Knockout Networking for Financial Advisors and Other Sales Producers

CHAPTER 5Everyone Is Not a Prospect: Don't Waste Your Punches

“Showing up to events early, looking at the name tags, and asking the host who would be best to connect with. This can multiply the value of the event by 10x with the same level of effort and activity. Don't just go fishing…go CATCHING.”

—Ejnar Knudsen, CEO, Managing Director, Founder, AGR Partners

If everyone is a prospect (like they may teach you in sales training), then you have to sell them something. Or it might feel like you have to sell them something, in which case you will likely try to sell them something.

In the last chapter, we discussed the rule of “No Selling Ever!” Well, “Everyone is Not a Prospect!” is a similar rule as it's designed to prevent the same behavior of selling, at least in non‐selling situations.

Please don't misunderstand. Selling is absolutely necessary and not a bad thing. Selling is what makes the world go around. There is a time and place for everything. Selling requires the right place, right time, and right context to make the sale and make your customers or clients feel good about that sale.

Remember that famous rant from the Alec Baldwin character Blake from the movie Glengarry Glen Ross? Worth a view on YouTube.

“Because only one thing counts in this life! Get them to sign on the line, which is dotted! You hear me, you f****** f******? A‐B‐C. A – Always. B – Be. C – Closing. Always. Be. Closing. Always be closing!”

“Put that coffee down! Coffee is for closers only.”

Well, ...