00:00.000 --> 00:04.350
Sean Murray: I had when I used
to do sales, I did two types of

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cold calling, I guess you could
say I was on the I was one of

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the people that if you pressed
one, you know press one, if

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you're interested in getting
funding, you would get me, you

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would get me. I wasn't the one
running the campaign, but I was

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a sales agent you would get if
you pressed one. And those did

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really poorly. I got a lot of
people really, really mad, like

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the the robo dial press one for
whatever. And it was a

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computerized voice. And then you
would get me people were

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pressing one just to, you know.
Curse. Yeah, say all types of

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things. Yeah. You know, that was
that was pretty brutal. But the

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area that I did have success in
was manually cold calling where

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there was no computer, there was
no press one. It was like, hey,

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it's me. You know what I mean,
this is what I do. I was

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terrible at the script. Yeah.
You know what I mean. I'm

00:52.890 --> 00:54.930
terrible at scripts, too. People
know, when you're reading a

00:54.930 --> 00:57.930
script, after a while after
like, two days. I'm like, I

00:57.930 --> 00:59.880
can't do this. You know what I
mean, like, I just throw it in

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the garbage. I know what it is
I'm selling, I would just try to

01:02.940 --> 01:06.780
adapt to the situation, you
would I mean, and get to who I

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wanted to speak to. And, you
know, that seemed, that seemed

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to work. And I think that in
terms of rejection, that

01:18.450 --> 01:21.450
rejection can be harder, because
you kind of initiated the

01:21.450 --> 01:24.750
conversation you know what I
mean. Yeah. And the secret out

01:24.750 --> 01:26.910
there, if anyone out there is
cold calling, we're talking

01:26.910 --> 01:31.800
about if it's dead. Yeah. And
it's not dead. If the dead part

01:31.800 --> 01:34.560
of it is on you. Like if you're
just scared of being rejected.

01:34.710 --> 01:37.170
That doesn't mean the industry
and cold calling is dead. That

01:37.170 --> 01:40.590
just means you can't do it. You
know what I mean? And you have

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to be adequately able to deal
with that rejection. And for me,

01:45.300 --> 01:47.790
the way I got over it, because
it was very hard for me in the

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beginning,

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Johny Fernandez: Because of you?

01:49.380 --> 01:54.490
Sean Murray: Yeah, me. Well, I
started, very hard for me in the

01:54.490 --> 01:58.030
beginning, because I came from
the underwriting side. And I

01:58.030 --> 02:01.420
went into sales after, and I was
very used to being in a

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conversation in which there was
like a presumption of, you know,

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this interaction. Yeah. Whereas
all of a sudden, I was going to

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an interaction, whereas somebody
was busy. You know, there will

02:14.680 --> 02:17.410
be times I call a restaurant
during the lunch hour asking to

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speak to the owner. A lot of
times, you know, didn't go very

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well. But it yeah, exactly, if
that. And the way to get over

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that, by the way, is just to do
it so much, that you become numb

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to it. And I don't mean in a
negative way. But you become

02:35.680 --> 02:39.400
numb to those, right? Yeah. In
that first hour or two. It was

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like every, like, people will
say things to you that they're,

02:44.440 --> 02:47.980
very hurtful. They're very
hurtful. Two hours are like, oh,

02:48.010 --> 02:50.410
my heart, you know what I mean,
and my brain and my soul,

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everything, everything hurts.
And then by the third hour,

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you're just like, you're all of
a sudden you're just like in the

02:55.000 --> 02:55.690
zone. Right.

02:56.080 --> 02:58.480
Johny Fernandez: And I think a
great piece of advice is if you

02:58.480 --> 03:02.530
are cold calling, to not stop
after two calls, like at least

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the first call, you know, it's
gonna be horrible. The second

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one's not gonna be bad. By the
time you reach your 40th call.

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It's like, I used to do used to
be a telecommunicator. Okay. For

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college. Really? So I had a
whole script. And it's like, you

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know, like, for and I use that
those same skills. Now, when I

03:17.830 --> 03:20.200
do cold calling. When no one
picks up the phone. I'm like,

03:20.200 --> 03:23.050
hey, this is uh, this is Sean
Murray, this is Johny Fernandez.

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Yeah. With, you know, so and so.
And I just want to speak with

03:25.870 --> 03:28.480
you about X, Y, and Z, if you
could give me a call back phone

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number is 917 bla bla bla bla
bla that number again, 917.

03:33.040 --> 03:38.350
Yeah. And that was it. And it
worked out but it took hours of

03:39.130 --> 03:42.100
you know, getting rejected on
the phone. Yeah. To be good at

03:42.100 --> 03:43.270
like leaving a voicemail.

03:43.350 --> 03:45.493
Sean Murray: Yeah, no you just
got to. You just gotta pound

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through it, by the third hour
you'll be totally good. Yeah.

03:48.337 --> 03:50.900
You would, you were talking
about like making that 40th

03:50.947 --> 03:53.743
call. You definitely can't stop
after two calls. I have seen

03:53.790 --> 03:56.633
people make a call get rejected
and then say, okay, it's time

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for a cigarette. Like, alright,
you know that call, it was

03:59.429 --> 04:02.459
really bad. Now I need you know,
now I need to step outside, take

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a break. And then they're like,
they're trying to get to the end

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of the day. Yeah. You know what
I mean, you just gotta be like,

04:08.518 --> 04:11.547
alright, I'm gonna make 40 or 50
calls in a row. Yeah. Right. And

04:11.594 --> 04:14.390
once I get to, you know, to
number 50, then I'll go outside,

04:14.437 --> 04:17.233
and I'll take my break. But if
you don't get to that number,

04:17.280 --> 04:19.983
don't and there's no, there's no
break. And its if you I'm

04:20.030 --> 04:22.966
telling, you suffer through all
the bad calls, you're gonna get

04:23.012 --> 04:25.809
to the point where you don't you
don't care about the people

04:25.856 --> 04:28.559
telling you no, or the nasty
comments that you that you're

04:28.605 --> 04:31.262
gonna get occasionally, and
you're just going to be doing

04:31.309 --> 04:34.245
your job. You know what I mean,
and then by the end of the day,

04:34.291 --> 04:37.135
you're just, you're just going
to be tired. Yeah. And then by

04:37.181 --> 04:39.978
the second day, you won't even
be thinking about it anymore.

04:40.024 --> 04:42.821
Just be like, this is what you
do. And it's just try to find

04:42.867 --> 04:45.710
try to find the prospect that's
interested. And that's all it

04:45.757 --> 04:48.647
is. And so, cold calling can't
be if you think cold calling is

04:48.693 --> 04:51.629
dead because you're scared. You
know what I mean, it's dead for

04:51.676 --> 04:54.519
you. Doesn't mean it's dead for
other people who are who were

04:54.566 --> 04:56.850
able to manage. That's my
personal opinion. Yeah.