1 00:00:00.000 --> 00:00:04.350 Sean Murray: I had when I used to do sales, I did two types of 2 00:00:04.380 --> 00:00:07.590 cold calling, I guess you could say I was on the I was one of 3 00:00:07.590 --> 00:00:10.950 the people that if you pressed one, you know press one, if 4 00:00:10.950 --> 00:00:13.980 you're interested in getting funding, you would get me, you 5 00:00:13.980 --> 00:00:16.350 would get me. I wasn't the one running the campaign, but I was 6 00:00:16.350 --> 00:00:19.620 a sales agent you would get if you pressed one. And those did 7 00:00:19.620 --> 00:00:23.880 really poorly. I got a lot of people really, really mad, like 8 00:00:23.970 --> 00:00:27.840 the the robo dial press one for whatever. And it was a 9 00:00:27.840 --> 00:00:30.270 computerized voice. And then you would get me people were 10 00:00:30.300 --> 00:00:34.170 pressing one just to, you know. Curse. Yeah, say all types of 11 00:00:34.500 --> 00:00:39.240 things. Yeah. You know, that was that was pretty brutal. But the 12 00:00:39.240 --> 00:00:43.440 area that I did have success in was manually cold calling where 13 00:00:43.470 --> 00:00:46.110 there was no computer, there was no press one. It was like, hey, 14 00:00:46.830 --> 00:00:50.400 it's me. You know what I mean, this is what I do. I was 15 00:00:50.400 --> 00:00:52.890 terrible at the script. Yeah. You know what I mean. I'm 16 00:00:52.890 --> 00:00:54.930 terrible at scripts, too. People know, when you're reading a 17 00:00:54.930 --> 00:00:57.930 script, after a while after like, two days. I'm like, I 18 00:00:57.930 --> 00:00:59.880 can't do this. You know what I mean, like, I just throw it in 19 00:00:59.880 --> 00:01:02.940 the garbage. I know what it is I'm selling, I would just try to 20 00:01:02.940 --> 00:01:06.780 adapt to the situation, you would I mean, and get to who I 21 00:01:06.780 --> 00:01:12.030 wanted to speak to. And, you know, that seemed, that seemed 22 00:01:12.030 --> 00:01:18.450 to work. And I think that in terms of rejection, that 23 00:01:18.450 --> 00:01:21.450 rejection can be harder, because you kind of initiated the 24 00:01:21.450 --> 00:01:24.750 conversation you know what I mean. Yeah. And the secret out 25 00:01:24.750 --> 00:01:26.910 there, if anyone out there is cold calling, we're talking 26 00:01:26.910 --> 00:01:31.800 about if it's dead. Yeah. And it's not dead. If the dead part 27 00:01:31.800 --> 00:01:34.560 of it is on you. Like if you're just scared of being rejected. 28 00:01:34.710 --> 00:01:37.170 That doesn't mean the industry and cold calling is dead. That 29 00:01:37.170 --> 00:01:40.590 just means you can't do it. You know what I mean? And you have 30 00:01:40.590 --> 00:01:44.670 to be adequately able to deal with that rejection. And for me, 31 00:01:45.300 --> 00:01:47.790 the way I got over it, because it was very hard for me in the 32 00:01:47.790 --> 00:01:48.360 beginning, 33 00:01:48.360 --> 00:01:49.380 Johny Fernandez: Because of you? 34 00:01:49.380 --> 00:01:54.490 Sean Murray: Yeah, me. Well, I started, very hard for me in the 35 00:01:54.490 --> 00:01:58.030 beginning, because I came from the underwriting side. And I 36 00:01:58.030 --> 00:02:01.420 went into sales after, and I was very used to being in a 37 00:02:01.420 --> 00:02:07.000 conversation in which there was like a presumption of, you know, 38 00:02:07.000 --> 00:02:10.690 this interaction. Yeah. Whereas all of a sudden, I was going to 39 00:02:10.690 --> 00:02:14.680 an interaction, whereas somebody was busy. You know, there will 40 00:02:14.680 --> 00:02:17.410 be times I call a restaurant during the lunch hour asking to 41 00:02:17.410 --> 00:02:20.380 speak to the owner. A lot of times, you know, didn't go very 42 00:02:20.380 --> 00:02:26.590 well. But it yeah, exactly, if that. And the way to get over 43 00:02:26.590 --> 00:02:32.200 that, by the way, is just to do it so much, that you become numb 44 00:02:32.860 --> 00:02:35.680 to it. And I don't mean in a negative way. But you become 45 00:02:35.680 --> 00:02:39.400 numb to those, right? Yeah. In that first hour or two. It was 46 00:02:39.400 --> 00:02:43.570 like every, like, people will say things to you that they're, 47 00:02:44.440 --> 00:02:47.980 very hurtful. They're very hurtful. Two hours are like, oh, 48 00:02:48.010 --> 00:02:50.410 my heart, you know what I mean, and my brain and my soul, 49 00:02:50.410 --> 00:02:53.290 everything, everything hurts. And then by the third hour, 50 00:02:53.290 --> 00:02:55.000 you're just like, you're all of a sudden you're just like in the 51 00:02:55.000 --> 00:02:55.690 zone. Right. 52 00:02:56.080 --> 00:02:58.480 Johny Fernandez: And I think a great piece of advice is if you 53 00:02:58.480 --> 00:03:02.530 are cold calling, to not stop after two calls, like at least 54 00:03:02.590 --> 00:03:05.770 the first call, you know, it's gonna be horrible. The second 55 00:03:05.770 --> 00:03:08.410 one's not gonna be bad. By the time you reach your 40th call. 56 00:03:08.410 --> 00:03:12.400 It's like, I used to do used to be a telecommunicator. Okay. For 57 00:03:12.400 --> 00:03:15.130 college. Really? So I had a whole script. And it's like, you 58 00:03:15.130 --> 00:03:17.830 know, like, for and I use that those same skills. Now, when I 59 00:03:17.830 --> 00:03:20.200 do cold calling. When no one picks up the phone. I'm like, 60 00:03:20.200 --> 00:03:23.050 hey, this is uh, this is Sean Murray, this is Johny Fernandez. 61 00:03:23.050 --> 00:03:25.870 Yeah. With, you know, so and so. And I just want to speak with 62 00:03:25.870 --> 00:03:28.480 you about X, Y, and Z, if you could give me a call back phone 63 00:03:28.480 --> 00:03:33.010 number is 917 bla bla bla bla bla that number again, 917. 64 00:03:33.040 --> 00:03:38.350 Yeah. And that was it. And it worked out but it took hours of 65 00:03:39.130 --> 00:03:42.100 you know, getting rejected on the phone. Yeah. To be good at 66 00:03:42.100 --> 00:03:43.270 like leaving a voicemail. 67 00:03:43.350 --> 00:03:45.493 Sean Murray: Yeah, no you just got to. You just gotta pound 68 00:03:45.540 --> 00:03:48.290 through it, by the third hour you'll be totally good. Yeah. 69 00:03:48.337 --> 00:03:50.900 You would, you were talking about like making that 40th 70 00:03:50.947 --> 00:03:53.743 call. You definitely can't stop after two calls. I have seen 71 00:03:53.790 --> 00:03:56.633 people make a call get rejected and then say, okay, it's time 72 00:03:56.679 --> 00:03:59.382 for a cigarette. Like, alright, you know that call, it was 73 00:03:59.429 --> 00:04:02.459 really bad. Now I need you know, now I need to step outside, take 74 00:04:02.505 --> 00:04:05.488 a break. And then they're like, they're trying to get to the end 75 00:04:05.535 --> 00:04:08.471 of the day. Yeah. You know what I mean, you just gotta be like, 76 00:04:08.518 --> 00:04:11.547 alright, I'm gonna make 40 or 50 calls in a row. Yeah. Right. And 77 00:04:11.594 --> 00:04:14.390 once I get to, you know, to number 50, then I'll go outside, 78 00:04:14.437 --> 00:04:17.233 and I'll take my break. But if you don't get to that number, 79 00:04:17.280 --> 00:04:19.983 don't and there's no, there's no break. And its if you I'm 80 00:04:20.030 --> 00:04:22.966 telling, you suffer through all the bad calls, you're gonna get 81 00:04:23.012 --> 00:04:25.809 to the point where you don't you don't care about the people 82 00:04:25.856 --> 00:04:28.559 telling you no, or the nasty comments that you that you're 83 00:04:28.605 --> 00:04:31.262 gonna get occasionally, and you're just going to be doing 84 00:04:31.309 --> 00:04:34.245 your job. You know what I mean, and then by the end of the day, 85 00:04:34.291 --> 00:04:37.135 you're just, you're just going to be tired. Yeah. And then by 86 00:04:37.181 --> 00:04:39.978 the second day, you won't even be thinking about it anymore. 87 00:04:40.024 --> 00:04:42.821 Just be like, this is what you do. And it's just try to find 88 00:04:42.867 --> 00:04:45.710 try to find the prospect that's interested. And that's all it 89 00:04:45.757 --> 00:04:48.647 is. And so, cold calling can't be if you think cold calling is 90 00:04:48.693 --> 00:04:51.629 dead because you're scared. You know what I mean, it's dead for 91 00:04:51.676 --> 00:04:54.519 you. Doesn't mean it's dead for other people who are who were 92 00:04:54.566 --> 00:04:56.850 able to manage. That's my personal opinion. Yeah.