Prospecting is the most difficult task when it comes to building our business — especially if we’re trying to figure out how to do it with more clients.
I was reading a book over the weekend called The Distraction-Proof Advisor by Paul Kingsman. He talks about how he prepared for the Olympic Games. As a swimmer, he said, training was simple, but it was not easy. A lot of people ask me, “How can I make prospecting easier?”
The answer is that we need to shift our focus like Paul Kingsman did. We need to talk about simplicity, not about making it easy. Paul talked about how training was simple. He had to be in the pool a certain number of hours. He had to lift weights a certain number of hours. He had to eat right to fuel his body. That’s not easy. But it is simple.
The same is true with prospecting. Let’s think about how we can make it simple. There are three steps to take:
Use the next week to focus on developing a solid referral track, learning about how automation can help nurture client relationships and using today’s technology tools to enhance your reach.
Keep it simple.
© 2018 Ash Brokerage LLC.