Selling is a difficult, scary job. And most would agree thatprospecting is the most difficult, scariestpart. That's why most producers come up with countless reasonsto avoid it.

But, that's not OK; you have to own theresponsibility.

People only embrace the pain of change once the pain of thestatus quo becomes greater. You will only embrace your prospectingresponsibility when you realize avoiding it is the scarier option.And, if you are the responsible professional I'm sure you are,there are at least four things scarier than making that call.

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