This week I am reminded once again that successful cold calling is not really a call by call occurrence it really is a mindset that dictates your approach to life.

Tuesday evening our family was all gathered at the hospital. Overnight we found ourselves in the position of deciding when to pull the life support from my sister-in-law who had suffered a massive coronary and stroke that effectively destroyed her brain. We were working this through when at ten minutes after midnight our nurse entered the waiting room with a solemn look on her face. She let us know that my mother-in-law had just died.

The medical staff was somehow unable to connect with us for four days as we took turns in round-the-clock shifts waiting for a doctor, nurse anyone who could help us follow through with difficult decisions to implement the wishes of our loved one. On the fourth day I finally realized I would be the best one to figure out how to get help. One "cold call" to the office of the hospital's CEO and 20-minutes later, help had arrived. Shortly thereafter, our action plan was charted and we could move forward after seemingly being impossibly, painfully stuck for four days. One call, to the top decision maker got things moving along.

There are many lessons and many marvelous things that have happened during this period of intense grief and I will share those stories in a variety of settings. As for right now, here are a few lessons I am reminded of and want to pass on to you.

1. Life is short. Make the time you spend count. There is no need for you to waste weeks, months, even years "working your way" from the low levels of an organization to the top. Cold call high-level decision-makers from the get go. They want and need to hear from you. If they are rude to you that's their problem. In your mind just say to yourself, "next" and call another prospect. You are on the lookout for the people you want to do business with. It doesn't take many to make for a great year. Go find them.
2. Fear not. Living in fear sucks the life right out of you and keeps you from doing what you are meant to do with your life. Not everyone is gifted with the ability to sell. No doubt about it, you have a gift. Go use it.
3. Use fear to move you forward. Being prompted by fear in a way that helps you grow emotionally and professionally is a most excellent use of that emotion.
4. Love your life and live out loud. Care enough about your prospects to call them and let them know what you have to offer that will make their businesses better. This very well may dictate that you feel the fear ... and make your calls anyway. Get to it.

Thank God in all things. He gives us life greatly to enjoy. Learn your lessons and get on about the business of living - because life is short - and you have an important contribution to make.

Forward this article to friends. They will thank you for it!