It’s going to take your marketing expertise and efforts to generate the leads that your business is going to need. It’s also going to take the prospecting skills that you will need to develop and turn those leads into the cash flow of your business. Prospecting is going to become the heart and sole of your business.

There is going to be the need of some training to get you off and running in your prospecting endeavors. Prospecting is more of a physiological action of the mind then anything else. Many people trip up at this point, including me.

I was not born with an A-type personality. I was more of the, sit in the back of the room kind of guy, and just listen to people. I learned that listening skills are very important when it comes to prospecting, but it is only part of the equation. You still have to know when to listen and when to talk and what to say when you do talk.

This might sound very complicated. I made it more complicated then it had to be, as most people do, when it comes to prospecting.

When I was employed as a loan officer at a mortgage company, we did a lot of cold calling. I was told that if I got fifty NO’s I could go home. I thought this would be easy. At first I got some NO’s. Then I got some “Not interested”. Then I would hook an application. Applications took a little time. Then I would start again, and before I realized it was time to go home and I didn’t get my fifty No’s. My fears of rejection were unfounded. I was fearful for no reason.

As I learned more about our products and continued to practice my prospecting skills, I could relax and be myself. Now those listening skills that I already had came into play, and I could work more on the other ones that didn’t come as easily.

All those hang ups, and all those No’s were just a training ground for me to develop and grow my prospecting skills. You have to get it out of your head that prospecting is painful. The phone is your friend. All those No’s brought me closer to a yes.

Remember this is attraction marketing. We have already learned about targeting your real market. That is other network marketers. This was covered in the first article of the series, “Attraction Marketing”. When you are prospecting other network marketers, your rate of return goes right up.

Practice your skill of prospecting everyday. Let all those No’s be the training ground to make your prospecting skills that much better. I do mean every day. If you aren’t prospecting on a daily basis, you will definitely see it in your bank account.

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