Today I did 3 mock calls focusing on appointment setting, and the main mistake I was making was this: Talking at 2x speed. 😂 Yeah, simple — but still, this was really making it difficult for the partner I was roleplaying with to understand me. I assume it was mostly because I was nervous about doing mock calls with so many different people, but all of them were actually very understanding and kind. 😁 What are your guys’ thoughts on this?

Today I only did 1 mock call — and I realized something important that I was missing in all my previous ones: Being natural. In this mock, I was paired with someone new — it was my first time meeting them — and as the mock went on, the “prospect” started going off-script and I just got lost. Then it hit me: In a real conversation, things don’t follow a strict script — they’re fluid, and in a way, random. Of course, you’re not supposed to say things out of nowhere — you still follow a framework — but not word for word. I know this might sound obvious to some people, but it wasn’t obvious to me. And honestly, this shift really opened up my perspective on how I’ve been approaching mock calls. Any thoughts, guys?

Today I did 4 mock calls (I was supposed to do 6, but 2 guys didn't show up), and I learned about 3 things: Tonality: All four guys complimented my tonality and said I sounded really friendly. Still, when it came to the "okay" or "gotcha" between my questions, one of them said I sounded kind of bored—so yeah, I’ve got to work on that. Rapport: With my current framework, I try to build rapport right at the beginning, but I’ve been spending too much time on it. That was turning the conversation into more of a chat than an actual sales call. That’s another point I need to pay attention to. Problem: I’ve noticed that now I’m able to dig deeper into the prospect’s pain, thanks to a tip I got from Jesse (thanks, man). Because of that, I can now focus more on my tonality instead of worrying so much about what to say to uncover more pain. Any thoughts, guys?

Today I received a beautiful text from @Oscar Torres. Oscar just finished onboarding as a BDR for a cutting-edge mental health company. I’m super proud of him! He’s executing on the game plan and seeing immediate results. What can you learn from him? 2 things: 1) He’s putting in the work: Some appointments are easy to set, some are like pulling teeth. As long as you’re putting in HONEST work, the more opportunities you’ll have to reel in those easy wins. 🎣 2) He’s following the game plan: Specifically, carving out time for PRIORITIZED SALES ACTIVITIES. He’s doing some heavy cold calling and following my cold calling framework. If you want to succeed in this game, you've got to learn from the people who are crushing it... If you want to know what my cold calling framework looks like, let me know by typing “FRAMEWORK” below. Awesome job Oscar. We’re only getting started! 📈