Matt Ryder argues that phone skills are teachable but discipline isn't. A rep who does the grunt work, asking for referrals and managing CRM, beats a natural talker who skips the process. Top earners do both, so hire for work ethic first.
If there's two types of reps and there's one that like is not that skilled but like just does everything, like they ask for referrals, they follow up, they do all that stuff and they do their CRM admin. And then there's one who's like a skilled ninja on the phone but doesn't do those things. Then I will take the guy who works really hard every time because the skill set of being good on the phone is teachable. But the mentality of going out there and doing all those other things I have found is basically unteachable. I have given people the exact step-by-step process of exactly what to do and very, very few of them do it because they just can't be fucked. True top earners do all of that stuff. You are not someone who follow-ups, has a pipeline, asks for referrals, can go into a CRM and self-generate leads and then do a half decent job on the phone when you speak to them. I don't want you and I don't think that there's a place for you here moving forward because leads are getting more expensive, champ. And if you require someone to go through an opt-in, a VSL, an application form, a setter, and then you to sell them, I dare say that you just fucking suck at sales.
