MRL #050- Micah’s NEW “Super Duper Special” Cold Call Opener

Micah Salas, the other half of the two-headed monster that is Max Revenue, woke up Friday morning to this gushing review on LinkedIn:

“Micah Salas is a must-follow for insurance producers.

He nonchalantly shared his cold call opener with me. I used it the next day and booked two meetings on back-to-back calls.

I was calling businesses for P&C, not an easy market. Micah's got [cold calling] figured out.

Be thankful he isn't calling in your state!”

Twas’ very nice of Keith to bestow such high praise on Micah…

But, allow me to bring Micah down a few pegs… because I know he’s gonna read this.

I can assure you…

Micah Is NO Sales Savant

Nor does he have the “rizz” as the kids call it these days.

What Micah does have going for him, however, is reps.

The dude just flat out makes more calls than any other Producer I’ve ever met… and it’s not even close.

And when you’ve made tens of thousands of calls (as Micah has) you pick up a trick or two…

And that’s what Micah shared with Keith, a cold call opener that’s been working for him lately.

And I’m gonna share it with you too in just a second.

But, First A Disclaimer

There is nothing revolutionary about what I’m about to show you.

You will likely be underwhelmed after reading it and think… “why the hell did I just waste my time reading this stupid letter?

But, before you dash off to your next hit of dopamine, wait for the payoff at the end.

There’s a method to the madness, mate.

Ok, with that out of the way, let’s get to…

Micah’s NEW “Super Duper Special” Opener

When Micah introduces himself he ends on an upward inflection.

Hey Jeff… it’s Micah… with XYZ Insurance?!

It sounds like you’re introducing yourself as someone they should know (this is hard to demonstrate via text, so google “upward inflection when cold calling” if you need to).

It’s a pattern interrupt.

So when you do this, a lot of times it catches the prospect off guard.

They will often go silent, as they rack their brain over “…who the hell is Micah Salas… and how do I know him?

And this is where Micah delivers his “super duper special” line in their awkward silence:

“Oh, we’ve actually never talked before, I can see your wheels spinning there a little bit.”

That’s it.

That’s the magical line.

The prospect on the other end almost always chuckles and/or thanks him for the transparency and the call continues from there.

Unimpressed?

Good.

I share this seemingly unimpressive tip with you to make a point.

Like I said earlier in the letter:

When you’ve made tens of thousands of calls (as Micah has) you pick up a trick or two.

To the untrained eye this opener looks silly… and if just read from a script it would go over worse than Kamala Harris at a Trump rally.

But for Micah it’s a killer.

Why?

Because…

When you put in the reps other’s won’t do, you open yourself to insights other’s can’t see.

Like a pattern interrupt that grabs the prospect’s attention…

Or a seemingly insignificant change in tonality…

Or a perfectly placed pause…

Or an analogy that simplifies things for a prospect…

Or a touch of humor that builds rapport and keeps the cold call alive.

And that’s the real tip of this letter…

It’s The Little Things That Separate The Good From The Great… And The Only Way To Learn Them Are REPS!

Like trying to get six pack abs…

Or set a new PR in the gym…

Or lose those last 10 pounds…

All the gains are found on the last few miles of road that very few are willing to travel.

Micah just so happens to live there.

Like I said earlier, the sumbitch makes more calls than anyone I know.

Therefore he gets asymmetrical outputs for his inputs.

Now…

Will This Opener Work For You Too?

Who knows?

Maybe.

Maybe not.

But that’s besides the point.

The point is…

Put in the reps…

Do the work very few others are willing to do…

And it’s there that you’ll find your own “super duper special” insights.

Got it?

Good.

Catch you next Sunday.

Kick ass take names, 

Max “These Wheels Keep On Turnin” Revenue

P.S.

If you found this letter helpful… there are 3 other ways we can help you:

1. The Producer Playbook- The Step-By-Step Guide To Building A $1,000,000 Book of Business (From Scratch)

2. The Max Revenue Show- Our weekly podcast (available just about everywhere).

3. The Max Revenue Channel on YouTube- Weekly videos from Micah “The Zen Master of Commercial Insurance” Salas, including his new series “Diary of a New Producer.