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The Resistance Is Where The Action Is: Do what Others Don’t.

So I’m designated the ‘cold calling guy,’ on BHB.   Fine fine fine.  Also cool that Jessica Horton said that she’ll always be calling her 4,000 past contacts.   That’s cool.  But I want my database to be about 50 people that I do loads of stuff work for and with.  The 50 best people.   To get there, there has to be planned churn.  I want to continuously improve the kind of customer I have.   Not till my client list includes Warren, Bill, Steve, Rupert…will I stop.   If I was a Realtor®, I’d not stop until EVERY bank CEO, hedge fund manager, and millionaire asked me to list some houses.

I at least admit that I’m here to sell you something.   Openly.  It’s been called the ‘implied accusation,’ here before.  I’m friendly, but I’m not yet your friend.  I tell you why I’m calling in 2 seconds.  (Oh, how many of those’ how are you doing today,’ calls have you had…)  More honest than beating around the bush, and more pleasant for both me and you.  I don’t drop hints, I’m here to help, and I’ll need to be paid for it. And I’ll help, and you’ll be happy.  It kind of sucks when you know someone wants to sell you but doesn’t have the balls to ask you.

Since my last post on Twitter, my account has nearly doubled in followers, and I’ll be at 1,000 followers sometime this week.  (Follow me at @genuinechris ).   I’ve limited myself to calling 10 people a day that are new followers because I can’t connect to everyone…but I’m calling…it’s fun.   I am checking out twitterhawk to do it more, and yes, I’m throwing folks in Heap…when I like ‘em.

The reason that people don’t call more, is mostly that they are cowards.   There is magic in doing what others won’t. Almost all the time, if you can summon whatever it takes to do that, you’re going to separate from the pack.  Or herd, since we’re all pack animals.    Any place where people resist, there’s probably money to be made.  Something noone wants to do?  Something mentally hard?  Do it better.

My Wife Rejected Me In Bed.  No Doubt, She’ll Do It Again.  No Stranger Can Hurt Me.

The resistance to cold calling comes down to fear of rejection.  Plain and simple.   They are afraid someone will disapprove of them.  And most of the people that I connect with, I’m trying to HELP.  Folks invent moral reasons: “Oh, I would never do that,” they say, “because I’m above that.”   Nietzsche would have a fit.  I’ll bottom line it: A steady diet of personal, high touch connections is about the fastest way to grow an excellent business.    And if you’re putting yourself out there–it’s 100x more honest than all the mushy BS marketing that people regularly do.

Rejection?  As far as that goes?  None of these people know me well, none have seen my body of work, and none of ‘em matter much.   And look…from time to time, my wife, who does love me…has rebuffed my amorous advances.  That hurts way more than a stranger that doesn’t know me not happening to need what I’m currently offering the world. And look, I’m breathing.

The human mind–mine included–has an astonishing capacity for justifying mediocrity.   Sure, I’ve interrupted people, but I’m here–honestly–to help.  I know this.  I’m not selling b.s. websites.  I’m not having pleasant conversations.  I’m here to help, and I’m here to sell.   I don’t want to “boiler room,” anyone into working with me.  I want to help, and I want to reach out to as many people as I can.  An hour or so a day of connecting, looking for the best people I can talk to.   I can connect with about 15-16 people in an hour.  I don’t keep them.  I tell them what I do, I ask what they do.
For whatever it’s worth, right now, I’m on pace to crush the goal I set in my BHB post, and I’m far behind on connecting with you Twitter folks.   I’ll eventually catch up, but I’m doing everything in a FIFO system, so if I haven’t called or left a message, I will.   Have your credit card ready, cause I’m here to help.
So my numbers:
129 attempts.
49 connects/contacts.
75 database adds.
1 permanent friend made.
6 bids offered (overhauling blogs, mostly).
3 more to finish up on on mondy.
3 bids won
$7700 collected (paypal rocks, the 2.9% vig is worth it)
$5300 outstanding/deliverable work
ALMOST $500 per connect.
BY THE WAY…Twitter is ONE of my several sources of business.  I’ve not overinvested in time, but I think I’m going to up my call goal to 15 a day.
Failure is a choice.  I’ve made it, it’s easy in the moment, but it’s way simpler to call a stranger than to field a call from a bill collector.  I’ve done both.
Related posts:
  • “See, the thing is, Don Corleone, I just want you to steal my competitor’s assets and give them to me. I don’t want for you to tell me what to do with them after you steal them for me. Capisce?”
  • Unchained melodies: “Don’t do it (Don’t you break my heart)”
  • Here’s my question for Obama: How can you have a cult of personality when you don’t have any personality to begin with?

  • 10 comments

    10 Comments so far

    1. murrells inlet February 8th, 2009 9:47 pm

      good job – calling is definatly the way to go!

    2. Jason Crouch February 8th, 2009 10:00 pm

      Chris – Thanks for pointing out this post to me. I had read your previous post about actually picking up the phone and calling your Twitter followers, and I thought it was a brilliant idea. I even cited it in a lunch conversation the other day. I think I may join you in this endeavor. Very nicely done on your results! Keep up the good work!

    3. Mark Madsen February 8th, 2009 10:41 pm

      Chris – This post was inspiring. My father has always told me to be great at what other people hate to do and I’ll always have a job. He said to be in sales.

      Congrats on finding your niche and making it happen!

    4. azeemi February 9th, 2009 12:42 am

      nice post buddy and congrats on finding A well suited position.
      thanks.

    5. Jessica Horton February 9th, 2009 10:50 am

      Chris:

      Very nice post (no malice).

      I believe my actual comment was that I have close to 4,000 people in my database that I can pick up the phone and call without being a bother. I don’t call these people regularly, but when I do call: they know that I have something they might be interested in (mostly land acquisition projects of subdivisions with or without LDP).

      I spent a considerable amount of time compiling this list, getting past the gatekeepers and demonstrating that I have products that interest them. I don’t call just to chat and ask about the family. I call when I have something to bring to their attention. That is the only time I call them.

      I’m never a bother when I call because I have the goods.

      I agree: Less is better. I have about 80 – 100 people that I like to talk to on a regular basis. These are the people that send me business and I like to keep up with them.

      Again, really good post – I enjoyed it a lot.

    6. Chris Johnson February 9th, 2009 11:38 am

      I had this opened in two tabs and it ate the ending I wanted. Anyway, thanks, Jessica. I saw a little testiness in trying something. I’d use twitter by sucking my 4k contacts into a database and seeing who was on twitter.

    7. Lucy Puniwai February 9th, 2009 11:22 pm

      Enjoyed the article! I have LOTS to learn!

    8. Barry Brickel February 10th, 2009 5:46 pm

      This is what helped me break through the resistance.
      Read the “Sedona Method” by Hale Dwoskin Chapter 4 is called “Dissolving your Resistance”. Hale was a commercial real estate agent. There is also an excellent chapter on goals.

    9. Sean Purcell February 11th, 2009 4:09 pm

      Chris,

      Every time I read one of your posts like this I get fired up. This one I’m going to print out and put on my desk so I can read it every morning. Thanks.

    10. Susan February 12th, 2009 9:25 pm

      This was a fun read Chris. I too believe in making the calls. Its my routine to make them in the morning because it seems like the time of day that would be less disruptive. Some days its hard to make the first call, but once that is behind me, its easy.