Toward the end of 2021, we started cleaning our list with a phone call. Our previous way of cleaning a list didn’t give us reliable information. We were also spending our marketing dollars on many companies too small to be able to afford our services. Our phone calls didn’t take long, about 30 seconds. We would talk to the business, find out the correct company contact, and find out how many computers the business had. We would let them know we would send out a letter and when to expect the package. Our marketing list began to grow with bigger companies and correct information. We immediately saw an increase in sales after implementing this process, and we were seeing 3X the results we had previously gotten from sending the exact same number of letters. We attributed these results to knowing the correct contact to send the letter to and having a list filled with companies that fit as a sweet-spot prospect. By the end of 2021, we had accomplished great things. Since joining TMT, we have grown our MRR to $100,156. We also learned an important lesson in 2021, which caused us to lose the sale of a $6,000-a-month prospect. We didn’t have enough credibility or authority in our marketing materials; this would become a main objective for 2022.