Who are Your Prospects

  Under normal circumstances, with a genuine interest in people, it's quite natural to weave what you do into

the conversation by inquiring of the other person what he or she does. Then, because you are trained to do so and are interested in doing so, you can gently direct the conversation to what you do. Often the individual with whom you're talking is not a prospect, but because of your sincerity and your genuine interest in people, the individual will not only refer you to a prospect but will even call on your behalf because you're a nice person.

  My point is simple. You are thinking about prospecting all the time, and when you do, it's amazing how potential buyers will pop up in the most unlikely places. It's somewhat buying a blue, red, green, black, purple, orange, or almost any color automobile. Suddenly it seems that everybody in town has bought the same color and the same model you have chosen.