My good friend and colleague Mike Frank, who has made, by actual count, over 19,000 “warm” calls (negative folks call them “cold” calls), points out that the key to dealing successfully with averages is to (1) make enough calls or presentations; (2) be as effective as possible on every call; and (3) make mental and/or written notes on every call as to what you did right, what you could have done better, and how you can make your next presentation even more effective.
