No need to re-invent the wheel on this one. Total attribution goes to Ray Higdon.
I simply think this is so important to understand (and he does such a good job of explaining it) that I want to include it here;
There is a video on this page as well as the article: https://rayhigdon.com/the-art-of-prospecting-successful-people/
Good stuff. Take notes with the objective of integrating into how you view and manage your business.
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