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A lot of people who hire ISAs do it because they couldn’t find success with it themselves. How does this do more harm than good? Is prospecting by making calls the avenue for you? What mistakes do people make when it comes to turning a call into an appointment? On this episode, we answer these questions and tackle other questions from our audience.

Having a phone conversation is more valuable than paying for a service to deliver you a lead. – Greg McDaniel

Three Things We Learned


If you’re not willing to exclude, you won’t attract

As a business owner, it’s important to be clear on who you work best with. The whole point is to build a system that can help a certain person get certain types of results. If you’re trying to serve too many types of people, you won’t be able to carve out your own lane, which puts you at a major disadvantage.


Get comfortable with the process of making the calls

There’s great value in sitting down and making calls for an hour. You learn so much more about your prospects, and when you do eventually decide to hire someone, you can train them more effectively. If you don’t have the time to do this, you might as well get out of the business.  


Don’t put people off by being too salesy too quickly

A big mistake people make in their prospecting is not providing enough value before they make a big ask. Always tell people what’s in it for them before you try to pitch them on meeting with you. Focus less on what you want and more on what helps the prospect.  

Key Quotes

It’s hard to hold someone accountable to something that you’ve never had success with.– Matt Johnson

A lot of people looking to hire ISAs couldn’t make it work and they have no track record of success. That’s why they want to hire it out. – Matt Johnson

The people who do very well with the ISA model are the ones that were able to pull it off successfully on their own before they hired more people. They understand that ISAs will help them take their business to the next level and they commit. They are good at training people and holding them accountable because they’ve gone through it and overcome the hurdles, and that’s what makes them unstoppable.


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