I was four or five years into my Network Marketing career before I realized that prospecting was actually a skill. I had always thought that prospecting was just a natural resource, not a skill that could be nurtured and developed. So, I decided to look at what successful people were doing.
Robert Kiyosaki wrote, “The richest people in the world look for and build networks. Everyone else looks for work.” I think this is very true. Prospecting is not just a Network Marketing skill, it is a life skill. You are finding people, meeting people, interacting with them, bringing value to others, building relationships…that is all a life skill.
All the great leaders in the world understand this. They know how to shake more hands, provide more value, and connect with more people. My friend, Harvey MacKay, wrote a book titled, Dig Your Well Before You’re Thirsty. I love that title because already it is telling you to build relationships before you need them, build friendships before you need them, and bring value to somebody else first. It is the “give, give, give and then ask” mentality.
Let me give you an example of how Harvey has done this. Several years ago, Marina and I were having trouble getting the visa for my stepson to move to the United States. I was getting really discouraged, so I called up Harvey and asked him if he could help. Harvey called senators, congressmen, and even the fundraisers for those people and told them that this needed to be a priority. He did that for me despite being incredibly busy himself.
Now, if Harvey were to ask something of me, what do you think my answer would be? Yes! It doesn’t matter what it is, I’ll do it. If he asked me to look at an opportunity, I’d say, “Absolutely. When and where, Harvey?”
Harvey understood the value of building networks and friendships. He dug the well before he was thirsty. He learned early on that if you get the contact information of every person you meet, stay in touch with them, and provide them with value, then everything else in business and life will take care of itself. You just have to start today.