Counter to popular belief,I maintain that money does grow on trees.How? In our industry,it's through canvassing in the right neighborhood.To grow your business,all you have to do is knock and execute your script.While the idea of canvassing brings a feeling of dread to many-it works.I developed my business in this way.Allow me to explain.Rex was the first salesperson that I hired in my heating and air business.I hired him in the early 1990s,and I taught him how to canvass neighborhoods.With Rex,I taught him what I knew-I duplicated myself with him and every other sales person that I hired later.Canvassing was always the expected behavior when a salesperson had no leads.Although Rex was exceptional at sales,he was often idle.He'd hang out in the office with nothing to do,something I found unacceptable.Wouldn't you? To me,it demonstrated laziness on Rex's part.We needed leads,and he needed to get busy canvassing,so,I told him to get out of the office.Reluctantly,he went.
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