Obviously, setting 5-10 sales appointments each week is a priority.  Prospecting is a priority and you must treat it as a priority. You'll want to set a schedule to make your calls, and mark it as a priority appointment on your calendar.

Your appointment for prospecting is...
 Non-Cancelable.

Treat your prospecting time with the same respect you would give to any other important appointment.  This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.  Your assistants need to know they are not allowed to remove this mandatory appointment from your calendar, or move it to another part of the week.

Your calendar should be completely booked for the next 12 months with your prospecting time.

I began every morning at 10 AM, by putting together everyone I intend to call.  And, then I prioritized the calls.  First, I would call the people who called me.  Next, I called my clients for annual reviews.  Then, I called referrals and possible Joint Venture partners.  Finally, I called all my other prospects.

Don't try and sell your product or service over the phone.  Your objective for every phone call is to make an appointment.  If your prospect asks you a question, get in the habit of going for an appointment, rather than giving a quick response.

Don't shoot from the hip use a script.

It's a good idea to role-play your script over the phone with your sales manager, spouse or friend until he or she feels you sound confident and professional.

“Acting on a good idea is better
than just having a good idea.”
Robert Half

The Honest Way To Get Rich

Did you know... you can get everything you want in life as long as you give others enough of what they want?  If you give nothing of value... you'll get nothing of value.  Your method of exchange determines your wealth.

The type of exchange you use determines your financial success.  Nothing else you do has a greater impact on your income.

The best type of exchange is not common, but could be called 'exchange in abundance.'  Here one does not give two for one, or free service, but instead gives something more valuable than what the client actually paid for, or expects.

"This principle as stated above is almost unknown in business.  Yet it is the key to howling success and expansion."
L. Ron Hubbard

As an example:  We generally turn every phone call we get from our prospects and clients into a coaching call.  We don't just answer their questions.  Instead we try to see where they are and what problems they have and then help them to come up with their own solutions.

Individuals and businesses who use this method of exchange flourish when others are in trouble. Businesses that 'exchange in abundance' get more referrals than anyone.  Customer loyalty is guaranteed.

At first, giving more than expected seems unfair. You give extra effort without recognition.  You add value to your work or products without anyone noticing.  Yet eventually, you rise to the top.  People like working with you above others. Your company is selected above the competition.  You earn a reputation of being more than fair.

Instead of trying to get more, work on giving more as your method of operation... and see what happens!

“It's not the answer,

it's the quality of the question.”

"Lew is one of the most genuinely kind and interested person in truly helping people I have met. He is making a real difference in the lives of his clients and associates in the industry by teaching them to get down to the basics of human communications and needs selling."
Brian Gibbs, FMM, CA, (27 yrs. in business)
(Missed Fortune TEAM Member),

"Your Found Money Management Boot Camp is very pragmatic, easy to understand and makes it easy to implement the ideas. Great passion Lew, thanks for having me here. Keep winning."
 Roger Blair, FMM, Woodbridge, Ontario, Canada.  (25 yrs. in business)

"Thank you for the dynamic, simple principles you shared with me and others at the Found Money Management™ Boot Camp two weeks ago. Yesterday I made my first calls to share the Found Money Management™  principles with an existing client, a referral, and a friend at a property and casualty agency I refer business to here in town. And, I'm batting three for three because I used the questioning techniques you taught me."
Mark Davis, ChFC, RFC, FMM

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