It started like this:

“Is that Milo?” “Yes.” “How are you?” “I’m doing well, thanks.” “Do you have an insurance license?” “Yes.” “Do you want to sell for us?” “No, thank you.”

And that was it.

No context. No introduction. No attempt to understand who I am or what I do. Just a cold pitch. It honestly made me laugh—but also reminded me how not to approach someone in this business.

Cold calling is hard. I’ve made a ton of them myself when I started—and I still do. So I respect the hustle. But if you’re going to make the call, take the time to do it right.

Here’s how I approach it—and how this one could’ve been better:

Start with purpose. I don’t ask, “How are you?”—they don’t know me yet. I say their name, introduce who I am, and give a clear reason for my call. That reason always depends on the person I’m calling, and I make sure to do my research so what I say actually matters to them.

Be clear, be curious. We’re interrupting someone’s day. Be direct. Ask a real question about their business. Then listen. You can’t offer value if you don’t know what they’re working on.

Instead of “Do you want to sell for us?”... Try something like: "We work with many brokerage directors like you in the area. While I don’t know if we’re a good fit for your business, why don’t we schedule a short meeting so I can better understand what you do, what challenges you’re facing, and we can take it from there?"

This is what I do—and it works because I actually care about what other people are building.

If I can bring value, that’s great. If not, that’s okay too. But at least we both know we had a real conversation.

Sales is about connection, not conversion. It's not about checking a box. It's about building a bridge.

What’s the worst sales call you ever received? I just hope no one says, “the call from you, Milo ????” Tracking Number 7926350.1