September 4

Umar Hameed


The Art of Prospecting by Barry Andruschak

On Episode 31 of The No Limits Selling Podcast, we have Barry Andruschak, National Sales Director at Primerica. Barry discusses the art of prospecting, which he defines as putting names on a list. He suggests starting with close friends, family, business associates, and classmates.

Podcast Highlights:

  • Your beliefs drive performance
  • There are 4 types of markets
  • Focus on Analytics to be successful
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The Art of Prospecting

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Introduction and Guest Background

The podcast is hosted by Umar Hameed and features guest Barry Andruschak, author of the book "Setting Appointments Made Easy". Barry is an introvert who has found success in sales, and he shares his strategies and tips for setting appointments and making sales.

Importance of Appointments in Sales

Barry emphasizes the importance of appointments in the sales process. He argues that even if you have the best product or service in the world, it's almost pointless if you can't get an appointment or get anyone to listen to you. Appointments are everything in sales.

Identifying the Market

Barry explains that he identifies his market in four different ways: hot market, warm market, cold market, and cool market. He explains that a cold market is nothing more than people you have nothing in common with, strangers, or people that you don't know or people that you've made mad. A cool market prospect is someone you have something in common with.

Art of Prospecting

Barry discusses the art of prospecting, which he defines as putting names on a list. He suggests starting with close friends, family, business associates, and classmates. He believes that each person knows at least 450 people and has the buying influence on five or six other people. Therefore, if you can make a friend with a person and they like what you do, they'll refer you on to other people, expanding your market.

Making the Call

Barry shares his approach to making calls. He emphasizes the importance of warming people up on the phone and causing them to want to see you. He suggests using phrases like "Are you locked in?" or "Are you open to suggestions?" to engage the person on the other end of the line and make them more receptive to what you have to say.

Confidence Boosting Techniques

Barry discusses the importance of confidence in making sales calls. He suggests that salespeople need to learn their lines, much like actors, to be successful. He also emphasizes the importance of tonality and making a positive impression in the first few seconds of a call.


In conclusion, the podcast features Barry Andruschak, a successful salesperson and author, who shares his insights on the importance of appointments in sales, identifying markets, prospecting, and making effective calls.

He categorizes markets into hot, warm, cold, and cool, and emphasizes the significance of warming up prospects during calls. Barry also highlights the role of confidence in sales, suggesting that salespeople should learn their lines like actors and pay attention to their tonality.

Questions & Answers

Who is Barry Andruschak and what does he specialize in?

Why are appointments important in sales according to Barry Andruschak?

How does Barry Andruschak categorize markets?

What is Barry Andruschak's approach to prospecting?

What techniques does Barry Andruschak suggest for making effective sales calls?

How does Barry Andruschak boost confidence in sales calls?

What is the purpose of Barry Andruschak's book "Setting Appointments Made Easy"?

How can I improve my sales skills as an introvert?

Don’t miss this opportunity to transform your real estate career with one-on-one coaching. As an experienced real estate coach, I, Umar Hameed, am dedicated to helping you unlock your full potential and achieve your real estate goals. To learn more about who am I and my clients ↓

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If you’re ready to take the next step, book an appointment with me today and begin your journey toward success in the real estate industry.

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About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. ✅✅✅He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


Appointment, Art of Prospecting

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