June 25, 2025

Stink vs Rule Results

A few days ago, I asked:

When you get a qualified lead on the phone, how good are you, on a scale of 1 to 10, at closing a deal?

(1 = I stink at it, 10 = I rule at it)

Almost 80% of respondents rated themselves a 7 or higher.

This is roughly what I expected.

Why?

Because it’s pretty common for new coaching students to tell me:

“I’m really good at closing deals once I get someone on the phone, I’m just not getting enough people on the phone!”

So the question becomes:

“How do I get more people on the phone?”

There’s a one-word answer to this question, and that word is:

Marketing.

The reality is that you CAN’T NOT do marketing if you want to have a successful business for the long term.

And if you’re starting at zero with marketing, here’s how to make it easier on yourself:

Pick the SMALLEST VIABLE MARKET you can think of and FOCUS EXCLUSIVELY on having conversations with THOSE PEOPLE in order to understand WHAT THEY WANT.

Do it every day for six months, and I’d be willing to bet that you end up with a lot more qualified leads on the phone.

Yours,

—J

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