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In this segment, the speaker urges real estate agents—especially newcomers—to abandon cold‑calling strangers (the outdated “Yellow Pages” approach) and instead focus on “warm calls.” Warm calls are defined as phone conversations with people already in the agent’s contact manager, implying an existing connection. The speaker stresses that agents already have a wealth of potential business saved in their phones but often overlook these contacts while searching for a quick, easy solution. He reinforces that real estate is a challenging business that requires consistent, hard work rather than a silver‑bullet shortcut.
