"We're still were happy to have those policies, of course," Hawkins says. "But [with] renters insurance, you don't get as much as you do for an actual homeowner."
Hawkins works every last benefit out of the lists. Some of the leads he contacts are 65 and older, so he upsells them with life insurance policies. And when infofree.com starts offering its own CRM, he's going to start using it.
"We still want more homeowners and we still want more life [insurance customers]," he says. "So I would say we reached our goal, but we're trying to exceed our goal right now."
In the meantime, Hawkins remains a huge fan of the cold call. But then, he's always got a positive outlook, finding the glass is always half-full in Inglewood—unlike Tupac Shakur and Dr. Dre sing in "California Love," that "Inglewood [is] always up to no good."
So while some may agree with the song's lyrics that it's the "wild, wild West," Hawkins has his own beliefs about reaching out to the homeowners in California through cold calls spurred by looking at lists: "It's proven."