# 408 The Calls You’re Not Making Are Costing You Business
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# 408 The Calls You’re Not Making Are Costing You Business
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There's a recruiter called Sean.
He built a following on LinkedIn. He collected the interested prospects. He added them to the CRM. He added them to the mailing list.
He never picked up the phone — because he was "warming them up."
Six months later he lost 40% of his business to an in-house team, and one of those warm leads finally said 10 words to him he'll never forget: "I did message you, and you never came back."
In this episode, Terry breaks down the silent revenue leak sitting inside every recruitment business right now — the warm hands that got put in a spreadsheet and left there.
You'll hear:
– The real reason you're not calling the people who already raised their hand (it isn't time, and it isn't laziness)
– The "gym in January" analogy that reframes every prospect who's gone quiet
– Why the fear of "seeming pushy" assumes something about your importance that isn't true
If you've ever told yourself "I'll call them once I've done a bit more research," this is the episode to stop pretending with.