MRL #114- The 3 Foundations of Cold Calling

Let’s talk cold calling.

The most avoided, misunderstood, and overcomplicated part of prospecting.

You may think you need the silver tongue of a used car salesman. Or perhaps you think you just need the right script.

But the truth is…

None of that matters nearly as much as you think it does.

In this week’s newsletter we’ll discuss what actually separates successful Producers from the rest when it comes to dialing strangers.

And it comes down to three simple pillars:

1. Mindset

2. Tonality

3. Script (well, kind of…)

Let’s unpack them.

#1. Mindset: The Foundation

Before you worry about what to say out of your face hole, you need to fix what you’re thinking between your ear holes.

Micah tells a story about skipping a Pop Warner football fundraiser in 8th grade not because he didn’t want to play, but because he was too afraid to ask people for help.

Fast forward to today, he’s built two seven-figure books of revenue entirely from cold calling.

What changed?

Not his personality. Not his charisma. Dude has the charm of a manila folder.

It’s his mindset.

The truth is 99% of people could not do what you do.

Not because they’re not smart enough. But because they don’t have the cojones to put themselves out there and face rejection.

That alone should give you confidence.

And if it doesn’t, remember this:

Your job on a cold call isn’t to sell it’s to sort.

You’re not trying to convince anyone. You’re looking for the people who are in pain or people who are curious. That’s it.

Those are the ones who will take the meeting, ask questions, lean in.

Cold calling isn’t about forcing your way in.

It’s about finding the right door to knock on.

#2. Tonality: The Lever

The words coming from your face hole matter little if your tone’s off too.

Tonality is everything.

Talk like Billy Bob Thornton from Sling Blade to a Type A decision maker and you’re out.

Inversely, be overly assertive to a laid back country boy and you’re out.

The key is mirroring the energy of whoever picks up the phone.

If the person sounds laid-back, slow down.

If they’re sharp and clipped, tighten up.

Match their rhythm and your odds go up.

The goal isn’t to be someone you’re not. The goal is to be adaptable. Not fake just aware.

This isn’t about manipulation. It’s about respect.

People listen longer when they feel like they’re being met where they are.

#3. Script: The Overrated But Necessary Tool

This one surprises people.

Don’t get dogmatic about scripts. Permission-based, problem-focused, benefit-driven…

They all work.

Over time you’ll realize script matters less than the energy behind it.

People who need help don’t care how you open. And people who don’t care won’t magically start caring.

You’re not going to win anyone over with the perfect line.

But there is a whole group of maybes out there. People who just need a nudge.

Your job is to find them.

Ok, Let’s Wrap This Up

There are a lot of people out there selling cold calling advice.

Or saying it’s a complete waste of time.

Funny thing is…

Most of them have never even sold insurance. Others haven’t done it in a decade.

My advice?

Find someone in the trenches like you.

Could be us or someone else. Doesn’t matter.

Take their playbook and do the thing whole ass (not half ass).

Going all-in on one system will produce way better results than ten different systems bolted together.

Just my $0.02.

If you want our playbook, here it is.

Kick ass take names,

Max