Prospecting is an activity that must be performed consistently. Getting up on Monday morning, dreading your week and having a small panic attack is an indication that you don’t have enough prospects. What blocks the road to consistent prospecting? Two factors: a lack of one or more efficient prospecting methods. (You have over 60 articles archived here on LifeHealthPro.com that will give you a large number of methods to place in your arsenal. I wrote those articles for the specific purpose of giving you methods that work.)
The second factor that will lead to inconsistent prospecting has to do with the human condition — our state of mind. We lack motivation. Wherever a crime is committed, the authorities look for motive. If they can find motive, they have a chance to find the perpetrator. In order to prospect, we must be motivated.
A symptom of a lack of motivation is excuses. When I’m coaching an advisor, I listen for excuses. An agent in New England mentioned that there was a 15 percent unemployment rate in his area, which contributed to his lack of prospects. I said that only left 85 percent of the people as prospects. He immediately felt foolish for bringing it up.
A struggling practice that has all of the necessary tools to get the job done but can’t succeed probably has a motivation problem.
Why don’t you get started early? Unmotivated! Why isn’t your calendar full? Unmotivated! Why are you making the income that others make? Unmotivated! Why are you considering a job with a salary? Unmotivated! Is your wife or husband suggesting that you get a job? Get motivated instead.
Are you reading industry publications with articles that constantly tell of new regulations or restrictions, or low interest rates, or advisors being sued, or poor market performance, or competition, or dishonest competitors? Are you consistently de-motivating yourself? Are you looking for excuses? Are you sabotaging your own practice? Stop it! Stay up on new products. Stay up on new methods. Stay up on new concepts. Stay away from negative input.