Let’s get something straight. There’s a lot of noise out there. You’ve got people on social media claiming that prospecting is dead, the phone is obsolete, and prospecting is a thing of the past.
But let’s be real—those people are wrong!
Then, there’s the crowd shouting from their AI-powered mountaintop that robots should replace humans in prospecting. They think spamming people with automated emails, texts, and DMs is the golden ticket to producer success.
Spoiler alert: It’s not.
Unfortunately, far too many producers – especially if they are new to the business - are buying into this nonsense because it plays to their fear. They don’t want to interrupt strangers, so they latch onto anything that tells them they don’t have to.
But here’s the kicker: You can’t be successful without prospecting. Why?
Think about it. What happens when you avoid prospecting? It’s a predictable disaster. You end up riding the roller coaster of desperation at the Feast or Famine Amusement Park.
You skip prospecting. You hide behind excuses. You blame weak leads. Your pipeline dries up. You reach a place of desperation and start missing your new business goals.
Here’s the reality: If you want to succeed as a producer, you have to prospect. The more people you talk to and build relationships with, the bigger your pipeline, and the more business you’ll bring in.
If you skip prospecting, you’re not just leaving money on the table—you’re setting yourself up to fail. And that’s not being dramatic. That’s the truth.
Prospecting isn’t glamorous. There’s no magic bullet. No easy button. Yet, success is paid for in advance with prospecting and relationship building. The reward? Those prospects turn into clients who become friends, and building those relationships is where the real fun begins.
So, you’ve got a choice to make: success or failure, ultra-high performance or mediocrity, winning or losing.
Remember this: the number one reason salespeople fail is an empty pipeline. And the number one reason for an empty pipeline? A failure to prospect.
Don’t let that be you.