MRL #132- 10X Your Prospecting With This Pre-Game Routine

Over the years, I’ve tried just about every way to “get in the zone” before making calls.

There was a time where I believed I needed to get pumped up. I’d listen to loud music, chug caffeine, rehearse lines over and over. And it worked, in a superficial sense. I could push myself into action. But that kind of approach is hard to maintain. It asks you to fight against yourself every day.

What I eventually learned is that a calm state is more powerful than a hyped one.

Not only does it make calling easier, it makes the conversations better.

The Emotional Rollercoaster

Of “pumping myself up” comes with a downside.

If you need to create a surge in order to perform, you’re going to experience the equal and opposite crash afterward.

No bueno.

And when the goal is to make calls consistently, day after day, year after year, the long-term sustainability of your approach matters more than how intense you are in any single session.

Instead of thinking of prospecting as something to “ramp up” for, I started thinking of it as something I simply show up for. No big spikes, no internal arguments. It’s just the next action in my day.

And my biggest tool to accomplish this?

Meditation.

Wait… What? Meditation?

Yep, meditation.

When you sit still and watch your mind, you start to see how quickly thoughts and emotions pull you around.

That same reactivity is exactly what makes cold calling stressful:

Someone challenges you → you get defensive.
Someone rejects you → you take it personally.
Someone is rude → you want to snap back.

Meditation trains you to notice those reactions without getting hooked by them.

So now, when someone says, “not interested,” I don’t take it personal. It’s simply a signal to move on.

If you’ve never adopted a meditation practice, start today.

I can not overstate the positive impact it will have across all areas of your life, not just prospecting.

My Pre-Game Routine

Ok, now that we’ve centered ourselves. Let’s move on to my pre-call routine:

1. I prep my call list the day before.
   If I have to figure out who to call the day of, I’m setting myself up for failure.

2. I set my intention of 40 calls.

   I like a daily activity target, not a time target because it doesn’t give me an out. Whether it takes me 2 hours or 4 hours, it’s got to get done.

3. I run through my opening line once or twice out loud.
   Not to perfect anything. Just to rehearse my talk track and objections to settle in. There’s nothing worse than coming out the gate tongue-tied.

4. I take one big slow breath.
   In through the nose, out through the mouth. Calm my nerves before I begin.

5. I track each call as it happens.
   It keeps me honest. It’s too easy to convince yourself you “put in the work” when you didn’t.

This approach has worked well for me for a while now.

In my opinion…

Most Producers Know What To Do

The challenge is staying with it long enough for the results to show up.

And here’s something I’ve seen play out repeatedly:

The difference between a strong year and a disappointing one is often just one account. One conversation that happened on the right day. One prospect who was finally frustrated enough to be open. One moment that only existed because you were making the calls when it would have been easier not to.

It’s that nugget that keeps me going when I don’t feel like it.

Because if one call could change my entire year, then every call is worth making.

Ok, now on to the blatant sales pitch.

If You Want My Full System

If you want to see how I move from:

Cold Call → First Conversation → Due Diligence → BOR

I break the full process down in the Producer Playbook.

It’s the same system I use day in and day out as we speak..

—> Grab the Producer Playbook here.

That’s it for today.

See you next week.

Micah

P.S. Coming Soon: Producer Games

Producer Games is our new app for Producers that gamifies prospecting with a national leaderboard. Track your calls, emails, or drop-in numbers while seeing how you stack up against producers across the country. Competition, accountability, gamification all in one.

Launching in Nov.