3. You do a little bit of this, a little bit of that.
You take prospecting seriously. You put a prospecting strategy in place, keep with for awhile. You get to the point when it’s about to produce results, then determine “this isn’t working,” ditch it and move on to another strategy. You put a sequence of failed strategies in place.
A California advisor told me: “You can chop down a tree with a hammer.” Persistence pays off. Review your strategy, making adjustments along the way. Olympic athletes strive for incremental improvement. You should, too.