Ep #180: Drewbie Wilson: Time to Call the Damn Leads? Here’s How to Invest Your Time Wisely

You know you need to make your sales calls but constantly run out of time. Drewbie Wilson, founder of Call the Damn Leads, reveals how we waste our most valuable resource—and how we can fix it. Listen to the show and find out how to reframe your sales call reluctance and invest your energy where it actually drives results.

Tired of proclaiming that today is the day you are making the calls? Because you keep running out of time because other things come in the way? Simply put, it’s your time management that’s holding you back. In this episode of the Business Growth Architect Show, Drewbie Wilson, founder of Call the Damn Leads, reveals exactly how entrepreneurs like you can reclaim your time and finally get comfortable being on the phone.

Drew’s approach is simple but powerful: stop avoiding the hard stuff, stop hiding behind busywork, and start calling the damn leads. Whether you struggle with sales call reluctance, procrastination, or feeling overwhelmed by your calendar, this conversation will snap you back into focus and give you implementable ideas. You’ll learn how to rethink your daily schedule and how to invest your time where it actually produces results.

Start building real momentum in your business and overcome the one thing that we all need to master, making calls. Watch the full episode now—and visit https://www.drewbiewilson.com/ to discover how Drew can help you simplify your strategy, take control of your day, and make the sales you’ve been avoiding.

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Chapters

• 0:00 Introduction of Business Growth Architect Show
• 1:16 Meet Drewbie Wilson, the founder of Call the Damn Leads
• 1:56 A Lead Is Just a Person With a Problem — Not a Number
• 3:04 Want More Sales? Stop Selling and Start Serving
• 5:32 You’re Blessed With the Chance to Help — Don’t Waste It
• 8:56 Hardworking Parents Taught Me There’s No Excuse
• 10:53 You Don’t Know What You Don’t Know — Until You Do
• 12:08 The Hardest Part of Sales? Getting Clear on What You Actually Do Best
• 14:51 The More You Grow, The More Your Time Is Worth
• 17:49 The Four Sixes Strategy: How I Saved My Family and My Business
• 19:52 Your Time Is Limited — Here’s How to Spend It Intentionally
• 23:50 The Life You Want Takes Work — And the Clock’s Ticking
• 26:45 Want Freedom? Master Your Calendar First
• 28:26 How to Connect with Drewbie Wilson Online

Transcript

Drewbie Wilson: 0:00

Hi. This is Drewbie Wilson, the founder of"Call The Damn Leads." And on my episode for the Business Growth Architect Show, I'm going to discuss time management, how to value your time, how to invest it wisely, and how to have more time to call the damn

BEATE CHELETTE: 0:13

leads. This is the Business Growth Architect Show for founders who don't follow trends, they set them for entrepreneurs who aren't here to fix the past, but to build the future they actually want to live in. Hi, my name is Beate Chelette. I'm a Palisades fire survivor strategist and the entrepreneur behind a multi million dollar tech exit Tuva Gates. And every week I bring you the fire real guests, real strategy and the real talk on how to control your mind move fast and create your future. This is where strategy needs energy, because your next level needs both. Let's grow. Welcome back, everyone. Your host, Beate Chelette here, and the Founder of the Future with me today is Drewbie Wilson, and he has a just a very simple title to what he does "Call The Damn Leads." So Drewbie, for somebody who's not familiar with what you do. What problem do you solve for your clients? What

Drewbie Wilson: 1:15

do you do? The number one thing I help people solve is actually being motivated to do the work right, to call the damn leads, and, more importantly, to get their time under control so that they can invest it in the places to generate the biggest ROI, which is ultimately where they need to be doing the work, because if they're doing the work, that's going to generate the return they're looking for.

BEATE CHELETTE: 1:36

What's the issue with leads? Like the word leads itself, just saying, it already probably creates so many emotions and so many of our listeners. What are some of these things that you feel we should be bringing right out in the open so they know what they're up against?

Drewbie Wilson: 1:56

I think the number one thing when it comes to the word leads itself isn't it? It's almost a misnomer, because, yeah, it's a lead on an opportunity or someone who might need help. But ultimately, when I think about a lead, it's a person who has a problem. And as a sales professional, entrepreneur, small business owner, our job is to solve problems, and ultimately what needs to happen is you have to have a conversation. You have to communicate with this individual, and you have to understand where they are in their journey, so that you can ultimately help provide a solution for them, whether or not you're the right person to help them. That's to be determined by the conversation. But when it comes to a lead, it's ultimately just someone who has a problem and a contact point where you can reach out to them and start that conversation.

BEATE CHELETTE: 2:47

What I'm hearing so you're saying that the first thing I really need to do is reframe that word lead in my head away from this almost technical term into more of a softer term of a person with a problem. Would that be helpful for me? I

Drewbie Wilson: 3:04

think that would be hugely helpful. I think a lot of people have what I refer to as call reluctance, or sometimes they're a little bit nervous to pick up the phone and actually call the damn leads. And it's ultimately because, as a sales professional, a lot of times that you're coming into the conversation from the point of, Oh, I've got to sell this person something, because I've got to make money, because I've got bills to pay. So there's all these internal biases that you're going through. But ultimately, people want to work with people, and the best way that you can get someone to be interested, like interested in what you have to say, is be interested in what they have going on, and I think reframing it around the idea of service instead of sales, it's a much easier way to go into that relationship or conversation, because if my job is just to show up and to serve and to understand where you are, to have empathy for your current situation, and then just be 100% confident that my product or service can solve the problem that you're facing. Then, in my opinion, it makes it a lot easier to start that relationship, because it's not about, oh, I've got to win. I've got to sell this person something. It's Hey, how am I going to show up and serve this person so that at the end of this conversation, they walk away feeling as though they've genuinely gain something of value in their life.

BEATE CHELETTE: 4:25

You had said earlier that one of the things that you help people with is time management. So I think that we need to look at this from several different angles. So there is the word lead, which causes an immediate negative reaction for, let's say, 80% of the people, because that requires already, like I need to find leads that sounds like something I probably don't want to do. And then there is the subconscious behavior pattern that we have to not wanting to do. Things that we don't want to do. So let's say I'm able to now use your advice and reframe this in my head and say I am in service. I want to attract people to me in the resonance model we talk about on the show all the time, in alignment with bringing the people to me that I can actually help but how do I get myself over my own behavior pattern that I've honed for all these years to avoid this thing that makes me uncomfortable?

Drewbie Wilson: 5:31

Ooh, so there's a couple layers to this question. Because, first and foremost, the mindset side of it, of, hey, I have to go do this thing is, is kind of a bad way to look at it. You get to do this. You're blessed with an opportunity to get to help people with your product or service. And I'd say nine out of 10 people that I speak to, they are genuinely passionate about what they do, whether it's in real estate or in marketing or whatever. The thing is that they're selling, they genuinely like what they do. And so it's the reframe of, you get the opportunity to go and help people on a daily basis, I think that's number one, because when you have to do something, there's always going to be resistance, no matter who you are, where you're from. Like, if you have to do something, there's kind of a negative connotation to it, whereas when you get the opportunity, it's really a blessing, right? We get the opportunity to create this content, to be on the show, to share this message. So that's the first side of it. The other side of it is really starting to understand why you do the thing that you do, and why you love helping people. Because I believe that service is a very selfish thing in that when we are serving others, when we're helping them, we're gaining on that that's something where you're going to get fulfillment. Maybe you're going to get paid, maybe you're going to get some sort of internal validation for yourself where you feel good because you genuinely got to do the thing that you like to do. And so I think it's really leaning in on the understanding of you get to do it, and it's a blessing that you get to show up and help people. So why would you not want to actually go do the thing that you're blessed with the ability to do? And I think that's a hard thing for people to remember, because there's a lot of external variables, right? You have bills, and you have all the stuff going on in the world around you that plays into your mindset and your frame of things, but ultimately, the perspective of I've got an opportunity to show up and do the thing that I love most. To me, I really like to lean in and help people see that. Because if you know that your time is valuable, it is the most valuable thing that you have on this planet. You can't buy it. You can't win it in a poker tournament. You don't get a box full of extra time on Christmas morning. It's literally the one thing that you have that you can give to the world around you that you cannot get back. When you lean in on understanding the value of your time, it makes it a little easier to really start focusing on where you want to spend it. And ultimately, we all have responsibilities on this earth. Some of us have kids, spouses, we have businesses that we're building, so we have a responsibility to invest that time very wisely in order to create the most success that we can for those different areas. And what's interesting is that success is a perspective. My version BEATE is different than your version, so I really like to lean in on the value of time and where you're spending it, because that's really going to dictate what the future that you create for yourself. Is

BEATE CHELETTE: 8:34

this like so much in this that you've touched on that I think I want to unpack a little bit more. So number one to say that what our parents taught us is valuable may not be valuable for us. Now, how do you how does this affect my ability to make calls?

Drewbie Wilson: 8:55

So I think when it comes to the ability to make calls now, the example that we're shown by our parents, ultimately is kind of the habits that we fall into. If you had a parent that was very hard working and always willing to go and put in the effort to do whatever was necessary, that's an example of work ethic. I had a mom that was very much she showed up, worked three jobs, did whatever she had to do. So to me, I've always just been like, hey, if my mom could go and work three jobs, work third shift, still take us to school, still manage to get a degree. Like, there's zero reason why I can't pick up the phone and make these calls,

BEATE CHELETTE: 9:34

yeah. See, for me, it's completely different. So my mother told me that bragging or telling other people how good I was at something was bad, that I needed to be well behaved and let, here it is, the work speak for itself.

Drewbie Wilson: 9:55

Well. And I had some some step parents that would say children should be seen and not. Heard. And so any of you who are familiar with that phrase, it's kind of painful to a kid. And also, I could see where someone who grew up in a life like that would be a little timid or not want to go out and brag, as you said. But the truth is, how can anyone know how great your product or service is if you don't talk about,

BEATE CHELETTE: 10:20

I think these are great examples of just examining sort of this tiny little bit of psychology to say, well, if, and I hear this all the time in my work, I'm sure you do too, where it's like, well, you know, I don't feel comfortable telling other people. Shouldn't the work speak for itself. I even had once you're gonna get a kick out of this Ruby a photographer who said to me that she considered her work to be like the pearl in the oyster. And I blurted out, good luck waiting for a diver.

Drewbie Wilson: 10:53

What even if the diver shows up? Have you ever had to shuck an oyster? It is not the easiest thing on the planet to do. You have to have a skill set. You have to understand how the oyster is created. You have there's so many layers to that to get to the Pearl, and even then, not every oyster has a pearl, right? That that takes time. There's a grain of sand that has to get into the oyster, and it has to develop. And again, this is where I think having the ability to genuinely talk about the thing that you do in a way that's not necessarily bragging, but just to help others understand it, because you don't know what you don't know, until you know, and then you have a decision to make. And I think so many people get hung up on the I don't know that they're not focusing in on what they do know. And when you know, it's easy to talk about

BEATE CHELETTE: 11:44

do you think that people are not clear enough, or business owners are not clear enough about what it actually is that they do or how it helps people, and that's why they're having a hard time talking about it. I mean, I see this in my work all the time where there's a lack of clarity on what it actually is that they're doing. And so it becomes this, like wishy washy five minute painful pitch.

Drewbie Wilson: 12:08

I think there's a couple parts to this. So if you've ever met someone who's just gotten into sales, like selling a new product or service, they're so oblivious to everything that it's easy for them to just because there's so much excitement. And then people who have been in the business for 5, 10, 15 years, they know so much that it's almost hard for them to be able to specifically talk about the thing that the prospect, the lead, the customer, really needs. And so there starts to become this, like hesitance, because it's like, oh, well, I don't know if they're going to need this or they're going to or they're going to need this, or going to need this. And so there's almost like this backwards action where they go from being super passionate and excited to then being like, Oh, I don't you know. And then what's even crazier is when you go from working for someone else, selling someone else's product and service to selling your own there's a whole new mindset shift and reframe to where then, as you said, there's a lack of clarity, because there's so many different things that you might be able to help someone with, but until you've really, really focused in on the one thing, right? That one problem that keeps your prospective client up at night that makes them lose sleep, that makes them feel that pain inside there is it's genuinely a lack of clarity that makes it hard for people to promote themselves, to have these conversations, because the individual in question is not 100% dialed in on the thing that they do the Best

BEATE CHELETTE: 13:40

we already covered that there is a mindset component about reframing the leads into being of service. And the second thing you're talking about now is getting really clear about what it actually is that you help them with. I want to add to this that this niche thinking often is misunderstood as that you're not allowed to do anything else, but the lead thing is the thing that most people recognize you for. That doesn't mean that you cannot do more in the Signature Growth System or in the way you perform it, but it means that that's the thing that most people come to you for, because that's what you are known for, and you have to get very clear on that. I want to talk now about you are a stickler about time management and time what do I need to know about this? Because I I'm very busy. I have a lot of things to do. I am the bottleneck in my company. So I need to make the sales calls. I need to also do the work. I also need to make sure that the stuff goes on the website, that the outreach is done, that the emails are being written, that the funnels are being built. What are you going to tell me?

Drewbie Wilson: 14:51

So in this situation, you have to start with, what is your time actually worth? Because we all know that money. Is a tool that we use to create the life that we want to live around us. It's you cannot not create life without money. It's just one of those things we all have to accept. And so we recognize that time does have an actual value in exchange for what we give. Now you have to think about the time that you're spending, is it actually generating a return on the investment? Because we can all make more money, but we cannot make more time. And so this, to me, is like the number one thing that people have to get clarity on, because a lot of times we haven't thought about it. Like, when was the last time you thought about what is an hour of your time actually worth? If I want to make more money, I have two choices. I can either work more or I can increase the value of the thing that I bring to the time that I share with other people, my skills, my mindset, my spirituality, all the things that I can bring to a person that are valuable to them. And hopefully I'm explaining this well, because I know it gets a little convoluted, but like, your time is a very, very valuable thing, and if you want people to value it more, you have to work on yourself, listening to a show like this, you know, development, reading all the different pieces that go along with it, but that's the only way to make more is either work more or increase your skill set. And so I think getting clear on what your time is worth is a big part of it, because there are some things that are priceless, some things you cannot pay me enough money to take me away from my spouse, my son. There are certain levels to what I know I have to do and have to get out of an hour of my day in order to feel fulfilled and whole,

BEATE CHELETTE: 16:41

yeah, like I would not, nobody touches my facetimes with my granddaughter. I mean, that's just, that's just a given, right? Because that is the most joyful thing that I experience in my life. So many reasons. So what I'm hearing you say again, number one, there is a value I have to put to my own time, and then there is a value that I have to put to the things that are important to me. So now I'm thinking, we're getting into a mathematical calculation, if you really want to know. So now you're telling me that I really need to be more diligent about looking at almost like every hour and saying, what's the value? But that doesn't mean that I cannot have downtime, right? If I value my meditation or my downtime, or my my free time, which I need for my brain to to take a breath. How do we tell me how to maneuver all of this in? Because this is a mathematical calculation. Just looking at you, I know it's a mathematical

Drewbie Wilson: 17:44

calculation. You can read my mind, because,

BEATE CHELETTE: 17:47

you know, yes, exactly.

Drewbie Wilson: 17:49

It is the way that I developed what I called"The Four Sixes Strategy." And so the essentially, when I got into personal development and entrepreneurship, I went all in. I went from making 23, $24,000 a year to my first six figure year. You know, I like went all crazy about it, and I moved my wife from Ohio to Texas, and I was just going, going, going, going. And on Christmas Eve of 2019 my wife handed me her ring back, and she said, Listen, I love you, but you have to make a decision, what's more important, your business or your family. And it was like the ultimate gut punch, because I had to sit there and think like, well, if I snapped and I looked down from heaven, and suddenly my wife's in my bed in my house with some other person, while my son's in the other room crying, like, how am I going to feel about that? Well, first of all, it doesn't I don't think that would be heaven in my mind, but like, here nor there. And so I started thinking to myself, well, what do you mean? And I had to realize that even when I was at home, in my mind, I was in this future business entrepreneur, this life that I was creating for us, but they weren't there. They weren't in my mind, like mentally. I was picturing them there with me, but in that current moment, I was staring off into space while they were watching a movie, or my son was saying, Hey, why won't you play Legos with me? And I'm like, staring at my phone, trying to work out all these different details, and do the marketing and do the sales and do the follow up, and all the pieces that we have to do as small business owners and entrepreneurs. And so I started thinking back to what is my time worth? And am I giving it to people who don't necessarily deserve it in that moment? And so the four sixes is this. There's 24 hours in a day, no matter how you slice it up, unless you're some crazy flat earth or some crazy, you know, whatever. Again, like the large majority of us will agree, there's 24 hours. 24 hours, yes, and to me, there's really four areas of life that are super important. And you could pick these apart however you want, but sleep is number one. Yeah. And what you see a lot of times is that people will put themselves at the bottom of the list of important things. That's why they get out of shape, that's why they burn out. That's why they're unhappy, unfulfilled, and the thing that they said brings them the most joy to do suddenly they hate to do it, which is why they don't want to pick up the phone and call the damn leads. But what's interesting is, if you've ever gone on a flight to anywhere, the first thing they tell you in the safety briefing is put your own oxygen mask on first, or you become a burden to everyone who's around you, because if you can't breathe and you pass out, they have to take care of you. So how is it that small business owners, entrepreneurs, professionals, will say, Hey, I'm doing all of this for my family and for this legacy, but they're not taking care of themselves. And that, to me, was a big awareness of like, okay, well, hold on a second. If there's 24 hours in a day and there's four areas of life to me that are really important, how am I going to slice those up to create balance. And I know that's a whole taboo subject in and of itself. You know, you have grind culture and all these people out there that say you just got to work more. You got to do more. Okay, fine. And also, what if the things that we're doing are being done with intention? And if I know, hey, I'm going to sleep for six hours because I can survive on six hours of sleep. That might not be forever, but for now and then, I want to make sure I spend six hours on me, my faith, my fitness, my mindset, I want to read. I want to develop myself so that when I spend this time my most valuable asset that it is more valuable than it was the day before. Okay, cool. Well, I know I need to spend time with my family, because they're very important to me, and I've almost lost them once. I certainly don't want to go through that again.

BEATE CHELETTE: 21:47

Yeah, I can only imagine what a pleasant experience that was. It wasn't pleasant at all. Beate, yeah, I mean, but it's not the stuff like this. Then it is burnt into your memory 100%

Drewbie Wilson: 21:59

and so I started looking at I was like, All right, well, if I know I've got 24 hours every day to invest, God willing, that I wake up today and I've got an opportunity in front of me, how am I going to stack that time in a way that gets the best return for its investment? And that's where the four sixes really comes into play. And if you've ever sat back, have you ever done a time audit or, like a time study for yourself? I'm afraid

BEATE CHELETTE: 22:25

of it

Drewbie Wilson: 22:25

should be because it's you should be because it is going to open you up to realizing there's a lot of things that you're doing in your life right now that are not the best use of your time, and the sooner you become aware of that, the sooner you can start making the decision, right? We said earlier, you don't know what you don't know until you know, and then you have a decision to make.

BEATE CHELETTE: 22:47

Yeah, and I'm going to add a really honest piece here. I think that part of my journey through this is that now, as I'm 60, and I'm a grandparent, and I talk about also the seasons of entrepreneurship. There's a part of this where I frankly, do not want to be as productive as I used to be, because I feel that there was a time for for that I cannot, I cannot teach you at 60 what I taught you at 40 because I was in a completely different place. So I also think there's an honesty. But that doesn't mean that the time audit wouldn't be appropriate, because I can, could and should probably put in this time audit then, well, if that's what you truly believe in, then what's that going to look like in real time? So do you need doodle time? Do you need two extra hours a day where you just give yourself permission to be whatever the wise guy then do that, but make it, make it deliberate. That's what I'm hearing. You say, Am I hearing this? Right?

Drewbie Wilson: 23:50

You are. And what's interesting is that when you start explaining this to people, they're like, well, if everything in my life is on a calendar, that's not really freedom, right? Because everybody wants freedom. But here's the thing is, you're the one who's in charge of what goes on that calendar and what you spend your time on. The issue is getting actual honest and accountability with yourself. To say, hey, instead of scrolling tick tock or Instagram for 45 minutes, I probably could have gone and worked on that book that I keep telling the world that I'm going to write, or, Hey, I could have picked up my phone and called my family that I care about and spoke I could have done more face time with my granddaughter, if I'd have been more intentional with the other time that I spent. What I really love about this and getting that raw honesty is that you know there are things in your life that you still want to accomplish in the years that you have left, and the only way that those things get accomplished is that if you actually get intentional about doing the work that's required to get them. And the only time that you have is the time that you're blessed with. Because we don't know, like we could end this podcast and we could. Walk out the door and get hit by a bus. And so if we're going to get the things that we want, the only way to do so is to actually do the work and invest the time that it takes to do that work. Because a lot of the things that happen, that imposter syndrome, the procrastination, it's all from somebody being like, Well, I kind of want it, but I'm not willing to sacrifice this other thing that I've got going right now, because they don't realize that the small sacrifices giving up that 10 minutes of just messing around and being intentional with it is what gives you the time to have two hours of doodle time, if that's what genuinely creates opportunity in your life. If creating a podcast like this is something that you know can leave a message for your granddaughter, 10, 15, 20 years from now, you're going to be more intentional about making the time to do it, because you start to recognize the value Long Term versus the short term gains.

BEATE CHELETTE: 25:56

Yeah, what I like about what you said is that you're not pushing anyone in a particular timeframe to dictate to say, this is the proven method, which I think people resent, right? This is, I think, the internet marketing trap that we've been falling into, where it's someone singular model that they then proclaim as the fix all solution for many and it just isn't so the framework that you just given our audience really says, I don't care how you value your time, value your time, and then put them into blocks of where your time is best spent based up on what matters to you today. Amen.

Drewbie Wilson: 26:46

Amen. And it's, it's like my calendar on Google, if you looked at it, because that's my boss. When anyone asked me, like, well, who's your boss the calendar? Because that's literally telling me all the things that I know I need to, want to and get to do in my life, and it looks like a giant Tetris board. There's colors everywhere. There's 15 minute slots, 30 minute slots, hour slots. Like everything is color coded based on what it brings to my life. Sales calls are green, and connecting with family is purple. And everything has a way about it, so that when I look at it, it's very easy to say, here's what I'm going to do today. And if I can do all of these things, I know it's going to put me X number of steps closer to my goal, which is creating a life that I can be proud of for me. Because again, success is a perspective. My version is different than the listeners. I don't care what your version is, as long as it leads to you being a good, wholesome person who contributes society into some way. Like, that's kind of my non negotiable. Like, you got to be a good human and you got to do things that bring value to you and the people around you. Like, that's the only thing I say with this framework. But the rest of it, you want to fly jets. You want to drive Lamborghinis, like, cool. You want to spend more time with your grandkids and go to their baseball tournaments, and just know that even if you don't have an unlimited amount of money, you get to have those memories. I love that, and I support that too, because I'm not here to tell you how to live your life. I'm simply here to share what's helped me live the life that I'm proud of, and if it can help you, then, by golly, why wouldn't I want to share that with you?

BEATE CHELETTE: 28:19

I love that so much. So if somebody now listened to the show and says, I gotta call the damn leads, where are we gonna send them?

Drewbie Wilson: 28:26

You're gonna send them to callthedamnleads.com but more importantly, what I would really love them to do is, if they're starting to have that recognition, I want them to share this show like, grab the podcast link, take a screenshot, whatever, share it on social media, send it to someone that you know and love, that could give value out of it, because that, to me, is the true meaning of doing this. The message is what matters. And if you really enjoyed it, share it with someone. And if you share it on social media, and you tag@callthedamnleads, well you already know I'm gonna follow up with you, like, that's what I do, but it's gonna mean a lot to me and Beate, because it's gonna say, Hey, I invested some time here today, and I got something of value out of it, so much so that I really feel the need to share this with others, because that's why we do this.

BEATE CHELETTE: 29:12

Yes, I love that so much. Yes, I think it's a very powerful endorsement. Thank you so much. And I couldn't have said it any better. So that's it for us for today. Drewbie, you've been amazing. I love the energy you brought and really feel like we were able to frame this in a very non judgmental way. For anybody to walk away and say, I'm going to have an opportunity now to get this straight in my head of what matters and how I'm going to get to what matters faster.

Drewbie Wilson: 29:40

Amen. All

BEATE CHELETTE: 29:41

right, and that's it for us for today. Thank you so much for listening or watching this episode of the Business Growth Architect Show, and until next time, that's it for this episode of the Business Growth Architect Show, Founders of the Future, if you're done playing small and ready to build the future on your terms, subscribe, share and help us reach more Trailblazers like you, and if you're serious about creating, growing and scaling a business that's aligned with who you are, schedule your uncoverysession at uncoverysession.com. Lead with vision. Move with purpose. Create your future.