Prospecting

So I recently met up with an old friend who I sold financial services with for ten years.  It has been almost twenty years since we have seen each other, but it was like yesterday in terms of our friendship.  From selling shoes, to insurance, to mortgages to real estate, my friend has been in full commission sales for all of his working life.

He is still animated and full of life.  We had a wonderful meal together at a neighborhood Italian restaurant, and as he finished his meal and wiped his mouth he said with his eyes wide..."I have one...".  I said, "One what?".  He said, "You know how we always listened to all of these sales trainers who have these great lines and tips....well I have one!"  I said, "Shoot!"  He said, "Most people, when times are good, do not continue to prospect...so I have a great line."

Are you ready for this?  Here it is:

"You have to be prospecting when you don't have to, so when you have to never comes."

I love it!