Elevate Your Prospecting – The Journey to Loving What You Do

Have you ever imagined building a prospecting strategy that not only delivers results but also aligns with activities you genuinely enjoy?

Picture this: dedicating time to prospect on a Wednesday morning, only to find yourself dreading the task when the day arrives. We’ve all been there. The struggle is real.

Back in 2010, I almost left the insurance business because I despised my prospecting routine. It had nothing to do with the company; it was about the lack of enjoyment in what I was doing. Fast forward to today, and I love what I do.

So, what changed?

I asked myself, “What if I could enjoy the process of prospecting by engaging in activities that bring me joy?” That’s when I discovered my passion for educating my prospects.

Being the son of two teachers, education came naturally to me. I loved walking into meetings with prospects, eager to learn about their challenges and potential solutions. However, I realized my current prospecting methods weren’t aligned with my passion for education.

Then came the turning point—2014, when I started writing LinkedIn articles once a week. In 2015, I added an email newsletter. The goal wasn’t to ask for meetings; it was to educate.

But what took my prospecting to new heights was public speaking.

Public speaking allowed me to stand on a stage and educate, combining two things I loved doing. These components transformed my prospecting strategy and gave me the opportunity to do what I loved every day.

Imagine being in your zone of genius, educating prospects about things they don’t know. The challenge, though, is that you don’t have five prospecting meetings every day.

This realization led me to incorporate activities like writing LinkedIn articles, sending out monthly newsletters, and actively seeking speaking opportunities. These became integral parts of my weekly prospecting strategy, ensuring I was living the best version of myself.

The result? I started enjoying the prospecting process. As I embraced activities aligned with my passions, the number of meetings I booked increased, and I began engaging with the right prospects. Most importantly, I discovered that by consistently educating, prospects started coming to me.

The key takeaway here is that there’s no one-size-fits-all prospecting strategy. It’s about participating in activities you love that put you in the best position to be the best version of yourself. When you align your prospecting efforts with what brings you joy, you’ll wake up every day excited and ready to tackle the challenges, fostering consistency and success.

Lean into activities you love doing. Identify your passions, infuse them into your prospecting routine, and watch as your enthusiasm transforms your results.




Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.

Time to take action.

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