Lead generation: who to call?

Yesterday, you carved out time on your calendar to network. Now, it’s time to pick up the phone and start dialing. You may already have a number of people in mind that you’ve been meaning to connect with. If so, you know who to call and what to ask for. If not, consider this: Make five phone calls today -- either to a cold prospect, a referral, an old client or another center of influence, say Focus Partners founders Michael Silver and Eric Sheikowitz. Then repeat the process every week. This will help ensure a robust pipeline of potential new business, they say.