went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had

This morning I wrote about my cold calling reluctance, spawned by five easily changeable conditions.

Now, it’s exactly 5:12 p.m. and the official calling day is over.

Did I make myself make calls, and if so, how did I do?

You might recall I was dragging my derriere because of an overactive weekend filled with hiking, karate, swimming, and resistance training.

But instead of wallowing in my sloth, I got up and did 40 reps each with my Soloflex machine and dumbbells, and it really got the blood pumping. I placed the zillion odds and ends and bills and coupons that had been littering my desk into neat piles.

And I told myself it was stupid to guess what prospects would say, the ones I was following up with, when I could KNOW, simply by dialing and smiling.

Let me cut to the chase for you.

I got GREAT results today, closing two new seminar sponsors, which had been my goal.

Of course, there is coordination work to be done, but they AGREED to work with me, and in so doing they triggered an insight that I’d like to share with you.

One of the greatest obstacles that gets in the way of cold callers and sales prospectors of all types is the DOUBT that our work will be rewarded; the false belief that absolutely nothing, or at best some smidgeon of benefit will accrue.

We absolutely have to smash that thought, and before we sit down to make our calls, and whenever we have the most fleeting negative notion enter our minds about it, we must repeat this affirmation:

THE GOOD RESULTS WILL FOLLOW!

I, along with millions of other people, planted some grass seed about five weeks ago. I put topper on it, and watered it every day.

Some small, thin blades started appearing a few weeks ago, but where did my attention go? It went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had

h with my Soloflex machine and dumbbells, and it really got the blood pumping. I placed the zillion odds and ends and bills and coupons that had been littering my desk into neat piles.

And I told myself it was stupid to guess what prospects would say, the ones I was following up with, when I could KNOW, simply by dialing and smiling.

Let me cut to the chase for you.

I got GREAT results today, closing two new seminar sponsors, which had been my goal.

Of course, there is coordination work to be done, but they AGREED to work with me, and in so doing they triggered an insight that I’d like to share with you.

One of the greatest obstacles that gets in the way of cold callers and sales prospectors of all types is the DOUBT that our work will be rewarded; the false belief that absolutely nothing, or at best some smidgeon of benefit will accrue.

We absolutely have to smash that thought, and before we sit down to make our calls, and whenever we have the most fleeting negative notion enter our minds about it, we must repeat this affirmation:

THE GOOD RESULTS WILL FOLLOW!

I, along with millions of other people, planted some grass seed about five weeks ago. I put topper on it, and watered it every day.

Some small, thin blades started appearing a few weeks ago, but where did my attention go? It went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had

h had been my goal.

Of course, there is coordination work to be done, but they AGREED to work with me, and in so doing they triggered an insight that I’d like to share with you.

One of the greatest obstacles that gets in the way of cold callers and sales prospectors of all types is the DOUBT that our work will be rewarded; the false belief that absolutely nothing, or at best some smidgeon of benefit will accrue.

We absolutely have to smash that thought, and before we sit down to make our calls, and whenever we have the most fleeting negative notion enter our minds about it, we must repeat this affirmation:

THE GOOD RESULTS WILL FOLLOW!

I, along with millions of other people, planted some grass seed about five weeks ago. I put topper on it, and watered it every day.

Some small, thin blades started appearing a few weeks ago, but where did my attention go? It went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had

to smash that thought, and before we sit down to make our calls, and whenever we have the most fleeting negative notion enter our minds about it, we must repeat this affirmation:

THE GOOD RESULTS WILL FOLLOW!

I, along with millions of other people, planted some grass seed about five weeks ago. I put topper on it, and watered it every day.

Some small, thin blades started appearing a few weeks ago, but where did my attention go? It went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had

went to the areas where I was getting no results.

I worried about them, peeking at them in the morning and at night.

Finally, I bought more seed and topper and filled in those spots.

Now, I’m getting coverage at about 75 percent of the overall lawn area.

What will I do if the remainder doesn’t grow?

You’ve got it; I’ll plant more seeds until I get the 100% result I want!

By the way, some of those areas that I had almost given up on have just recently started to sprout, and it’s very gratifying.

COLD CALL NOW! PLANT YOUR SEEDS. NOURISH THEM. DON’T WORRY ABOUT THEM. REPEAT: THE GOOD RESULTS WILL FOLLOW.

And if you need more results, make more calls!