Stop counting cold calls. Start closing deals.

Being stranded on a desert island and marking a tally for each day is… admirable.

But it’s just record-keeping.

The goal isn’t to mark tallies — it’s to get off the damn island!

For a commercial real estate broker, an empty pipeline feels like being stranded on a deserted island. No deals. No income. No shelter. No future.

Marking cold calls can feel productive, but if you aren’t turning them into meetings, you’re just surviving — not escaping.

I’ve left millions on the table (at least hundreds of thousands) simply by connecting with someone and proudly marking a tally — but never creating something meaningful.

The entire point of the call (and what it takes to survive imminent death) is to meet with prospects.

Delivering a report via email is not enough. Calling to win business is typically too much. Calling to build a relationship in-person… perfect.

In fact, this is the ONLY reason to call someone. The odds of winning a client skyrocket in person. Trust is developed in person. Perspectives are gained in person. Nuance, tone, and body language are experienced in person. Becoming someone’s person happens in-person.

In short, in-person meetings are your life raft. Don’t just count your calls; count the number of calls to meetings.

It’s time to get out of the office.

“Just get me in the room with them.”

If you're in sales — or any career that requires persuasion — I encourage you to make this your mindset. Better yet, make it your battle cry.

You may not feel 100% confident pitching face-to-face, but practice is the only way to change that. At a certain point in your career, you want to be the type of salesperson who thrives in meetings, not avoids them.

Because here’s the reality:

Your competitors may have similar stats, reach, or strategies. The difference? You.

Get in the room.

Did you know? Justin and Sean host and produce a podcast called Sales Life. The latest episode is about pain, pressure, & stress. Click the picture above for a direct link to that part of the conversation.

If you haven’t subscribed yet, check it out below. We’d love for you to join the conversation:

• YouTube

• Spotify

• Apple