*A* 97% of all your INCOME (SALES/REVENUE) will come from 3% of your PROSPECTS (Portfolio/Community/Family.)
A great sales model won’t let you fight this fact and, should instead, help you deal with it.
97/3 reinforces the need to focus your most QUALIFIED PROSPECTS for the best RETURN ON ENERGY (R.O.E.)
A quick parable/metaphor to reinforce this concept of R.O.E.:
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.’