Breaking Sales
Behind the scenes with one of America’s leading sales renegades, Dan Lappin, and his fanatic crew of disruptors from Lappin180. Listen as Dan, his sales training team, and their guests destroy everything you thought you knew about selling. A nonconformist take on rejecting the status quo, Lappin180 annihilates the tried-and-died sales tactics and techniques that have failed you, and your prospects. Here is your chance to break free of convention and tedious sales rules top earners never follow. In interviews with business leaders and industry insiders, Dan will inspire you to think different, stop selling, and break the sale. Join Dan on his unorthodox mission to shatter the dull monotony of performance stagnation.
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How you start does have a cost!
07/06/2026
How you start does have a cost!
The opening minutes of a prospect meeting carry more weight than many sales professionals give them credit for. It can dictate whether you are starting from a position of strength or from behind. From that very first moment forward the prospect is trying to determine one thing: What does this person actually want from me? The question is - do you want your prospects thinking about where you’re trying to take them, or how you will use their answers to advance a sale? Or do you want their energy and effort focused on answering your questions with honesty? All of this is determined by how you start your conversations. In this episode, Dan and Pam explore what it actually takes to create the conditions for an honest conversation — including what’s required to help prospects examine their biases and challenge their beliefs. This episode is relevant for anyone who has walked out of a meeting thinking it went fine — and then never heard back. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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The Work Nobody Sees with Coach Urban Meyer
06/15/2026
The Work Nobody Sees with Coach Urban Meyer
There is a pattern that often appears in sales organizations: someone isn't performing, and the response is frustration, blame, or eventually, a conversation about whether they still belong on the team. What rarely happens is an honest look at whether that person was ever actually set up to succeed — whether they had the development, environment, and preparation to perform when the stakes were high. In the 200th episode of Breaking Sales, Dan sits down with three-time national championship-winning college football coach Urban Meyer for a conversation about what high performance actually requires. Coach Meyer spent decades putting other people in positions to succeed. His philosophy on what that takes — and what gets in the way — translates directly to how you lead the people around you… and how you think about your own performance. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Why You Choose to Play It Safe with Roy Baumeister
06/01/2026
Why You Choose to Play It Safe with Roy Baumeister
There's a reason so many smart, capable sales professionals consistently avoid doing the things they know they need to do and taking the risks they know they need to take. It’s not laziness, and it’s not a lack of motivation. As it turns out, it’s rooted in something far more fundamental about how the human mind works. Roy Baumeister is a decorated social psychologist who has spent decades researching topics like loss aversion, self-control, and the outsized weight of negative experiences. In this episode, Roy joins Dan for a conversation that digs into why it’s so tempting to pull back in the moments that matter most — as well as what it takes to start overriding that urge. If you’ve ever found yourself consistently avoiding the things you know matter most, this episode is for you. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Is Development Fatigue Real?
05/18/2026
Is Development Fatigue Real?
Plenty of sales professionals will tell you they’re committed to their own development. But when you ask them what they’re actually doing, how much time they’re putting in, or whether it’s paying off, the answers are all over the map. In this episode, Dan and Pam explore what real professional development requires — and what separates it from the kind that feels productive but doesn’t actually help you improve. They take an honest look at why so many people experience fatigue in the process, and what that fatigue might be telling you when it shows up. This conversation is for anyone who feels fatigue but serious about improving — not just staying busy. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Self-Awareness and Performance with Dr. Mark Leary
05/04/2026
Self-Awareness and Performance with Dr. Mark Leary
There’s a pattern that affects almost every sales professional, regardless of experience level: the conversations that matter most are rarely the ones that bring out your best performance. The higher the stakes, the more you might find yourself hesitating, second-guessing, and holding back — even when you know exactly what needs to be said. It’s easy to chalk this up to nerves. But the reality is that something specific is happening in your brain in those moments — and it has everything to do with where your attention goes when the pressure increases. In this episode, Dan sits down with social psychologist Mark Leary to discuss how self-awareness and social motivation influence performance when the stakes are high. If you’ve ever walked out of an important conversation thinking, “I know I could have done better,” this episode will give you a clearer understanding of why. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Designing a High-Performance Day
04/20/2026
Designing a High-Performance Day
It can be common to not always give much thought to how you’re setting yourself up each day. You might have habits, but not a deliberate practice built around how you actually want to perform. But performing at your best — and achieving a sense of fulfillment when the day is over — doesn’t happen by accident. It requires deliberately building the structures and routines that actually support you. In this episode, Dan and Pam talk through what this looks like for them: the routines they’ve built, how they structure their weeks, and how they manage the mental pushback that happens during difficult or uncomfortable moments. If you’ve ever wondered how you can be more intentional about how you show up each day, this conversation is worth your time. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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The Neuroscience of Trust with Dr. Paul Zak
04/06/2026
The Neuroscience of Trust with Dr. Paul Zak
What does it actually take to build trust in a sales conversation? Not just rapport, but trust — the kind that makes a prospect lean in, open up, and ultimately make a decision? Dr. Paul Zak is a behavioral neuroscientist, the author of several books, including Trust Factor and Immersion, and one of the world’s leading researchers on the science of trust and persuasion. In this illuminating conversation, Dan and Paul explore what actually drives trust in a high-stakes sales interaction. Listen in to learn why the most likable salespeople may not always close the deal, what's really happening in the brain when a prospect decides whether to trust you or not, and the hidden cost of walking into a conversation focused on a specific outcome. Whether you've been in sales for two years or twenty, the science Paul shares in this episode will challenge assumptions you might not even know you’re making. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Providing for Today vs. Building for Tomorrow
03/16/2026
Providing for Today vs. Building for Tomorrow
Ask any underperforming sales professional why they’re not doing what they need to do, and you’ll eventually hear them say, “My family comes first.” Ask a top performer the same question about what drives them, and you’ll hear the exact same thing. It all comes down to how one demonstrates it. In this episode, Dan and Pam explore the uncomfortable reality behind one of the most universal (and most misused) statements in sales. They break down why “family is my priority” means something fundamentally different depending on who’s saying it, and what those differences reveal about mindset, discipline, and long-term performance. Their conversation challenges the assumption that present-day sacrifice and future-focused ambition are at odds — and makes the case that the most responsible thing you can do for your family is to stop using them as a reason to avoid the hard work. If the idea that your family is your priority has ever made you feel better about a decision you knew you should have made differently, this episode is for you. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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Rewiring Your Response to Adversity with Erez Avramov
03/02/2026
Rewiring Your Response to Adversity with Erez Avramov
What separates professionals who stay composed when facing rejection from those who get knocked off course? It's not experience or natural talent; it's understanding how your mind responds to challenges and redirecting it when it starts working against you. In this episode, Dan sits down with resilience expert Erez Avramov, who discovered something powerful about mental resilience after surviving multiple life-threatening experiences. Through his recovery, Erez developed a five-stage approach that applies directly to how we handle pressure, rejection, and uncertainty in sales. Listen in to learn how to rewire your responses when conversations don’t go your way—and how to transform setbacks into fuel for better performance. For anyone looking to build the mental toughness that sets top performers apart, this episode offers an approach that will transform how you respond to adversity.
Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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The Questions Your Prospects Can’t Ask Themselves
02/16/2026
The Questions Your Prospects Can’t Ask Themselves
What stops you from asking the question that could genuinely help a prospect think differently? Most of the time, it's not a lack of awareness. You can usually see what needs to be addressed—but something holds you back from creating the discomfort that leads to clarity. In this episode, Dan and Pam explore a simple but powerful reframe that will change how you approach these moments. They break down how to think about your responsibility to prospects in sales conversations and what it truly looks like to play the role of the objective, neutral advisor. You’ll walk away understanding why asking questions from a place of genuine service creates a more productive dialogue—and how this shift affects everything from prospect engagement to the quality of thinking you can facilitate. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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The Warrior’s Sales Playbook with Chris Harris
02/02/2026
The Warrior’s Sales Playbook with Chris Harris
What can a martial artist who trained tier-one special forces teach you about sales performance? Everything. In this episode, Dan sits down with Chris Harris: bestselling author, keynote speaker, Martial Arts Hall of Fame inductee, and creator of the combat system Roku Jitsu. Chris spent 25 years training elite military operators in close-quarters combat before transitioning to sales, where he discovered that the same mental disciplines that create warriors also create top sales performers. In this episode, Chris shares his journey from childhood adversity to becoming number one in his field. He breaks down his four essential questions every salesperson must answer about their product/ service, explains why 95% of selling happens in the subconscious mind, and shares how to reprogram self-limiting beliefs. If you’ve ever wondered how elite performers think differently, this conversation offers a wealth of pressure-tested strategies that work just as effectively in the boardroom as they do on the battlefield. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos
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The Price of Reaching Your Potential
01/19/2026
The Price of Reaching Your Potential
Howard Stern admits he was the worst DJ imaginable when he started. But his obsessive will to get better transformed him into a legend. In this episode, Dan and Pam explore how this principle applies to every high performer, from athletes to salespeople. You’ll learn about the two components that determine whether you reach your potential—drive and exposure to elite standards—and why surrounding yourself with people who operate at a higher level is non-negotiable for growth. Dan also shares the details of his brutal early sales journey, and the uncomfortable practice that became the foundation of his transformation. This conversation gets real about what real improvement actually costs, and why most people aren’t willing to pay that price. Listen if you’re ready to change how you think about growth.
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Where Is Your Prospect in Their Decision Journey?
01/05/2026
Where Is Your Prospect in Their Decision Journey?
Why do even experienced sales professionals struggle to move prospects from initial interest to closed deals? The answer often lies in a fundamental misunderstanding of how prospects make decisions about change. Most salespeople jump straight to demonstrating their value without understanding where prospects are in their decision-making journey, assuming they’re ready for solutions when they're still figuring out if they even have problems worth solving. In this episode of Breaking Sales, Dan and Pam break down the four distinct phases that every meaningful sales conversation must navigate. They explore why the sequence of these phases matters, how to assess whether prospects are truly ready for change, and how the time and effort prospects invest in working through decisions with you creates natural momentum toward partnership. You’ll come away with a roadmap for creating conversations that honor how people actually work through complex decisions. If you’re ready to start having interactions that feel collaborative rather than transactional, this episode will show you how.
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Planning for 2026 When You're Tired of the Same Results
12/15/2025
Planning for 2026 When You're Tired of the Same Results
What determines whether your 2026 becomes a breakthrough year or just another year of good intentions? Most sales professionals approach year-end planning the same way they approach everything else: they only focus on what they want without examining why they don't already have it. This Breaking Sales episode provides a planning methodology that flips that approach on its head: Instead of starting with ambitious goals and hoping for the best, you begin with brutal honesty about the behaviors and thinking patterns that have kept you stuck—and the ones that will move you forward. In this episode, Dan walks you through exercises that help you connect what you want to achieve with the mental shifts required to get there. You'll also discover how your natural tendency to imagine negative outcomes causes you to avoid taking action, and why the most successful people have learned to reframe their internal dialogue around risk and opportunity. Whether you're looking to break through a performance plateau or finally bridge the gap between your potential and your results, this framework provides the foundation for creating lasting change in the new year.
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The Uncomfortable Truth About Giving Feedback
12/01/2025
The Uncomfortable Truth About Giving Feedback
Why do we avoid giving feedback when we know someone needs to hear it? It's not a lack of time or unclear expectations; it's the fear that speaking up will damage the relationship. But the uncomfortable truth is that withholding feedback because you're afraid denies people the chance to fix the patterns that are holding them back. In this episode of Breaking Sales, Dan and Pam explore what happens when the need to be liked overtakes the responsibility to help people improve. Their conversation reveals how passivity and people-pleasing keep you from sharing valuable observations, the three questions to ask yourself before giving someone feedback, and what body language signals tell you that they aren’t ready to receive what you're about to say. If you've been sitting on a piece of feedback because you don't know how to deliver it, this episode reveals how to make it land—and why staying silent isn't protecting anyone.
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How Victim Mentality Sabotages Performance
11/17/2025
How Victim Mentality Sabotages Performance
How do you respond to pressure and repeated rejection? Most sales professionals can spot a victim mentality in their colleagues instantly: the rep who blames the CRM, the veteran who insists the territory is cursed, the coworker who always has an excuse for missed quota. But recognizing when you're the one deflecting responsibility? That's where it gets difficult and uncomfortable.
In this episode of Breaking Sales, Dan and Pam explore how victim mentality creeps into sales performance—not as a permanent character flaw, but as a natural response to the demanding pursuit of success, and the delayed results that often come with it. Through candid personal reflections, they discuss how blaming external factors can feel like a relief, but strips away your power to improve—and why catching yourself at that critical moment changes everything. Listen to discover why stress and frustration make victim mentality almost irresistible, why dwelling on what you can’t control keeps you stuck, and what it takes to maintain agency even when circumstances feel overwhelming.
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Staying in the Game When Conversations Go Sideways
11/03/2025
Staying in the Game When Conversations Go Sideways
What separates the sales professionals who consistently close deals from those who accept rejection too easily isn’t charisma, product knowledge, or years of experience. It’s conversation resilience: the ability to maintain composure and curiosity when discussions take unwelcome turns. In this episode of Breaking Sales, Dan explores this critical skill. Through his personal story of landing his first coaching client after sixteen months of failures, Dan demonstrates how conversation resilience converted apparent rejection into a closed deal. You’ll discover what it actually takes to stay engaged in conversations when your instinct screams to retreat, apologize, or accept defeat—and why the professionals who master this skill don't panic when conversations go south. Whether you're encountering prospects who seem disengaged despite strong referrals, facing unexpected resistance, or struggling to maintain confidence when discussions turn negative, this episode will show you how to build the mindset that keeps you in the game when it matters most.
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The Cost of Poor Preparation
10/20/2025
The Cost of Poor Preparation
What happens to your brain when a prospect says something you didn't expect to hear? In this episode, Dan and Kristie explore why even seasoned sales professionals can freeze up or panic when conversations take unexpected turns, and the specific preparation process that prevents it from happening. You'll learn why conversation resilience isn't about personality or experience, how top performers build mental frameworks before important meetings, and why the same principles apply whether you're in a high-stakes negotiation or making prospecting calls. This episode challenges the assumption that you can handle surprises without intentional preparation.
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What Do You Actually Mean By That?
10/06/2025
What Do You Actually Mean By That?
Why do prospects choose competitors even when you clearly have the superior solution? In this episode, Dan and Pam uncover a critical gap that's costing sales professionals deals every day: the failure to understand what prospects actually mean by the descriptive words they use. Through real client examples and personal experiences, they reveal how making assumptions about terms like "innovative," "strategic," or "creative" leads to wasted time, missed opportunities, and lost trust. You'll discover why this seemingly simple skill creates such powerful results, the psychology behind why prospects become more engaged when you make them think critically, and the mindset shift required to resist the urge to jump into solution mode when you think you have the answers. This isn't about asking more questions. It's about asking the right questions that help prospects define what's actually worth solving for.
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Stop Forcing Sales Conversations
09/15/2025
Stop Forcing Sales Conversations
What if the secret to higher closing rates isn't better techniques, but better preparation? In this episode, Dan and Kristie break down one of the most common mistakes they’ve observed in client calls: professionals who force conversations instead of letting them unfold naturally. Drawing from extensive study of recorded sales calls, they reveal why experienced salespeople often jump too quickly to solutions, pepper prospects with lazy leading questions, and ultimately sabotage their own success. You'll learn the specific preparation techniques that build confidence to trust the conversation process, how to identify and prepare for your personal triggers that knock you off your game, and why "selling on feel" is just an excuse for poor preparation. Whether you're struggling with conversation flow or wondering why your closing rates remain stuck, this episode offers a fundamentally different approach to sales dialogue.
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Are You Tracking Performance or Just Hoping for the Best?
09/01/2025
Are You Tracking Performance or Just Hoping for the Best?
What if your sales success has more to do with luck and timing than actual skill? In this conversation, Dan and Pam tackle the uncomfortable truth that many sales professionals are operating in the dark—putting substantial effort into their pipelines without tracking the metrics that reveal whether their efforts are actually working. Pam shares her humbling story of going from a top performer to nearly losing her job when her boss moved her from a high-performing territory to the company's worst neighborhood. The result? Two months without a single sale and a harsh wake-up call that her previous success had nothing to do with her abilities. Listen to discover why tracking isn't just about numbers—it's about developing the clarity that separates environmental advantages from genuine performance, and eliminating the anxiety that comes from not knowing where your business actually stands.
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Are All Nos Equal?
08/18/2025
Are All Nos Equal?
Are you proud of the nos you're getting? Most sales professionals celebrate any rejection as progress, but here's the uncomfortable truth: there are nos you should feel accomplished about, and then there are nos that are filled with regret. In this episode of Breaking Sales, Dan and Pam break down the critical difference between an easy no and a hard no. You'll discover why making prospects work hard isn't about being difficult—it's about being responsible, and why your role isn't to solve for prospects, but to help them figure out if there's anything worth solving for. Dan and Pam share real examples from client situations, including how to handle middle management decision-makers who seem reluctant to engage, and Pam's "last ditch effort" technique that can transform a failing conversation into meaningful dialogue. If you're tired of easy nos and ready to earn the rejections that actually mean something, this episode will fundamentally change how you approach every sales conversation.
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Stop Making Outreach Decisions Based on How You Feel
08/04/2025
Stop Making Outreach Decisions Based on How You Feel
What separates high performers from everyone else when it comes to prospecting? It's not their message, their experience, or their market. It's how they think about the activity itself. Most sales professionals make the critical mistake of allowing their feelings in the moment to dictate whether they follow through on their prospecting commitments. They convince themselves that how they feel right now—tired, unmotivated, or overwhelmed—should determine whether they make those calls or send those emails. But here's the uncomfortable truth: your best client is still out there, and they're not coming to you. In this episode, Dan challenges everything you think you know about prospecting by breaking down seven powerful mindset shifts that separate high performers from everyone else. He'll walk you through the difference between short-term discomfort and long-term pain, why motivation is overrated compared to process, and how every hour you spend prospecting is actually a vote for your future. If you're ready to stop letting your mood dictate your prospecting success, this episode provides the mental framework to build consistency in your outreach efforts.
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Choose Your Pain Wisely
07/21/2025
Choose Your Pain Wisely
Pain today or pain tomorrow. That should be the mantra for anyone trying to achieve or create something new and different in their life. Mark it #1 for sales professionals trying to achieve at a high level. High performance demands you pick your pain. Most sales professionals avoid the daily discomfort of prospecting, asking tough questions, and taking risks—only to experience crushing long-term regret when they miss their numbers. In this episode, Dan explores why avoiding short-term discomfort creates exponential long-term pain, how to redefine relationship selling beyond the "friendly zone," and the critical difference between pressuring prospects with competency versus helping them gain perspective through meaningful questions. If this show has challenged your thinking or shifted your approach to sales conversations, we'd be honored to have your support: Breaking Sales is officially in the running for the 2025 People's Choice Podcast Awards. Just visit between now and July 31 and nominate Breaking Sales in the Business category and Adam Curry’s People’s Choice category!
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Stop Selling Today's Pain; Start Selling Tomorrow's Vision
07/07/2025
Stop Selling Today's Pain; Start Selling Tomorrow's Vision
What if the biggest factor in whether someone makes a change isn't their current pain? Most sales professionals are obsessed with the present. They dig into problems, poke at pain points, and highlight what's broken today. But Dan and Pam reveal what they're missing: human beings don't change because of where they are. They change because of where they're going. This episode explores future narrative—the art of helping prospects think beyond today's chaos and into tomorrow's clarity. You’ll hear a real client story about navigating internal politics, the psychology of regret minimization, and why sometimes you need to take prospects backwards to move them forward. If you find value in today's episode, we would love your help. Breaking Sales is officially in the running for the 2025 People's Choice Podcast Awards. If this show has challenged your thinking or shifted your approach to sales conversations, we'd be honored to have your support. Just visit between July 1–31 and nominate Breaking Sales in the Business category. Thank you in advance for your support!
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The Hidden Threat Sabotaging Your Sales Conversations
06/16/2025
The Hidden Threat Sabotaging Your Sales Conversations
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)
06/02/2025
Four Closing Skills that Your Prospect Will Value (Part II)
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 manipulation or pressure. It's about having the patience to use common sense in your conversations.
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Rethinking the Close: Why Winning Isn't What You Think It Is (Part 1)
05/19/2025
Rethinking the Close: Why Winning Isn't What You Think It Is (Part 1)
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 you get what you put in. They break down the three phases of decision-making prospects go through, reveal why your urgency to close actually delays deals, and explain why being trusted matters infinitely more than being liked. You'll discover why positive tension is essential for change, and how to create it without being self-serving.
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Release Performance Anxiety with Emily Smith
05/05/2025
Release Performance Anxiety with Emily Smith
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 more authentic professional relationships, Emily's practical wisdom might help you find more fulfillment and success in your sales journey.
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If You Don’t Change - Nothing Changes with Emily Smith
04/21/2025
If You Don’t Change - Nothing Changes with Emily Smith
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 refreshing alternative to traditional performance advice and a roadmap to more meaningful client engagements.
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