Relentless Prospecting: Part 2

So working on conviction is one thing.

The second thing around relentless prospecting is I want you all individually to ask yourself what brings you joy and excitement and engagement every day around the business, around talking about the business? This is where I deviate from maybe what some firms train. The answer to that question is different for everybody. So for some people it may be going out with top clients, having a conversation with a top client, and catching up and talking about what’s going on in the business and new team members that you’ve hired and having them talk to you about what’s going on in their life. For other people it is going to a networking event and meeting people for the first time and showing off and talking about your firm and what you do. For other people it is getting on a video and talking to strangers and people that you know about concepts that you know really well and that you know that are relevant to them.

Identify whatever activities bring you join excitement. By the way, not all of those activities are the right activities. Some of those activities may be talking to lower level clients or other service providers in the industry who you know, you know more than and so having that conversation makes you feel good because you’re getting a little ego boost. Whatever it is, write out all those activities.

From those activities, identify the activities that intentionally are going to lead to business. So we’re going to whittle away all the activities that are a waste of our time. We may like being on LinkedIn and setting up the ghost-written articles on … I don’t know who would be excited about that, but some people may be excited by that. We’re going to whittle those away and only focus on the intentional activities. So now we’re going to have our checklist of a couple of key activities that we know bring us excitement and joy, that we look forward to doing and we know intentionally lead to business. And then we’re building accountability for ourself. We are guaranteeing that in any given day we are doing at minimum one of those activities, whether it’s meeting with a COI, speaking to a client, getting on video and posting a video. Save yourselves the time of sitting with somebody on your team and having them give you feed lists of people you can ask in a meeting with a client for potential referrals. Do the things that excite you, that produce that dopamine hit, and that we know work and then stick to that each and every day.

Okay, I hope that’s helpful. I will speak to you next week same place, same time.