2/5/2025-No, no, no…you LOVE prospecting

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

There is no magic pixie dust that’s gonna save ya on the prospecting thing. You must put in the time.

Prospecting is hard if you decide it is.

The best prospecting results occur when you put on your Happy Hat and ask, "Where is my next best friend? …where does s/he work? Where is my next champion hiding?"

Today, follow these two common prospecting applications:
1. Use the burst/frequency strategy: spend a short period of time on hard-core prospecting and repeat frequently throughout the day.

2. Create a fun competition between you and a few others in the office to help motivate you. "The first one to get a meeting wins!" (Wins what?? …a stuffed animal? Something!)

You will get rewarded if you put in the time…you just gotta put in the time.

Prospecting starts with attitude, as it only helps by repeating phrases like, "I can do this, I WILL do this." But it doesn’t get real until you start the DOing.

The sellers who continually hang out in the TOP 10% will tell you that prospecting perseverance is the number one skill needed to succeed in sales. (Objection handling is a close second.)

Much has been written on prospecting, but psychologists are those who offer the best insights on how sellers like you can fight through prospecting aversion. This has nothing to do with time on the couch; it’s merely appreciating a few truths about behavioral modification.

This is not a blame game. The game you should be playing is the change game.

What will you change in order to spend more prospecting time?

Start with a good attitude; deciding whether or not you want to excel at prospecting is just that, a decision. Everything else – tactics, emailing best practices, networking – is just a list of tasks that must be done to reach your goals. They’re important, but the attitude is the engine that drives the action.

This YT short is so silly and fun, you’ll want to watch it over and over.

BUT WAIT!

Before watching it again, turn it off and force yourself to power prospect for 10 minutes.

This is a test of discipline.

Without discipline, prospecting muscle won’t strengthen.

Do you want to cave and watch a silly, hypnotic video of parlor tricks that promote procrastination, or do you want to work to find your next champion?