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John Salustri

John Salustri has covered the commercial real estate industry for nearly 25 years. He was one of the founding editors of GlobeSt.com, and is a four-time recipient of the Excellence in Journalism award from the National Association of Real Estate Editors. Contact John Salustri.

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Once you begin doing cold calls for 15-20 minutes they often begin feeling OK. It's the thinking about them ahead of time and resisting the thought that's oftentimes the real problem. One top Cushman & Wakefield broker I interviewed says he pretends that he's a "cold-calling character" whenever he's making his cold calls, so that when he gets rejected, he feels that they're rejecting the character, and not rejecting him personally.
Posted by Jim G | Friday, September 14 2012 at 10:45AM ET