GIRAFFES, EGGS, FROGS, AND OTHER MANAGEMENT STRATEGIES by Emily Huling Bringing out the best in employees takes creativity. A successful boss treats customers and employees ...

Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.