In the movie Wall Street, the character Bud Fox has a famous line at the beginning of the flick right before his first meeting with Gordon Gekko. He says, “Life all comes down to a few moments…this is one of them.” During the meeting, Gekko adds, “This is the kid, calls me 59 days in a row, wants to be a player. There ought to be a picture of you in the dictionary under persistence kid.”

Before you shake your head and tell me to stop quoting movies every week, think about those quotes. They actually make sense. In fact, I bet 99% of people reading this (or anyone who has ever made a cold call in their life) can finish the remaining dialogue in this scene verbatim. Yeah I know, the movie Boiler Room already did that for you.

Ok, now I’ll get to the point. The definition of persistent (thanks to Webster) is: existing for a long or longer than usual time; retained beyond the usual period or continuing without change in function or structure.

Simply stating, it’s pure repetition. Any successful cold-caller will fully understand this definition. And the only way to become a successful cold caller is to live by this definition. Yes, it’s a grind…but it’s a grind with limitless possibilities. Not everyone gets the Glengarry leads…because as we all know…the Glengarry leads are golden.

Want my honest opinion? Well, put that coffee down and drop your brand new set of steak knives…focus on the Cadillac.

Keep grinding and fight through every objection. Be prepared and learn from every conversation. Your colleague sitting next to you may try to get you to leave the office early by offering a night at Madison Square Garden, where you can enjoy the company of ‘the Knicks and Chicks.” Don’t do it…stay persistent.

Had enough movie references yet? (And for the record, I’m extremely disappointed in those of you who did not understand the “Knicks” quote.)

But I digress…no matter if you are Bud Fox selling stock, Ricky Roma selling real estate or just some guy selling prospects in the automotive industry, remember the golden rule…A-B-C. Always Be Closing… bag the whale.

And again, I know, most of them went to jail at the end of the movie…but you all get my point.

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