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.

COLUMN

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