What I learned after calling 6,000 people in my first month of focused outreach

Even after being in this business for years, sometimes it takes a period of pure focus to really see results.

Recently, I dedicated myself to calling around 6,000 leads, multiple touchpoints each, and had thousands of real conversations. Here’s what I learned along the way:

• Output matters more than perfection.

You don’t have to be perfect on the phone. What counts is consistent effort and showing up for enough conversations. The more reps, the higher the chance to connect with the right people.

• Tone beats scripts.

Being curious, genuine, and respectful works better than reading word-for-word. People respond to energy, not memorized lines.

• Listening changes everything.

Asking open-ended questions and letting people talk revealed more than any pitch ever could. Even if there’s silence, it’s often when the real information comes out.

• Timing is critical.

Many leads aren’t ready now. That doesn’t mean they won’t be later. Following up consistently is key.

• Honesty builds trust.

Being upfront about numbers and intentions doesn’t hurt it often opens doors to other opportunities.

• Every call has value.

Even if someone isn’t ready to sell, they can be a buyer or a future connection. Building relationships matters.

• Don’t carry one call into the next.

Some calls are tough. Some people complain. Move on and stay focused.

• You don’t need to know everything.

Learn what you need as you go. Take action, then refine. Progress comes from doing, not waiting for perfection.

After 7 years in this business, I can say it comes down to three things:

1. Consistent effort