For the poor guys that missed out, I'll post something that he wrote that gives you a little perspective on him.
Caliban Quote:
"Dude, I'm sure I am not qualified to ring in on this, but here's a rant from Caliban, a grotesquely over-paid slacker agent, that might relate to a noob like you at the start of his sales career sitting in front of a phone:
1) if it sucks and is not necessary, don't do it.
2) If a lot of people say to do something, don't do it--they are idiots and the smart ones are keeping their mouths shut hoping you don't find out how THEY did it.
3) if it sucks, but IS necessary, pay someone else to do it--your job then becomes NOT to do the thing that sucks, but simply to ride their ass to do it, and if need be, fire their ass and plug in another drone. YOU get to be the PROFESSIONAL. How can you sell yourself as a professional or expert or fountain of knowledge if you are also the one in your company doing the $8 an hour smile and dial? How much IS your freaking time worth? "John Doe asked me to give you a call about _____" sounds better than you doing the calling. Put another way, would you rather tell a guy how to pick up dog crap, or actually pick up dog crap yourself?
4) here's where the math comes in: think of the demographic of the IDEAL prospect for what you sell (About to turn 65? Young couples? 40 year olds with two cars and a house? Dumb rich people? Just name it.) Then decide on the NUMBER of that specific category of people you need to be able to recognize your name and what you do and how well you you do it so you can have a sustainable number of them buy stuff from you (let's say 1,000 people). Your job is to build those 1,000 relationships as quickly as possible. If you sell Med Sup then your target isn't every Tom, Dick, and Harry out there--it is those folks getting ready to turn 64 or 65. If you sell home and auto insurance, it ain't the snot nosed 24 year old who you are going to write and he is going to move away to another state in two years--it is the 40-something with three cars, some toys, and a home who is stuck in his rut job for the next 20 years. You get the idea. Don't just call out to the world, have your "staff" call to that specific demographic about you. Make them see YOU as a guy with value. The guy to call when they have a question with a dollar sign.
5) Know your sh*t inside and out. Be the specialist or expert. That way you can say, "Tiger Woods hits golf balls 8 hours a day, 6 days a week--THIS is what I do."
6) on the first, second, and third contact with someone new, always give them something of recognizable value, a free taste of your worth, but your goal is to build a RELATIONSHIP, not close on anything. When they hang up the phone after talking with your staff, will they remember your name? Will they remember what you do? Will they put your magnet on their fridge? Then the next call it grows, and the next it grows. No appointment, no sale, nothing. It's a seduction, not a rape. You don't just want a one night stand with them, you want their soul. But don't whore yourself out either. Don't offer to send stuff that they are just going to throw away. Qualify before you actually do any work: "Would it be worth your time AND MINE for me to send you _____"
7) Ask for the opportunity to be a solution for them, or to fill a need. After numbers 1-6 above, when you get an okay to present a solution, you already got the business bro.
8) Make referrals the price of doing business with a professional like you and in two to five years you business will be done with cold-calling.
If YOU want to be good at cold calling, go to work for a telemarketing company and they will train you to help other people make a lot of money. If you want to be good at selling insurance, hire other people to pick up dog crap.
Rock on dude!"
