“I See Dead People.” Remember that movie with Bruce Willis and the kid that saw dead people? And the shocking ending when you found out he was dead all along?
There are lots of dead people in our business too. And unfortunately most of them are still on someone’s candidate list. You know why?
Because it’s safe.
You invite Darren to a presentation and he agrees to come. Then he doesn’t show. You call him and he tells you he meant to come, but he had to soak his comb that night. You ask and he confirms he’ll come next event.
Next presentation you’re in the back of the room, telling your sponsor that you’re expecting Darren. Of course he doesn’t come because he had to straighten out his stereo wires that day.
When you’re counseling with your sponsor, you certainly don’t want it to appear you’re not working. So again you talk about the amazing potential this guy Darren has and you expect him to be joining soon.
Next event you call Darren again and he assures you this time he’ll be there. He doesn’t make it but when you call him the next day he explains it was because his cat got diarrhea. But you refuse to give up…
What’s really happening here?
Darren is dead. It’s time for you to put a wreath on the coffin and move on down the road.
But it seems safer to call Darren because he never rejects you, than risk calling another prospect who might. But you can’t sponsor dead people. Unless you want to end up dead, you have to start approaching some new people.
Remember our goal isn’t to have a big candidate list. It’s to get people on the list – and off the list – as quickly as possible. Yes is okay, no is okay, maybe doesn’t do us any good.
So how you doing on this? Are you approaching viable candidates or chasing after the same dead people week after week?