Selling is a difficult, scary job, which is why so few succeed. And most salespeople find prospecting to be the scariest, most difficult part of all.

Producers come up with countless excuses to not prospect and get pulled into activities that have nothing to do with selling, much less prospecting. They rationalize, “The best ROI on my time is to protect clients I already have.”

You must serve existing clients, but there is typically an entire team to help do that. Besides, it doesn’t take all your time.

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