Confused woman with hands in air I marvel at the number of excuses producers come up with as to why they don’t spend more time doing the cornerstone activity of their job. (Photo: Shutterstock)

Hardly a day goes by when I don’t discuss the most common problem faced by producers: Not enough opportunities in their pipeline.

There are only so many prospecting ways of putting new opportunities in your pipeline, so we start going through the checklist to evaluate their situation. Prospecting and marketing are two different activities. Marketing is about keeping pipelines filled over the long-term. Prospecting is the ability to put opportunities in the pipeline now.

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