I have always lived by the philosophy – if they haven’t told me to stop calling there is still a chance to do business.

I think the trick is to stay with it in an intelligent way.  Persistence, but meaningful.  If you can continue to offer something from your service that is valuable, do that…it really helps and it’s not intrusive.

I can remember a broker years ago who called me every week for years like clockwork.  We never did any business but he was persistent in a good way and I didn’t mind taking the call.  Now, imagine if he took the time to understand how he could help me and offered me something of value while I was still a “prospect”.

We had a prospect pick their head up this week after a long period of silence…fingers crossed….


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