This episode of Outbound on Air gets fiery as Kristen, Ben, and special guest Eric Beckman dive into their boldest sales hot takes. From whether every property management company really needs a Business Development Manager, to the power of telling prospects what they need, to the debate over discounting services, nothing is off limits. Expect sharp disagreements, real-world math, and plenty of back-and-forth that challenges conventional wisdom.

Want to sharpen your own sales playbook? Hit play now and join the debate.

Halfway through the year and your growth goals feel out of reach? Before you dump more money into lead generation, you may need to take a hard look at your sales process. In this episode of Outbound on Air, Ben Smith and Kristen Lopez break down what to do when results stall, how to pinpoint the real problems, and why your sales team... or even you... might be sending the wrong message.

We cover how to:

Set realistic forecasts and track the right KPIs

Avoid the trap of sending agreements too soon

Use discovery calls to uncover what prospects truly value

Evaluate if you have the right person in the sales seat

Align your process to match today’s buyer expectations

If you’re ready to close more deals with the leads you already have, this episode will show you exactly where to start. Tune in and take back control of your sales performance today.

In this episode of Outbound On Air, Kristen and Ben dive into what it really takes to set your sales team up for success—not with flashy buzzwords like "culture," but by crafting an environment where they can thrive. They share stories from the trenches, unpack the difference between micromanaging and coaching, and explore how sales and ops can stop butting heads and start rowing in the same direction. Whether you're a business owner, a sales manager, or just someone trying to figure out what the heck to do with your sales team, this episode gives you the real talk (and actionable ideas) you need.

📌 Topics include:

Subscribe and get looped into more no-fluff conversations about building better outbound.

In this episode, Ben and Kristen unpack one of the most overlooked foundations of successful outbound sales: clear, intentional messaging and a dialed-in ideal client profile. If you've ever felt like your outreach just isn’t landing—or you’re attracting the wrong types of clients—this episode is your roadmap to getting it right.

🎯 Topics include:

How to actually define your ideal customer (not just say “accidental landlord”)

Aligning your operations and sales promises

Using customer feedback to refine your messaging

Why your postcard didn’t work—and how to fix it

Tiered service models for different client types

And yes... why ChatGPT won’t save your sales strategy (without the right input)

Whether you’re new to outbound or refining your process, this episode is packed with real talk, practical insights, and a few spicy rants.

Outbound can feel like a black hole of “it depends,” so we’re clearing things up. In this episode of Outbound On Air, Kristen Lopez and Ben Smith tackle the most frequently asked (and secretly dreaded) questions about outbound strategy.

💥 Do you really need outbound?

We’re serving up honest answers, creative ideas, and a few hilarious fails—from dollar-bill cookies to pun-filled plant deliveries. Whether you're building your first outbound plan or refining what’s already in motion, this episode is your cheat sheet to doing it smarter—and with way more confidence.

In Episode 3 of Outbound On Air, Ben Smith and Kristen Lopez dive into the reality of sales—rejection, failure, and the mindset shifts that separate top closers from the rest. Learn how to stay resilient, reframe rejection, and turn every “no” into a stepping stone for success. They’ll break down real-world strategies to push through slumps, keep momentum, and master the numbers game in outbound sales. If you’ve ever struggled with rejection or hit a dry spell, this is the episode that will get you back in the game.

🎧 Listen now and level up your sales game!

Ben and Kristen spotlight the power of mindset in outbound sales. They unpack how shifting from a “me-first” attitude to genuine curiosity can revolutionize your conversations and lead to better results. Then they reveal simple strategies to handle rejection like a pro, so you never lose momentum. End this episode with fresh confidence, practical techniques for stronger connections, and a clear game plan to keep your energy high no matter what.

Ben and Kristen are back and better than ever with a brand-new show, Outbound on Air! Join them for the first episode where they are ready to reveal why outbound sales is the ultimate property management growth tool. Zero in on your dream clients, embrace new tech like AI, and keep momentum high - even when things get challenging.