Have you ever seen someone in your office spend, like a whole day, trying to get their email signature or personal brochure just right? I wonder if someone studied the ratio of time spent calling for leads to the time spent obsessing over brochures and email templates, how the numbers would come down. If somewhere in the back of your mind, you feel you might need more time prospecting, this post should help straighten out your thinking.
PS. For my past students: Have you been religious with your SmartWeek? The time you spend on the phone prospecting over the next several weeks will determine what kind of Christmas you'll have. What 4 hours will you be calling next week? Can you get some done by Saturday afternoon? Just a thought.... ;)