97/3: Focus on the Top

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Finalize your MASTER PROSPECT LIST.

97% of all your INCOME (SALES/REVENUE) will come from

3% of your PROSPECTS (Portfolio/Community/Family).

This is a fact. Don’t fight it. Deal with it.

97/3 just reinforces the need to find your BEST and most QUALIFIED prospects!

The whole ‘80/20’, Pareto the Italian Economist thing is soooooo 1980. (Actually, it was in the 18-somethings.)

A quick parable/metaphor to reinforce this concept.

Lions, Mice, and Antelope.
A lion can hunt, capture, kill, and eat a field mouse. But the ENERGY expended is greater than the caloric content of the mouse. If a lion spent her whole day hunting and eating field mice, she would slowly starve to death!

A lion cannot live on mice. Lions need antelope. Antelope are BIG. Antelope take more planning, persistence, speed, and strength to capture and kill. But, once killed, they provide a huge feast for a lion and her pride.

A lion can live a long and happy life on a diet of antelope. She will die ‘chasing mice.’

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