The Importance of Understanding the Math of Cold Calling

When did you start to understand that it was a game, the cold calling was a game and you were going to have all this failure? It must have been another aha moment, very early on. Here's where the ignorance is bliss into your ally. I thought, okay, if activity rules success, then I'm going to have much more activity than anyone around me. And I just started to pick up the pace of the calls and had so much activity that I broke through. But that was my bargain. The promise of activity was going to rule success. And I wasn't going to stop.

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