Have you ever been so busy that you thought you didn't have time to prospect – so you didn't? I hope so. That is, I hope you've experienced doing so much business that you thought you didn't have time to prospect. With any luck, your busy streak lasted for a good, long time.

But the operative word in the last sentence is luck. Because without prospecting to keep your pipeline full, no matter how busy you are, your luck will soon run out.

You see, that busy streak you've experienced was the result of all the prospecting you had done previously. Sometimes you see the results of your prospecting almost immediately but it's not unusual to see your prospecting efforts yield results over a longer period of time. So, if you're seeing results now for your past efforts, what results will you see in the future (after your busy streak ends) if you don't continue to prospect even when you think you're too busy to do so?

Whatever method(s) you choose to prospect, schedule the time to do so faithfully. Have a plan to follow and make your prospecting a regular part of your routine. Make the effort now to keep your pipeline full well into the future.

Be jealous of your prospecting time. It's at least as important as anything else you do.

Happy selling!

Pat Hassett

P.S. Tell your friends.