I mean, I watch salespeople organize their desk

[rifat28dddd]

I’ve been an agent now for 26 years. The first thing agents drop is prospecting. How do you disrupt the three P’s? What’s your best advice there?

Jeb: Well, let’s, let’s start with, perfectionism. So perfection is one of our big problems. We try to get everything right before we make a phone call. So you do a bunch of research, you get everything organized. And for some reason or another, when you get your pen facing exactly due North, rejection seems to be sweeter.

You know, I think, I think number one is: set the time latvia telegram data to get it done. So instead of trying to get everything perfect, just make the call and stop hanging onto this pacifier of, I need to do research or get everything right before I do that. Just get someone on the phone. And one of the ways that. I do that as I use something called the platinum hours, we talked about the golden hours of platinum hours of the time between say eight and five.

I typically am working at night, so I do my planning at six o’clock in the morning. I get my list ready to go, I get everything started. So I don’t have to go through that process of doing research during my prospecting block. And by the way, research and planning and organization is not prospecting. The other process problem we get into is paralysis from analysis. And that is just that worry about rejection.

So I’m so worried about being rejected that I start thinking about all the things that a person might say, and I know you’ve heard this, what if they say this? Or what if they say that? Or what if they say this? And the easiest way to disrupt that is to make the phone call and find out what they’re going to say. And I do this with salespeople all the time.

What I do is I walk into a room and salespeople are like, well, what about, what about, what about, and I go, okay, you got 15 minutes to make 15 dials and set one appointment, go. So I just take away that time to think about it. That worrying. It’s like anything in life that you don’t want to do. The more you think about not wanting to do it, the more you won’t do it. So again, go back to planning, have your list ready, come in. And I like using high intensity prospecting sprints as a way of dealing with that issue of paralysis.

So anybody can be fantastic for 15 minutes. So typically I’ll take an hour long blog, break it into 15 minute chunks and set a goal to make 15 dials during those chunks and set one appointment or have a multiple number of conversations. Sometimes they get 20 dials because nobody answers the phone. Sometimes they get 6 dials in because they get a bunch of people to answer the phone, but those are my goals. So I run that sprint.