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There’s all this noise associated with prospecting. Here’s the bottom line: if you don’t have people to call on, then you’re out of business. If you get one hundred referrals a month, you will be more successful beyond your wildest dreams. Most people don’t prospect because their belief is weak. They don’t want confrontation. They get delayed gratification of “not asking.” Many others have an old tape playing in their head that says, “I’ve got to earn the right to ask for a referral.” Who told you that?
Instead of this noise, what if you fundamentally think of prospecting as your business plan? What are the most important things you need to be doing? The answer is to fight to see people and get in front of people. The easier, softer road to do that is to become a black belt in prospecting. It’s about becoming so connected to your value and to the marketplace that you want to share your story with as many people as possible and give them the opportunity to tell you no.