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It may come as a shock to most people, but when times are tough, falling back on old behaviors and activities that used to work like magic is probably the worst thing you could do.

For example, as the market tightens, I see a lot of brokers step up their cold-calling activities. They spend untold hours on the phone every week, making cold calls (one guy I met in a social event boasted that he spends 29 hours a week - minimum - making cold calls!)

That makes absolutely no sense!

Here’s why…
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