6/2/2025-Just get ONE meeting today.

If you’re like most sellers, you absolutely, positively, resoundingly hate prospecting. (Well, except for Paul Cassar…he LOVES prospecting! Good on ya, Paul!)

But you don’t have to love prospecting, you simply have to DO IT. Veggies don’t just appear in your garden, and groceries don’t just appear in your fridge.

Fact: no prospecting, no pipeline. No pipeline, no commission check. No commission check… hmmm. Now what?

Prospecting isn’t that hard. Getting started and sticking to it is hard.

Summer Mondays are tough, huh?

But as you look at this week’s calendar, wouldn’t you rather have more client meetings than internal visits? Of course.

Today, establish two 30-minute calendar blocks and dedicate that time to prospecting. (If two is easy, up it to three or four blocks.) Before you dig in, write the following on a Post-it note and stick it to your laptop:

"No distractions. No excuses. Just hardcore prospecting."

You are so much better at prospecting than you think you are!

Sure, you lay off it for a few days and then you get rusty…and then it’s daunting to restart.

Totally understandable.

It’s not the rejection that is the obstacle for you – heck, you’ve dealt with rejection your entire career – it’s just hard getting to the point where prospecting is a habit.

To help you develop that prospecting habit, focus on incrementality.

There’s a perception that prospecting requires big chunks of time because, supposedly, momentum comes when you stick with it and find your groove. But that may not work for you. Time demands and daily pressures make it such that if you can squeeze in 30 minutes of prospecting here or there, you will still be able to fill your calendar.

Try stuffing as many 30-minute blocks of prospecting into your week as possible.

If you commit a 30-minute prospecting block each day, that’s a total of two-and-a-half hours a week of prospecting…out of, let’s say, a 50-hour work week, that’s 5% of your week. Only you can answer if that’s enough to get you into the TOP 10%…but it’s a darn good start!

In the spirit of today’s focus on prospecting, overthink NOTHING!

If a name pops into your head: call him!

If you see a post by a client on LI but haven’t spoken to her in months…who cares…?! Email her!

Swat the excuses away and JUST DO IT.

Shia LaBeouf will help you with the swatting in this classic 1-minute exhortation.