Cold calling

Yeah.

That means that the creation of the second Firestorm is because you did cold calls?

No, no, no.

That one, we'll get to that after Sabretooth.

So that's where the whole, the bad guys of the story come in, these Russian scientists that engaged in all the shenanigans that they engaged in.

Yeah, let's talk about Firestorm.

You said it was not Cold Calls that allowed you to pick

Firestorm.

I was reading this article from Leeds at Scale.

It's titled The First Seven Seconds Opening Lines That Prevent Immediate Rejection on Cold Calls.

Not a clickbait.

It was all hard truth.

And so like you have to you have two things that you could do right now.

You could do you could build your list and do cold calling and talk to owners or you can Go look on Crexie and like put offers in with brokers online.

And either way, I mean, you're going to get a deal if you put a lot of offers in.

But if you do my way and you cold call owners and talk to them, you just know that, you know, your job cold calling owners and talking to them is not just putting in rando offers because you're never going to get an offer that way.

It's, you know, you can do that on the Crexie side, you know, just keep putting offers in and eventually maybe something will stick because you have the realtor there to kind of help you.

But if you do cold calling offers, right, then you know that your job is to really understand the story and the goals of the owner and put an offer in based on that.

And it may be a cash offer.

It may be bank financing offer, but it could also be some creative deal structures because of what they're telling you.

What you're doing here is you are winning over each individual privately before you are trying to win over the group publicly.

And part of the reason that this works is if you've got someone who's sort of on the fence, right? Let's imagine you've got one or two SDRs who, like, they're not totally convinced that they're gonna buy into this cold calling thing.

Well, what happens is, is they get in that room with all 20 other SDRs, and you're like, "We're gonna build a cold calling culture." And all of a sudden they see 18 of their peers being like, "Hell yeah." Well, you all the sudden look really freaking stupid if you're one of the two people on the team of 20 who is not making the cold calls.

So one of the ways that you can impact a group's thinking and a group's culture is you win people over one by one by one, and the, the peer pressure will help win over the rest of the group.

The next step of turning around the culture was what I call...

And so it doesn't matter how many cold calls your reps are making, it doesn't how matter how many emails they are sending, it doesn't matter how many accounts they are working if the messages they are sending are crap.

And so you talk about the different MVP frameworks that you needed to install with the team so that they were actually executing in an intelligible way.

Can you walk me through your different frameworks that you use? Maybe we can start with cold calling.

Yeah.

It's the free cold calling sales lesson, and it really, it goes back to when I was young and I needed a job.

I picked up the business White Pages, and people may not know what that was.

It was the sister publication to the Yellow Pages-

Right

... before there was the internet, you know, 'cause that's my age group.

And I would start at the letter A or the letter Z when I needed a job, and I would find cool calling, you know, cool sounding companies, and I would, you know, just call 'em to say, "Hey, are you hiring?" I didn't know I was cold calling.

I needed a job.

Hey.

Welcome to Cold Calls and Dice.

secret is i'm secretly a fan of the super mario brothers movie the one with uh

so valid

dancing Goombas, we might as well just get right into the episode.

Yes, totally.

Welcome to Cold Calls and Dice.

I do these really stupid intros where I just hit record, get the sound from people's rooms, and then just go into really stupid transitions into the episode.