On average, it takes six "impressions" - cold calls, messages, letters and emails -- to get an appointment out of one lead. So I would like to set a daily challenge for each of us in 2005 - make six more sales calls between 8:30 and 9:00 a.m. every day and you'll have 20 more appointments in January alone!

What are your odds of uncovering business? No one knows, but I can tell you this, if you invest one half hour of your time to make six more impressions a day, you'll get more business. I would like to invite you to this challenge so we can track your progress.

Have you thought about your odds in Las Vegas? It probably takes at least 10 - 20 quarters to actually win 4-50 quarters back and that is a game with odds on the house's side.

In a sales call, you have the odds on your side because you always know what to say since you've been traveling on the "Sales Firing Line" with me the past few months. "Hello, I don't know if you're the right person, but maybe you can point me in the right direction..."

If they say, "I'm not the right person," you will have a simple response so you can continue to dig deeper into that agency. "Then can you please help me because I'm obviously lost. I am committed to assisting your agency and I would like to speak with the key person who would need my assistance..."

Because government employees are extremely helpful, your odds are that 9 times out of 10, they'll either point you to the right person or invite you into their office to learn more about doing business with them. When they pass you onto someone else, your odds of closing an appointment have doubled at least because you have been referred. We call that a warm call - not a cold call.

If you just uncover one deal this year worth $1,000,000, don't you think that is worth one half hour and six phone calls a day?

So, let's be on the Sales Firing Line together - Make six additional contacts a day and let me know your progress. I would love to add up all of the additional business across the country as a result of this campaign.

You're not alone, let's all do it together - Six more calls a day = 20 More Appointments a Month =240 Appointments A Year! If 10% were orders, that would be 24 Orders at an average of at least $100,000 each That's $2.4 Million Dollars In Additional Business This Year!