Episode
How to Stop Overcomplicating Prospecting and Build Better Relationships
- Podcast
- Lending Leadership
- Published
- Jul 29, 2026
- Duration seconds
- 2581
- Processing state
not_requested
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Summary
Welcome back to Lending Leadership! Today’s episode is all about prospecting with a twist–specifically, how to stop overcomplicating sales outreach and start leveraging authentic relationships to drive real results. We’re thrilled to welcome Michelle Mikel, the dynamic founder of Drivers and Levers, keynote speaker, and coach who specializes in teaching sales professionals (and entrepreneurs like us) how to prospect better online, not just by sending more messages, but by connecting as real people. From competitive swimming to rewriting the rules of outbound sales, Michelle Mikel brings her unique perspective on discipline, reverse engineering your goals, and making every single connection count. We dive into the psychology of prospecting, the value of knowing your personality profile, and how serving others is at the heart of any successful sales approach, whether you’re a mortgage pro, a CPA, or anyone trying to create new opportunities. Here’s what we cover in this energizing and real conversation: The origin story of Drivers and Levers and why overcomplicating sales is hurting business owners The power of reverse engineering your goals (drawing inspiration from swimming a mile, not just running one!) Why authentic relationships matter more in prospecting now than ever before and how to move beyond a purely transactional mindset The importance of knowing your own (and your clients’) personality profile and tailoring your outreach accordingly Integrating faith, purpose, and service into business for a more fulfilling and impactful sales practice Key takeaways: Simplicity Sells: Reverse Engineer for Results We talk about how Michelle applies the lessons of athletic discipline to sales specifically, by working backward from your end goal to map out the exact steps requ…