He was no nonsense. Sales people would call him up and try to close him and didn’t get any results. But I sent him the book and followed up.
“Ben, wow, I’ve been meaning to call you. I got your book, that’s such good stuff.”
It was really easy to set up an appointment. It wasn’t the big fist fight and objection.
When you’re sending out the book, 20 to 30% of them are gonna be waiting for your call. Or even better. They want to call you, but just forget.
“It was me getting over the mindset of, “Hey, they’re gonna try to squeeze my neck.” And I call them up. I remember this one dude, and he said the same thing, “Man, I’ve been meaning to call you. I’ve been looking at your book and I’m so glad you called me.” And I thought he was joking at first,” said Joe, “The people are nice and friendly, most of the time, you’re gonna have a jerk every once in awhile. Sometimes I’ve had people be really rude, and just kind of laugh and get them off the phone. Who cares?”