Sales Gravy: Jeb Blount · 12 min
Tristen is a residential and commercial real estate agent from Flowery Branch, Georgia who built a database of over a thousand contacts through years of relentless cold calling. Now that his pipeline is full of warm relationships, he feels guilty for not cold calling like he used to and wants to know if Jeb went through the same shift. Jeb's answer cuts right to it: that guilt is cognitive dissonance, and it is a good sign, not a bad one. Your heart already knows the truth. A database built on cold calling decays every single day as people move, change jobs, and change circumstances, so even a full pipeline needs fresh blood coming in to stay strong. Jeb breaks down the difference between cold activity that builds new relationships and nurture activity that maintains existing ones, and why you need a deliberate mix of both no matter how big your database gets. He also shares the real story of a senior salesperson on his own team whose pipeline coverage dropped by hundreds of thousands of dollars the moment she quit cold calling, and how a small daily commitment brought it roaring back.
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