Hundreds of people can talk for one who can think;
but thousands can think for one who can see
The single best source of prospects is personal observation -- those you develop through personal contact. Be socially mobile. Think in terms of people everywhere you go.
Your present contacts can literally be a goldmine. Develop an awareness of people who are in a transition period in their lives. Prospects facing a new situation often realize that it will affect their financial position. Frequently, this will provide an impetus for action.
Once you become prospect minded, you'll develop a nose for business as keen as the reporter's nose for news. It's another way of saying that you've formed the habit of paying attention.
Most salespeople don't see things; they merely look at them. They listen but do not hear. The power of keen observation is indicative of a superior mentality. "Paying attention" is a powerful mental process. It is a key to increasing your productivity. It makes it possible for you to evaluate carefully your prospects' problems and to decide upon the best solutions to help them.
