Fanatical Prospecting

Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on. Fanatical!

proved, once again, what great teams and great people have always known:

When you are faced with a challenge or when the game is on the line, it is not about how big you are, how strong, how much
training, resources, experience, background, degrees, talent, intelligence, money, that BS story you keep telling yourself about why you can't, or any of the other things that far too often become excuses that hold you back.

When you face your Goliath, when you set your goals, when you face fear, rejection, and adversity; when you're tired, worn out, and have the choice to go home or make one more call—the only question that really matters is:

In sales and life there will always be somebody or something intimidating, a competitor, or some problem that is bigger, faster, stronger, or smarter than you. There will always be a mountain you'll have to climb and an uphill battle you'll have to fight to reach your goal.

The Briarwood Buccaneers

How bad do you want it, boys? How bad do you want it?”

few things are worse than going into a game knowing that your chances of winning are slim to none.

What top performers understand is that to succeed at the highest level, they've got to pay for their success in advance with hard work, sacrifice, doing things they hate, and making one more call

Hey, Jeb, you are not going to believe this. I was about to give up but decided to make one last call, and the guy bought from me right on the spot—can you believe that

paycheck. Income I would never have generated if I had not developed the discipline to make one more call

The impact of those extra calls was mind blowing. So many of my “one more calls” turned into sales. It was as if the universe was rewarding me for sticking to it. That final push paid off and kept paying off in my performance and m

thing I looked at before I hit the streets to go on my sales calls