We want to hear the word “yes” in our business right? Yes to host, yes to buy, yes to join. Well in order to hear “yes” we have to put ourselves in a position where we might hear the word “no”. Any time we put ourself in a position to hear the word “no” we are prospecting.

Unfortunately most consultants spend their time “marketing”, not “prospecting”. Marketing is all other business activities that aren’t prospecting. Any activity (like placing flyers and business cards around, online activities, planning, creating brochures, working on the website, and many more) where we will never hear the word ‘No” is marketing.

We need to do more “prospecting” and less “marketing”. In this business “prospecting” is what gets the largest results. Why do we spent time marketing? Because it is easier, and it isn’t scary like prospecting is.