Are You Planning for Change or Just Hoping for It?

Welcome back to the 54th issue of Disrupting Conversations!

It’s a new year. What’s on your mind? Are there new and different things you would like to be achieving or experiencing one year from now? 

My experience with this question is that people tend to fall into one of three categories. Those who get excited about the future possibilities, those who roll their eyes, and those who freeze because they feel too much pressure. 

Let’s be honest, setting new expectations for oneself is a whirlwind of experiences and emotions. There’s the cache and appeal of identifying, writing down, and vocalizing a lofty aspiration. But then there’s the real struggle and self-doubt of having to take risks, work harder, and make mistakes along the way. 

The problem is, too often, people confuse these ambitions as a catalyst to motivate behavioral change. Motivation might help you start, but it only focuses on the output (results), and it will wane quickly. You already know this from past experiences.  

Let’s do something different this year and become more intentional with the inputs and not worry about the outputs. 

It all starts with asking yourself three basic questions—questions that make all the difference between lasting transformation and another year of the same results.

– Dan

Breaking Sales is my podcast to connect with those who are ready to break free from the chains of old sales methodologies that don’t work.

Title of Episode: A New Approach to Setting Goals

🎙️ Why do most people set goals in January and abandon them by March? It’s not a problem of willpower—it's the way we approach change itself. 

In this episode of Breaking Sales, Dan explores how traditional goal-setting triggers our brains to push back, making us work against ourselves from day one. He also shares an alternative approach built around achievement, creation, and experience. Instead of hoping your aspirations will somehow motivate better behavior, this episode will give you the tools and mindset shifts you need to move from wishful thinking to actual progress—in the new year and beyond.

Every January, I watch the same pattern repeat itself: Sales professionals set bold revenue targets, promise to make more calls, or promise themselves that they will stop getting stuck in the friend zone. Within a few weeks, most of these commitments have quietly disappeared, and they’re operating exactly like they did the year before.

The problem isn't a lack of motivation - it's that we're asking ourselves the wrong questions. Instead of focusing only on what we want to achieve next year, we should be asking what we need to change in order to get there. That's where the “Stop, Start, Continue” exercise comes in. I’ve been using it annually for over a decade, and it never fails to bring clarity to exactly what deserves my attention.

As you’re preparing for 2026, get out a piece of paper and reflect on these three questions: 

What do I need to STOP thinking and doing? Maybe you want to stop a thinking habit, like second-guessing yourself before important meetings or telling yourself that no one wants to talk with you. Maybe you’ve been avoiding difficult conversations because you’re worried about people liking you, and you want to stop letting fear drive your decisions. Whatever it is, get specific about what's limiting your potential. Identify the thoughts, behaviors, and actions that are holding you back and write them down. 

What do I need to START thinking and doing? Think about what's actually in your control. What ways of thinking would help you bounce back faster from setbacks? What skill, if developed, would make the biggest difference in your performance? Maybe it’s giving yourself permission to ask the tougher questions, or learning how to avoid the temptation to validate yourself through expertise. Make a list of new practices that will naturally lead to the results you want. 

What do I need to CONTINUE thinking and doing? Finally, acknowledge what's already effective that you want to keep doing. Too often, we overlook our strengths because we're so focused on what's not working, but understanding what's already producing results helps us do more of it intentionally. What do you want to double down on in the new year? For example, “I want to continue to strengthen my morning routine” or “learning how to be more objective in my prospect conversations.” 

This framework works because it forces you to think about inputs instead of just outputs. Rather than just dreaming about what you want to happen, you're identifying specific shifts you can make in how you think, behave, and act. When you're clear on what needs to change, you can catch yourself in the moment and make different choices—and that's how real, lasting transformation happens. 

What will you stop, start, and continue doing in 2026? 

A Note on the People’s Choice Podcast Awards

Many of you know that Breaking Sales was recently named a finalist for the 2025 People’s Choice Podcast Awards in the Business category. It was an honor we were gearing up to celebrate this month.

However, the podcasting world has experienced a profound loss. Todd Cochrane, the founder of the awards and a true pioneer of our industry, passed away just as the final voting process was reaching its conclusion.

Because Todd was the heart and soul of this organization, the final results and ceremony are currently on hold as the community mourns his passing. While the "output" of the award remains uncertain, I am choosing to focus on the input Todd gave to all of us. He spent two decades building a platform for independent voices.

We are incredibly proud to have been part of Todd’s final slate of nominees. More than a trophy, we are grateful for the community he built—a community that includes all of you. We will keep you updated as we hear more, but for now, our thoughts are with his family and the team at Blubrry.

QUOTE

“Life isn’t about finding yourself. It’s about creating yourself.”

– Often attributed to George Bernard Shaw, playwright and literary critic

Thanks for reading!

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