Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount

In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales guru Jeb Blount discusses:

• The basis of fanatical prospecting
• The power of time blocking for prospecting
• Three things holding people back from prospecting
• How desire trumps procrastination.
• 5 things a client will want to know about you before they hire you

Everything that’s holding you back in prospecting is self-imposed. When you overcome perfectionism, procrastination and paralysis you can get yourself through the door.

For an agent to win over a potential client, they have to check the following boxes: do they like you, do you listen to them, do you make them feel important, do you get them and their problem, do they trust and believe you?

The biggest predictor of their propensity to do business with you is their emotional experience. If you can control your emotions and influence theirs, that’s Sales EQ.

Remember, confidence and passion are the two greatest and most important emotions in sales. The person with the greatest control of their emotions, has the highest probability of getting the outcome they desire.

Check out all episodes of Level Up on iTunes or at http://theleveluppodcast.podbean.com.