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Since we are now in the new year, I thought I would consider some business and personal goals. Why put off an assignment you could (or should) have done in December 2008, when you can do it now, right? Actually I did start earlier, but failed to write down one more important goal for 2009 – prospecting. It’s generally on my “to do” list every year and never materializes as a completed goal. I thought I would leave it off this year, but the “insurance gods” just made me write it down again. It kind of falls into that weight-loss program I set myself up to fail every year. It really sounds great on paper, but I can never bring myself to do a very good job of it.

The bottom line is that a large majority of us in this business believe we are poor prospectors. Yes, we are all part of this Worse Case Scenario. It’s an easy club to be a member of. It doesn’t require a fee or even a secret handshake. However, those who have been in the business longer than it takes an NBA season to end, fully understand that prospecting is the life-blood of our successful practices.

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