Principle 14
Prospecting 50 Percent of Your Working Hours
Only put off for tomorrow what you are willing to die having left undone.
—Pablo Picasso
In this chapter, you will learn why your business cannot and will not grow unless you are looking for ways to drive revenue to your bottom line. Too many people have the mind-set of “Build it and they will come!” You'll learn that as CEO of your own company, you wear many hats, but your most important role is the VP of Sales. With the strategies offered in this chapter, you will see that no matter what challenges you face in business, your most important role is driving revenue to your bottom line.
To succeed in this role, you must understand that if you work an eight-hour day, then you must spend half of each and every day prospecting. If you don't like this activity, then you'll learn how to attract successful salespeople to your team who will prospect, prospect, and prospect. Prospecting is the most pivotal part of your business success. Finally, you will learn where J. Paul Getty's prospecting activities took him and how the results allowed him to become one of the wealthiest people alive in his time.
Managing Your Time
Without question, the single greatest challenge all entrepreneurs have is managing their time appropriately. You are pulled in all directions, all of the time. As I sit writing this book, another call just came in from some knucklehead asking me for 15 minutes of my time to do some stupid interview or survey over ...
