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Do you ever find yourself going through the motions—reacting instead of responding? You’re not alone. In this episode, Jim and Jason explore how much of our daily behavior is driven by autopilot habits, and how to become more deliberate in shifting them.

🧠 43% of your daily life is made up of habitual actions. That means nearly half of your behavior happens without conscious thought—rooted in cues, routines, and rewards.

They unpack ideas like:

• Habit stacking from Atomic Habits—using existing habits as anchors for new ones.
• Why brute force doesn’t work: "I'm definitely going to change tomorrow" becomes its own habit loop.
• The importance of identifying your cues—the time, place, emotion, or interaction that triggers your behavior.
• The danger of developing a habit of planning to change, instead of actually changing.

🔄 "We talk a lot about pattern interrupt, and it’s really about interrupting the current pattern of habits.”

🎯 One tactical takeaway: If you're in a sales conversation, break the habit of answering every question right away. Instead, practice reversing or clarifying with more questions to uncover the real need beneath the surface.

💬 “Not all of us are naturally being the person we want to be. But forming habits can take away indecision—it becomes just part of your routine.”

This week, challenge yourself:

• Inventory a habit you want to change.
• Identify the cue that triggers it.
• Design a replacement habit and reward.

Your autopilot doesn’t have to drive the whole way—let’s start taking the wheel back, one intentional change at a time.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

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We all have it—head trash. The internal noise that tells you you're not good enough, that you'll fail, or that you're not ready. It’s the voice that clouds your thinking and derails your confidence right when you need it most. But what if you could learn to pause, clear the static, and choose a better response?

In this episode, we dig into the role of emotional intelligence in managing your inner dialogue and introduce the concept of the meta moment—a powerful pause where you stop, breathe, and imagine your best self responding. It's not about perfection—it's about awareness, intention, and direction.

How do you recognize when your head trash is running the show? What tools help you reset emotionally before you react? We explore how emotionally intelligent leaders build space between trigger and response—and how that space is where growth happens.

This week, challenge yourself: When something frustrates or triggers you, take a meta moment. Ask: “How would the best version of me respond right now?” Then do that. The head trash may never fully go away—but you don’t have to let it drive. Let’s take the wheel back, together.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

Send us a text

The first 60 seconds of a prospecting call can make or break the conversation. Most salespeople lead with pressure or pitch—what if you led with permission instead? When done right, the opening minute disrupts expectations, builds trust, and earns you the right to continue.

In this episode, we break down the three essential moves for a strong start:

1. Pattern Interrupt – Stop the automatic "not interested" response by doing something unexpected.
2. Permission to Speak – Respect the prospect’s time and ask for space to engage.
3. 30-Second Commercial – Deliver a clear, compelling reason why the conversation is worth having.

What language puts the prospect at ease while also piquing curiosity? How do you balance confidence with respect? We explore real examples and show you how to deliver a powerful open that sets the tone for the entire call.

This week, challenge yourself: Practice your opener. Try it on a colleague, write it out, or say it out loud until it feels natural. Remember—you're not just prospecting; you're inviting someone into a valuable conversation. Let’s get that first minute right.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.