Feb. 24, 2025
THE SECRET TO MASTERING CONNECTION & CLOSING MORE SALES!
Sales isn’t just about closing deals—it’s about cultivating the right mindset, building resilience, and embracing continuous growth.
In this episode, we break down the fundamental lessons that transcend experience and age, equipping you with the tools to elevate your game.
✅ Learn from industry experts and their real-world experiences
✅ Discover how a strong mindset turns obstacles into opportunities
✅ Uncover the powerful connection between personal health and sales success
✅ Build an organized, proactive morning routine to set the tone for the day
✅ Shift from an employee mindset to an ownership mentality for greater impact
✅ Get inspired by personal stories of accountability, discipline, and achievement
Sales is a journey of persistence and self-improvement—so why settle for average?
Tune in, level up, and let’s make today a great one!
Chapters
00:03 - Sales Business and Personal Experiences
06:12 - Business Success and Health Transformation
19:27 - Evolving Sales Skills Through Connection
29:01 - Personal Growth Through Accountability and Transformation
35:39 - Morning Routine for Success
42:02 - Importance of Preparation for Success
50:35 - Sales Success Strategies for Growth
Transcript
WEBVTT
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This is the Sales Playbook Podcast.
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I'm Dave Panazzo.
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We're going to talk about sales.
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Sales is something that is very near and dear to me.
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I got into sales in 1993.
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And since then I have learned so much over the years, and sales is something that is a unique, unique trade that a lot of people don't know about.
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Sales is all ages.
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As long as you can walk and talk, you can always do sales.
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Whether you're young, whether you're old, it doesn't matter.
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Even if you're just starting out, sales is something that makes the world go around.
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There is no ceiling on how much money you can make in sales, and I want to unlock that on this podcast.
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Welcome to another Sales Playbook Podcast.
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I'm super excited today, especially because I have Dan White.
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Dan White is in the house, yay.
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I feel like I've got to get pumped up for your podcast, Dan.
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Well, you can do some push-ups if you want.
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I might do that later.
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Maybe we'll get the camera on you and see how many push-ups you can do.
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I'm a little tired.
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We were just talking.
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I had a good workout.
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Now I know when I asked you, hey, do you want to be on my podcast?
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You're like, yeah, I want to be on your podcast.
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And then we were like, well, what are we going to talk about?
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I go, I don't know.
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We could talk about some old guy stuff, you know.
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So let's have some fun with this, because I feel, audience wise, there's all walks of life out there, all different age groups, young, old, in between.
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They don't know how old or how young they are.
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So let's have fun with it, let's share some stuff that we've been through, because I feel you know one thing that I've always learned in life I'll take other people's experiences and use them as my own.
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We don't have to go figure it out on our own like we did at the beginning, right?
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Yeah, you know, that's a really good point.
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You know what's the saying I'm going to butcher this, but I'm pretty sure it's a wise man learns from others' mistakes, a fool learns from his own, and so that's kind of why we're here today, right?
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So we want to talk about things we've been through and things we see right now and what kind of the younger generation or people you know, even our age, who are doing this business because it's hard, you know, to do this business.
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It's not easy to be successful in real estate, whatever if you're in title, if you're in mortgage, if you're in real estate especially real estate right now, I think, is having its challenges, and I think, if you can just take from others experience, I turned 30 in the mortgage business next week, or in two weeks rather, and so you know, I think I've seen a few things right, and so have you.
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I know you build a very successful business as well, and so what have you learned?
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What have I learned?
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I think it's a good topic, Good good, because again it all comes down to sales, right, sales, it is the lifeblood.
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What is it?
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One through five.
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I met Dave sales meeting the other day and and he's like, okay, I'm going to give you the five things you need to focus on to his group.
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Number one was sales.
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Number two was sales.
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Number three, four, five was sales, and and they kept you know, everyone kept wanting to give another answer.
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Yeah, and so the point is you always need to be prospecting and finding new prospects, right, and you need to know your operations and all those things too, but you need to be focused, right now especially it again like this.
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You know, the last couple of years obviously have been challenging, right For those that got into the business, say in the last three to five years.
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They're like oh my.
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God, this is an impossible market.
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This is, you know, where are the good leads and when's the rates going to drop back down.
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And all this Because that's when they started.
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They started in a market that was 3%.
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You showed a bunch of houses, you lost a couple houses because you got outbid, and then you finally ended up getting a house, and so that's what they thought sales was Right.
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So, dave, let's keep this in perspective.
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The first time rates got to 3% was when we had a massive housing crash 60,000 homes on the market, 10% unemployment in Arizona.
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Do we want that?
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No, that's the first time it got to 3%.
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The second time it got to 3% was a I don't know global pandemic and no one could go outside.
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You know I mean.
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So those low rates are not normal and we got this psychology after a while with realtors, customers, mortgage people that, oh my gosh, six and a half percent is so high.
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It's actually the historical average for 30 years if you take those two periods of time out of it.
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So you know, it's about mindset and preparation and scripting and things that are really important to get that message out and communicate effectively.
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And again, you know, with us being more seasoned that's a nice way to put it.
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Okay, with us being more seasoned, we've seen some things over the years, so let's go back and set the scene.
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So we're Midwestern guys, yep.
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So Dayton, ohio.
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Give a little background on it, because you shared that when we went out to dinner I was like I didn't know that about Dad.
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Yeah, yeah, yeah, go ahead.
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So I grew up.
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I was the youngest of seven G.
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I grew up.
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I was the youngest of seven, grew up in Dayton, ohio.
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My dad was the assistant dean of the education school at the University of Dayton.
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My mom was a music teacher at a private school.
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I was raised Catholic and my six brothers and sisters my parents have both passed away now and my six brothers and sister I am the youngest and we don't have a bad one in the group and we're a very, very close family and we all love each other and they're all great.
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The group and we're a very, very close family and we all love each other and they're all great.
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And so I ended up moving out to Phoenix.
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I want to say, well, I moved to Louisville and then to Phoenix and got started in the mortgage business in Cincinnati, ohio, and the morning my wife at the time told me she did not want to work if we were going to have kids.
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And guess what?
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The morning we started in the mortgage business, she tested positive for being pregnant.
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She was pregnant, and so I was on straight commission and so it was a really interesting time.
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In my life I've never worked so hard or so passionately, and you know this.
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When the baby's born and they hand you that baby, if you're a guy, most of the time that motivation ramps up to here.
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It's funny because our kids now have there's babies coming and I watch the men now and they are like working twice as hard as they were twice, as hard as they were because you want to provide.
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So moved out here to Phoenix in 1998.
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So, before you get into that, I want to know Cincinnati, skyline, chili or Gold Star?
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Well, I don't like either, but Skyline if you had to choose.
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White Castles are all right, but that's the thing is.
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Skyline Chili is kind of the deal.
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It's a take it or leave it taste.
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Yeah, it is All right.
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So 1998, you come out here.
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Come out here and came with the company that I was working for and within six months I just didn't get along with the boss and I met a title rep for Fidelity.
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Within six months, I just didn't get along with the boss and I met a title rep for Fidelity and he introduced me to a guy by the name of Jerry Craig and Jerry was building a company and Jerry hired me to run a new office he was opening up and we took that company from 30 loan officers to 133 loan officers, 22 processors, and I was in charge of four offices and I was in charge of the whole thing.
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We were closing about 650 files a month, oh my God, and we were the second largest lender ahead of Countrywide Bank of America, and it was a massive, massive operation, wow.
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And we had some of the top producing loan officers and many of them own their own company now in town.
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And then, unfortunately, there were some things happening at the company and I had to leave.
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So I've been at various companies since and I realized the thing I love to do most is work with clients, and so I kind of got out of the management end of it and I work with clients and it's what I love to do Keeping it simple, right, yeah, keep it simple.
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I love working with realtors.
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I appreciate the struggle realtors go through.
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I appreciate the fact that they're out working hard on the weekends, and that's why I work weekends, because I think if they're going to do it, I've got to do it.
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Yeah, there's nothing worse than when someone says I'll get back to you on Monday.
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Yeah, I'm busy, especially when it's after 5 o'clock on a Friday and you're like you're trying to get a hold of someone and they give you the old yeah, how's that like from the realtor end of it?
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Horrible yeah.
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Horrible.
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That's like being, you know, having an open-heart surgery and they're like well, we'll give you we'll pass you the gauze on Monday.
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Yeah, you need it now, okay, so, yeah.
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So, so, like you've got a deal that you're trying to negotiate and it isn't quite the way, you drew it up on paper, right, and so there might be some adaptations financially, and that means mortgage that you need to do right.
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You got to fine tune some stuff.
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Yeah, when you're in the foxhole, when you're in the trenches in the foxhole and like the, the rounds are coming in the bombs are going off the germans are firing yeah you need.
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you need some help, you know, and and typically it happens either late at night or on the weekends yeah, and to us that that's, that's the lifeblood of being able to have a partnership with someone that you know can communicate at all times.
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Not that we want to make it a best practices at 10 pm at night, for God's sake, because I'm sleeping and you're probably sleeping, but nonetheless we get up early.
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These things happen, right, these things happen.
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So, yeah, let's talk about yeah, what time do you get up?
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I get up one minute after you get up.
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My alarm is set and I'm gonna leave it that way because I think it's early enough.
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I get up at 4 30 am nice and uh.
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And yeah, my wife and I go to the gym, uh, we go to lifetime and fashion square in scottsdale and uh, so we go there work out out and yeah, it's fun.
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What have you found?
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Like now again, we learn as we, as we get older.
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Yeah, okay, had you always been in a workout state of?
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mind.
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Or like what's, what's the fitness piece?
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I have to tell you.
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So my whole life I and this is really kind of important and I think it's hugely important because the fitness piece transforms your mind the endorphins and all of the health stuff that I'm not an expert at, but I know a thing or two and I've experienced a thing or two.
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So for me, what happened was about a year and a half ago.
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I was reintroduced to an old friend that I used to be in networking with and she was a keto coach.
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Her name's Carrie Camp and she friends had gone through her coaching program and it's keto-based, carnivore-based, and they just felt great and they looked great and I'm like, well, what do you do?
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I'm like I'll call Carrie.
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I haven't talked to her in ages.
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So I did, and I got on keto, lost 30 pounds immediately and I was having a hard time losing weight.
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You lost 30 pounds.
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Yeah, yeah, I did, yeah, and, and I got to where, like I could not in my whole life, I could not work out without feeling debilitatingly sore.
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It just affected me.
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So I have to try to always overcome, and I did.
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I was always consistent with workouts but I never really made progress.
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And then I got on keto and it changed my life and I'm not oh, it changed my life kind of guy.
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It fricking changed my life.
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And, um, all of a sudden now I can work out six, seven days a week and I take a day off because I just get tired, but I get intense workouts and I have so much energy and I don't get sore and it's because all that inflammation went away.
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And so I know you are like that too.
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Right, you did a presentation once where you showed your refrigerator with all your prepped meals in it, right?
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Yeah, that's how you have to roll nowadays.
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And again, for those that are out there that you're in your mid-40s or creeping up on 50 or even 60, listen, I'm telling you you want that boost in your business, you're going to have to do some self-reflection, okay, because, again, I'm 57, you're 57, right, 58, 58.
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So, listen, this shit ain't easy.
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When you get older, okay, and I'm going to tell you you want that lifeblood to be able to get to that next level.
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It takes the sleep, the no boozing, the eating clean, watching what you put in your body, like these are all these things.
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Now that I'm, I'm realizing that this is giving me that extra edge yeah this is giving me the edge against the 30 some year olds or the 25 year olds well, you just don't have the energy to keep up.
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So you've got to do some things, like you got to cut the drinking down.
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You've got to, and we're in a culture that just promotes drinking all the time, but you've got to cut, and we're in a culture that just promotes drinking all the time, but you've got to cut that down, almost cut.
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You know I still have some cocktails on Friday nights and once in a while on Sunday, but that's about it.
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And so you know you've got to put it in its place, you've got to control it and, my gosh, you've got to get your diet right.
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There is so much hidden sugar in everything.
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You've got to eat simple and clean and if you do that, like I love barbecue, I make keto barbecue right and it's it tastes great.
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Like my family doesn't even know that I'm serving keto.
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That's funny and that's barbecue sauce and everything.
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So, um, so you know, for me it's just the health part of it is super, super important.
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Yeah, and you know we work out so much now and I feel great.
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I don't feel sore and I don't feel like I have to limp into the office.
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But you know I was telling you I've got 11 pieces of metal in my body.
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I've got to replace knee or replace hip.
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I've got a rebuilt ankle and then the hip had three pins in it after I fell off a bike and broke my femur and then they had to replace it with a real hip replacement about 10 years later.
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So I know a thing or two about surgeries, right, and they suck.
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Yeah, you don't want to do them, I hate them.
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So yeah, I mean more old guy stuff, take care of your body.
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That puts your mind in perspective and then you can go do business.
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And then guess what happens your attitude improves and you get your attitude in a place where you are just, you feel better and you're more positive towards and guess who can tell it?
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Your clients can tell it Well, and and again, and and I always say this whether you're male or female does not matter, but when someone looks at you and says Dan God, I haven't seen you in a while, you look great, what price can you put on that?
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Because it gives you you're like yeah, I have been working out really hard, yes, I have been taking care of myself and yes, it is work and energy and thought planning and so much more.
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Yes, it's preparation.
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You know, you showed and it was just a really interesting presentation.
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You gave one at Fidelity Sales Academy and you showed where you were right and you showed a picture of yourself and I've got those pictures too.
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And then, where you are now and you're fit and you inspire people and you know that to me is is really worth something to your team, right?
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Because because they, you, you can communicate that and say hey, I was there and you can get here.
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You just have to commit and be prepared.
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And that's the thing you have to commit and be prepared well and again.
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I mean, I always tell them I'm never going to ask you to do something I wouldn't do myself right.
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So if I was overweight, we had donuts at the meeting pizza parties every day in the office.
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But I'm asking them to step it up to a different level, that I'm not being a true leader, and so I'm like, well, all right, if I'm going to do this thing, I got to go all in and be true to myself, be true to the team and true to the people around me, because I want them, I want to give them hope, like, if I can do it right and you're 30 something years old, listen, you have more time on your hands.
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You, you're younger.
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You have more time on your hands, you're younger, you have more energy.
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Unlock that piece and utilize it.
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It starts with you, right?
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You have a bunch of aspiring rock stars on your team and you've got some unbelievably great people there.
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And it starts with your mind and your mind and you get your body right.
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You get those things right, you commit to that, your business will follow.
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It will follow and you know your team is highly successful, by the way and I'm not saying this because I'm here, but they're just the funnest, best, thank you Greatest team to work with, and their attitude is always fantastic.
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But they're just the funnest, best, greatest team to work with and their attitude is always fantastic.
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And it's because you spend so much time on it Really, you spend a lot of time on it, more than most teams because you know it's hard.
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Yeah, that's the hard stuff and you pull their head up and get the chin up and you pump them up a little bit.
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That's what you need.
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So I applaud you for it.
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That's what you need, yeah, so I applaud you for it.
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You and Kim as well.
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That was not paid.
00:18:09.179 --> 00:18:31.080
That was not paid advertising, okay, yeah, again, it's such a major piece in sales, yeah, feeling right, being fit, connection to God, all these things that people are like no, it can't be that.
00:18:31.080 --> 00:18:36.702
No, that's too easy, but yet it's so hard to do.
00:18:36.702 --> 00:18:38.260
And be consistent.
00:18:38.260 --> 00:18:41.257
See the consistency thing that's, can I say.
00:18:41.317 --> 00:18:44.079
When you phrase it that way, you know what it makes me think.
00:18:44.079 --> 00:18:49.664
Then, when you're talking to a client, and maybe that client has challenges, what are you doing?
00:18:49.664 --> 00:18:57.387
You're looking for the good in the deal, and that's where those marginal scenarios become deals.
00:18:57.387 --> 00:19:22.296
And it's just such a and the best salespeople I know and I'm honored to work with a bunch of them at Fairway and that's where I watch these these men and women just find that crystal in there and they're able to accomplish that client's goal because they're seeing the positive in the deal and they're not looking for ways to turn it down or or give up on it.
00:19:22.296 --> 00:19:23.657
Um, and it's not a hundred percent, but it's, you know that's.
00:19:23.657 --> 00:19:25.941
I think it's not 100%, but it's, you know that's.
00:19:25.941 --> 00:19:27.222
I think it's so important.
00:19:27.222 --> 00:19:32.990
And it just starts with your person, you know, with your habits and with your preparation.
00:19:33.855 --> 00:19:36.417
Well and again being being a true professional.
00:19:36.417 --> 00:19:43.546
What happens is is that you know when you first start out, you're like you're looking for the objection so that you can overcome it.
00:19:43.546 --> 00:19:45.608
Right, yeah, like okay, they said this.
00:19:45.608 --> 00:19:51.886
So now I know I need to overcome that by serving this word track up, or what I've learned, yeah.
00:19:51.906 --> 00:19:58.914
Your script, yeah From from the script or what my boss was telling me, or whatever the case may be, and see when you know you've gotten to that.
00:19:58.914 --> 00:20:12.906
Next level is when there are no objections, because you already can see where the conversation's going and you basically disarm them because you're able to talk it through.
00:20:12.906 --> 00:20:17.471
You kind of know where that conversation's going to go, so you take the bullet out of the gun.
00:20:17.471 --> 00:20:27.023
They can't fire it and now all of a sudden they walk away going wow, that guy Dan is, wow, he, you know what, honey?
00:20:27.023 --> 00:20:28.692
He really made me feel good about what we're doing here.
00:20:28.692 --> 00:20:32.221
As far as this next level of buying a house or whatever the case may, be.
00:20:32.782 --> 00:20:45.305
You know, I I think it's about that conversation aspect that you just mentioned and it's having a conversation like it's your family member, whoever it is, and that's not always easy to do it.
00:20:45.305 --> 00:20:47.128
Really, for me it was a learned skill.
00:20:47.128 --> 00:20:57.143
It took me a long time because I always kind of had in mind, you know, I have sales goals and I have, I want to do these things, and so I kind of was always on in the back of my mind.
00:20:57.143 --> 00:21:09.548
But as soon as you kind of let that go and you don't focus on your goals and you focus on what the client's goals are and you listen and you have that conversation and you draw it out of them and it becomes conversational.
00:21:09.928 --> 00:21:13.316
You have so much, so many better experiences with people.
00:21:13.316 --> 00:21:15.781
You're really finding what they want.
00:21:15.781 --> 00:21:20.104
And it's not easy, especially when you're new and you're just trying to make it.
00:21:20.104 --> 00:21:28.694
I mean, let's face it, some of these, these folks, are just trying so hard to make it and you just see it on their face and they're they're just trying so hard to make it and you just see it on their face and they're, they're just trying so hard.
00:21:28.694 --> 00:21:32.564
But sometimes the clients can tell you're trying so hard okay, so.
00:21:32.784 --> 00:21:42.038
So let's go back a step because, because, again, my my thing is when someone is is telling a story like, oh yeah, I went through this phase, but then I, you know I got it.
00:21:42.038 --> 00:21:49.710
Let's go back to right before I got it phase, I know that that's.
00:21:49.710 --> 00:21:59.009
That's usually like that dark moment or that, or that time when, when you were kind of like on the fence, where did you find Cause?
00:21:59.009 --> 00:22:03.240
Again, listen, communication is the key to anything you do.
00:22:03.240 --> 00:22:06.346
I don't care what industry you're in, it doesn't matter.
00:22:06.346 --> 00:22:16.166
Communication and I think today, ai, texting, all the ways of communicating, it's, yes, super innovative.
00:22:16.166 --> 00:22:37.104
Okay, I'm not saying I'm a super dinosaur, like I can only talk to people, but how and when, I think, going back, when did you finally realize, oh, I can pretty much have a conversation and be able to help guide someone through the art of the sale, like, where did that light bulb, what was it?
00:22:37.104 --> 00:22:38.396
I mean this is you know.
00:22:38.396 --> 00:22:43.146
I think I know the moment where things came on for me and I'll show that after you?
00:22:43.166 --> 00:22:44.048
Yeah, I want to hear that.
00:22:44.214 --> 00:22:44.455
But where?
00:22:44.455 --> 00:22:45.720
What was it?
00:22:45.720 --> 00:22:47.365
What was that breaking point?
00:22:47.365 --> 00:22:48.512
Or was it a seminar you went to or a book you read?
00:22:48.512 --> 00:22:48.604
Where, what was it?
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