Malcom Gladwell, in his book, “Outliers,” asserted that in order to gain “master” or “outlier” status… in anything… a person has to amass at least 10,000 hours practicing their craft.
Well, I have my 10,000 hours of prospecting, and, while I'm freakishly good at it, I can say with all my heart, that “I hate prospecting.”
It wasn't always this way. For many years, I just considered it a necessary part of my job. As I moved up the ladder of my career, it was critical for my skills to develop to the next level so that I could continue to provide value to my customers and the company I worked for.
Then, after I transitioned into the Direct Sales industry, and became an entrepreneur, it was even more crucial to my success to be the best at prospecting that I could be.
After all, that's how I made my money, right?
I studied with master prospectors. I spent 4-5 hours a day for over ten years honing my craft. I had the honor of coaching tens of thousands of individuals on their prospecting skills.
Then, one day, I realized that I was miserable. I hated picking up the phone, and most of all, I HATED PROSPECTING. Even worse, I had begun to hate the people that were expecting my calls! I knew that I never, ever wanted to pick up the phone again.
Even worse, I realized that while I was great at it, most people, even my students, were awful. While I did my best to train people to do what I was able to do, there were two HUGE issues that crushed my students ability to succeed:
So, what do you do, when your best skill, one you've attained “outlier” status with, is suddenly the very last thing you want to do?
What I did was transfer my skills to the online marketing world. While I almost never pick up the phone to “prospect” anymore, the communication skills and work ethic that took me to “outlier” status, work in my business through: