As I write this on Wednesday, December 28th, there are just 4 days left on the calendar of 2011, and only 3 business days left in the year.

Where did 2011 go?

Before I went to bed last night, I was thinking, how it’s already been a few days since I last wrote you.

And then this morning as I looked at the date of my last email, I realized that it was 2 weeks ago.


Where did the time go?


Well I did say that writing this was going to be an occasional, sometimes frequent thing for me 🙂

And Hey, I got busy in the moment with Christmas shopping, parties, plays, and more fun family stuff in the run-up to the big holiday.

But now those are just excuses, aren’t they?

Which got me to thinking about prospecting…

Prospecting is NOT something where you magically make deals appear.

You can’t just start prospecting and expect to instantly get sales and make quota.

(if it was this easy, believe me, you wouldn’t have a job)

Yes I know, there are occasional exceptions where the magic does happen, and you get a deal as soon as you start engaging people.

But count your blessings when it happens, because you can’t build a business or a sales career on expecting magic to just *happen*.


Prospecting is about discipline, regularity, and consistency.

Some days it works great and you find interested people with ease.

Other days… well it seems like the world hates you and your product is garbage.

But you have to put the time in.

Regularly, and consistently.

Because over time, no matter how much negativity you get from some prospects, there will be a few people that love you.

And the ones that love you…

The ones that need you…

Are the ones that you *can* make your sales career on.

So go out and find them.

It’s not too late for 2012.

You got 3 business days left in 2011 to get started.

And after that you got 365 calendar days in 2012.

It’s never too late to start being consistent today, no matter what you were like yesterday.

So put in a little bit of time every day (or at least every business day) to finding new prospects, and the sales magic will find you.

Sell with Pride!

-Shameless Shamus Brown