The setter situation is getting crazy!

Larger clients that make more money are much easier to deal with. I said to them, the way you're doing it is retarded. And they were like, oh, okay, tell me more. I say some fucking dude doing $80K a month, hey, this is the way you're doing it, it's retarded. Like, oh, I make more than your business personally. My personal income is more than the income of your entire fucking business.

When do you distinguish between that's valid feedback versus just shut the fuck up and just follow what I'm telling you?

Listening to a setter is madness. These guys are 22 years old. They are inexperienced. They are borderline retarded. They are just doing whatever they want their workflow to be. I have had conversations with setters and managers where I'm like, you cannot do that. It is extremely illegal. And they go, we don't care. I have trained thousands of SDRs. The average SDR is never good enough to become a sales rep. If it takes you years to figure out selling, you're just not very good. All right guys, what's up? Welcome to the very first episode of Dialing Dirtbags. So it's me and Mike, right? And we're going to be talking about all things outbound dialer and, uh, just all of the chicanery that we see on a weekly basis, uh, having a few hundred dialing dirtbag businesses on the platform doing about, you know, what, $4 or $5 million a month, something like that. But, um, Yeah, and Mike handles all of our performance coaching stuff. So anyone who's struggling and not getting their teams to do what they're supposed to be doing, or not getting the outcomes that they want from dialer, a lot of the time what we see is it's just, it's just business issues, um, poor management, you know. And, uh, yeah, Mike, Mike helps fix that. So yeah,

I try. The thing that's coming up the most I'll tell you, which is an absurd amount of times it's coming up, is owners dictating their outbound strategy based on rep feedback. So we have a lot of clients who just tell us, oh, we don't want to use this specific feature in Dialer because the rep told us this. So I guess for you, when do you distinguish between that's valid rep feedback versus just shut the fuck up and just follow what I'm telling you?

Yeah, I mean, listen, like My whole listening to a junior, a junior set, like listening to a setter is madness. Like, you know what I mean? These guys are 22 years old, they are inexperienced, they are borderline retarded, you know what I mean? And like, like they are just doing whatever they want their workflow to be. Like, I have had conversations with setters and managers where I'm like, you cannot do that, is extremely illegal. And they go, we don't care. They literally say those exact words, we don't care, because all they're trying to do is either optimize for their KPI, right, which like isn't— it's just like it can be a silly number like dials per day, or they're trying to optimize to work less. And most setters, what I've seen 99% of the time auditing, is that setters do not dial anywhere near as much as what they should.

Correct.

And yes, because a lot of them are on 2 businesses. So if you're switching the business over, the— I reckon we've caught, it's well over 50 guys that are on 2 offers, sometimes on dialers simultaneously, right? It's like, which is— and that's why they're only doing 3 hours. And it's— then they say all this and this and this, and it's like, guys, you, you, you, you're, you're first— you want to focus on speed to lead. The way that you get speed to lead is that you just have the guys sit there and be on. That's it. If they're on and a lead comes in, the next lead that's called, then you want to optimize for the dialing cadence, which is like, we know that we need to call them— like, your most successful is 3. So you want to dial 3 times every single lead, right? That's the minimum. But really, 10 dials, you want to get through 10 dials of every single lead, right? And so the only way you're going to do that is be online. Like, you have to have your guys online. And optimizing for dials per day is irrelevant because there will be some days where you have great pickup rates, some days where you have bad pickup rates. We can go into that, why that may be, in a little while. But we're going to focus on contact rate, which is maximized through time. You want your guys working 6 to 7 hours a day. Like, I think it's reasonable to expect a full-time employee to work Less hours than what they would be at Starbucks.

Yes, for sure. I would say the average rep from the accounts that I'm looking at, their talk time is anywhere between 30 to 70 minutes, like for a day talk time, which is like not even a part-time job.

No, it's not even— even their total time is— I rarely see anyone that does more than 3 hours a day.

No one. Nobody.

Yeah.

But I think it's the business owner's fault. It's just like, You don't try to explain it to the reps ever because you're just like, oh, it must be that it's the software's fault or it must be that it's just like the fucking lead's fault and you don't end up explaining it to the reps. So you have this like cycle of the reps giving you feedback and you take the feedback for granted and then you can never make any changes. It's just—

And our software is built to maximize management, compliance, and overall result. It's not built to maximize the day-to-day workflow of the rep. Right? It's just not. And listen, we're doing things to make that more pleasant for them. But at the end of the day, like, I have, I have trained thousands of SDRs. Like, the average SDR was never good enough to become a sales rep. Like, the average person, very rarely. I would say it's less than 1% of, of, of outbounding agents. Why do you think that is? I, I just think like if, if it takes you years to figure out selling, you're just not very good. Like if you're— if, if selling is really hard for you to figure out, like if you like, then you're just not going to be that good at it, right?

Mm-hmm.

And so like, you know, um, if, if it takes you more than a year to figure it out, I just think you're probably never going to be that good. Doesn't mean you can't be, but just in general, you're just not going to be. And a lot of setters, like, they just, they take a few years of setting and they think they can transition, but they just never figure it out because they just don't, you just don't have it. But you can be a rockstar setter, you know what I mean? But like, I can, me and you, we can hop on any account, dial for 2 hours, make 6 or 8 sets.

Yeah.

Right? Like every time. And if you put your top, if you ever wanna try it as a manager or an owner, right? Or put your best rep on outbound setting for a day, watch them do 15, 18 sets.

They'll do like 20 sets a day for sure. Like, I've seen that happen. Yeah.

Yep. All right. I've done that test hundreds of times. Put your best rep, go, hey man, can you do me a favor? I'll pay you $1,000 for the day. I just want you to sit there and outbound all day. Just hit go. And that dude would do 20 sets and then you'll have setters doing 2 and you'll be like, holy crap, they are terrible. Right

now.

Like, and so it's like, and listen, you can make people better at it, but what you can't do Is go like, oh, the setter— like, we had a company come on, they had 16 setters there. They admittedly, all of their results skyrocketed. They had significantly higher contact rates, right? Way more compliant. They made more money, but they left because their setters, quote, didn't like it.

Yeah. And I mean, you never know what that actually means because they don't like working.

But just fire them.

Yeah,

just fire them. Hire new ones. I don't understand, like, you're making more money, everything's more compliant. Like, most the time what the reps, what the setters want to be able to do is non-compliant activities, and they want to be able to stalk the CRM for what they think is a laydown set. Like, that's 90% of it, right? Um, and it's like, that's fine, but it's just a— it's really efficient for their workday, but it's very inefficient for the businesses Financial situation.

They don't view it like that. You know what I mean? Because for closers, it's much easier to just say a call costs me this much, this guy's inefficient. But for setters, I don't see often whether like this guy essentially has like 30 hours of talk time in the whole month, booked 5 sets, made 0 sales, but that guy is costing you a shitload of money. 'Cause if you just drop someone else who's like slightly more effective, just make way more money. Yeah. So it's like, it's implemented in the closing space, but not so much in the SDR space.

Yeah, and it's funny because like we have setters, like I've had setters reach out to me and go, this is the greatest thing that's ever happened, right? And it's like, but there are guys who will just sit there and work for eight hours, you know what I mean? And it's like like Holden, who works for us now, he was on a couple of accounts and he's a savage. Like the guy just works and everything, and I've seen him on every account he's been on just eight hours a day straight.

One of my things, just like every single day, dude, every single day nonstop.

Yeah, he's a killer. And like, those guys love Dialer, but it's the ones who are like on multiple offers, or, you know what I mean? And listen, like, that's not to say that like the software is infallible. It's not, like, at all. But like, it's an F1 car. It's designed to do one thing, which is get higher contact rates overall, which is not highest pickup rates, which is not highest anything. It's the highest— it speaks to the largest percentage of your leads, right? And optimize what your team considers to be the best leads. Right? And so like, that's what it does, which could lead to 5% pickup rates one day and 30% pickup rates the next day. But like, the, the whole point is that you speak to more of your overall leads. Like at 7th Level, we used to generate 50,000 leads a month. We would speak to 6,000 of them. That would turn into about 1,300 to 1,400 sales calls and about 400 sales every single month. And it was the same 400 sales at 20,000 leads as it was at 50,000.

It didn't change. Yeah, I see this a lot with businesses. It's like they put their focus on like these secondary things that must happen, which is like contact the no-shows, which is fair, but you have this like 90% of leads that are never touched because the setters are not working enough or no one's picking up the phone.

Yeah, and also what happens is like you call someone twice and they say they have no intent, and it's like, motherfucker, I could call my mother 10 times and 4 of them she doesn't answer, and it's not because she doesn't have the intent of talking to me, it's just because she's busy, life gets in the way.

Yada,

yada, yada. And so that's why, like, people talk about the pickup rates, but what really makes Dialer good, or what makes it, I think, a really good system, is the fact that the owner and the management can dictate how leads are called.

Yes.

Not request. And it's a very big distinction. And it can be— and then it enforces with compliance guardrails doing that compliantly, which is the best long-term strategy. Yeah, I mean, because if I want to speak to the most amount of leads over the longest period of time, which I think should be everyone's goal, I want to speak to the most amount of leads, longest period of time, not the highest pickup rate tomorrow. Like, it's very, it's very different because you can have a really high pickup rate and a really low contact rate, and you can have a really low pickup rate and a really high contact rate, right? I would rather low pickup rates and high contact rates.

So like a close rate, uh, close rate kind of Appointments. Yeah, scenario.

Yeah, exactly. Like, do you want more sales or a higher close rate? Like, it's very similar kind of thinking, you know? And it's like people get lost in the sauce a little bit. And I think like, and I think some of it's fair enough, but you want to have a look at like, like the top left of our dashboard is our hero metric, which is lifetime contact rate. And my lifetime contact rate at 7th Level was 12% over years and years and years. And even poorly performing clients at dialer are 25%.

Yes.

Right? Like, which is fucking astonishing. And that's just from phone. That's not text or email. I'm— 12% for us was text, email, and phone and self-bookings, right?

Yeah.

So this is, this is like businesses speaking to 40% of their leads conservatively once they take into account self-bookings, text, email, stuff like that, right? And like, you know, like, you know, I looked at a couple today, like one Crown Money, they'd been with us for like 18 months, one of our first accounts, 52% lifetime contact rate just from phone. And I know about 20% of the leads self-booked. Right now that's 70%. Hmm. So like over the course of a year and a half, they've spoken to between 50 and 70% of all their leads. Like that is such an efficient sales system, it's crazy.

It's incredible. Yeah, there was this one account that, you know, the Stock Navigator's account, which is they had like 9,000 monthly leads and like 400 sales calls booked, and there was all this drop-off happening because they didn't have an SDR team. When they went into Dialer, their ROAS went to like from 3.5 to 5.5. It's just like zero difference in close rate, zero difference in average ticket size, nothing else, just by booking more appointments. I don't think people understand that there's like That is the biggest lever to pull out a lot of times. It's like you have these leads just sitting idle right there, just like force them into the sales call.

Yeah. What are some of the other things that come up?

Yeah, so let's say they spend 30 days there, right? In the first 30 days, we will establish what you just said, which is contact rate, pickup rate. You have a baseline metric and then comes all these needle movers that just make it more effective. You remember when you were coaching me at Seventh, One of the things that we did is capture all the time zones, right? So like just distribute the rest where we capture time zones. So I think those are the things that come secondary. What do you think are the most important ones there? Where just like, let's say you establish the baseline, but now it's time to make it more effective.

Rostering is incredibly important. Like, and I didn't know it was a problem until about 6 months ago, maybe even a year. Actually, you know what? No, I was in my other house. It was over about a year ago. I noticed that like teams were like their contact rates, their speed to lead, and I was like, what's going on here? What I realized is that like it's just something that I took for granted as like, to be honest, common sense. Like I thought it was just common sense. Like, like, and you know, I've learned a lot over the years that, you know, common sense is not common. And I don't mean that to like shit on anybody, but it's like, it seems to make sense that you would roster your team And by rostering, I mean schedule, right? You would schedule your team on when your leads are coming

in.

Like, that doesn't seem crazy, but no one—

Hospitals figured it out 100 years ago, so there you go.

Yeah, yeah, you know, like, like, like, like, like, imagine you run a, a shop, right? Like a, like a shop that has like relies on traffic walking by and you don't have— you have less people on in peak times and more people on in non-peak times. Like Like, like, like you run a movie theater and Friday night you have 2 people on, but Monday morning you have 40 stops, right? Like, you would go to that manager and you would say, you're retarded. You know what I mean? Yes. Like, you just would. Now, when you have leads coming in, now I understand, like, it isn't— with AI, it's very easy to figure this out. Now we just do it for you. Like, our main dashboard, one of the coolest things that I think we were able to develop is like average lead per hour. So we give you, this is when your leads come in per hour, this is when your dials go out, this is when your contact rate. That one view, which is our main dashboard view, if looked at by somebody who is somewhat competent, like you'll probably get a 30 to 40% increase in overall like efficacy. Okay. Because like you're going to be, you roster your team for when your leads come in. And so what, like, like, like, like at Seventh, like what we found when I went out, when sort of Seventh came on and you were the manager, was that like we just didn't have time zone coverage, right? It was like, oh, everyone, like, like in the US, you have to understand like the distribution of lead flow is gonna follow where the people are. So generally speaking, 80, 90% of your leads come from California, Texas, Florida, New York, right? So you've got PST, say MST, CST, and then you've got EST, right? Now a lot of sales teams run on EST times, right? Just for some reason, a lot of people.

Majority of them, yeah.

Yeah, but a lot of people stop dialing at say 6 PM or 7 PM.

Yeah,

you know, so, and in PST that's like 3 in the afternoon.

It's like another 5 hours of the day. Yeah,

another 5 hours, man. Yeah. And then so it's like just by simply going like, holy crap, look at all the leads we have coming in at this time. And then it's like, oh, okay, let's take some of these guys. And it's always funny because you're using that view, I can always see when people's like meetings are. And it's like, oh, if you guys are meeting at 2, just boop, it just drops down, you know? And I'm like, yeah, but that's a high lead time. It's also a good pickup rate time. So I would suggest putting your meetings in the lowest pickup rate time, lowest contact rate time, re-rostering some of your team to like distribute across to maximize for speed to lead. And you just get this uplift immediately because like, and those guys love it because now they have like their lower, you're actually lowering the internal competition. Right. By rostering, by not rostering or having everyone at the same time, it means that everyone's competing against each other.

Correct. Yeah.

Right. And so like you don't have 60 new leads an hour. Let's say you have 5 or 10, right? 10 would be good. Great. That's amazing lead flow. 10 leads an hour. That's crazy lead flow, right?

It's crazy.

Let's just say you probably have 5, right? If you're a good business, 5 leads per hour. Like, dude, you don't need 7 people on at a time.

No,

right? Like, have people do spurts throughout the day. Do 8 AM EST until fucking, like, you know, 2, right? You know what I mean? So like, or like 8 till 2, and then have another team start at like 11 and go through to 7, and then have another team start at 4 and go through till 10. Because Dialer— like, this is assuming you're on Dialer, because Dialer will organize the compliance of that and just do it. All right. Like, it'd almost be terrifying if you didn't have some sort of like compliant way of doing that, because you're just going to be calling people at 10 PM at night. But like, if you've got a way to organize that, which Dialer does it for you, then now all of a sudden that team of 6 that you have, instead of all dialing at once, now you've broken it up. So you've got 2 people on all the time because there's like a 16-hour-per-day dialing limit.

Yes.

You know, or 15-hour, right?

Like 7 hours, 7 to 9 hours, I would say. Yeah.

Yeah, and your leads come in on even distribution. That just means that like there's less internal competition, so your setters can be effective, right? Instead of them all kind of like clamoring at the same time, you know, and then

capturing the speed to lead for

the hours that

are being touched. Yeah,

you know, like Daddy Hormozi says, just optimize for speed to lead. Like, you know, just— yeah, but it may— it works. Like, the data is so clear if you get people on the phone. We have a new thing, I don't know if you've seen it actually, Where they have like an electricity symbol around them.

Yeah, yeah.

So if that lead was called in less than, I think, 15 minutes, right, then they have like a little special symbol around them. And so you're just kind of— we're actually going to have a counter of that, you know, trying to try and see like who has the best speed to lead and stuff like that. But like, you know, um, yeah, just being able to optimize for that, that rostering is so important. It gets you so much uplift. And like, if I'm a manager, like, I really wanna, like, the business can scale much harder and much faster, more aggressively and make me more money as a manager if I utilize my leads more effectively.

Correct. Which, that's one way of doing that. And especially for most people that do like a VSL model, which is like ads are running all the time, like you would think that later times has a drop-off in leads, but what I tend to see is they're almost always the same. the same. So even if you call it like at 8 PM Pacific, like it's the same as if you called like 1 PM EST. So,

oh dude, a lot of the time evenings are better for leads. They're better because like just people are, people are available. Yeah, people are available, you know what I mean?

What about, what about lead routing for SDRs? Because I know we have that feature as well, like teams and organize certain teams for certain lead sources. How would you utilize lead routing

Yeah, I would do it with like buckets and like, um, I, I would sort of do like, you know, we want to— we usually want to have a hierarchy of like who's best and who's worst. So best setters get best leads, worst setters get worst leads, or— and that gives you the ability to have people on pips or get people like new people up and running quickly because you can put them on the, like the, on like the, you know, the 2-week-old leads or the 10-week-old leads, whatever, right? And so I, I probably want to have like some buckets of like, these are my gold leads, these are my silver leads, these are my bronze leads, you know? And then from there I just do it that way. Um, I don't like individual lead routing because it massively inhibits speed to lead, right?

Yes.

Um, and I'm gonna lead route, I need to make sure that lead routing and speed to lead are opposed systems, right? The moment you introduce even any element of lead routing you automatically sacrifice speed to lead in some way because you are limiting how many people are getting access to that. And the only way that you can maximize speed to lead is time. The only way that you can maximize time is people, right? So it's like, you just need— like, what you can't do is come to us and say, I want aggressive lead routing and fast speed to lead. It's like, fuck you and everything you stand for. Like,

yeah, unless you have like a B on new leads, then it's not gonna work. Like, I'm sorry.

Yeah. Like, Yeah, it's just like you've got to pick a lane if you want lead routing. Like, you know, like I had this, like, with some of our larger clients. It's really interesting, like, larger clients that make more money are much easier to deal with, right? Like Cardone, for example.

They're the best.

Huge.

Yeah,

they're doing $500, $600 million a year, whatever it is between them, you know, even more. And like I said to them, like, the way you're doing it is retarded. And they were like, oh, okay, tell me more. I I say some fucking dude doing eighty k a month. Hey, this is what he's doing. It's retarded. Like oh fuck you know I'm talking about. This is a hobby. Here I make more than your business personally. My personal income is more than the income of your entire fucking business, right? And it's like dude, like just stop it. You like you don't know what you're doing and it's fine. I didn't know what I was doing when it comes to this either. And you know I don't know how to trade. I don't know how to day trade. So you you call me a retard when it comes to day trading. I'm fine with that, right? Like but But what you're doing is stupid. Like, this aggressive lead routing to 20-year-olds that don't know what they're doing, right? Because they gave you the feedback that they want to do it that way. It's like, dude, it's just not— the big boys, what they do is like they have a bucket with a team that has access to the bucket and they just fucking dial. Like, they might have— Absolutely. Big teams have a couple of buckets. Like, Cardone's team has a few buckets.

Yes.

And like, like some of their setups are significantly simpler than like AI fucking whatever biz op fucking thing this person's doing that's going to be around for 6 months, you know what I mean? It's like less complicated. And it's like, guys, like just optimize for simplicity, speed to lead, and like you'll get a good result. Just make your guys dial for— just go, hey guys, you get paid if you work 6 hours a day. Just shut up and work 6 hours a day, you know what I mean? And then you see what they're doing in the reporting, you know, because like I catch dudes all the time leaving like 7-minute voicemails.

The voicemails are like— Because they're playing— Right disposition. Yes. Yeah, some people have like an 8% pickup rate. Yeah, some people have like an 8% pickup rate. It's like, let's check the dispositions. And it's like no answer, 10-minute call, no answer. It's like, shit, your pickup rate is like 12%. It's like your setters suck balls. So that happens a lot.

Yeah. Also, a lot of people don't realize, like, their, their setters will play a huge role in their pickup rate and their contact rate because—

Massive. Massive. Yeah.

Like, if they're getting hung up on a lot because their openers suck, man, there's only— like, dialer does a lot of stuff in the background. Like, I can honestly say way more than any other fucking dialer we do to try and keep these numbers as healthy as possible. Like crazy amounts, right? Um, but if your setter is gone and getting hung up on, mate, we're cooked. Like, there's— like, we can't counter that. We can't. And so, like, you know, that's why, like, I really encourage our default dispositions. A lot of time people, they always want to change the dispositions, but some of the default ones that we have, which is like call ended in 15 seconds, ended in 2 minutes, ended in— you know what I mean? These are essential to have because like it gives you the idea where I can go filter for disposition call ended in 30 seconds, right, by rep, and I can see, oh crap, like this guy has a real problem with his opener, and then I can just fix the opener and then I'm not like chasing things, you know what I mean?

Almost always the case. It's almost always the case where majority of people fumble in that like first 30-second mark. It's just, it's like where majority of their drop-off happens and If they mistaken that for a pickup rate issue rather than a skillset issue, that's where the complaints start happening. And so it's like, no, I get revs or dogshit.

Yeah, and it starts to burn the numbers if that happens consistently. Like it just, because you have a reputation of the number and the reputation is broken up into a number of metrics, right? One of them is maturity. So the long, that's why we don't wanna rotate, we wanna avoid rotating numbers out entirely. You want to keep them in, in your system dialing. Spam flagging comes in and out. People shouldn't worry too much about spam flagging. It's not the big issue that they think it is. The big issue is deliverability, which is like a backend thing that we track, right? Um, I, I would never give clients access to it because they would overthink it, and then it'd be just a nightmare. I would never give them access to showing like deliverability, not because we want to hide it, it's because like they don't— they wouldn't know what to do with it. And we would get all kinds of like just stupid requests, right? So, um, like we track it, we're monitoring it, and we make adjustments to all the number inventories all the time. Like if a number isn't delivering a certain percent of time, we just remove it and then like replace it. We don't even tell the client, right? We just, we just do that. And so, um, but, um, like the, the, there's, there's maturity. So like how long you've been dialing on the number. Like, do we, we have clients like, um, Oh, like, I can't remember, Sigma Society, or like one of those ones, um, that have been dialing with us for ages. And man, they— there's a couple of their numbers, they can do $1,000, $2,000 per day on that number and not get flagged. Literally.

He sells with Brooks, also has like a 20%, 25% pickup rate. I was looking at their data the other day.

So they've been dialing with their number, the same numbers for a long time, and just try— because I know them so well, they, that they just trust me. I go, hey, just trust me. Just let me like, like let it do its thing because the numbers have to warm up and then they become trusted. So the number maturity goes from, uh, it's a, it's an ABCD grade, right? They all start off D because it's a new number to you. So it's D immediately, which automatically downregulates your pickup rate and your deliverability. You can't fake that, right? There's Nothing. So that's one of the 4 metrics is automatically shit. The next one is the, um, is the like reput— is the feedback from the customer on the number, right? And that's 2 different things. One is, do they complain? Because we can see FTC complaints, right? So, and we will remediate FTC complaints for clients without telling them.

How often does that happen? Like FTC complaints?

Like every account will get 1 to 2 a month.

Oh, really? Oh,

oh yeah,

I thought it was a rare thing. Okay,

no, it's not rare at all. It's super common, right? Right. Um, so like they'll get a complaint. Yeah, this is an FTC dialing complaint, is different. It's like a marketing one and like, yeah, whatever, right? The next is like if they market as spam themselves, like if they go out of their way to go, fuck that spam guy. Right? Okay, so that's like the— that's one of the reputation metrics. The next one is like, um, the call duration, right? So it's tracking average call duration. That's from the pickups, right? So it's like if you have really short calls, I mean, then like that really hurts your case because what it's looking for is like— so it's, it's, it's, it's benchmarking it against Like normal phone activity, like

a baseline activity. Yeah,

yeah. So like, what is the baseline of the average user on their normal phone, right? Like, how long are your average conversations? Like, say 3 to 5 minutes, right, on average, you know what I mean? Something like that,

you know what

I mean? So if it's 12 seconds, obviously that means that like they don't want to be— no one wants to speak to you, you know what I mean? And so like, these are some of the metrics that are being tracked in the backend. that decide whether or not your numbers— and then there's a couple other ones which they can't control, which we can control, which is like how much information is sent. Yeah. So, um, and there's like the cloud infrastructure that you're on. There's a whole bunch of other things. But like, these, these are the things like that people don't realize is happening. And so it's like, they just like, oh, the number of spam flagged rotated out. It's like, fuck, dude, just shut up. Like, like, you don't know what you're talking about, you know what I mean? It's like You've got to look at things like, if you want to dial for a long period of time, you have to look at things over a long— this is a game, right? It's a game that you need to play, and the longer you can sit in the saddle— like, so now what we started doing, I don't even know if we told clients this, is we, we give them double the amount of numbers that, that they purchase, right? Okay. So a client comes up a dollar now and we go, hey, you're gonna do this many dollars, you need 20 numbers, right? We give them 40. Okay, then what we do is for 90 days, like what we're developing now is the ability to show the numbers in warm-up, right? Because we have cooldown, you know, which is like our system of how we unflag numbers, right? Um, so what we're going to have a warm-up, so it's like, hey, for 90 days all of your numbers, no number, I don't care how flagged it is, is going to be taken down. They're all going to be used, right? Because, but we're going to give you double the numbers, so there'll be half the volume. Do you know what I mean? Because what happens sometimes is clients come on and then what they do is without telling us, they all of a sudden quintuple their volume but don't buy more numbers.

Which doesn't make sense because there's a limit to how much you can do with each number.

Yeah, yeah, it's like $30, $35 to $50 per day per number is like the max. So like if you all of a sudden have 10 numbers and start doing $3,000 a day, those numbers are going to be cooked real quick, right? So But Dialer manages all that, but only if you have the numbers in the pool, right?

Yes.

So, and you can bind your numbers easily, but basically what we're doing is doubling the numbers, having warm-up, having 3 statuses: warm-up, in rotation, cooldown, right? And so if a number's warming up, it's going to be used less, but like we're going to use more of them. Then after 90 days, we take all of your highest delivering numbers and then we remove the 20 that are the lowest delivering, so you're left with 20 best numbers that you have, right? So that's what we're doing now as sort of part of the strategy. Um, but yeah, it's like there's so much going on and like people just go out and spam. It's like spam flagging never goes away. Also, like, it's different every carrier. It's like you could call some guy who's on fucking MetroPCS, if that's still a thing, like the lowest grade dirtbag fucking carriers that it's like $8 a month for unlimited. But you can't speak to anyone outside of a metro area, right? Whatever fucking brokey program is on. Now, you don't want that guy as a client, I'm telling you that right now. But you're spam flagged.

Great idea. Yeah.

You're spam flagged on that carrier and nothing else. And so it's like, okay, because like, we're— we know where you're flagged. Like, we can tell you. We also do number matching. So like, with like dialer matches, the highest likelihood number To the lead because we're one of the only systems that we don't match— we match leads to numbers, not numbers to reps, right? So like, like what is happening in the backend of dialer is immense, you know what I mean? Like it's fucking crazy. And then, you know, people are angry they're speaking to 50% of the leads. Anyway, it's funny.

Cool. If someone wants to get dialers, like this sounds super good. I'm gonna make more money. How do they call?

Just go to dollar.io and book in that way like everybody else

does. Yeah. There's no special link.

All right. 46% of our bookings come from the website.

So directly, like website?

Yeah, direct website booking.

Frank is getting all the laydowns.

Yeah, good to go. But yeah, well, I hope that was helpful for people. They get a little bit of insight, you know what I mean? We're gonna— we'll post this on a few different areas, but yeah, hope that was helpful.