By Anthony Iannarino
No one defaults to prospecting. What that means is that when agents and marketers have time between calls or meetings, they don’t automatically pick up the phone and start prospecting. But you should. All the time. All day long. Every day. Because if you do, the appointments will come. After you make a call, it’s back to prospecting: make another call. Lots of people may be more successful marketers of more connected agents than you. But if you work yourself to the point where no one makes more calls than you, that will change. Prospecting should be your default. Pick up the telephone.