Do You Make These Mistakes In Prospecting?

If you are struggling to consistently bring in the number of new clients every month that you need, then this might be the most important article you ever read. And here’s why…

Every single top producer I know avoids the following 3 common mistakes like the “plague.”  And vice versa, most struggling Advisors and Agents I know all make at least one of these mistakes.

Now, I say mistakes but I want I really mean is a “faulty mindset.”  Huh?  Let me explain.

You see it is just as important in your quest for growing your business to learn what NOT to do.  Those who don’t know their history are doomed to repeat it. At least I think that is how the saying goes.

Regardless, my point is that the path to success rarely is a straight one.

In Chapter 2 of the excellent book “Mastery”, by George Leonard – he talks about and describes in detail some of the behaviors that lead people away from Mastery.  With Mastery being the non-stop quest for excellence in a field.

Here is a quick summary of the anti-Mastery behaviors:

The Dabbler

Someone who jumps at the chance to start something new.  They exhibit extreme joy at the start and even more so with the slightest sense of progress in the beginning.  But at the first hint of a challenge, the enthusiasm is lost. Excuses are made that this was not right for them to begin with it.  And it’s on to the next thing.

The Obsessive

The ultimate bottom line person.  Results are what count but they must come fast.  They typically make early progress as they expect.  But the first sign of hitting the plateau is unacceptable.  They then redouble their efforts. Working twice as hard. Pulling all nighters if need be.  This path may continue for a while but the sharp decline is not too far behind, for nobody can maintain a breakneck pace forever.  When the fall comes, it often leaves themselves and those around them hurt.

The Hacker

They will learn something just enough so that they are just “okay”.  They will skip critical stages of development just so they can stay with the other hackers.  A tennis player who develops a solid forehand but makes do with a weak backhand. They are okay with staying on this plateau forever.

Mr. Leonard states about each of the three:

“The categories are obviously not quite this neat. You can be a Dabbler in love and a master in art. You can be on the path of Mastery on your job and a Hacker on the golf course-or vice versa.  Even in the same field, you can be sometimes on the path of Mastery, sometimes an Obsessive, and so on.  But the basic patterns tend to prevail, both reflecting and shaping your performance, your character, your destiny.”

So what the heck does this have to do with my business?  It has everything.  And here is why.  How many times have you started using a marketing system or practice building idea and given up at the first sign of difficulty?  Be honest with yourself.

If you have fallen victim to anyone of these 3 anti-mastery traits in your business you have the opportunity to change.  Recognizing these mistakes is step one.   The next step is to get on a path to mastery, which could be making the decision you are going to focus strictly selling to the baby-boomer market and never veering off that path until you become a master of that marketplace.

The good news is, the more you stick to one path the easier it becomes to prospect, gain clients and referrals, and make more money. Keep this in mind as you move forward.

Related Article:

Are you Making this 1st Appointment Mistake?

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Brian J. Kay, Executive Director, Leads4Insurance
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