Jake SetterlunFounder, Setterlun University™ · 🚀 Helping Scale Your Online Offer to $1M/month @ Setterlun University™ (1,000+ Students) 🏆 2x 2CCX

This Sales ROOKIE Got a Reality Check

5 May 2025 · 1 min

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0:56

In this excerpt from the YouTube video "This Sales ROOKIE Got a Reality Check," Grant Cardone critiques a cold‑call opening delivered by Joshua Lively, a Baylor University sales student. Joshua’s initial script includes a long self‑introduction, mentions his school, and attempts to sell without establishing relevance. Grant interrupts, pointing out that the name and school are weak hooks, and advises Joshua to keep the introduction brief, focus on why the prospect should listen, and immediately convey a compelling value proposition. The segment showcases a live role‑play where Grant demonstrates how to restructure the opening, replace unnecessary details with a strong reason for the call, and use a concise, confidence‑driven tone.

Are you serious about the call you thing where you'll tell us if we suck or not? Yeah, totally. All right, perfect, because that's exactly what I want to do.
Yeah, good. You want to do it right now?
Okay, sure, why not? Hello, my name is Joshua Lively. I'm a professional selling and entrepreneurship sailor at Baylor University. Yeah, that is—
that's where it goes, right there. So you got to be like, hey, my name's Joshua. I do first name only. I don't care about your name. You're not going to sell me your name right there. Hey, I'm Joshua. I'm calling from Baylor. Definitely add Baylor. Stronger than your name is. The reason I'm calling— you need to tell the guy, why am I listening to you right now? Go ahead, start it again.
My name's Josh. I'm from Baylor University. I'm calling to sell you on— Yeah, I ain't buying anything.
You had me up to that point.
So my name is Josh from Baylor University. I'd like to tell you how I can make your business money.
Now I would just add, hey, the reason I'm calling right now is— and then you need a hook. Hey, the reason I'm calling, Mr. Cardone, is I saw that you just closed this deal. By the way, congratulations. I'm gonna be in Miami. Can I come by and get 30 seconds from you in an interview? I know your time's valuable, right? Because you're just trying to get in front of me anyway. You're not gonna sell me anything on this phone call, right? Right.