Call The Damn Leads

In Episode 156, Drewbie welcomes back longtime friend and returning guest Kevin Oneil for a raw, hilarious, and deeply insightful conversation about what actually closes deals—and why discovery will always beat pressure selling.
Kevin shares wild, unfiltered sales stories from the trenches of building Take My Boat Test, a niche compliance-driven business inside the watersports industry. From ego-driven assumptions and unexpected rebuttals, to road-dogging cold calls in rural Florida and learning when not to be the closer, this episode delivers real-world lessons you won't find in a script.
The conversation evolves into a masterclass on product mastery, operator empathy, and asking better questions, showing how trust, values, and lived experience drive sales far more than tactics ever could. Kevin breaks down how understanding your customer's real problems—and connecting tiny operational details to big business outcomes—creates alignment, confidence, and long-term wins.
If you sell anything complex, niche, or relationship-driven—or you've ever felt the tension between hard selling and genuine service—this episode will reshape how you think about discovery, authority, and closing.
 
 
🔥 Episode Highlights
How Kevin went from full entrepreneur mode back into the sales seat—and why it humbled him



The danger of ego in sales and what happens when you assume deals will close "because of who you are"



A raw, hilarious breakdown of real-world objections you're never prepared for



Why "easy money" offers still get massive pushback—and what that reveals about buyers



The difference between relationship-based selling vs hard-close selling



What Kevin learned from road-dogging, cold knocking, and watching a true hard seller in action



A perfect example of reading the room (or not)—including a jet ski-revving hard no



Why most small business owners leave money on the table by not monetizing every touchpoint



How knowing your numbers instantly reframes objections and creates clarity



The power of being an operator-first seller instead of a surface-level salesperson



Why trust, values, and integrity matter more than price in long-term sales relationships



How Kevin connects sales decisions to operations, safety, insurance, and profitability



Why discovery should always be about understanding, not forcing a close



How asking better questions leads to better outcomes—even when the deal doesn't close



The mindset shift that turns sales from "closing" into true problem-solving



Why some prospects simply aren't a fit—and why that's a win



How lifestyle businesses scale when sales, systems, and values align



Kevin's philosophy on building businesses that make money while you live your life

 
 
 
Key Takeaways
Discovery beats closing.
If you're trying to close before you understand, you're already losing.

Ego kills sales.
Being "the guy" doesn't replace value, clarity, or alignment.

People don't buy logic—they buy trust.
Even obvious financial wins get rejected when fear shows up.

Operators sell better.
Lived experience creates instant credibility and connection.

Not every founder should be the closer.
Sometimes leadership means getting out of the way.

Read the room.
A hard no saves more time than forced persuasion ever will.

Product mastery matters.
When you obsess over your product, rebuttals disappear.

Small details signal big problems.
How someone runs one part of their business reflects everything else.

Values move needles.
Know-like-trust still wins—especially in niche industries.

Sales is service, not pressure.
If there's no true fit, walking away is the win.

 
 
Connect with Kevin
📘 Book: From Mate to Millionaire (Available on Amazon)
🎙 Podcast: Awkward Water Sports Guys
🌐 Website: https://destinywateradventures.com/
(redirecting soon to gregandkevinlive.com)
🏄 Businesses & Brands:
• TakeMyBoatTest.com
• DestinyWaterAdventures.com
• SlowGlowChristmas.com
Kevin shares real-world insights on building profitable lifestyle businesses, scaling niche operations, and turning passion into sustainable income—without sacrificing freedom.
 
 
🎯 Call to Action
Call The Damn Leads
"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.
Your weekly dose of:
Wild Sales Stories: Engaging tales of real-life sales adventures.

Proven Tactics: Actionable strategies to boost your sales game.

Humor: A fun and energetic perspective on the world of sales.

Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom.
If you'd like to be a guest on our show, please leave your contact information and a brief message sharing what makes your story worth hearing:
https://callthedamnleads.com/pages/podcast
Follow Drewbie: https://www.facebook.com/drewbierides
Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 155, Drewbie sits down with James Hilovsky to pull back the curtain on the realities of franchise sales, lead quality, and what "passive income" actually looks like in practice.
James brings a rare insider's perspective from years inside the franchise world—working with restaurant brands, NFL-backed ownership groups, and now as a franchise broker helping people avoid costly, life-altering mistakes. From tire-kicker leads and constant ghosting, to scarcity mindset and unrealistic expectations around money, this episode dives deep into the psychology behind why people say they want freedom—but disappear when it's time to commit.
This conversation explores how franchises really work, why most people misunderstand investment and ROI, and why success comes down to fit, effort, and expectations—not hype. James also breaks down emerging franchise trends, semi-passive business models, and what sales professionals should consider when looking to turn commission income into long-term freedom.
If you've ever been pitched an "easy investment," struggled with low-quality leads, or wondered whether franchising could be your next move—this episode delivers clarity without the fluff.
 
 
Episode Highlights
James' real-world "crazy sales story" from the franchise lead trenches
Why ghosting is at an all-time high in franchise sales
The emotional reason prospects disappear instead of saying "no"
Why many franchise leads don't realize money is required
The harsh truth behind "business in a box" expectations
Why a lead isn't really a lead until there's a conversation
Cost per lead vs. cost per conversation breakdown
Why portal leads often look good on paper—but fail in reality
How sales KPIs reveal where the real breakdown happens
James' journey from restaurant executive to franchise broker
Lessons learned from owning multiple franchises pre-COVID
Why most people should not own restaurants
The biggest mistakes first-time franchise buyers make
Matching people to businesses instead of "selling" franchises
How fear and scarcity mindset kill deals
Why effort—not branding—determines success
Industries James actively steers people toward (and away from)
Why boring franchises often outperform sexy ones
Emerging franchise trends heading into 2026
Indoor golf simulators and low-labor business models
What "semi-passive" really means in franchising
How sales skills translate into long-term freedom
 
 
Key Takeaways
Ghosting isn't personal.
Most prospects disappear because they're confronting fear—not rejecting you.

A lead isn't a lead until there's a conversation.
Names and emails don't equal intent.

Most people underestimate the cost of ownership.
Good credit alone doesn't fund a business.

Franchises aren't plug-and-play.
Every model still requires effort, leadership, and accountability.

Restaurants are high-risk for first-time owners.
Low margins and high labor crush unprepared investors.

Boring businesses win.
Home services and recurring revenue models often outperform flashy brands.

Passive income is usually semi-passive.
Freedom comes from systems and management—not absence.

Sales skills create optionality.
Commission income can be converted into long-term assets.

Fear kills more deals than money.
Most prospects walk away before doing the math.

Fit matters more than hype.
The right business for the wrong person still fails.

 
 
Connect with James
🌐 Website: https://thefrandream.com
📩 Email: [email protected]
James helps aspiring owners evaluate opportunities, assess fit, and avoid costly franchise mistakes through education-first conversations and personalized guidance.
 
 
🎯 Call to Action
Call The Damn Leads
"By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."
Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.
Your weekly dose of:
• Wild Sales Stories – Lessons from the trenches
• Proven Tactics – Sales strategies that actually work
• Humor – No-BS conversations about selling
• Expert Insights – From professionals across industries
Perfect for sales professionals, entrepreneurs, and business owners looking to turn income into freedom and build long-term leverage.
👉 Interested in being a guest?
Apply here: https://callthedamnleads.com/pages/podcast
Follow Drewbie: https://www.facebook.com/drewbierides
Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 154, Drewbie sits down with Joel Keith, co-founder of ASP Branding, to unpack one of the most dangerous growth traps businesses fall into: relying on a single sales channel.
Joel shares a raw behind-the-scenes story from his agency's journey—how rapid growth, strong referrals, and a solid network masked deep vulnerabilities in their sales process. When deals suddenly stalled and revenue collapsed, it forced a hard reckoning around sales diversification, accountability, and leadership ownership.
This episode goes beyond lead generation tactics. Joel delivers a powerful masterclass on sales empathy, especially for local service businesses and home service professionals, where sales conversations often happen in high-stress situations. From aligning marketing and sales teams to teaching technicians how to sell without "selling," this conversation is packed with practical insights for business owners, agency leaders, and sales professionals who want sustainable, predictable growth.
If you've ever experienced feast-or-famine revenue, blamed "low-quality leads," or struggled to convert opportunities into real revenue—this episode will change how you think about sales systems and human connection.
 
 
Episode Highlights
Joel's "crazy" sales story rooted in systemic failure—not a single bad deal
How a fast-growing agency went from ~$80K months to under $10K MRR
Why funneling all sales through one person and one channel is dangerous
The hidden risk of relying solely on referrals and networking
What happens when KPIs, accountability, and checks & balances are missing
The wake-up call that forced diversification of lead acquisition
Rebuilding momentum from $45K MRR back toward $75–80K months
Why reopening and repairing existing channels should come before adding new ones
How referral programs can turn clients into active advocates
Using financial incentives to multiply referral volume
The challenges of cold outreach and paid ads for agencies
Why most businesses ignore the leads they already paid for
Aligning marketing with sales instead of blaming "lead quality"
The disconnect between lead generation and sales execution
Why technicians and service pros struggle with sales conversations
How empathy beats pressure in high-stress buying moments
Selling preventative solutions instead of transactional fixes
Why understanding customer stress changes close rates dramatically
The difference between "taking orders" and real selling
How leadership framing affects sales team buy-in
Why preparation matters more than confidence in the field
Small human gestures that build trust and increase AOV
 
 
Key Takeaways
One sales channel is a liability.
No matter how strong it is, relying on a single source of leads puts your business at risk.

Fast growth can hide broken systems.
Revenue doesn't equal stability—processes and accountability matter.

Referrals still matter—but they can't be everything.
They should be supported by joint ventures, outbound efforts, and paid channels.

Old leads are still leads.
Most businesses are sitting on untapped revenue in their existing database.

Marketing can't fix broken sales.
Lead quality isn't always the issue—conversion often is.

Empathy is a sales skill.
Understanding customer stress changes how you sell and how you're perceived.

People buy trust before solutions.
They don't care how much you know until they know how much you care.

Sales is not about pressure—it's about positioning.
Lowering stress builds confidence and long-term value.

Leadership framing determines resistance.
Sales teams buy in faster when coaching is positioned as support, not punishment.

Preparation beats talent.
In stressful moments, people fall back on training—not confidence.

 
 
Connect with Joel
🌐 Website: https://aspbranding.com
📩 Email: [email protected]
📱 Social Media: @AtomicSoulsProductions
Joel and his team share regular insights, videos, and podcast clips focused on marketing, sales alignment, and sustainable business growth.
 
 
🎯 Call to Action
Call The Damn Leads
"By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."
Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.
Your weekly dose of:
• Wild Sales Stories – Real-life lessons from the field
• Proven Tactics – Strategies you can apply immediately
• Humor – Sales conversations without the fluff
• Expert Insights – From professionals across industries
Perfect for sales professionals, entrepreneurs, agency owners, and small business leaders looking to improve sales performance, marketing alignment, and long-term growth.
👉 Want to be a guest?
Submit your story here: https://callthedamnleads.com/pages/podcast
Follow Drewbie: https://www.facebook.com/drewbierides
Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 153, Drewbie sits down with Michael Podolny to explore one of the most counterintuitive—but powerful—principles in sales and business: give to get.
With over two decades of experience in mergers & acquisitions, advisory work, and professional services, Michael shares how his biggest sales wins came not from pitching harder—but from building genuine relationships, serving first, and trusting long-term value creation.
The conversation takes a powerful turn as Michael walks through how this philosophy led him into an unexpected mission in Africa—creating real jobs for women exiting sex work by building a Ghana-based virtual assistant business that serves U.S. entrepreneurs and professionals.
From breaking scarcity mindset, to building follow-up systems most professionals avoid, to proving that social impact and profitable business can coexist, this episode delivers deep wisdom for sales professionals, entrepreneurs, and purpose-driven leaders alike.
If you've ever struggled with networking, follow-up, delegation, or wondering how to build a business that actually matters—this episode will shift how you think about sales forever.
 
 
Episode Highlights
Michael's "craziest" sales story: winning business without trying to sell

Why the give-to-get philosophy outperforms traditional selling

How real relationships compound like a "Rube Goldberg machine"

Breaking out of scarcity mindset in sales and networking

Why doing what you love creates your strongest lead generation engine

The difference between giving value and avoiding sales fundamentals

Why most professionals hate newsletters—and why they desperately need them

How follow-up systems create long-term deal flow

Michael's accidental entry into social impact work in Africa

Building jobs—not just training programs—as the real solution

Turning disadvantaged women into skilled virtual assistants

How Theodore Ghana helps solopreneurs buy back their time

The role of delegation in scaling income and impact

Why AI will never replace real human connection in sales

Building a sales engine that supports both profit and purpose

 
 
Key Takeaways
Giving creates leverage.
The more value you give without expectation, the more opportunity finds you.

Scarcity kills relationships.
Holding too tightly limits growth—abundance attracts it.

Sales fundamentals still matter.
Giving doesn't replace branding, clarity, or value propositions—it enhances them.

Follow-up is where deals are born.
Most professionals lose business simply because they disappear.

Do what you love—and let curiosity do the selling.
Passion builds trust faster than pitches ever will.

Training without jobs doesn't create change.
Real economic impact requires real employment.

Delegation multiplies effectiveness.
High-value work belongs with you—everything else should be outsourced.

Break-even is a massive win.
Sustainability comes before scale.

Sales engines create freedom.
Systems outperform effort every time.

Purpose amplifies profit.
When business serves people, everyone wins.

 
 
Connect with Michael Podolny
🌐 Nonprofit / Business Incubator: 
https://theodoraafrica.com
🌐 Virtual Assistant Services (Ghana):
https://theodoraghana.com/
📩 Email:
[email protected]
Michael's work bridges the gap between entrepreneurship, ethical outsourcing, and sustainable social impact—proving business can be both profitable and transformational.
 
 
🎯 Call to Action
Call The Damn Leads
"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."
Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.
Your weekly dose of:
Wild Sales Stories: Engaging tales of real-life sales adventures.

Proven Tactics: Actionable strategies to boost your sales game.

Humor: A fun and energetic perspective on the world of sales.

Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom.
If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing!
https://callthedamnleads.com/pages/podcast
Follow Drewbie: https://www.facebook.com/drewbierides

Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 152, Drewbie sits down with Dusty Holcomb for a deep, thoughtful conversation that reframes how sales professionals think about value, leadership, discipline, and long-term success.
Dusty shares how his first real exposure to sales started at just 16 years old in a high-end men's clothing store—and how those early lessons shaped every leadership role he's held since, including serving as a CEO and President. Rather than treating sales as persuasion or pressure, Dusty breaks down why sales is really about education, guidance, and value creation.
From knowing when to say no to a deal, to building trust through expertise, to applying the mindset of Ironman endurance racing to sales consistency—this episode is a masterclass in what it actually means to sell with integrity and confidence.
If you believe sales is something you do to people, this episode will change your mind.
If you believe sales is something you do for people, this episode will sharpen your edge.
 
 
Episode Highlights
Dusty's first sales role at 16 years old—and why it changed everything

Moving from stock boy to top salesperson without "selling"

Why sales is education, not persuasion

The mentor who taught Dusty that sales is something you do for someone

Understanding the buyer as the hero—and the salesperson as the guide

Why expertise builds trust faster than charm

Selling $5 instead of $3 by creating real value

How sales principles translate into executive leadership

Knowing when to say no to a deal—even when it's easy money

The danger of value mismatch between buyer and seller

Protecting brand promise over short-term revenue

Why great sales professionals are confident enough to walk away

Lessons from running five Ironman races

The discipline of process over motivation

Why consistency beats inspiration

Hearing "no" as "not yet"

Why the race—and the sale—is the reward

 
 
Key Takeaways
Everything is sales.
Every interaction is about creating value—inside and outside the deal.

Sales is not something you do to someone.
It's something you do for someone.

The buyer is the hero.
Your job is to guide them—not be the star.

Expertise creates trust.
When you understand your product deeply, people invest confidently.

Confidence is knowing when to say no.
Not all business is good business.

Value mismatch kills relationships.
If you can't deliver what they truly value, walk away.

Protect the long game.
Short-term revenue is never worth long-term brand damage.

Process beats motivation.
Pros do the work even when they don't feel like it.

Sales resilience matters.
"No" often means you haven't earned the right—yet.

The finish line feels best when you've done the work.
In sales and in life, the race is the reward.

 
 
Sales, Leadership & the Ironman Mindset
Dusty draws powerful parallels between endurance racing and selling:
You need a plan

You trust the process

You show up on hard days

You execute consistently

You don't quit when it gets uncomfortable

Just like Ironman training, sales success isn't about bursts of motivation—it's about daily discipline.
 
 
Knowing When to Say No
One of the most powerful moments in the episode is Dusty's story of turning down a deal—even when the prospect wanted to buy.
Why?
Because true sales leadership means protecting:
The client's outcome

Your brand promise

Your team's integrity

You haven't "arrived" in sales until you can confidently say no—and explain why.
 
 
Connect with Dusty Holcomb
💼 LinkedIn: https://www.linkedin.com/in/dustyholcomb
🎁 Free Resource for Sales Leaders & Sellers:
Rules of Engagement Guide
A practical workbook to help you clarify expectations, values, and how your team can win together.
🌐 Get it here: https://arcqusgroup.com/
Dusty works with CEOs, executives, and sales leaders to bring clarity, alignment, and speed to their organizations.
 
 
🎯 Call to Action
Call The Damn Leads
"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."
Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.
Your weekly dose of:
Wild Sales Stories: Engaging tales of real-life sales adventures.

Proven Tactics: Actionable strategies to boost your sales game.

Humor: A fun and energetic perspective on the world of sales.

Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom.
If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing!
https://callthedamnleads.com/pages/podcast
Follow Drewbie: https://www.facebook.com/drewbierides

Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads