In this short Q&A, global sales coach Ryan Dohrn answers a listener, Rex from Denver, who asks for clarification on his "list" concept. Ryan outlines four core list categories that a competent CRM should support: a prospecting list (10‑20 leads), an in‑progress list (people met with and being pursued for proposals), an active/retention list (existing customers to retain), and special/event lists for other sales activities. He explains that using lists helps him combat his own distractibility—he even designed his studio without windows to limit distractions. Ryan stresses that lists are not a zero‑sum game; you don’t aim to reduce a list to zero but maintain a steady flow of prospects. He advises that if a CRM cannot build these lists, one should switch to a more capable system. The video ends with a call to email him for questions and to explore more resources on his website.
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Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions sent in to ryan@ryandohrn.com. This week's question is from Rex out in Denver. What's going on, Rex? How are you? Um, Ryan, I heard you talking about lists and I'm not exactly following you. Sorry, Rex. Uh, can you explain your list concept one more time? Rex, I'm happy to do it. Within any competent CRM, you should be able to build lists I have a prospecting list, I have an in-progress list, I have an active and retention list, I have special lists for events and all the different things that I sell. The reason I do that is because I'm one of those people that's highly distracted. Squirrel! What? Shiny object! What? You know, I'm easily distracted. That's why the background behind me actually covers a window. My studio has no windows because I'm easily distracted. Lists help me focus. If your CRM can't build lists, get a different CRM. Every competent, comprehensive CRM should help you be able to build lists. On those days, Rex, when I'm just having a bad sales day, I just work my lists. Now, a secret to the lists: it's not a zero-sum game, meaning you don't start with 10 on the list and try to work that list to zero. My prospecting list always has 10 to 20 people on it. My in-progress list, those are people I've met with, I'm going to continue pursuing in order to get a signed proposal. Actives, those are my people that I'm going to retain. So Rex, I hope that's a better explanation of the lists, and I'll try to do a better job in the future of explaining those type of things. Hey, if you've got a question for me, I'd love to find the answer for you. Email me ryan@ryandohrn.com. And don't forget, friends, if sales was easy, everybody'd be doing it, and they're not. We are the chosen few. We have found an amazing career that's going to feed our families for a lifetime. Check out the blog and podcasts and so much more over at ryandohrn.com. All right, friends, we'll see you next week.
