MRL #136- Break Free From The Prospect-To-Prospect Cycle

I need to be honest with you.

You know how I always talk about "prospect every day no matter what"?

Well, in November, I didn't.

I had a big deal on the line, and it was all I could think about. I woke up thinking about it. I went to bed thinking about it. Every time I stared at my phone about to make calls, I'd started thinking about it.

I stopped making my daily calls, put all my eggs in one basket, and crossed my fingers.

By some miracle I landed it.

But if I hadn't? Boy, would I be screwed.

I call it the "Prospect-To-Prospect" cycle.

It's like living paycheck to paycheck because you leave yourself no margin or room for error.

It's a sure fire way to sell out of desperation.

And it's a surefire way to crash and burn in this business.

And I don't want that for you.

So, here are 3 things you need to remember:

1. Track Your Activity Every Single Day

This was my biggest problem in November.

I stopped tracking my calls. I stopped counting my activities. And when I don't track it, I start drifting.

For me, tracking all of my activity is crucial.

When I write down how many calls I made, how many conversations I had, and how many follow-ups I have, something magical happens.

It gives me that little bump of dopamine, and I stay locked in.

I recently helped create an app called Producer Games to help with this exact problem.

It tracks your prospecting activities and turns it into a game. You earn points for calls, emails, drop-ins, and mailers sent.

It keeps you accountable without feeling like work.

But whether you use an app, a notebook, or a spreadsheet doesn't matter. What matters is that you TRACK IT.

Make it a habit.

2. Build a "Follow-Up Later" List

Here's how it works:

When you talk to someone who isn't ready right now, don't just forget about them. Put them on a list. Write down when to call them back. Set a calendar reminder. Then actually call them back.

Most Producers chase the hot lead in front of them but forget about all the "call me in a few months" from earlier in the year.

Huge mistake.

Some of your best deals will come from people who weren't ready six months ago but are ready now. But only if you remember to follow up.

Keep this list somewhere you can see it. Check it every week. When you call them back, they'll remember that you cared enough to stay in touch.

That's how you build a pipeline.

3. Commission Breath Is Real And Prospects Can Smell It

When your whole quarter depends on one deal?

You start acting different. You chase too hard. You follow up too much. You sound desperate on the phone.

You get commission breath.

And prospects can smell it. They always can.

Think about it. Have you ever had a salesperson call you and you could just tell they NEEDED you to buy?

It feels gross, right?

You want to get off the phone as fast as possible.

That's what happens when you put too much pressure on yourself.

You stop being helpful and start being pushy. You stop listening and start begging. You stop building relationships and start chasing strangers.

This kind of pressure doesn't just kill deals. It kills careers.

I've seen good salespeople burn out and quit because they spent years in this stressful cycle. They chase and chase and chase until they're exhausted and hate their job.

Your prospects should feel like you're there to help them, not like you need them to save your month.

The only way to do that is to have enough activity in your pipeline that no single deal controls your emotions.

Look, I got lucky in November. That deal closed. But it was the wake up call I needed.

The Prospect-To-Prospect Cycle Is No Way To Live

It's stressful. It's exhausting. And it's completely avoidable.

All you need to do is three things:

Track your activity every day. Build your follow-up list and actually use it. And keep your pipeline full enough that you never have to sell from desperation.

If you struggle with the tracking part, check out Producer Games.

It's the app I helped create specifically for insurance producers who want to stay consistent without it feeling like a chore.

You track your calls, emails, drop-ins, and mailers. You earn points. You compete with other producers across the country. And most importantly, you stay in the game every single day.

No more drifting. No more guessing if you did enough. No more living prospect to prospect.

Want to try it out?

Click here for a 2 week free trial.

No credit card required.

That's it for this week.

Kick ass take names,

Micah

P.S. - Seriously, start tracking your activity today. Even if you just use a notebook. The simple act of writing it down will change everything.