"What I know and love about cold calling I attribute to the Dale Carnegie training that I attended earlier in my career. I took, 'How to Cold Call and Build New Customers,' a course that gave me more than just the basics when it comes to cold calling, pre-sale activities, and building long-term, positive relationships with clients. Today, I conduct around 100 cold calls per week with a stable 10% conversion rate."

"I had to learn to love cold calling since I was intimidated by the idea, in my earlier career. I did some research and came up with a success formula for cold calling. The steps include first being familiar with the company's unique selling point. Second, identifying the decision maker before my call. Next, learning as much as I can about that person and the company before ever making the call. Once I am comfortable in my knowledge level and research, I ask myself how I can add value to their current situation. My answer to that question is the value proposition that I bring when they pick up the phone. At first, I used a script; however, now, I have the confidence in myself to speak on the fly, leaning on my research and expertise as a Commercial Broker."