Q: How do I know if I have what it takes to be an effective prospector?

A: Effective prospecting skills are essential for an agent to be successful. Picking up that phone day after day to set appointments is a challenge for even the most experienced producers.

I found it reassuring when I read the list that Sid Walker had created about the characteristics of an effective prospecting mentality. Sid is the founder of the Selling Without Wrestling Society, and the author of six books.

Here are his tips for how to develop an effective prospecting mentality:

  • Continually monitor the bigger picture. Don’t be concerned with any one aspect along the path.
  • Tirelessly maintain a positive vision no matter what happens, and keep your eye on your long-term goals.
  • Trust your ability to succeed. Don’t be concerned with how you succeed, as long as it is done with integrity.
  • Trust the power of your intuitive instincts to creatively guide you along the most effective and efficient path to achieving your goals.
  • Possess no fear of making mistakes. See mistakes as a required part of the process of reaching your goals.
  • Have no fear of failure.
  • Take action without knowing exactly how things will turn out. Trust that if you do what feels right with a positive vision, you will succeed in one of two ways: 1) You’ll get the result you want, or 2) You’ll learn something that is required to achieve the result.
  • Have fun meeting and getting to know new people.
  • Give each call 100 percent of your creativity, skill and sensitivity.

If you meet the criteria listed, here is a list of what you need to pledge to do when prospecting:

  • Accept the reality of prospecting and realize that no matter how skilled you are or how wonderful your products are, some people are going to be interested and some are not.
  • Accept that you don’t know which people are going to be interested. Accept the certainty that if you continue to make calls, there will be people who are interested in what you are offering.
  • Accept the Chemistry and Timing Formula that says you are going to hit it off with some of the people you meet and that some of those people are going to be ready for what you’re offering.
  • Accept the reality that it is your responsibility to regularly initiate prospecting activity.
  • Accept that the only way you can lose at prospecting is not to do it.

For more from Margie Barrie, see: