Activity maxxing doubled my sales but it sucks

Getting better at sales is actually the slowest way to make more money as a closer. I've done $9M+ in sales and trained hundreds of closers, and I keep seeing the same mistake. Marketing slows down for a week and these guys are completely dead. No calls, no backup plan, no pipeline. Meanwhile the money is sitting right there in their own CRM.

Two ways to make more money

There are only two levers. You get better at sales, which raises your close percent, or you talk to more people. Getting better takes time. Talking to more people is instant.

If you close at 20% and you double your conversations, you double your sales. That's just math. But everybody wants to chase the sexy stuff, the skill, the scripts, the "reframes." You've been sold a lie by trainers pushing biz ops that tell you to just sit back and take inbound. Both sides are lying to you because they're selling you on being lazy.

"If you want to get to be the absolute best, we cannot be lazy."

Steph Curry is the best three point shooter ever and he still jacks up 5 to 10 threes a game. He doesn't just take one shot and try to go 90%. He's skilled AND he shoots a ton. That's the model. Skill and activity, not one or the other.

The core question: who has my money

Every week you need to ask yourself one question. Who has my money? Your answer lives in your no shows, your no sales, your upsells, and your referrals. That money is already sitting in your pipeline. You just have to go get it.

"If you have white space in your calendar, you should hate it with a fiery passion."

This is a full time job. You only make money when you talk to people. If you take 8 to 10 calls a day with an 80% show rate, that's two hours of guaranteed no shows every single day. Most closers fill that time with YouTube, errands, the gym. That's dead time. If you fill it with the right activity instead, you can add 5 to 15 extra conversations a week. That's an extra $2k to $8k a week depending on what you sell.

The order of operations

Work from highest intent down to lowest intent. Don't skip ahead. Here's the order:

• Referrals and upsells first, highest leverage
• No sales next, yours first, then the worst closers on your team
• No shows after that
• Opt-ins and cold outbound last

Why start with the worst closers' no sales? If you close at 40% and the worst guy on your team closes at 20%, there's 20% worth of deals just sitting there by math. Go after the leads with the most meat left on the bone.

Ask your sales manager how long a lead stays "theirs" after no contact. If there's no rule, default to 14 days. Day 15, that lead is fair game.

"Again, we're not going to make friends doing this, but you're going to make money, okay."

How to actually run the conversations

Referrals. Ask right after someone buys, that's the first emotional high point. Ask again at their second high point, when they first see results. The script is simple: ask how it's going, get them to share a win, then ask who else they know dealing with the same problem. If it's not your client, open with a customer service frame. "Hey John, this is Christian with XYZ, I'm new to the team and just want to see if I can provide value. How's the program been going?"

Upsells. Same structure. Share wins, ask what their next goal is, ask why that goal matters, future pace the outcome, bring up the consequence of not getting there, then pitch. Five to ten minutes, that's it.

No sales. Call and ask if they already found what they were looking for. If yes, move on immediately, don't waste 30 minutes trying to win back someone who already bought elsewhere. If they're still looking, ask what they've done to solve the problem since you last talked. That puts the responsibility back on them and hands you the objection to handle.

No shows. Text blast and calls, same message regardless of whose lead it is since nobody has talked to them yet. Keep it dead simple: "Hey, looks like you missed our call, no worries at all, you still want to chat about outcome?"

Text blasts and funding

Send 50 to 100 texts at a time, then sit on your CRM and call the second someone replies. Don't try to sell over text. Keep messages short and broken into pieces, a long paragraph reads as automated and kills response rates.

On funding objections, don't assume they remember what you covered on the call. Most people forget within a month. Walk them through options again: a cosigner with decent credit, a payment plan, breaking the investment into smaller chunks. About 20% of broke prospects will find the money if you stay in their corner and get them to build a real game plan.

"Do you know the difference between being broke and being poor? The willingness to be resourceful."

Game the system

Any offer has ways to tilt the table in your favor. Build relationships with setters and help train them up, since they directly control the quality of leads you get. I've done this on countless offers. Only once did someone catch on, a guy named Matt Ryder, and even then he just said "kudos for you, but it stops right now."

Push for promotions too. Ask the offer owner if you can run a referral promo, an upsell promo, a no sale promo, rotating through them every month or two. If leads get distributed by close rate leaderboard, closing deals through referrals and upsells that didn't come from inbound can push you over 100% close rate on paper, which gets you more inbound leads going forward.

The bottom line

This isn't sexy. It's dials, text blasts, and feeling annoying. It takes discipline, not talent, and it'll piss off the lazy closers on your team while the good ones respect it. But if you double your conversations, you double how fast you get better at sales, and you make money while everyone else is watching YouTube waiting for their next inbound lead. Start tomorrow. You don't need a new skill to do it.