Every day, make time for phone calls. Plan one or two hours (if not more) into your schedule for doing nothing but making calls. Reaching out to people.
A couple of things to know about this: One, you have to plan it—put it on your schedule. And two, this time is sacred. Don’t check your e-mail, don’t file, don’t open mail, don’t even take phone calls. Get your list in front of you, and simply call out. Why? Because if you are calling out every single day, one, two, three hours, or whatever it is, you will always have people calling you back. You’ll always have something in the pipeline.
Want to know how to get the greatest return? Do it in the morning. That leaves the rest of the day for people to get back to you. Some will call you back that day, some in a couple of days, some may take a week, but if you’re calling out, prospecting new business, reaching out, you’ll always have it coming back to you.
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