If you’re an entrepreneur or sales professional at a small to mid-sized organization, chances are you’re not sitting around waiting for business to land in your lap. You’re out there earning it—calling, emailing, networking, and building relationships. Or at least you WANT to be doing that.
Cold calling is an activity that most people strictly avoids…if they can. We get it…but it’s still one of the most direct and effective ways to grow your business. The problem? It’s uncomfortable. It’s awkward. And most days, it’s easy to avoid.
That’s exactly why we created the C.A.L.L.O.U.T. Framework—a system to help you take action with intention, energy, and consistency. This is what we use to get our minds right.
Watch the video now!
C – Connect with Your Why
Before you dial a single number, take a moment to connect with your purpose. Why are you making these calls? What are your goals? Whether it’s hitting your monthly revenue target, serving more people, or growing your brand—start with clarity. Your “why” is your fuel. You might not feel like doing it. On most days, I don’t. That’s why it’s so vital to remind yourself (before you begin), why you are doing this activity.
A – Adjust Your Mindset
You’ve heard it before: mindset matters. But here’s the twist—be the thermostat, not the thermometer. Don’t just react to people’s energy. That won’t end well for you. Set the tone. Bring confidence, positivity, and professionalism to every call. You are not begging—you’re bringing value.
L – Line Up Your Script
No, you don’t need to sound robotic. But you do need to know what you want to say and what you want to achieve. Write out your intro, a few powerful questions, and your ideal next step. Preparation creates confidence. In addition, understanding the overall goal helps you to understand where you are driving the conversation.
L – Lift the Phone
Here’s the most important (and often hardest) part: take action. You won’t feel ready. You’ll want to tweak your script again. Don’t. Just start dialing. Momentum builds as you go.
O – Organize Your Results
Document every call. Log who you spoke to, what happened, and what comes next. This creates a powerful feedback loop—not just for tracking, but for motivation. Every call logged is a step forward. (Bonus: crossing things off a list triggers a dopamine hit. Try it.)
U – Upgrade Your Energy
Celebrate the wins—big and small. Did you set a meeting? Awesome. Did someone say, “That’s interesting, call me next week”? That’s a win. Celebrate it. The more you attach positive emotion to your activity, the more likely you are to keep showing up.
T – Try Again Tomorrow
Cold calling is a muscle, not a one-time event. The secret? Show up consistently. Build the habit. Mastery follows repetition.
Final Thoughts
You don’t need to love cold calling. You just need a system that keeps you focused, consistent and energized.
The C.A.L.L.O.U.T. Framework is here to help you do just that.
So the next time you hesitate to make that call, take a breath, review the framework, and start dialing.
Because the business you want is waiting on the other side of that call.
Want more tools like this to grow your business? Head over to HassemanMarketing.com for more blogs, video tips, and inspiration built for busy entrepreneurs like you.
And as always, if you need help with branded merch, marketing strategy, or creative ideas to grow your brand, let’s talk. We’d love to help you. Head here to get the book “Hit The TARGET” for FREE! This will help you dial in your marketing for better results.
In this week’s episode of DMJ 1 on 1, we’re talking about something every business, brand, and marketer faces eventually—uncertainty.
Whether it’s economic, industry-specific, or just a natural ebb and flow, uncertain times can make even the most confident leaders question their next steps. But here’s the truth: great marketing still works, even during uncertainty. In fact, it’s often the best time to lean into what works.
In this episode, Kirby shares 4 Marketing Tips for Uncertain Times—but the real magic is that these tips aren’t just for rocky moments. They’re timeless principles that will serve you well no matter what the headlines say.
Watch the full video here:
Let’s dive into the four tips that can help you not only survive—but thrive—when the road ahead feels unclear.
When Everyone Is on Defense, Go on Offense
Uncertainty tends to trigger one common reaction in organizations: they pull back. Budgets are slashed. Marketing is paused. Risk-taking is replaced by caution.
But here’s the opportunity: when everyone else retreats, you can advance.
Now is the time to:
Increase your visibility
Share your message more frequently
Show up for your audience when others don’t
Why does this matter? Because when the dust settles (and it always does), your brand will be the one people remember. You didn’t go quiet. You didn’t disappear. You leaned in and provided value when others went silent.
Going on offense doesn’t mean reckless spending—it means being intentional, active, and bold while others play it safe.
Guard Your Customers
It’s easy to get caught up in the pursuit of new business. And let’s be clear—new customers are important. But during uncertain times, it’s more critical than ever to protect and serve the customers you already have.
Why?
They already trust you.
They’ve already chosen to work with you.
It’s significantly more cost-effective to retain a customer than to acquire a new one.
In uncertain times, these relationships can become even more valuable. Stay close to your existing clients. Check in. Ask what they need. Provide value beyond the transaction.
Retention becomes the real win.
Look for Ways to Add Value—Not Cut Price
When uncertainty hits, the knee-jerk reaction for many businesses is to discount. Price cuts feel like a quick fix for sluggish sales. But here’s the problem: it’s a race to the bottom, and it rarely builds loyalty or long-term growth.
Instead of lowering prices, look for ways to increase value.
Can you add a bonus service?
Can you improve the customer experience?
Can you bundle products in a creative way?
People don’t always want the cheapest option—they want the most valuable option. Show your audience that what you offer is worth every penny, and they’ll come back again and again.
Multiply Your Social Media Efforts
In uncertain times, communication matters more than ever—and social media is one of the most powerful tools you have.
Here’s the problem: too many brands use social media as a one-way announcement board. That won’t cut it anymore. If you want to build trust, grow influence, and create real brand equity, you need to:
Create content that helps people
Engage in real conversations
Be consistent and present
Now is not the time to disappear from your audience’s feed. In fact, this is the time to double down.
The beauty of social and content marketing is that the barrier to entry is low—but the return can be high. But like anything else, you have to put in the work.
Final Thoughts: Lean In When Others Lean Out
The instinct to retreat when times are uncertain is natural—but it’s not strategic. The brands that come out stronger are the ones that stay visible, stay valuable, and stay connected.
To recap:
Go on offense while others are on defense
Guard and care for your existing customers
Focus on adding value—not lowering price
Multiply your efforts on social media and content marketing
These aren’t just “uncertain times” tactics—they’re evergreen strategies that can elevate your brand and build momentum no matter what’s going on around you.
And as always, if you need help with branded merch, marketing strategy, or creative ideas to grow your brand, let’s talk. We’d love to help you. Head here to get the book “Hit The TARGET” for FREE! This will help you dial in your marketing for better results.
The goal isn’t perfection—it’s progress. Too often, we hold ourselves back waiting for the perfect moment, the perfect plan, or the perfect conditions. But the truth is, the people who succeed in any area of life aren’t the ones who wait for perfection—they’re the ones who relentlessly pursue BETTER.
In this episode of DMJ 1 on 1, I break down 7 actionable tips to help you push past fear, take consistent action, and create meaningful progress. Watch the full episode here:
Now, let’s dive into the 7 tips that will help you relentlessly pursue BETTER.
If You Want to Finish, You Have to Start
One of the biggest obstacles to progress is over-preparation. We convince ourselves that we need more time, more research, more planning—when in reality, we just need to start.
Our brains tend to resist action because new things feel risky and uncertain. The trick? Hijack your brain. Give yourself permission to just start—without pressure. Because once you take that first step, you’ll often find it’s much easier to keep going.
If you’re stuck, take the smallest possible action forward. Momentum creates motivation.
It’s Not the Complexity… It’s the Consistency
Most of the time, we already know what to do. The challenge isn’t figuring out a complex strategy—it’s doing the simple things consistently.
Want to get in shape? Eat better and move more.
Want to grow your business? Show up for your customers and add value.
Want to improve your skills? Practice regularly.
It’s not about making huge changes overnight. It’s about small actions done consistently over time.
The real magic happens when you stop overcomplicating and start being consistent.
Other People’s Opinions Are None of Your Business
If you’re doing something big, different, or ambitious, people will have opinions. Some will be supportive. Others will be critical. But here’s the truth:
Their opinions don’t matter.
Most of the time, criticism comes from people who aren’t doing what you’re doing—and their negativity says more about them than about you.
Stay focused on your own journey. Take feedback from people you respect, but don’t let the fear of judgment stop you from pursuing your goals.
Lift the Heavy Stuff First
Most people avoid the hard stuff. We procrastinate on difficult tasks, choosing to do the easier, less important things first. But that just leaves us drained before we even get to what really matters.
The solution? Do the hard things first.
Have a tough conversation? Do it first thing in the morning.
Need to create something meaningful? Start with it before checking emails.
Facing a difficult workout? Knock it out early.
When you tackle the biggest challenge first, the rest of the day feels easier and more productive.
Perfection is a Fool’s Errand
Perfection does not exist. It’s an illusion, and more importantly, it’s a procrastination tool.
Waiting for things to be perfect before you take action is just another form of fear. The only way to get good at anything is to start by being bad at it.
The first time you create something, it won’t be great.
The first time you try a new skill, you’ll struggle.
The first version of your idea will need work.
And that’s okay. Because progress happens through action, not overthinking.
Be Patient with Results, But Impatient with Action
Most people give up because they expect instant success. The truth is, meaningful progress takes longer than you think.
But while you should be patient with results, you should be impatient with action.
If you want to improve, take more action, faster.
If you want to grow, put in more reps, more experiments, more effort.
If you want better results, stop waiting and start doing.
Results take time. But the faster you take action and learn, the sooner you’ll see progress.
Measure What Matters So You Can Learn
Taking action is important. But if you’re not measuring what matters, you’re missing a huge opportunity to improve.
What gets measured, gets improved.
If you’re trying to grow a business, track leads, revenue, and engagement.
If you’re trying to improve fitness, track workouts, nutrition, and progress.
If you’re trying to develop a skill, track practice time and key milestones.
Take action, measure the results, and adjust accordingly. That’s how real improvement happens over time.
Final Thoughts: The Pursuit of BETTER
The goal isn’t to be perfect. It’s to keep getting better.
By focusing on starting, staying consistent, ignoring critics, tackling hard things first, ditching perfectionism, taking fast action, and measuring progress, you can create real momentum in any area of life or business.
And as always, if you need help with branded merch, marketing, or creative ideas for your brand, let’s chat! We’d love to help you. Head here to get the book “Hit The TARGET” for FREE! This will help you dial in your marketing for better results.
Each week on DMJ 1 on 1, Kirby Hasseman takes on a different topic to help provide value to those looking to grow a brand or organization. This time Kirby talks talk about the importance of reading and 5 books he thinks every entrepreneur (and aspiring entrepreneur) should read.
DMJ 1 on 1: 5 Books Every Entrepreneur Should Read
Entrepreneurship is a journey filled with challenges, opportunities, and lessons. One of the best ways to navigate this journey is by learning from those who have walked the path before. This is where books come in. They offer a wealth of knowledge, insights, and experiences that can help entrepreneurs avoid common pitfalls, make informed decisions, and ultimately succeed in their ventures. This DMJ 1 on 1 discusses five must-read books for every entrepreneur. These books cover a wide range of topics, from creating scalable businesses and improving profitability, to understanding customer needs and launching successful businesses.
Reading is an investment in oneself. It not only broadens one’s knowledge but also improves communication skills, which are vital for any entrepreneur. The more you read, the more you understand the world around you and the better you can communicate your ideas, thoughts, and feelings. This can lead to increased earnings, as you can articulate your business ideas more effectively, negotiate better deals, and build stronger relationships with your clients, partners, and employees.
“E-Myth Mastery” by Michael Gerber
“E-Myth Mastery” by Michael Gerber is a must-read for every entrepreneur. The book demystifies the myths surrounding starting and running a business, and provides a clear roadmap for entrepreneurial success. Gerber emphasizes the importance of creating systems and processes in a business. These systems and processes, he argues, are the backbone of any successful business, allowing for repeatable success and scalability.
Gerber’s book is a masterclass on the importance of scalability in business. He explains that a scalable business is one that can handle increased demand without compromising performance or losing revenue. This is achieved through effective systems and processes that ensure every aspect of the business runs smoothly. By understanding and implementing the principles in this book, entrepreneurs can build businesses that are not only profitable but also scalable.
“Profit First” by Mike Michaelowicz
“Profit First” by Mike Michaelowicz is another essential read for entrepreneurs. Michaelowicz introduces an innovative accounting system specifically designed for entrepreneurs. This system, he claims, can significantly impact a business’s profitability, leading to financial success and stability.
The book also tackles the issue of entrepreneurial poverty, a situation where entrepreneurs are constantly struggling financially despite running successful businesses. Michaelowicz’s accounting system aims to eradicate this problem by ensuring that profits are prioritized. By applying the principles in this book, entrepreneurs can transform their businesses into profitable ventures.
“Buy Back Your Time” by Dan Martell
Time is a precious commodity for entrepreneurs. In “Buy Back Your Time,” Dan Martell explores the concept of delegating tasks to buy back time and focus on driving the business. Martell argues that entrepreneurs often find themselves running out of time because they try to do everything themselves. This, he says, is a recipe for burnout and business failure.
Martell suggests that by hiring the right people and delegating tasks, entrepreneurs can free up their time to focus on what they do best – driving the business. This not only leads to better business performance but also improves work-life balance. This book is a must-read for entrepreneurs looking to maximize their time and productivity.
“100 Million Dollar Offers” by Alex Hermozi
Understanding the market and customer needs is key to business success. In “100 Million Dollar Offers,” Alex Hermozi emphasizes this point. He explains how entrepreneurs can create offers that are so irresistible that people can’t refuse them. This, he says, is the secret to generating massive sales and revenue.
Orosi’s book provides insights into understanding the market and customers, and how to add value and answer objections. By applying these principles, entrepreneurs can create offers that not only attract customers but also lead to repeat business and referrals. This book is a must-read for entrepreneurs looking to create irresistible offers and drive sales.
“12 Months to a Million” by Ryan Daniel Moran
“12 Months to a Million” by Ryan Daniel Moran is a guide for entrepreneurs looking to launch a successful business and achieve a million dollars in revenue within a year. Moran shares strategies for understanding the audience, narrowing in on a specific product, and applying strategies for success.
Moran’s book is a roadmap for rapid business growth. He explains how entrepreneurs can launch a business and achieve rapid growth by understanding their audience and offering a product that meets their needs. By applying the strategies in this book, entrepreneurs can achieve their financial goals and build successful businesses.
Bonus: “Hit the Target” by Kirby Hasseman
As a bonus, Kirby recommends his own book, “Hit the Target.” This book is a guide for those looking to start or market their business more effectively. It provides insights into understanding the market, creating irresistible offers, and driving sales.
Conclusion
In conclusion, the recommended books provide a wealth of knowledge and insights for entrepreneurs. They cover a wide range of topics, from creating scalable businesses, improving profitability, delegating tasks, and understanding customer needs, to launching successful businesses. By reading these books, entrepreneurs can equip themselves with the knowledge and skills needed to navigate the entrepreneurial journey and achieve success.
So there you have it! These are the 5 books that every entrepreneur should read! As always, we want to provide you with value. So if you want to create marketing campaigns (and appreciation gifts) that hit the TARGET, check out our TARGET marketing playbook here.
Each week on DMJ 1 on 1, Kirby Hasseman takes on a different topic to help provide value to those looking to grow a brand or organization. This time Kirby talks about 5 pieces of advice that he thinks are wrong! Watch now!
DMJ 1 on 1: 5 Pieces of Advice That I Think Are Wrong
There’s a lot of advice floating around out there, and while some of it can be helpful, some of it can also be misleading or even harmful. In this article, we’ll be discussing five pieces of advice that are often given, but that I believe are fundamentally flawed. These include the notions that finding your passion means you’ll never work another day in your life, that you should always go big or go home, that high school is the best time of your life, that work-life balance is attainable for everyone, and that you should always work smarter, not harder. I hope that by discussing these pieces of advice, I can help you think more critically about the advice you receive and inspire you to elevate your game.
Find Your Passion (And You’ll Never Work A Day In Your Life)
The first piece of advice we’ll be discussing is the idea that finding your passion means you’ll never work another day in your life. While it’s true that finding something you love can make work more enjoyable, it doesn’t mean that there won’t be difficult or unpleasant aspects of the job. In fact, telling kids that they’ll never work a day in their life if they find their passion can be harmful and set them up for failure. It’s important to acknowledge that there will be seasons of hard work and challenges, even in a job you love. Instead of seeking a passion that eliminates work, we should be encouraging the pursuit of a passion that makes the hard work worthwhile.
Go Big or Go Home
The second piece of advice is the concept of going big or go home. While it’s important to have big dreams and goals, the reality is that many big changes in the world are the result of consistent small changes over time. Setting unrealistic expectations of making a big impact right away can lead to unsustainable efforts and eventual burnout. Instead of going big or go home, it’s more effective to start small and keep going. This approach allows for steady progress and sustainable growth, which can ultimately lead to big changes.
High School as the Best Time of Your Life
The third piece of advice is that high school is the best time of one’s life. While high school can certainly be a fun and exciting time, telling struggling kids that high school is the best time of their life can be discouraging and prevent them from envisioning a better future. It’s important to live in the present and work towards a desired future, rather than dwelling on the past. There are many exciting opportunities and experiences beyond high school that can surpass it in terms of enjoyment and fulfillment.
Work-Life Balance
The fourth piece of advice is the notion of work-life balance. While it’s a worthy goal, the reality is that work-life balance is unattainable for most people. Striving for it can put unnecessary pressure on individuals and lead to feelings of guilt and inadequacy. There will be times when work takes precedence over personal life, and that’s okay as long as it’s temporary. It’s important to find a balance that works for each individual and to prioritize self-care and family when necessary.
Work Smarter, Not Harder
The fifth and final piece of advice we’ll be discussing is the idea to work smarter, not harder. While working smart is important, it shouldn’t be used as an excuse to avoid putting in effort. Successful people often work hard and put in the necessary time and dedication to achieve their goals. Working hard is within an individual’s control and can be a key component of success. So, while it’s important to work smart, it’s equally important to work hard.
Conclusion
In conclusion, while there’s a lot of advice out there, it’s important to think critically about what you’re being told and to consider whether it’s truly beneficial. Remember, what works for one person may not work for another, and it’s okay to forge your own path. I hope that by discussing these pieces of advice, I’ve helped you to think more critically and inspired you to elevate your game.
