LESSON 02 · WATCH

Why outreach is the whole game

Five hundred calls a week, where that number actually comes from, and the one split that explains almost everything you think is wrong with your outreach.

You will leave with: The number, and why it is that number
STEP 01

Five hundred a week

Everything else in this course is downstream of that number. The tools exist to make it survivable, not to replace it.

Five hundred calls a week. That is the only goal in this room.

A hundred a day, Monday through Friday, and you are there. Miss a day, pick it up Saturday.

If you just felt something in your chest, good. That is the correct reaction. It is not me being tough, it is arithmetic.

STEP 02

Your first outreach week

These are beginner rates. Zero experience.

Calls
500
Pick ups
80
Conversations
32
Bookings
8
Showed
2
Closed
0
Eight bookings and nothing closed. Six never turned up, and the two who did said no. That is a completely normal first week and it is not a reason to quit, it is the tuition.
STEP 03

Your 12th outreach week

Same five hundred calls. Nothing about the volume changed. Eleven weeks of reps did.

Calls
500
Pick ups
100
Conversations
55
Bookings
18
Showed
10
Closed
6
Same week, same number of dials, and it went from nothing to six. Nobody handed you a better list and nobody gave you a better offer.
STEP 01

Look at which numbers changed

Two weeks, same five hundred calls, completely different outcome. Put them side by side and it is obvious which half of the funnel actually changed.

You did not get luckier that week. You did not get better at dialing.

It is the same 500 calls, and you just had 4 more people per day answer the phone.

Everything in the left hand column shows you the changes that the list made. Everything in the right shows you the changes that you made.

All of it compounds.

THE LIST
  • Calls: 500 to 500
  • Pick ups: 80 to 100
  • Four more people a day answered
YOU
  • Conversations: 32 to 55
  • Bookings: 8 to 18
  • Showed: 2 to 10
  • Closed: 0 to 6
Note: Nobody answering is a list problem, and you fix it with better numbers and better hours. They answer and then leave, that is you, and you fix it with reps. The top of the funnel barely moves no matter what you do. Everything under it is yours.
STEP 02

Two rules before you start

Confidence is downstream of reps. There is no version of this where you wake up confident and then start calling. It runs the other way, which means your first week is bad on purpose. Your first fifty calls are tuition. Pay it fast.

If it is not a call, it is hiding. Logo, website, fifth niche, another video. All of it feels like progress and none of it is a call.