Release Performance Anxiety with Emily Smith
Breaking Sales
In this revealing second part of our conversation with Lappin180 and top commercial real estate advisor Emily Smith, we dive deep on one of the most damaging barriers to successful selling: - anxiety, and how detachment is a practical and proven way to reduce the thoughts that hold you back. Emily shares the remarkable transformation that occurred when she stopped trying to control things that she couldn’t, and started creating space for her clients to reach their own conclusions. Whether you're struggling with work anxiety, feeling frustrated by stalled deals, or trying to build...
info_outline
If You Don’t Change - Nothing Changes with Emily Smith
Breaking Sales
After 12 successful years in commercial real estate, Emily Smith thought she had the perfect formula: be the most prepared, most knowledgeable person in every room. Then she started working w/ Lappin180. In this candid conversation, Emily reveals how she completely transformed her approach by letting go of the "expert" persona that had defined her career. She shares the humbling process of recognizing that her success had come despite her attachment and scarcity mindset, not because of it. Whether you're in sales, leadership, or any field where relationships matter, Emily's journey offers a...
info_outline
Your Calendar as an Asset: The Zero-Sum Approach to Time Management
Breaking Sales
Do you view your calendar as a constraint or an asset? In this episode, Dan and Pam discuss why your relationship with time is the foundation of high performance. They explore the zero-sum approach to time management, revealing why traditional time blocking doesn't work for most sales professionals and how to build the discipline to stop re-prioritizing in the moment. Learn practical strategies to stop wasting the ample personal time you have available each day and discover why the average employee is only productive for less than 3 hours in an 8-hour day. If you're ready to stop being average...
info_outline
Say Less To Get More: Embracing The Power Of Silence In Conversation
Breaking Sales
When was the last time you sat comfortably in silence during a sales conversation? In this episode, Dan Lappin and Pam Evanson explore the transformative power of giving prospects space to think. You’ll learn: Why jumping in to fill every pause can cost you valuable insights Practical techniques for creating space in your conversation, and How to practice the art of detachment from labeling interactions as "good" or "bad." This episode will transform how you approach questioning in sales conversations and help you create the ideal conditions for...
info_outline
How to Break Inherited Patterns: The Psychology Behind Sales Performance
Breaking Sales
What hidden patterns from your past might be limiting your sales performance? In this candid episode, Dan and Kristie share personal stories about how childhood experiences shaped their approach to business conversations. Dan reveals his journey from seeking validation to finding freedom in authentic interactions, while Kristie discusses reframing her view of tension from something negative to a positive force in sales dialogues. Discover how acknowledging and letting go of these inherited patterns can dramatically improve your effectiveness in challenging conversations. Plus, learn why...
info_outline
Do You Feel Like You're Chasing The Day?
Breaking Sales
Have you ever felt like you were chasing the day? You know, that gap that exists when you set out to achieve or create something new, but you’re unsure if the different routines and actions you’re investing in will pay off. Your days include more uncertainty than normal because the new and different actions feel like you're taking a step back, not forward. In this episode of Breaking Sales, Dan and Kristie share three practical adaptations that transform performance without adding stress: controlling only what's controllable (mindset, effort, actions); committing to non-negotiable...
info_outline
Are You Good or Are You a Professional?
Breaking Sales
WARNING: Part II of this conversation might make you uncomfortable—especially if you've been in sales for more than 10 years. When Dan asked a room of veteran salespeople with multiple 7-figure deals under their belts when they last practiced their sales conversations, the silence was deafening. Not a single hand went up. These same professionals tell their children to practice constantly to improve, yet they've convinced themselves that their own development stopped being necessary years ago. In this brutally honest continuation of their previous discussion, Dan and Pam expose the...
info_outline
What Do Your Routines Say About Your Real Priorities?
Breaking Sales
What separates sustainable high performance from occasional success? Often, it's not the big moments, but the small daily practices that create the foundation for excellence. In this final episode with MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor, we explore how intentional routines enable us to maintain focus, energy, and impact across multiple demanding roles. Through powerful examples—from daily thank you notes to running through chemotherapy—Andy demonstrates how routines become the backbone of resilience and purposeful leadership. Whether...
info_outline
Are Your Solutions Actually The Problem?
Breaking Sales
Ever notice how the more attached you are to someone's success (kids, friend, client, or prospect), the less likely they are to listen to and take your advice? Through stories from sales, leadership and parenting, MJ Insurance Chief Growth Officer and President of Benefits Consulting Andy Vetor talks about how slowing down and asking questions actually helps the other person take ownership of improving or making a change, and touches on the magic of helping them connect what they might gain or risk with the actions or non-actions that they are debating.
info_outline
Is Your Need to Prove Your Value Actually Destroying it?
Breaking Sales
Do you know what it’s like to stay unwavering and fully committed to asking questions and seeking to understand the other person’s perspective, versus sharing expertise or having all the answers? That powerful shift from no longer making yourself the lead character in the conversation, and instead allowing the other person to take on that lead role. This is exactly what long time client and friend Andy Vetor, Chief Growth Officer and President of MJ Benefits Consulting has done throughout his career as a top producer and leader. Warning, if you’ve convinced yourself that competency...
info_outlineHave you ever walked into a sales meeting feeling perfectly prepared - research done, questions ready, value proposition polished - but still felt something was off? The reality is, research alone can only get you so far – mindset is the true catalyst behind every sales outcome, yet it is so often overlooked in our preparation.
In this Snippet, Dan and Pam explore why traditional pre-meeting prep often misses the mark, and how shifting your mindset can transform your entire approach to sales conversations. If you're ready to discover the power of mindset and learn techniques that can dramatically improve your conversations, listen to this Snippet, then scroll back to Episode 118, How to Activate Your High-Performance Mindset, to hear the full discussion.