You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Know ahead of time exactly what you are going to say or discuss when you call someone. It is good to have a specific message. Most people are very interested in market conditions for example. Maybe they have misunderstood something in the news or need further explaining. This is where you can become the “expert”, and provide them with a more accurate image of the situation.

Accurately define your target market before you begin. Determine how many calls you will make in that hour or two. Some sale people will call until they get an appointment or make the sale. Or you could decide to make 20 calls in that allotted time. Whatever you feel comfortable with and reasonable within the time allocated.

Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.

Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.

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One of the winningest coaches in football history was Vince Lombardi. They even named the Super Bowl trophy after him. His philosophy about winning was remarkable. A Hall of Fame coach for the Green Bay Packers, his principles about “being the best” has been proven over and over again.

Vince’s absent has been forty years but his attitude and viewpoints are relevant in today’s society and business practices. He was also famous for many coined quotes of his era, and these phrases are pertinent in business, politics and sports today.

LOMBARDI TIME – 10-15 minutes early or you are late. Never being late for a meeting or appointment signifies respect for who you are working for or with. If punctuality is reciprocated, you are well on your way to being a winner.

CONFIDENCE IS CONTAGIOUS – SO IS LACK OF CONFIDENCE – A business manager or team leader who demonstrates confidence will breed that same confidence in the work force, if there is consistency of purpose. If you live and believe in what you say, those around you will eventually do the same.

“Practice does not make PERFECT – Only PERFECT practice makes PERFECT”. If you are okay with just doing enough to get by, then the result will just get you by. If you don’t set your expectations higher and strive to be the best, then you are almost guaranteed you won’t be the best. This might not result in you being the best there is, but without question you will become ONE of the best!

Since the letter “S” comes before the letter “W”, the dictionary will be the ONLY place you find success before work. Practice, practice and practice. Hard work and determination will always reward you with success. Vice had a football play called the Lombardi Sweep. Other teams would know it was coming but their defense could never stop this play. “Perfect practice” and hard work will guarantee you success in life or on the football field.

Lombardi thought so positive about winning he said, “If it doesn’t matter who wins or loses, they why do we keep score?” Don’t settle for “just getting by” or it will become a routine habit. Have the mindset to always be the best or you will climb the business ladder successfully.

Forty years later and Lombardi’s truisms are practiced throughout the world. Live these philosophies of winning and put forth that hard work, determination and beliefs that you will be the best and your success and achievements in life will explode you to the top.

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Home equity loans are running once more now that the credit situation is slowly bettering. When you demand cash to help improve the look, efficiency, or overall quality of your home you oftentimes need to have a resource to aid you pay for such work. This is where a home equity loan comes in.

Some individuals wish to live by the rule of thumb that demands you should not take out a lend against the equity in your property until after you have paid down about half of the value of your house loan. This was formerly the way it went, but in today’s world taking out one small home equity loan and paying it off in a prompt manner can help you get a larger loan later on.

Some individuals have recommended that you delay until you have at least half of the equity in your home paid off. However, you no longer need to wait that long, especially if you have repairs that can be used with the tax credit laws in effect.

Home improvement projects can be really costly but with each home improvement you can usually find ecologically friendly means to qualify for further tax credits. Replacement of your appliances, your roof, and even your floors can lead to a good credit with the government come tax season. This is a good bargain for searching for ways to help better their house as well as help improve their financial situation.

For awhile, home equity loans were rather difficult to receive. Credit was slow and there was a large interruption in the ability for home proprietors to get home equity loans. Even So, there are much easier credit selections these days and as the credit flow keeps improving home owners still have a good opportunity of getting a good interest rate on their loans.

Home improvements and other major projects can be hefty clumps of money that you may not have at disposal. With the growth in lending home equity loans are once again available to help you keep your home safe, comfortable, and in the greatest condition possible. You don’t want to allow required repairs to wait. The longer you wait the worse the damage can get.

If you take the time to find a respectable rate on your loans and you give yourself enough time to browse around, you can get a pretty respectable bargain on the credit that you need in order to grab the most beneficial loan offer achievable. Going too quick into an agreement can cost you more money in the long run. Using home equity loans to put more value back into your house is an investment for a lifetime.

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