Podcast Summary: The Sales Hunter Podcast

Episode: 6 Leadership Lessons for Lasting Impact
Host: Mark Hunter
Guest: Brent Pullman, CEO of Midwest Laboratories, Author of "Leading with Zest"
Date: March 19, 2026

Episode Overview

This episode explores the deep connection between leadership and sales, focusing on personal development, integrity, and leading with genuine energy ("zest"). Mark Hunter welcomes Brent Pullman to discuss practical leadership lessons drawn from Brent’s experience leading Midwest Laboratories and from his latest book, "Leading with Zest." The conversation is full of actionable strategies for leaders and sales professionals seeking lasting impact.

Key Discussion Points & Insights

1. The Foundations of "Leading with Zest"

• Brent Pullman on his new book: The motivation stemmed from his own growth journey. His first book, "Leaders Look Within," laid the groundwork by prompting self-reflection, while "Leading with Zest" is about taking action based on those internal values.
  • Quote: “You have to take action. You got to act on all those things you believe in and really show people that you do what you say about yourself. You have to live it and... do that daily.” (01:22, Brent)
• Living and demonstrating values every day is crucial for lasting impact.

2. The Role of Personal Belief and Action in Leadership

• Leadership isn’t passive or theoretical—it requires constant, intentional living-out of core beliefs.
• Zest, as Brent defines it, means acting "purposeful and from the heart," impacting both professional and personal life.
  • Quote: “When you really take those beliefs and you do use the word like zest, which means purposeful and from the heart, you're going to really live it and you will see the results.” (02:38, Brent)

3. Transforming Negative Self-Talk

[Timestamp: 05:27]

• Brent recounts a pivotal exercise from his leadership journey: snapping a rubber band on his wrist for every negative thought and writing down why.
  • Quote: “The first day I snapped my wrist 38 times... but by the end of the month I was down to zero. It took a month for me to get my negative self talk out of there.” (05:27, Brent)
• Overcoming negative self-talk increased his self-awareness and improved his ability to lead and connect.

4. The Power of Self-Awareness & Listening

[Timestamp: 07:00]

• As self-awareness grew, Brent became more attuned not just to himself, but to others, enabling empathy and deeper connections.
• This mirrors the listening skills essential in both effective leadership and successful sales.

5. Trust as a Cornerstone of Leadership and Sales

[Timestamp: 08:03]

• Brent only engages with "trusted partners," whether employees, vendors, or clients—a strategy which maximizes positive impact and reduces wasted energy.
  • Quote: “You’re only as good as the people that you hang around with... those trusted partners.” (08:03, Brent)
• Focusing on relationships built on trust directly improves team dynamics and client retention.

6. Living Out Values: The Prayer Board Example

[Timestamp: 12:10]

• Mark and Brent discuss the prayer board at Midwest Laboratories—a visual symbol of the company’s caring culture.
  • Quote: “Prayer is so non invasive... if somebody posts something there, they'll know it's being prayed for. There's a care and understanding about that.” (12:10, Brent)
• This practice underscores an environment of empathy and support, contributing to high employee retention.

7. The Importance of Personal Engagement

[Timestamp: 13:40]

• Knowing employees by name and stopping for hallway conversations are simple but profound ways to show care.
  • Quote: “If we just stop and call people by their name. It really does show that we care. It's very personal.” (13:20, Brent)

8. Integrity as a Long-Term Strategy

[Timestamp: 15:25]

• Brent and Mark align on prioritizing integrity in leadership and sales, emphasizing that while the “integrity first” approach may be unconventional today, it’s the only route to sustainable success.
• Integrity isn’t about quick wins, but “the long game.”

9. Navigating Transition and Generational Leadership

[Timestamp: 16:16]

• Brent shares the tension and chaos of working alongside his father, the company founder, and how leadership transition required surfacing buried goals and passions.
  • Quote: “We were going 100 miles an hour this way... people didn't know what was going on. That was creating a really chaotic environment at the time.” (16:16, Brent)
• True leadership meant moving from autopilot tasks to acting with clear purpose.

10. Staying Energized and Purpose-Driven

[Timestamp: 18:22]

• Brent draws a parallel between leadership and watching expert athletes: preparation, quick decision-making, and maintaining adrenaline through purposeful activity.
  • Quote: “That builds the adrenaline, that builds the activity... Everyone finds a different way to do it. I just tell my story of how that works for me.” (18:22, Brent)
• Both Brent and Mark prioritize starting the day with physical activity and spiritual grounding.

11. About Midwest Laboratories

[Timestamp: 20:01]

• Midwest Laboratories employs 330 people, working in agriculture, environmental, and human/animal health sectors, providing a range of analytical testing services that impact food safety and production.

12. Results: Retention, Growth, and Customer Trust

[Timestamp: 11:04]

• By living these leadership principles internally and externally, Midwest Laboratories has experienced high retention and resilience—even through challenges like COVID.
  • Quote: “When you really stick to the values and you really stick to what you believe in, it does not matter what's going on on the outside.” (11:04, Brent)

Memorable Quotes & Moments

• “You have to take action. You got to act on all those things you believe in and really show people that you do what you say about yourself.” – Brent Pullman, 01:22
• “My negative self talk was so bad... The first day I snapped my wrist 38 times... but by the end of the month I was down to zero.” – Brent Pullman, 05:27
• "You’re only as good as the people that you hang around with... those trusted partners." – Brent Pullman, 08:03
• "Prayer is so non invasive... there's a care and understanding about that. And I think that's what we need more too." – Brent Pullman, 12:10
• “It is. It truly is the long game... Integrity. Who wants the short win? It doesn't feel right.” – Brent Pullman, 15:25

Timestamps for Key Segments

• 01:22–02:38: The foundational purpose of Leading with Zest, and translating belief into action.
• 05:27–06:50: Negative self-talk exercise and its impact on Brent's self-awareness and leadership.
• 08:03–09:32: Trusted partnerships and relationship triage in business.
• 12:10–13:20: The prayer board and practicing company values.
• 16:16–18:10: Challenges of generational leadership and acting with purpose.
• 18:22–19:39: Staying energized and driven by personal rituals.
• 20:01–20:46: Midwest Laboratories’ mission and scope.

Summary: Practical Leadership Takeaways

• Self-Awareness First: Know and care for yourself to lead effectively.
• Action-Oriented Values: Move beyond learning—act on what you believe, daily.
• Overcome Negativity: Proactively tackle self-doubt for better awareness and connection.
• Trust & Integrity: Build your circle and your business on trusted relationships and long-term integrity.
• Empathy & Care: Small touchpoints (like learning names, prayer board) make a big difference in engagement.
• Purpose-Driven Work: Act from a grounded sense of purpose to inspire team buy-in, loyalty, and resilience.

For more actionable insights, grab Brent Pullman’s book "Leading with Zest" or explore resources at TheSalesHunter.com.