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In my early 20’s my list wasn’t anything to brag about. I tried to use my parent’s contacts at the beginning. And it didn’t take long for me to run out. Soon everyone in my world knew what I was doing and had either said yes or no. It was scary. I felt like if I didn’t find some great people from my list and find them soon, I was going to fail in this business.
It never occurred to me that finding quality people to prospect was a skill.
Up to this point in my new career I always viewed the list as the ticket to wealth. If you had a good list, you’d succeed and if you had a bad one, you’d either get lucky or you’d fail. But when I had the defining moment to become a professional, I began to study the people who had built large and successful organizations. And I found that the professionals approached finding people to talk to as one of their core skills. It was part of their JOB to find new people. They weren’tinterested in luck. They weren’t worried about running out of people. They made sure that never happened.
The professionals started with a written list. But then they decided to never stop adding to the list. They created what they called “The Active Candidate List”, and I’m going to show you how to do the same thing.
Harvey Mackay is the author of the huge bestselling book “How to swim with the sharks without being eaten alive”, he’s a good friend and he’s also one of the best networkers in the world.
I interviewed Harvey and asked him how he built such a large and influential list of friends. He told me that at the age of 18, his father sat him down and said “Harvey, starting today and for the rest of your life, I want you to take every person you meet, get their contact information and find a creative way to stay in touch”.
He’s done that for over 60 years and today his list of friends is more than 12,000 people. And these aren’t just social media friends. They’re real friends and I consider myself fortunate to be one of them.
That’s what Network Marketing Professionals do.
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