick transformation. What followed wasn’t just a coaching change, but a cultural reset that offers powerful lessons for CEOs, founders, nonprofit leaders, managers, and anyone responsible for people. We explore how long-term success can quietly harden culture, why fear-based leadership eventually fails, and what it really means to fire a legend. From ownership accountability to locker-room trust, this episode examines the difference between authority and influence, control and connection, legacy and adaptability. The conversation culminates in a practical leadership framework, the 4 H’s: History, Heroes, Heartbreak, and Hope, giving leaders a clear lens for rebuilding culture, restoring trust, and creating environments where people actually want to perform. If you’re leading a team, scaling a business, navigating change, or questioning whether success has come at a hidden cost, this episode will challenge how you define leadership, culture, and growth. Topics include: Leadership development, organizational culture, business leadership lessons, sports leadership, management strategy, firing a CEO, trust-based leadership, emotional intelligence, team culture, mindset, and personal growth.

    51 min

  4. JAN 26

    Why Good Companies Become Complacent (And How to Fix It)

    Why do successful companies lose urgency, and how do elite leaders bring it back without creating burnout?   In this episode, Ian and Frank break down the leadership psychology of urgency, explaining why urgency often fades as businesses grow, teams start winning, and comfort replaces pressure. Drawing lessons from the NFL, Silicon Valley, Google, and high-stakes operating environments, they explore how the best leaders create urgency through clarity, transparency, and accountability, not fear or micromanagement.   The conversation dives into why pressure sharpens focus, how existential threats drive innovation, and why leaders lose momentum when they become disconnected from frontline reality. Ian and Frank also unpack common management mistakes around bonuses, incentives, and motivation, and explain why most teams don’t lack urgency; they lack context and mission alignment.   This episode is packed with practical leadership advice for founders, executives, managers, and operators who want to improve team performance, accountability, decision-making, and organizational momentum. If you’re leading a company, managing people, or trying to rebuild urgency in a complacent organization, this episode explains how serious leaders think about urgency, pressure, and long-term performance. Want to dig into this content more? Download Ian's notes HERE 00:00 – Leadership urgency explained: why it matters 01:45 – Why urgency disappears when teams start winning 04:10 – Comfort, complacency, and declining leadership standards 06:50 – Google, AI, and how existential threats create urgency 10:15 – Pressure in leadership: when it works and when it fails 14:10 – Why leaders can’t create urgency from the office 17:45 – Transparency, trust, and accountability in management 20:30 – Bonuses, incentives, and motivation mistakes leaders make 24:40 – “No crying in the casino”: pressure and performance 27:30 – Connecting daily work to mission and organizational purpose 30:45 – Why teams don’t lack urgency — they lack context 33:20 – How to build urgency without burnout or fear 36:10 – Final leadership lessons on urgency and momentum

    40 min

  5. JAN 19

    Why Salespeople Get Ghosted (And How To Prevent It)

    Why do prospects suddenly disappear after showing interest, and how do top performers prevent it from happening in the first place? In this episode, Ian and Frank break down the real reasons salespeople, real estate agents, and operators get ghosted, and why it’s almost never about follow-up frequency or buyer rudeness. Instead, ghosting is usually a breakdown in commitment, clarity, and process long before the deal goes quiet. The guys unpack the psychology behind buyer hesitation, explain the seven levels of commitment, and reveal where most sales conversations leak momentum. From real-world war stories to practical frameworks used by elite closers, this episode teaches you how to maintain control of the process, close loops properly, and follow up with confidence, without sounding desperate or annoying. Whether you’re in sales, real estate, leadership, or client-facing work, this conversation will change how you think about follow-up, objections, and long-term deal flow. 👇 Drop a comment with the best insight you took away or the follow-up line that’s worked best for you. Download the Slides from today's episode 00:00 – Intro & Banter Setting the tone and introducing the problem of getting ghosted in sales. 01:42 – Why Getting Ghosted Feels Personal (But Isn’t) Why most people misinterpret silence as rejection. 03:10 – The Real Reason Prospects Disappear Where deals actually break down before follow-up even starts. 06:15 – A Story from Iraq: Commitment vs Silence Frank shares a powerful story that reframes what “ghosting” really means. 09:40 – Why “Just Following Up” Kills Deals How weak language signals lack of authority and certainty. 12:55 – The Seven Levels of Commitment Explained Why “I’ll call you” isn’t a close — and what actually counts as commitment. 16:20 – Where Sales Conversations Leak Control The most common moments momentum quietly disappears. 18:45 – How Top Closers Lock the Next Step Simple process changes that prevent ghosting before it happens. 21:30 – Follow-Up Timing: 12 Hours, 72 Hours, and Beyond When to reach out — and when to stop chasing. 24:10 – The Psychology of Buyer Hesitation Fear, uncertainty, and why silence feels safer than saying no. 27:05 – How to Recover a “Dead” Deal What to say when a prospect has already gone quiet. 31:35 – The 7-Word Email That Gets Replies (Chris Voss) A counterintuitive follow-up line that reopens conversations. 33:55 – Sales Is About Closing Loops, Not Chasing People Why control, clarity, and leadership matter more than persistence. 36:20 – Lessons for Managers & Team Leaders How to train teams to avoid ghosting at scale. 38:30 – Final Thoughts & Takeaways Why follow-up is a leadership skill, not a reminder system.

    37 min

  6. JAN 12

    The Four Personality Styles That Determine Every Sale

    In this episode, Frank and Ian break down the most overlooked skill in sales, leadership, and communication: the ability to read people and adapt your approach. Too many salespeople, managers, and founders rely on scripts, tactics, and “best practices” without understanding who they’re actually talking to. The result? Ghosted deals, stalled conversations, frustrated teams, and missed opportunities. Frank and Ian explain why traditional sales training is failing in today’s market, why the Golden Rule doesn’t work in business, and how understanding social styles and personality types can dramatically improve sales performance, leadership effectiveness, and relationship-building. They walk through the four core social styles: Driver, Expressive, Amiable, and Analytic, and show how mismatched communication styles quietly kill deals, create tension on teams, and sabotage leadership credibility. This episode is a practical guide for anyone in sales, entrepreneurship, management, or leadership who wants to communicate more effectively, ask better questions, and close more deals without being pushy or manipulative. 🧠 What You’ll Learn in This Episode Why modern sales training focuses on the wrong things How to read people before you try to sell or lead them Why “treat people how you want to be treated” fails in business The four social styles that influence every buying decision How personality mismatches silently kill deals Why execution beats tactics when communication breaks down How great leaders adapt instead of forcing their style Why asking the right questions matters more than pitching ⏱️ Show Notes & Timestamps 00:00 – Banter and episode setup Frank and Ian set the tone and tee up a conversation about sales, leadership, and communication. 00:28 – Why sales training is broken right now Why focusing on closing tactics instead of people creates ghosting, friction, and lost deals. 01:55 – Why the Golden Rule doesn’t work in sales or leadership Treating people how you want to be treated fails when they don’t think like you. 03:40 – Selling vs. reading the room Why awareness beats scripts in high-stakes conversations. 06:15 – The cost of misreading people in business How personality mismatches quietly sabotage deals and teams. 09:20 – Introduction to social styles An overview of the four core social styles and how they show up at work. 11:18 – Driver personalities explained Fast-paced, decisive, and results-focused — and how they unintentionally steamroll others. 14:05 – Expressive personalities explained Vision-driven, energetic communicators who thrive on ideas and momentum. 17:30 – Amiable personalities explained Relationship-first thinkers who value trust, harmony, and consistency. 20:45 – Analytic personalities explained Detail-oriented decision-makers who prioritize logic, data, and process. 25:10 – Michael Jordan vs. Ted Lasso A powerful metaphor for understanding personality clashes in sales and leadership. 27:02 – If you can’t read people, nothing else matters Why social awareness is the foundation of every successful sale. 27:47 – Doing everything right and still losing the sale How better questions and adaptability create control without pressure. 29:30 – Final thoughts on adaptive leadership and communication Why great leaders learn to flex instead of forcing outcomes.

    31 min

  7. 12/22/2025

    Why Most People Stay Broke: They're Too Cheap to Reinvest in Their Skills

    In this episode, Frank and Ian unpack the real return on investing in yourself through conferences, coaching, and focused mastery. What starts as classic banter turns into a grounded conversation about why most people stall out in their careers, how clarity beats overwhelm, and why narrowing your lane is the fastest path to long-term success. Frank shares how nearly a decade of attending the same conference created compounding returns, from strategic debt solutions for ADUs to high-trust relationships that only come with time and repetition. Ian reflects on his own journey, from corporate transition to finding his investing edge, and why his biggest breakthroughs always followed moments where he stopped trying to learn “on the cheap.” Together, they explore FOMO, niche dominance, long-tail thinking, and why saying no to most opportunities is the hidden skill behind outsized returns. The episode closes with a reminder that mastery is built slowly, intentionally, and by consistently reinvesting in what you do best. 00:00 Banter 01:40 Conferences, perception, and audience awareness 03:00 Why conferences feel uncomfortable (and that’s normal) 05:45 The overwhelm problem and choosing the “right” room 08:30 Why expectations determine conference ROI 09:50 How veterans actually use conferences 11:00 A real example that changed business direction 14:05 The ADU lending problem and a breakthrough conversation 17:45 Why most people stop investing in their craft 20:55 Becoming world-class by narrowing your lane 22:15 The long tail, niches, and finding your people 25:45 Lifelong learning and delayed returns 27:35 One relationship can change everything 29:30 FOMO, discipline, and saying no 31:00 Why focus beats diversification 32:40 Fake business trips and Vegas jokes 33:30 Final thoughts and closing

    35 min

  8. 11/25/2025

    How to Ask Difficult Questions Without Starting an Argument

    Summary Ian and Frank explore the nuances of communication, particularly in the context of marriage, sales, and management. They discuss the importance of assertiveness, the impact of status threats, and the effectiveness of self-deprecation and humor in easing tough conversations. The duo emphasizes the need for psychological safety and the use of accusation audits to foster open dialogue. They also highlight the significance of opt-in questions to empower others in discussions, ultimately concluding that effective communication is crucial for successful management and relationships. Takeaways Marriage is a living, breathing thing, not a noun. Assertiveness is key in uncomfortable conversations. Sales requires asking personal questions delicately. Status threats can lead to defensive reactions. Self-deprecation can ease tough conversations. Humor can lower status and create rapport. Accusation audits can diffuse tension. Creating psychological safety encourages honest feedback. Opt-in questions empower the other party. Effective communication is essential for management. Chapters 00:00 The Petty Argument: A Marriage Story 02:54 Assertiveness in Communication 05:44 Sales and Management Dynamics 08:58 Status Threats in Conversations 10:04 The Power of Self-Deprecation 12:33 Cunningham's Law in Coaching 30:15 Mastering Negotiation Tactics 35:45 The Art of Accusation Audits 39:47 Creating Psychological Safety in Conversations 44:58 Navigating Tough Feedback 50:45 The Importance of Adaptability in Management CONNECT WITH US Website - https://www.letmespeaktoamanagerpodcast.com/ Instagram - https://www.instagram.com/letmespeaktoamanager/ Tiktok - https://www.tiktok.com/@speaktoamanagerpodcast Frank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti. https://www.youtube.com/c/FrankCavaOfficial https://www.instagram.com/frank.b.cava/ https://www.facebook.com/FrankCava https://twitter.com/Frank_Cava https://www.tiktok.com/@therealfrankcava https://frankcava.com/ Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title. https://www.instagram.com/ianbmathews/ https://www.facebook.com/ian.mathews.3572 https://twitter.com/ianbmathews

    1h 7m
See All (173)

5
out of 5
187 Ratings

About

Stop playing small and start winning the game of business. Let Me Speak To A Manager is the definitive podcast for management training, career navigation, and high-stakes negotiation. Hosted by Frank Cava and Ian Mathews, this show pulls back the curtain on what it actually takes to build wealth, lead elite teams, and master the psychology of business. Frank (CEO of Cava Companies) and Ian (CEO of 5on4 Group) bypass the fluff of "business school theory" to give you raw, actionable strategies from their 50 years of combined experience in Fortune 500 executive leadership and entrepreneurship. Each week, we dive into: Career Advancement: How to ask for a raise, land a promotion, and stand out in any company. Leadership & Culture: Building high-performing teams and scalable business cultures. Sales & Persuasion: Mastering the art of the deal and the psychology of marketing. The Success Mindset: Overcoming procrastination and glass ceilings to achieve your goals. Whether you are a first-time manager, an aspiring executive, or a founder building from scratch, Frank and Ian offer a unique, blunt, and often humorous "riff" on the triumphs and failures of the corporate world. Join us to get the inside track on how to make yourself the most valuable person in the room.

Information

  • Creator
    Ian Mathews and Frank Cava
  • Years Active
    2020 - 2026
  • Episodes
    173
  • Rating
    Explicit
  • Copyright
    © 2023 LetMeSpeakToAManagerPodcast.com
  • Show Website
    Let Me Speak To A Manager

You Might Also Like