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Prospecting Mindset Conditioning

Prospecting

09 Feb Prospecting Mindset Conditioning

Posted at 04:04h in Prospecting by

Creating New Prospecting Habits

I believe it’s true that some things never change. While technology has the power to do many things, I believe that the old-fashioned way is still one of the best ways to achieve great prospecting results. The internet and social media are also great ways to market yourself, your business and achieve results depending on the amount of funds you want to invest.

Let me share with you how I created a prospecting habit in my sales career. When I began my career in the insurance industry as an agent, I didn’t have many people in my warm market. Therefore, my manager told me that my potential clients were going to be individuals, families and business owners. Hence, every day I would go out looking for individuals, families and business owners to present my products to.

My manager also told me that I couldn’t go home or go back to the office until I made a sale, or had an appointment to make a sale. He taught me that my prospecting and closing average was going to be 40-6-2. Talk to 40 new people per week, make 6 appointments and close 2 sales. As I got better with my value proposition, the average would improve. I did this prospecting style for a whole year and achieved measurable success. After two months, this became a habitual behavior and I became addicted to business-to-business prospecting.

Post COVID-19

In the 21st century, things have changed a lot as mindsets have changed the habits of many advisors. During COVID-19 prospecting face-to-face became difficult. Therefore, we needed to find other ways to prospect such as social media, email, videos, virtual presentations, online business, etc. Post COVID-19, I believe it will be paramount to understand your prospecting and closing average of 40-6-2. Understanding it in regards to all methods of prospecting such as face-to-face, internet, social media, e-mail marketing and seminars to build or rebuild your business.

Are you prepared to invest 30 to 60 days to create a new prospecting habit and achieve more success in your life and business?           

Don Xavier
dxavier@donxavier.com

Don Xavier’s speaking and writing inspires people to take action and his keynote deliverance is a moving, self-management program for anyone who wants to shake off mediocrity and live up to their greatness, today.