For the vast majority of agents, I’m willing to bet the biggest obstacle to building the business they desire is a lack of consistency when it comes to prospecting.
Some days you’re just too busy.
Some days you don’t know who to call.
Some days you don’t know what to say.
And some days you just don’t feel like it… “I’ll make it up tomorrow.” (Yeah, right.)
But every call you don’t make is an opportunity lost… A widening of the gap between you and your goals and achieving your full potential.
That’s why, no matter how hard it seems, it’s crucial that you find a way to build consistency into your prospecting.
The ultimate goal is to make it automatic.
Imagine that… What would happen to your business if it was easy and you made all of your calls every day?
I can’t guarantee these three tips will make prospecting automatic, but they’ll definitely take you closer to that goal.
Action Step No. 1: Stop Calling it “Prospecting”
Labels are powerful things.
I don’t know about you, but the word “prospecting” doesn’t get me excited. It doesn’t pump me up and make me feel like I can run through a wall.
(It actually reminds me of a craggy old man holding a rusted pan in a dusty California mine shaft, but maybe that’s just me.)
What I’m saying is I have no emotional connection with the term “prospecting.”
If you feel the same way, do what I do… call it something else!
Maybe something like:
- Appointment Setting Time
- Making My Money Calls
- My Business Building Calls
- My Kids’ Future is More Important than My Candy-Ass Fears
Change the name, change the association, change the motivation.
Find a name that gets you going and fires you up, and forget about “prospecting” forevermore.
Action Step No. 2: Schedule It with Structure
It’s real simple. You’ve probably heard me say it a million times:
“If it’s not on your schedule, it doesn’t exist.”
You must put time on your calendar devoted exclusively to making your calls.
Think of it as important as an appointment with a client.
If you’re already doing that and still struggling to make your calls consistently, it’s time to introduce some psychology into the equation.
Find a way to make it fun. Or up your accountability. Play to your pain or pleasure.
Maybe you “buddy up” with a friend to both make your calls at the same time.
With today’s technology, you don’t even have to be on the same continent to accomplish this. You can use Zoom to visually connect and watch your accountability partner make his or her calls while you make yours.