896. The Trash Bucket

Brian discusses the morning he accidentally handed his entire team the leads his company had already thrown away. His director of operations was out of the office, somebody had to decide what the team was calling that day, and Brian went into the system and built the list himself. He pulled a group he believed were old Zillow leads that had gone cold, loaded them up, and put everyone on the phones. Two hours later his agents were asking him where he found the best leads they had ever called. The next morning his ops director came back, audited the work, and told him what he had actually given them.

Brian also discusses the 1963 study that explains why the day went the way it did, and why the result had almost nothing to do with the list itself. He closes with one specific assignment to run this week.

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