Chapter 22. What to Say After “Hello”

Want to feel really young again? Like, say, when you were in junior high? Here’s what you do: Set aside a morning or afternoon to do nothing but call strangers and ask them for a date—well, in this case, an appointment for an HJM research meeting. You’re staring at your call list, then at the phone, your call list, the phone. Suddenly, the prospects of being flat broke for the next three years seem preferable to the immediate almost-certainty of feeling like a 14-year-old doofus for the next three hours.

Maybe you just need some practice and a little helpful advice as to what to say after you say hello. We’ve put together a script based on suggestions that Duncan has used with his clients over the years. ...

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