Let prospects refer themselves to you

I am 26 years old, and I have found that, at my age, the fact that I am successful is not enough to get good prospects to give me some of their valuable time. However, the following technique has worked again and again for me.

I made a list of the successful businessmen I knew. I then called them and got great response with this approach.

I told the prospect that business for me was fantastic. I said that I had an idea that every person I had seen recently had been excited about.

I then told the prospect that I was looking for a particular kind of person for whom this idea was perfect. I then described the prospect to himself, down to such fine details as income and position in company.

I then asked the prospect, “Who do you know who fits this description?” The prospects then referred me to themselves!