1 00:00:00.000 --> 00:00:01.890 Sean Murray: Yeah, you know, sometimes I had the best luck 2 00:00:01.890 --> 00:00:05.880 with the coldest of leads. You know what I mean. Well, yeah. 3 00:00:06.120 --> 00:00:09.120 Because there was no almost no pressure. Yeah. Like if you if 4 00:00:09.120 --> 00:00:13.200 you buy an expensive lead, and you don't get what you want you 5 00:00:13.230 --> 00:00:15.450 it's like you're deflated. Cause you spent all this money on the 6 00:00:15.450 --> 00:00:18.030 lead, right? Or the company you work for did and then they're 7 00:00:18.030 --> 00:00:21.090 like, you know how'd it go? And you're like. Yeah. Right. And so 8 00:00:21.090 --> 00:00:24.150 there's all this pressure going into the call to do it. At 9 00:00:24.150 --> 00:00:26.370 least, you're laughing. It seems like you know what I'm talking. 10 00:00:26.370 --> 00:00:31.070 Johny Fernandez: I think the important factor is like when 11 00:00:31.070 --> 00:00:34.190 you spend money, you want to make sure you get your ROI. 12 00:00:34.220 --> 00:00:37.610 Yeah. And sometimes it doesn't work out that way. Then you're 13 00:00:37.610 --> 00:00:41.240 like, well, what did I just do? Yeah. And you're hitting 14 00:00:41.240 --> 00:00:44.510 yourself, because you're like, man, like, that did not go as 15 00:00:44.510 --> 00:00:47.690 planned. But yeah, but sometimes it does go as planned. 16 00:00:47.720 --> 00:00:49.160 Sean Murray: That's true. Yeah. Well, if you're paying for 17 00:00:49.160 --> 00:00:52.370 leads, and it never goes as planned, it could be the leads, 18 00:00:52.370 --> 00:00:55.490 but it could also be you. Yeah. And it is actually it's good 19 00:00:55.490 --> 00:01:00.440 practice to do completely cold leads. Like in the beginning, I 20 00:01:00.440 --> 00:01:03.710 wasn't even well, I was kind of given the impression that these 21 00:01:03.710 --> 00:01:06.830 were leads. And so I went in with like, I better turn these 22 00:01:06.830 --> 00:01:11.660 into deals. Yeah. Or else I'm fired, right. And then I closed 23 00:01:11.660 --> 00:01:14.270 a couple of them. And I didn't know if it was enough. And I was 24 00:01:14.270 --> 00:01:17.000 asked, like, you know where did these deals come from? I'm like, 25 00:01:17.030 --> 00:01:19.340 you know, from the leads you gave me and they're like, those 26 00:01:19.340 --> 00:01:22.490 weren't leads, we just keep you a random list of people. I'm 27 00:01:22.490 --> 00:01:26.720 like, are you for real? You know what I mean? And so that just 28 00:01:26.720 --> 00:01:30.440 kind of goes to show that part of it is the sales sales person, 29 00:01:30.470 --> 00:01:33.080 you know what I mean? It wasn't just the lead itself. And then 30 00:01:33.410 --> 00:01:37.520 it gave me some confidence too to know, I'm like, I thought 31 00:01:37.520 --> 00:01:41.540 they were leads, right. And I felt this pressure. And I turned 32 00:01:41.540 --> 00:01:45.260 them into deals. And now and then I started thinking, Well, I 33 00:01:45.260 --> 00:01:48.260 guess I could just work with regular completely cold leads. 34 00:01:48.470 --> 00:01:49.160 Give me. 35 00:01:49.940 --> 00:01:52.880 Johny Fernandez: All the cold. Yeah. In the office, I'm taking 36 00:01:52.880 --> 00:01:53.420 over. 37 00:01:53.550 --> 00:01:56.100 Sean Murray: There's a scene and I don't know if you've ever seen 38 00:01:56.149 --> 00:01:59.239 a Glen Garry, Glen Ross. Yeah. Where the guy has done this one, 39 00:01:59.288 --> 00:02:02.428 the old guy in the office is on this one sales call. And it goes 40 00:02:02.477 --> 00:02:05.469 really well. And he's like, you know, give me every lead. And 41 00:02:05.518 --> 00:02:08.657 I'll close them all, right. You kind of get that feeling. You're 42 00:02:08.706 --> 00:02:11.796 on top of the world. Yeah. And in sales and in cold calling. It 43 00:02:11.845 --> 00:02:14.984 only takes a few wins. Yeah. To bring you back up because you're 44 00:02:15.033 --> 00:02:17.584 going to even if you're out there being like, I'm my 45 00:02:17.633 --> 00:02:20.674 machine, I can make 100 calls a day. You know, rejection never 46 00:02:20.723 --> 00:02:23.715 hurts me. It will wear you down over time. Absolutely. If you 47 00:02:23.764 --> 00:02:26.070 have no wins. You need to have some wins. Yeah. 48 00:02:26.070 --> 00:02:28.032 Johny Fernandez: I've been there man, I've been there where it's 49 00:02:28.073 --> 00:02:30.411 just dry and there's nothing and. Yeah. Everything falls 50 00:02:30.453 --> 00:02:33.083 apart. Yeah. But then when you get that one win you're like I'm 51 00:02:33.125 --> 00:02:33.960 on top of the world. 52 00:02:35.160 --> 00:02:39.692 Sean Murray: Backup to like 100% leads, I'll close them all 53 00:02:39.790 --> 00:02:45.210 right. Give me the phonebook. I'll close everybody. Oh.