Prospecting: A Discipline Done Daily

Many ask “When’s the best time to prospect?” They want an answer that includes a day of the week, the time of day, or both. The right answer is “Six months ago.” Yep, the best time to prospect has passed. But the second-best time is always right now. There’s an enormous difference between 8 hours of prospecting in a single day every three months and 90 minutes of focused prospecting daily. Because agents and marketers do only two things – create opportunities and capture opportunities – it’s not unreasonable to expect that prospecting must be a daily discipline. There’s no way to cram prospecting. Spending an 8-hour day making calls is not the same as making an hour of calls every day. It’s a mistake to believe you can do all the prospecting you need in a day. Pick up the phone. You can do this.

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Age Is A State Of Mind, So “Aim” Younger

Many people are convinced that while everyone else is aging, the person they see in the mirror every morning is magically aging at a slower pace. A study from the University of Zurich determined older adults often avoid the negative stereotypes of their age group by distancing themselves from their age group. Another study, from Columbia University, found considerable evidence that when confronted with negative age stereotypes, older adults tend to distance and dissociate themselves from this stereotype. In most cases, people say they feel about 20% younger than they really are, according to Michigan State research. Beginning at 50, many say they feel about 10 years younger. So if you treat senior clients like old people, they’ll treat you like an interloper.

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