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In the world of insurance and financial planning the basic game-plan to build a successful business is to meet at least ten new prospective clients each week by scheduling at least fifteen appointments every week. The idea is that two of these meetings will turn into sales and another three may continue to be prospects. Notice that on average only two out of ten actual appointments become sales. In order to schedule all those meetings, it may take hundreds of phone calls and emails as well. In other words, there is a lot of potential and actual rejection involved.

Over the years I’ve coached quite a few people in professions where networking and prospecting is fundamental to success. Salespeople, marketers, network marketers, small business and medical practice owners all come to mind.  One theme that consistently emerges is fear of success, which often manifests as avoidance. Not surprisingly, this theme tends to reoccur as people reach different levels of success.

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