Your Calendar as an Asset: The Zero-Sum Approach to Time Management
Release Date: 04/07/2025
The Hidden Threat Sabotaging Your Sales Conversations
Breaking Sales
There’s a devastating invisible force awaiting you in every prospect and client conversation you have, and you hold the key that either lets it out or keeps it at bay. The good and bad news - it’s all controlled by you. In this episode, Dan and Kristie explore how anxiety shows up in sales conversations and why it's such a performance killer. Through real client stories, they reveal how trying to control uncontrollable outcomes sabotages our best skills—and what to do about it.
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Four Closing Skills that Your Prospect Will Value (Part II)
Breaking Sales
Every closing technique you've been taught is training your prospects to resist you. While you're focused on "Always Be Closing," your prospects are running in the opposite direction, “Avoid Being Closed.” The harder you push, the further they pull away. It's a losing game. In Part I, we revealed why traditional closing tactics backfire and the three stages prospects go through when debating change. Now, in Part II, we're sharing the results of interviews with almost 100 top sales performers to reveal the four closing skills that your prospects will actually value. This isn't about...
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Rethinking the Close: Why Winning Isn't What You Think It Is (Part 1)
Breaking Sales
Traditional closing tactics focus on winning the deal—but that’s not the process your prospects and clients experience. They experience a process that requires them to debate change. If you want to get better at closing, then you’ll need to master the process that your prospects go through. The ABC, or "always be closing" method, is great for the movies, but detrimental to your real world conversations. In Part 1 of this two-part series on mastering the art of closing without closing, Dan and Pam challenge everything you thought you knew about closing sales—namely, that...
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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...
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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...
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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...
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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...
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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...
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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...
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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_outlineDo 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 and start making real progress toward your goals, this conversation will transform how you think about and use your most valuable resource: time.