It’s bringing the Qualified Prospect or potential/current investor TO YOU!!!
Short. Sweet. Powerful. An idea that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.
I’ll say it again: The absolute best PREDISPOSITION is to bring your BEST PROSPECTS to WHERE YOU DELIVER YOUR SERVICE!!!
This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with, this is a big revelation.
Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment!
If they’re really and truly a great PROSPECT, then they need to SEE and FEEL and TOUCH what you do – the ‘HOME COURT ADVANTAGE’ is very powerful! (At Colleges and Universities we call this GTC: GET TO CAMPUS!)
Bringing your prospects/potential investors TO YOU – where you can control the environment, the flow, the tour/agenda – is one hundred times better than their office or home, and 1,000 times better than a restaurant.
IF “A PICTURE is worth a THOUSAND WORDS.”
THEN “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”
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.’
Based on Napoleon Hill’s famed Laws of Success, Think and Grow Rich represents the distilled wisdom of distinguished men of great wealth and achievement. Andrew Carnegie’s magic formula for success was the direct inspiration for this book. Hill’s “secrets” are founded in universal law and principles.
Originally published in 1937, it has been characterized as one of the most influential books of all time in pointing the way to personal achievement.
W. Clement Stone wrote “more men and women have been motivated to achieve success because of reading Think and Grow Rich than any other book written by a living author.”
Following is a story Napoleon Hill uses to underscore a number of the key principles of Think and Grow Rich:
Definiteness of Purpose
Organized Planning to Achieve a Purpose
The following story is quoted from the book. The (parenthesis) are mine – Tom
While Dr. Frank W. Gunsaulus was going through college, he observed many defects in our educational system. These were defects that he believed he could correct if he were the head of a college. (His challenge!) He made up his mind to organize a new college in which he would carry out his ideas without being handicapped by orthodox methods of education. (Creativity, out of the box thinking, unorthodox!!!)
He needed a million dollars (Specificity) to put this project across. Where was he to lay his hands on so large a sum of money? That was the question that absorbed most of this ambitious young preacher’s thoughts. He turned it over and over in his mind until it became a consuming obsession with him. Dr. Gunsaulus recognized, as do all who succeed in life, that definiteness of purpose is the starting point. He also recognized that definiteness of purpose takes on animation, life, and power when backed by a burning desire to translate that purpose into material equivalent.
In his own words:
“For nearly two years, I had been thinking but I had done nothing but think! The time had come for action!“
“I made up my mind then and there that I would get the necessary million dollars within a week. How? I was not concerned about that. The main thing of importance was the decision to get the money within a specific time, a strange feeling of assurance came over me — such as I had never before experienced. Something inside me seemed to say, “Why didn’t you reach that decision a long time ago? The money was waiting for you all the time!”
“Things began to happen in a hurry. I called the newspapers and announced that I would preach a sermon the following morning entitled ‘What I Would Do If I Had a Million Dollars’.
“I went to work on the sermon immediately. But I must tell you frankly, the task was not difficult because I had been preparing this sermon for almost two years.”
“Long before midnight, I finished writing the sermon. I went to bed and slept with a feeling of confidence, for I could see myself already in possession of a million dollars. (Visualization!)
“The next morning I rose early, went into the bathroom, read the sermon, and then knelt and asked that my sermon might come to the attention of someone who would supply the needed money. In my excitement, I walked out without my sermon and did not discover the oversight until I was in my pulpit and ready to begin delivering it.”
“It was too late to go back for my notes, and what a blessing that I couldn’t. Instead, my own subconscious mind yielded the material I needed. When I arose to begin my sermon, I closed my eyes and spoke with all my heart and soul of my dreams. I not only talked to my audience, but I fancied that I also talked to God. I told what I would with a million dollars if that amount were placed in my hands. I described the plan I had in mind for organizing a great educational institution, where young people would learn to do practical things, and at the same time, develop their minds. (The Ask!!!)
“When I finished and sat down, a man slowly arose form his seat about three rows from the rear and made his way toward the pulpit. I wondered what he was going to do. He came into the pulpit, extended his hand, and said, ‘Reverend, I liked your sermon. I believe you can do everything you said you would if you had a million dollars. To prove that I believe in you and your sermon, if you will come to my office tomorrow morning, (The Response!!!) I will give you the million dollars. My name is Philip D. Armour.”
Young Gunsaulus went to Mr. Armour’s office and the million dollars was presented to him. With the money, he founded the Armour Institute of Technology (now known as the Illinois Institute of Technology).
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!