Cold Call Reluctance to $70K: One Rookie's Wedge Turnaround

Dawson Eastes had less than a year in the business, zero industry experience, and a bad case of cold call reluctance. Then his sales manager called him out in front of the whole team, he committed to memorizing 15 proactive service wedges, and he walked away with $70,000 in new business revenue, all without playing the quoting game. In this episode, Randy Schwantz breaks down how Dawson picked a niche using nothing but insider info from his own family, out-prepared a 15-year incumbent broker, and used role play to walk into every meeting already knowing what the prospect would say. If you've ever lost a deal to "the guy who's been there forever," this one hands you the exact process to beat him. Press play before your next round of cold calls. Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.If this episode was helpful, share it with a producer or agency leader who needs it.  Get more insights like this every week: 👉 Subscribe to the podcast & blog: https://thewedge.net