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!
A quick parable/metaphor to reinforce this concept.
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.’
The MPL is one of the biggest ideas in our sales and prospecting process. It’s a system of:
PRIORITIZATION is the centerpiece of our prospect system: the MPL is not a random group of names nor an alphabetical list!
The MPL ranks ALL of your prospects, not just ‘individuals’.
Here are 3 ways to execute:
- RATE & RANK Your Prospects. (MPL)
- Assign a RELATIONSHIP MANAGER. (Portfolio)
- Identify NATURAL PARTNERS. (Visits)
