Every prospecting number you have ever been shown came from somebody who succeeded at it, which is why you can never tell whether the channel failed or you quit at call twelve. One of the hosts on this episode ran the test properly, wrote down all one hundred attempts, and got a result nobody puts on a stage.
Episode 365 is an accountability audit, and it opens with what she was told as a brand new agent: "you can't just hop around and halfway do everything". If you pick a thing, then "you need to commit and you need to track it and you need to give it enough time to see if it's working".
So she picked for-sale-by-owner calls and ran it as an actual test. "I committed. I said, I'm going to call a hundred and then at the end I can see what my percentage is of success. Like maybe 22%. I had my whole spreadsheet and I think zero percent." Her co-host goes straight to the part that makes the number mean anything: "and you did commit to all a hundred?" She did.
What she got instead of closings, in her own words: "I never had a closing from it. I got really good at talking to strangers. I got really good at rejection."
The lesson they pull out of it is not about calling at all. It is about running the test long enough to trust it — "It's like you don't know if it doesn't work unless you give it enough time." — and then about the three questions they open the audit with: "did I actually do the thing or did I just talk about doing the thing?", "Did I do it once or did I do it consistently?", and "do I have a follow-up plan?" They also mention in passing that the clock has stretched: "the research says it is now 4 years" to consistent income, with no source named on air.
“I committed. I said, I'm going to call a hundred and then at the end I can see what my percentage is of success. Like maybe 22%. I had my whole spreadsheet and I think zero percent.”
This is a negative result from a tracked test, which makes it worth more than a success story. It does not mean for-sale-by-owner calling does not work; it means that for her, in her market, with her approach at that stage of her career, one hundred attempts returned nothing — and she only knows that because she wrote every one of them down. Everyone else who tried it and stopped at twelve is still telling themselves it might have worked, which is the expensive version.
What changes is that the spreadsheet becomes the deliverable, not the calls. Pick the channel you are about to spend real money or real hours on, decide up front how many attempts you will complete before you judge it — a count, not a month — and log every attempt the day you make it. Then you get an answer instead of a feeling. She is also honest about the consolation prize, which most people will not be: the calls made her good at talking to strangers and good at rejection, and that was the entire return. This is one host recalling her own early career from memory, with no year attached.