cold calling. I have owned three HR recruiting companies. I have done as many as 100 cold calls in say a couple of hours. I can't remember the stats. I've done too much of it. I know that I have zero fear of making a cold call. What are they going to do? Say no. In real estate and for my own companies as well as for other companies, I've done a ton of cold calling. What are they going to do? Say no. My own idiom that I came up with is that to me a no means 12 yeses, but that's just me. Okay. Everybody needs insurance. So if they don't say yes today, then they may say no. Excuse me. If they say no today, then they may say yes later on. So what is the fear of making that phone call? The worst I can say is no. And then there's the possibility in six months or three months that they're going to say yes. Especially the tone that you use with them, the customer service you give