Prospecting TIP

Craig Templeton told about his 6-step prospecting process at the 1985 MDRT meeting in San Francisco. It's still valid.

1. Focus on prospecting (where a person is willing to meet you to have a discussion about life insurance).

2. Make a daily goal. Craig's was to get 2 prospects a day.

3. Fix a block of time to do this each and every day.

4. Reward yourself. Each day Craig met his goal he rewarded himself by saying "I feel good about myself."

5. Set a visual reminder of what you must do. Craig used a rock on his desk, another man a spot of red nail polish on his watch crystal. You need a reminder.

6. Make a commitment to do this. Make a contract with your spouse, "I'm going to do this every day for 5 days", and when you do arrange for something else to happen---you'll take her out to dinner.

Craig says that using this 6-step system is hard work, but after you do it regularly for 60 to 90 days you develop a 'positive addiction'---you don't necessarily like it, but it makes you feel good when you've finished. Like jogging!

Prospecting TIP - To learn more about this author, visit Donald F. Pooley's Website.

Like this article? Share it with your friends

E-Mail | Print | More

Related Articles
Get In a Rut
	Ruts have a bad name. Which is unfortunate, because they're useful.
Sales Prospecting Techniques
	What is it that makes one sales prospecting technique work like magic and the next not? Is there a secret to developing a sales prospecting technique that consistently delivers a good, steady stream of warm, if not ...
Prospecting's 8 Simple Steps©
	Prospecting is the most important selling skill. It is the only selling skill that puts you in a position to use all your other selling skills. Here is all you need to do to get Prospecting working for you.
Prospecting it is simple only DOING counts
	Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone...
Prospecting - Time really is money©
	The time we spend in effective Prospecting pays rich rewards. It is the time we don't spend in Prospecting that can end our careers. Here is a quick set of reasons why we all need to Prospect regularly.

---

Related Forum Posts
	Prime Means of Selling