It was a 100% cold call business until you built up a pipeline. If you're working in the north east that means a lot of angry business owners hanging up on you all day. Supposedly when you get some clients referral business becomes more common. Until you're seasoned you also split all your sales with an experienced rep. This feels very aggregating as they already have a book of business. Many people I met loved working there but their extremely high turnover suggests only a few can stomache it.