A quick nugget on Prospects from on of our For Impact Coaches, Robb.
In the For Impact process to Qualify Prospects you do these three things:
In that order.
Robb adds the attitude needed in each of these steps: FEARLESS, RUTHLESS, FEARLESS.
- When Identifying prospects: BE FEARLESS.
Don’t make decisions for the prospect. Be inclusive.
- When Prioritizing prospects: BE RUTHLESS.
After you have a list of prospects be very discerning about your focus and priorities. You MUST prioritize. The priority of the prospects (your Master Prospect List) drives your attention – On whom will you place your focus, time and energy?
- When Strategizing prospects: BE FEARLESS.
Again, don’t make decisions for the prospect. Let’s make the best case, let’s do whatever it takes to be in front of the prospect and present the opportunity!
Read more about Prospects in our For Impact Guidebook: Gold, Diamonds and Oil.