The first step is to identify your market as clearly as possible. Then, organize them in a fashion that will allow you to call a group of them in sequence. You may use something as simple as a file box with 3x5 cards that contain the necessary information. Once you have your information organized, you will want to pull 20 names to call. Sit in front of the phone, with all of your distractions removed from view.
Distractions range from bills to newspapers to unfinished projects.
Once you have a clear workspace, it is best to begin a habit of calling on 20 names in a row. I call this a 20 Call Burst. You can have great ads, marketing materials, and more, but nothing serves you as well as generating activity. It is not as intimidating as it may seem. Let's walk through a few ideas to help you prepare for each conversation.