Ep. 452: What’s Your Excuse? A Do or Die Approach to Cold Calling

Breaking Through Cold Calling Hesitancy

To break through the hesitancy felt when making cold calls, you’re best strategy is to change your perspective about the reason for your call. Start by being committed to the value of what you are offering.

This week on Stay Paid, we’re speaking with John Wetmore, managing partner with Integrity Marketing Group and VP at Family First Life Agent Force. In 2022, John’s agents sold an average of 10,000 policies each month and generated $130M in paid annual premiums. He expects to double that in 2023.

Having heard John conduct a coaching session at a get-together of The Insurance Syndicate in Texas, we asked him to speak with us about cold calling.

His perspective on the subject, and why salespeople avoid it, resonates with our own attitudes, but his way of thinking about it—especially in the life insurance industry—is uncompromising. He admits his view may be “weird,” yet it drives home the point that successful cold calling begins and ends with your mindset.

John is unapologetically aggressive when it comes to getting people to pick up the phone. He will follow up again and again and again because he doesn’t want his reluctance to be the reason for someone’s family being left unprotected. You need to listen to his interview to appreciate the depths to which his conviction runs and how he holds his agent accountable to the same standard.

The second half of our conversation revolves around his approach to recruiting agents.

In this, too, he has a “weird” perspective. John doesn’t recruit agents because he needs more income—in fact, he only started doing it when he knew he had something to teach them. This position affords him a “take it or leave it” attitude as he doesn’t need an agent to work for him, but he can help that agent shorten their learning curve if they choose to work with him.

John’s is an engaging, thought-provoking interview. We encourage you to listen and determine whether what’s holding you back does, actually, rest in your mindset.

We hope you enjoy this episode and act on the advice Luke offers at the end. We’d also appreciate it if you took a moment to leave us a 5-star review and comment on Apple Podcasts. (We read them on air!) Thanks for listening!

Connect | Resources

Find all the ways to connect with John at johnwetmore.com


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