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Dan Lappin
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 differently, stop selling, and break the sale. Join Dan on his unorthodox mission to shatter the dull monotony of performance stagnation.
This outreach didn’t even have an email signature
No credibility = no meeting. If you’re missing the bare minimums in your outreach (Who are you? Why should they care? Who are you associated with?) then you’re never going to get their time. In this 180 Conversation, Dan and Kiley share an outreach that caused Kiley to simply respond: “You have no credibility”. Listen in to gut-check your own outreach—are you being genuine and helpful, or are you being self-serving?
04:1112/09/2022
SNIPPET: 4 Assumptions blocking you from success
What’s your top priority when talking to clients? If your automatic answer isn’t to learn, you need to go back to the drawing board. Listen in to hear Dan break down 4 assumptions you’re making about your prospects that are holding you back from being a top performer, and more importantly, his strategies for moving past them. If you’d like to listen to the full episode, listen to Episode 29: 4 Assumptions Blocking You From Success.
06:0606/09/2022
Mindset Work Makes or Breaks Your Prospect Meetings
A lot of work goes into getting your first call with a prospect, and naturally, you want to make sure you’re putting your best foot forward. Or better yet, start off with a competitive advantage. It starts with the science of visualization, making sure you have the right mindset, and then activating it through role play. Just like an athlete, chef, or any other high performer would do. Listen in as Dan and Kiley walk you through their best practices for meeting preparation.
19:3729/08/2022
Break the pattern of BS outreach
Outreach cadences have become ridiculous. Sometimes it takes 14, 16, 18+ messages to get a meeting. Why is that? Bad outreach cadences like the one in this episode. In today’s 180 Conversations, Dan and Kiley share a painstakingly lengthy one-way outreach cadence that ends in Dan begging it to stop before Kiley is even halfway through. Listen in to hear why it’s more important than ever that you break the pattern of BS outreach.
08:5422/08/2022
3 Ways to Build Resilience
You can develop and strengthen the muscle and skill of resilience to believe in yourself—but most don’t know how to do it. Simply saying “I need to be more resilient” isn’t enough. So how do you become more resilient to achieve that next level of success? Listen in as Pam and Kiley break down the three components of resilience. Identify ways to increase the toughness and stamina you need to create and experience a higher level of performance.
25:5615/08/2022
SNIPPET: Your body language is killing your virtual meeting game
t’s been over 2 years, so if you still aren’t nailing your virtual meetings, it’s time to straighten that out. Dan and Kiley break down body language cues and give actionable tips to improve your virtual meetings—for you and your prospects & clients. If you’d like to listen to the full episode, listen to Episode 22: Your Virtual Brand From Home.
12:4708/08/2022
Winnie for the Win
If you want your prospect to take you seriously…don’t impersonate your pet. Listen in to this 180 Conversation as Dan and Kiley share an anonymous email that will have you laughing and learning.
03:2901/08/2022
Does Your Prospect Seek or Resist Change?
Have you ever wondered what your prospects think about change? Are they open or closed? How much is too much? In this episode, Dan and Kiley share a question strategy that can give you tremendous insight into your prospect’s ability to embrace and pursue change.
10:1425/07/2022
SNIPPET: Your smallest habits are keeping you from your goals
The smallest actions turn into habits. Those habits make or break your progress toward your goals. Shifting your mindset to commit to the small things spills over into the larger things, and before you know it, your goals are crushed. Listen in as Dan & Kiley discuss what it takes to make your goals happen. To hear the full conversation, listen to Episode 54: Four Paths to Transform the New Year.
08:5318/07/2022
The Power of Questions
Questions can be powerful—are you using them to their full potential? Two things influence how you ask questions in a meeting with a prospect: your mindset and the outcome that you expect. Are you asking questions so you can find an angle to tee up your solution, or are you asking questions that help your prospect think through what they need to in order to evaluate change? Listen in as Dan and Kiley discuss how to ask questions that motivate your prospect to think.
17:1411/07/2022
Promises Breed Skepticism
If you have ever made a promise to a prospect that you can add value or guaranteed that what you do will help them, listen in! Making promises based on assumptions will create skepticism on the receiving end. This is rooted in attachment to scarcity, damaging trust before you even get to a conversation. This 180 Conversation reminds us why it’s so important to approach prospects with neutrality.
06:0405/07/2022
SNIPPET: Meaningfully Engage With Your Prospects
Empathy leads to meaningful engagement. In order to gain their trust, you have to help your prospects objectively debate whether or not their current state is still serving them–and in order to do that effectively, they have to know you're there to help first, not sell. Listen to this snippet to hear Dan and Kiley talk about how important solid listening and question-asking skills are for your first conversation with a prospect. To listen to the full conversation, check out Episode 1: Your Prospect's Point of View
05:4827/06/2022
Stress or Freedom – The Many Perspectives of Discipline
Discipline is a ten-letter word that induces both stress and freedom. In the short term, you feel stressed about making the consistent daily sacrifices to meet your goals, uncertain if your efforts will pay off. Procrastinating these efforts increases stress because you carry the knowledge that you didn’t stay consistent or bring your best. Before you know it, you’ve moved further away from the key habit or routine required to achieve your goal and created a new pattern of not committing to yourself. It becomes a barrier to your success. Listen in as Pam and Kiley provide a different perspective on discipline—how it drives and creates freedom.
27:4020/06/2022
Closing Your Outreach with Detachment
In today’s 180 Conversations Dan and Kiley share an informative cold outreach email that has some good elements and some areas for improvement. Listen in for tips on how to end your outreach in a way that will make prospects feel comfortable jumping into the sales process.
05:1813/06/2022
The Relationship Between Trust and Risk
Your prospects don’t know you. They don’t know if you’re there to really help them or just make a sale. Before you can even think about pitching them some kind of solution, they need to trust you and know that you’ve got their back. Doing this out of order can cause distrust and actually add to the potential risk that they perceive. Ultimately, it will result in them staying the course and maintaining the status quo without making a change—even if they really do need to do something different. Listen in as Dan and Kiley discuss the relationship between trust and risk and how to keep this top of mind in your prospect meetings.
24:5806/06/2022
Lazy Language Could Be Killing Your Outreach
Are you using unnecessary or misleading phrases in your prospecting outreach? You might be and just don’t know it. In this 180 Conversation, Dan and Kiley share what happens when you choose phrases and adjectives that don’t further your objective. And don’t worry, they’ve got suggestions to help you avoid these pitfalls.
05:5731/05/2022
SNIPPET: Introducing Snippets + Which player are you?
Sometimes you just need a short burst of inspiration in your day. Enter: Snippets. These short episodes will give you a quick hit of challenging, insightful information that will inspire you to be better in your day-to-day. In this first Snippet episode, Dan is asking: which type of player are you? Are you an A player, who challenges themselves farther, faster, and better–without the need for trophies; Are you a B player, who is a high achiever, but struggles with complacency; Or, are you a C player, who is always looking for the next finish line and a bottle of champagne to pop? Listen in to find out. To hear this full conversation, listen to Episode 35: The Difference Between A, B, and C Players.
06:3423/05/2022
When’s the Last Time You Tested Yourself?
Have you ever looked in the mirror and questioned your success or how you created it? You created expectations and standards for how your conversations should flow, how to judge conversational progress (good or bad), and defined an endless list of “do’s and don’ts.” In some circles, you are considered successful. But it’s a road less traveled –and few do – when you consider giving up the familiar for a new approach. Listen in as Dan and Kiley talk with Mike and Sean, their client from the management consulting firm, PointB. They learned to bet on themselves and their teams using a different approach to compete and take down the giants in their space.
33:4116/05/2022
Behavior Over Skill
Success in sales begins and ends with your ability to connect with prospects in need of your offering. Some circles call it hunting. Others prefer a more distinguished description – business development. Experts everywhere tell you what, how, and when to do it. Consistency is key. Here’s the bottom line: if you want to get better at connecting with prospects, think and manage your behavior. Listen in as Dan and Kiley walk you through eight innate human behaviors that hold the key to better and more consistent outreach performance. Several will surprise you.
24:4509/05/2022
Reach Out With Relevance
Are you making assumptions that could agitate your prospects? In this 180 Conversation, Dan and Kiley break down a set of email outreaches that might not sit well with the recipient. If you have ever used the phrase, “…maybe this isn’t a priority for you right now” then this episode is for you!
12:2025/04/2022
You Can’t Grow Until You Measure
In the journey to high-performance, you need a scoreboard. Without it, you have no idea what’s working or not and how to make adjustments for better results. In this episode, Pam and Kiley dive into the uncomfortable conversation of metrics. You’ll learn why they’re so important, why we might not like them, and why you need to pay close attention to what you’re NOT measuring.
23:1718/04/2022
Kermit the Frog Killed Your Outreach
Do you have expectations of your prospects? In this 180 Conversation, Dan and Kiley share what happens when you expect a response from your cold outreach. In the end, your expectations may be killing your chances of getting a response.
04:4511/04/2022
Sharing Your Credentials Can Damage Your Credibility
Credentialing yourself is about elevating yourself on a pedestal. It mostly happens when pride collides with insecurity. Instead of impressing the recipient, it leaves them feeling skeptical and unimpressed. If you want to impress, double down on your questions and learning. Take a genuine interest in the other person. In this episode, Dan and Kiley explore the issues with credentialing and break down the five things you should do before sharing your accomplishments with the prospect.
19:2004/04/2022
Does Your Outreach Sound Like You're Begging
Are you using language that makes you sound desperate in your prospecting outreach? In this 180 Conversation, Dan and Kiley share a prime example of what it looks like when you show up trying to convince, persuade, or push your prospect. Spoiler alert–it doesn’t get you a meeting.
04:3528/03/2022
Five Behaviors That Will Change the Game
Tired of asking questions and receiving surface-level answers? This episode is for you. Over the past three years, Dan has listened to 100s of recorded prospect conversations, and behavior trumps skill. Yes, it’s critical to prep your questions before any conversation so you have a roadmap of what you want to learn. But it’s your ability to become self-aware and self-regulate five specific behaviors that forever changes the effectiveness of your questions – what you learn and how those questions build trust between you and your prospects. Listen in as Dan and Kiley blow the lid off of asking better questions and out-pacing your competition.
17:2822/03/2022
Choosing a Chicken Sandwich over Credibility
Do you sacrifice your credibility to make your outreach stand out? In this 180 Conversation, Dan and Kiley break down an outreach that starts out promisingly but ends with a chicken sandwich. Confused? So was the prospect. Listen in as Dan and Kiley explore what happens when you try too hard to stand out and why using frivolous tactics is never the solution.
04:0314/03/2022
Building Trust with a Hesitant Prospect with James Chalmers
What do you do when a prospect says they’re not willing to share information with you? In this Conversation Dissection, James Chalmers, Senior Advisor at Moneta, joins the show to share his experience with a distrusting prospect. As Kiley and Dan take James through the exercise, they explore how you can proceed with empathy and detachment in these interactions, while paying attention to the red flags you’re feeling along the way.
31:0707/03/2022
When the Need for Control Holds You Back
What would happen if you could seize the moment instead of squandering it? Instead of contemplating all the things that could go wrong when you risk reaching out to a prospect, ask an important question, or push back in a conversation – think deliberately about what could go right. In this episode, Dan and Kiley discuss how to experience a steadier grip in the moment to push yourself, expand outreach, and drive conversations forward. Avoid the habit of hesitating and pulling back – making the moment the enemy. Empower yourself to let go of short-term control and comfort, so you can minimize long-term discomfort and achieve more future success.
17:1228/02/2022
Good Cadence, Bad Content
What happens when your cadence is well-timed, but your content misses the mark? In this lively 180 Conversations episode, Dan and Kiley analyze a series of two emails to demonstrate how your approach can minimize the prospects’ perception of your value and expertise – and get them to ignore your outreach. Hint: stop making the outreach about what you want – no one cares. Your prospect only cares about the things that matter to them and surrounding themselves with people who have their back.
07:1121/02/2022
The Myth of Work-Life Balance
Work-life balance sounds great, but does anyone ever truly achieve it? In this episode, Kiley and Lappin180 Coach, Pam Evanson, introduce the concept of work-life integration to describe the symbiotic relationship between personal and professional life. You’ll learn how to prioritize and stick to your goals, structure your time for optimal efficiency, and employ discipline and accountability to get the most out of your business and private life every day of the week. This enlightening conversation covers mindset, process, and the high-performance results you can achieve from taking deliberate action.
25:2714/02/2022
Before and After: Refining Your Outreach
With email outreach, a few important tweaks can radically transform your results. In this 180 Conversation, Kiley shares the before and after versions of a client’s prospecting email, while Dan breaks down the adjustments to highlight what works and what doesn’t lead to better engagement.
04:2307/02/2022
Failure: The Building Blocks of Success
You can take failure and identify with it as a permanent label or use it as nothing more than temporary feedback. Focusing on failure causes failure. The more you measure your worth through an outcome, the more pressure you place on yourself, and the higher the likelihood of procrastinating the actions you need to take to achieve success. In this episode, Dan takes a quick deep dive on reframing your perception of failure to help you embrace it as part of your high-performance journey.
13:1601/02/2022
Getting Comfortable with Uncomfortable Conversations with Jacob Bobek
If you want your prospect to consider making a change to you, they’re going to have to embrace some discomfort as they think differently about their business. Think of your own life and business. Do you solve all of the issues that cause you pain? Of course not. Sometimes, it’s easier to live with what you know versus what you don’t. The familiar versus the unknown. Your prospects are the same. Listen in as Dan and Kiley dissect a real deal with a client who needed to get comfortable making their prospect uncomfortable. If you’re having comfortable conversations, your prospect will remain uncomfortable with change.
21:1024/01/2022
Outreach Automation Disaster
Would you refer business to someone you’ve never met or spoken to – not knowing anything about their reputation or character? When your first touchpoint is asking someone to network, it can give the impression of scarcity. The approach might attract other scarcity-minded professionals, but it rubs others the wrong way. In this episode, Kiley and Dan share a similar experience of someone who wanted – but failed – to connect with them due to their odd, automated outreach approach.
06:1410/01/2022
Activate a High-Performance Mindset
When it comes to high-pressure sales conversations, your mental game is everything. Have you ever wondered how elite athletes and other top performers can quickly bounce back from mistakes to perform in the clutch? Let’s take the mystery out of mindset. In this episode, Dan and Kiley reveal the power of anchor and activation thoughts to influence how you react or respond in prospect meetings. Listen as Dan shares some of his own activation thoughts for performing in the clutch with high intent, abundance, and detachment.
15:0503/01/2022
Why Your Process is More Important than Your Goals
Where you find yourself 12 months from now is up to you. For most people, New Year's resolutions are made to be broken. Without a plan or process in place to achieve success, it’s easy to quit, make excuses, and fail. In this episode, Dan and Kiley offer meaningful suggestions to get more out of your business (and life) in the new year. It begins and ends with the process you build and hitting incremental milestones along the way. Remember, you can’t control your results – but you can control your process.
17:3721/12/2021
The Catalyst to Change
Have you ever had a sales experience where it was so obvious that your prospect would be better off making a change to you – but they didn’t? In this episode, Dan draws a parallel to sales from a story in Chip and Dan Heath’s book, The Power of Moments. The story is a powerful example of how the obvious can be hard to see when habits, biases, and perceptions go unchecked. Discover how the positive tension you create with your questions will always outperform your demo and presentation
15:1414/12/2021
Four Paths to Transform the New Year
Setting and pursuing goals can be tedious. To change your results – you first have to change the way you look at things. Simply committing to more discipline, hard work, and a better attitude isn’t going to cut it. In this episode, Dan and Kiley go deep on four transformational paths that will add energy, fulfillment, and momentum toward whatever it is you want to achieve or experience in 2022. Listen in as they share their own experiences on what drains energy and what ignites it. The best part? You decide what, when, and how often – one step at a time.
26:3506/12/2021
Stop-Start-Continue: An Exercise to Gain Clarity
The end of the year is a natural time to pause and reflect on your performance – what went well, what didn’t, and what you want to continue. In this 180-episode, Dan tells Kiley about Stop-Start-Continue, an exercise he uses to prioritize the adjustments he wants to make going forward. To get started, all you need is a journal, honesty, and no judgments. High performers embrace this kind of self-assessment. It often becomes the catalyst for small but powerful changes.
04:5824/11/2021
How Mindset Delivers with Byron Shultz and Barry Goodrich
In an industry where the average new business sold per year can range from $100K to $200K, two producers (sales professionals) are averaging $600K every year in new sales. Everything about their approach is different, and it’s paying off big with their prospects. Join me as I talk with Barry and Byron from MJ Insurance. They share why mindset is foundational to their success – and how they've learned to thrive in uncomfortable tough conversations.
25:3716/11/2021
How to Make Your Mindset a Competitive Advantage with Collin Henderson
This episode with Dan and Collin Henderson is a mindset masterclass. Collin is an authority on high-performance mental conditioning and the author of Master Your Mindset. His teachings are embraced by leading organizations, including Nike, Salesforce, and Microsoft. Dan and Collin share powerful advice for mastering your inner dialogue, building confidence, overcoming imposter syndrome, and visualizing success. If you struggle with consistent performance and want to create and achieve at a higher level – this episode is loaded with concepts and tactics that you can implement right away.
30:0209/11/2021
Do You Emphasize the Negative or the Positive?
Do your thoughts lean negative or positive before reaching out to a prospect or asking a tough question? How much time do you waste debating the consequences of screwing it up versus getting it right? Do you torture yourself crafting round after round of the perfect email? Welcome to loss aversion, a common human bias where the urge to avoid pain is twice as strong as the pleasure of what you could gain. In this episode, Dan shares how this mindset impacted a recent result – and how this bias translates into your daily sales experience.
06:5301/11/2021
Take The Urgency Out of Your Outreach
Your competitiveness and drive are valuable sales attributes, but it’s critical to know when and where to use them. Your prospect should never feel them through your outreach frequency. Listen in as Dan and Kiley share an example of how a good, well-intended email approach that initially grabbed the recipient’s attention fell apart because the salesperson pushed too hard and reverted to silly gimmicks.
13:1125/10/2021
Emphasize Learning with Empathy
What’s the best way to appeal to an elusive prospect? In this 180 Conversation, Kiley shares a recent coaching call with Dan about a client who successfully connected with their prospect. The key was focusing on meaningful questions and showing empathy in the conversation. Listen as Kiley breaks down their approach and gives valuable insights on how empathy can impact your interactions.
06:2218/10/2021
Email Outreach that Builds Trust
Who's teaching these obnoxious outreach tactics? Lead generation solutions (companies) play on your innate distaste for outreach while appealing to your ego to close more. They make promises of more appointments, qualified selling opportunities, and revenue (wins). They do all the hard work, so you can breeze in to make the close. Yet, when soliciting for their own business, their approach is often desperate and gimmicky. In this episode, Dan and Kiley break down what these so-called professionals do and provide an alternative that builds trust and engages your prospects – intro, purpose, the "give,” and outro.
11:3028/09/2021
The Power of Being in the Moment
Being in the moment is a real skill and strength. High performers know the dangers of cognitive overload. They work hard to free themselves from the often-overwhelming weight of conversation expectations and past regret when talking to prospects and clients. Filler words, rambling questions, feelings of hesitation are just some of the symptoms you’ll experience by not being in the conversation moment. In this episode, Dan and Kiley get specific on a process to help you intensify your questions, improve your learning, and take your conversations to another level.
21:0521/09/2021
It Might Be Your Approach
You work hard with the skills and tools you have to schedule new prospect conversations – but your results are average at best. Your drive for success compels you to seek out and talk to more successful peers. You read books, listen to podcasts, and sign up for a free online prospecting workshop that assures better outcomes. In this episode, Dan and Kiley break down another well-intended effort that, unfortunately, misuses automation, makes annoying uninformed assumptions and empty promises that generate skepticism. Instead of engaging and drawing a prospect in – the cynicism you create pushes them away. Unfortunately, it’s a very common approach.
09:1006/09/2021
No Shortcuts to Sales Success with Quinn Damon
Imagine it’s Monday morning, 9:30 am. Your day is full of commitments over which you have no control. What have you done this morning to move your business forward? If you’re Quinn Damon with Lockton Companies, you’ve prioritized some key activities – including outreach, and you’ve already made your 15 calls for the day. Why? Because you’ve learned the compounding effect of process. In this episode, Dan and Quinn talk about some of the critical lessons learned in Quinn’s first four years in sales and how he learned to bet on his mindset and conversational approach to compete with those ten to twenty years his senior.
25:4131/08/2021
Disqualification in 15 Minutes
When your prospect cuts your meeting down to 15 minutes, but you planned for an hour, how do you respond? When the prospect tells you to recap the meeting and send them the notes – what does it indicate? Does it matter if you know why your prospect took the meeting with you – from a need or obligation? Join Dan and Kiley as they break down a real prospect conversation with a client. In this episode, they help him identify how his mindset impacted his responses and results.
22:4217/08/2021
Disqualifying You Is Easier
What happens when someone tries to sell you something that you’re not sure you need? Do you spend energy trying to qualify their service, product, or offering? Or do you spend your time disqualifying it? If you qualify, you’re on the hook for spending money, trying something new, and possibly making a mistake – getting it wrong. If you disqualify, you maintain control of the story and avoid the discomfort of doing something different. How often do prospects make this choice? Listen in as Dan and Kiley provide insight into how to avoid your prospect’s innate desire to disqualify you.
16:5410/08/2021