By: Daniel C. Finley

Keep Swinging For the Fences

When it comes to prospecting, you really have two choices, to do it consistently or not to do it. There isn’t much gray area.  For many advisors/agents, prospecting is a task that a majority tend to procrastinate doing even with the knowledge that they need to.  They also use various excuses for why it is so challenging. I hear them from 90% of my clients. 

Babe Ruth said it best, “Never let the fear of striking out get in your way.”

He was known for hitting home runs and for many years was called The Strikeout King. He struck out 1330 times in his career! But, that didn’t deter him from taking the next pitch. In other words, he knew the value of giving it his all by continuing to swing for the fences.

If you are not sure how to keep swinging yourself by incorporating prospecting activities into your day, the following strategies will help get you on track.

Strategy #1: Prospect Early In the Day

Start your day off by making prospecting calls. You can’t succeed if you don’t get up to bat.  

Josh M., a veteran financial advisor wanted to take his business to the next level. Typically, he would plan out his daily schedule making prospecting the last item on his to-do list. After placing prospecting as his first task of the day he rapidly started placing people into his pipeline.

Strategy #2: Focus on Each Call

Focus on each call, all that matters is what is in front of you at any one given time (just like Babe Ruth did with the pitches).  

Like most advisors, Josh was told from day one that prospecting is a numbers game, the more people you call, the more success you will have. While that is partially true what he didn’t know was that by slowing down and focusing on a current call he could increase his success ratios even more. As Josh’s professional coach, we role played increasing his listening skill sets and how better to be present on each call using a technique called “Empathetic Listening”.  This process enables the prospect to know that they are being heard.  By Josh practicing this, gave him more confidence in establishing better connection with his prospects.

Strategy #3: Be Professional

Keep in good form by knowing what you are going to say by mapping out a framework ahead of time and know how you will handle objections.

In order to increase the quality of Josh’s calls we focused on a technique known as “Framing the Conversation” as well as four different way to handle objections. It didn’t take long before he realized that prospecting like a professional means to be prepared for making prospecting calls and not to wing them.  The quality of each conversation is more important than the quantity of calls made in a day!

Strategy #4: Know Your Value

Speak with confidence and never be afraid to strike out.  

After a few weeks of starting each day prospecting, focusing on each call and being prepared by knowing what to say and how to say it, I noticed a transformation in Josh’s personality. He was actually enjoying making prospecting calls. His growing confidence was evident in his voice and that element was adding to his success.

Why Consistent Prospecting Works

Babe Ruth knew that stepping up to the plate, focusing on the pitch and putting  heart into the game was the only way he was going to reach (or exceed) his potential. He didn’t let labels like being called The Strikeout King deter him his next time at bat.

The reason why consistent prospecting works is because it helps advisors/agents hone in on current opportunities rather than past obstacles. The more you persist and regularly manage your prospecting efforts the more success you will find. That can be a game changer!

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