2. “ INSANITY: doing the same thing over and over and expecting a different result.” ~ Albert Einstein

8. “ Saw Sharpener” Options* *Doing Nothing - Not Really An Option ($0) *Hire A Personal Life Coach (@ $125/hour) *Attend Motivational ‘Rah Rah’ Seminars ($300-$500) *Enroll In A Selling Systems Program ($1500+) *Have the personal discipline to do whatever it takes to make sure you are a better sales person in April than you were in March; better on Tuesday than you were on Monday, etc. etc. *That’s what you’re doing by being with me this AM ($0) *from Mr. Covey’s Seven Habits

9. Christopher Columbus Syndrome

10. Selling Is it an art? Is it a science?

11. Great selling is a process artfully done.

12. No sales, no money. Know sales, know money

13. Prospecting

14. Prospecting *prospecting is the life blood of any sales professional *today’s prospecting efforts = tomorrow’s commission dollars *prospecting has to be scheduled like you would a client lunch, a visit to the doctor, etc. *sporadic prospecting doesn’t work *prospecting trumps the other sales skills

15. Hunter or Farmer? Which are you? How do you spend your time? you? How do you spend your time? Page 5

16. Poll Question #1 Assuming a 40 hour work week, what percentage of your time should you be spending managing your existing book of business vs. prospecting for new business? 1) 80% - 20% (8 hours) 2) 50% - 50% (20 hours) 3) 20% - 80% (32 hours) 4) ‘never thought about it’ 5) 99% - 1% (40 minutes)

17. Do you have a prospecting plan or do you look at prospecting the way Columbus looked at exploring?

18. What Activities Comprise A Prospecting Plan? *Google/Bing/Yahoo/etc. – know more about your prospects and your competition than they know about themselves *Read local newspapers, business magazines, and trade journals *Personal Mailings – letters, HAND WRITTEN thank you notes, birthday cards, etc. *Personal Email Campaigns *Personal Mailing Campaigns *Corporate Mailings & Email Campaigns *Touch Points -- PrintGrowProTAKEAWAY *Traditional Networking (school, church, volunteer activities, civic functions) *Trade shows that visit your town *4 MORE ‘BIGGEES’

19. The 3 Foot Rule – Execute It Daily *get way out of your comfort zone *smile, make eye contact, and say ‘hi’ to everyone

20. Referrals *Have you asked for any in the last 7 days?

21. Cold Calls

22. #1 – Practice #2 – Have Fun!!! #3 – Be Prepared/Scripted #4 – Expect to Win #5 - Keep Notes of Who, What, Why, etc. #6 – Keep A Journal On How You Perform #7 – Always Have Good Questions Ready #8 – See #1 (5Ps – Perfect Practice Prevents Poor Performance)

23. Social Media

24. Hi5 MetaCafe DIGG ASmallWorld Plaxo NING LinkedIn YouTube FlickR Twitter MySpace StumbleUpon Facebook WordPress (personal blogs) Color

25. Social Media is the new cold calling -video-

26. LinkedIn Personal Blog Twitter YouTube Account

27. It’s no longer only who you know; it’s who knows you.

28. TAKEAWAY #1 *Plan every day in advance *Make prospecting a part of every day *Always work from a written “to do” list *Schedule prospecting the same way you would lunch with a client *Make your list the night before the workday ahead *Daily, Weekly, Monthly, Yearly *The first 10% of time you spend planning your work before you begin can save you up to 90% of the time once you get started.

29. TAKEAWAY #2 Read Something! “ The Go Giver” Bob Burg

30. TAKEAWAY #3 Google Yourself Monthly

31. TAKEAWAY #4 *Call Yourself *Listen To Your Voice Mail Message *Would You Call You Back? *Friendly – Positive – Enthusiastic?