This is Stevea Robbins. Welcome to the Get It Done guys, quick and dirty tips to work less and do more.

Today, I'll show you how to do prospecting by using a structured approach to get money.

Beautiful, green, tasty money.

Prospecting. If you're in business for yourself, you simply have to do it. It's the most common

goal of people who've joined my Get It Done groups. They want more business, and they're willing to do

what it takes to get it. What it takes isn't that hard. It's a numbers game. You need to find

the person or company for whom you're the answer to their problems. But that's not quite enough.

You need to find them right when you have time in your schedule for them, and they

want what you have to offer. What are the odds? Low. This applies even if you're an individual

looking for a job. 85% of jobs are found through networking, not a public listing. You need to

find the employer you're a good fit for at the moment they're ready to hire, and this is a pretty

tall order. Plan for repeated contact. this is a pretty tall order.

Plan for repeated contact. This is a numbers game. You need to do outreach. A lot of outreach.

When I was building my coaching practice, I met the amazing C.J. Hayden, author of the superb book,

Get Clients Now. I mentioned how hard it was to get clients. I'd come home from a conference with a dozen leads, and none would pan out.

Oh, I'd call them as many as three times apiece, and she interrupted.

Three times?

Yeah, why.

Then she told me the secret to everything.

For my business, she said it takes around seven contacts before someone will buy.

If you have 100 prospects and you contact each one three

times, you'll make 300 calls and you will get zero clients. But if you have 20 prospects and you

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