Reestablishing old relationships and forming new ones is the backbone of our business. These are the people who will put food on your table, shoes on your feet and money in your bank account. Most of us can't get enough of them because most of us just don't go about it the right way.

Like it or not, prospecting is a necessary part of our livelihood.

And if you learn to embrace prospecting and go about it with a sensible plan, you will be far more successful than if you view it as a chore. This is not doing the dishes or taking out the trash.

This is seeking the essential contacts you need to help your empire thrive! The first question of prospecting is when to prospect. As good salespeople we should always be on the lookout for good prospects. And while being on the lookout is good, setting aside some time every week for nothing but prospecting is better.

Make an appointment with yourself to call new prospects every week because if you don't set aside the time, there will always be something else to do that is more comfortable. Once you establish the habit, it will become easier and more productive each time.

So if you need more production right now then you need more contacts, and if you need more contacts then you must set aside the time to prospect. It's a simple equation. So just do it!