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Capital markets is an advisory business. Understanding the debt markets better than your prospect is the way you bring in new business and outperforming the competition is the way you win lifelong clients. A warm introduction is always great but being great at cold calling and following up is key. At our firm, we only hire people with great business development skills or the potential for great business development skills. People are just people and if you can convince them that you will bring them value they will work with you. I have cold-called a billionaire developer and had him try to hang up on me in the first 15 seconds of the call and persevered through his initial rejection ending in a 10-12 minute call. A few more calls and a meeting later we are working on a $100 Million transaction for him.
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