Your Pipeline Is Your Lifeline
Never stop prospecting. In good times or bad, keep your pipeline full. Even when you’re flush with business, don’t get cocky. Realize that if you wait to prospect until you need new clients; it’ll be too late to achieve immediate results.

You Lag Before You Bag
The lag time between your first meeting with a qualified prospect and closing the sale is an essential ratio for managing your productivity. The sales you bag today likely began at least three months ago.

Play The Numbers
Whether you enjoy it or not is irrelevant; networking is an imperative. Learn how to do it well. If you want to survive the lean times, you have to network regularly, and focus on helping others. Understand that networking is a numbers game. Play to win.

Don’t Pander; Ponder!
Showcasing your wisdom without taking time to probe causal factors can be insulting. Instead, honor the complexity of client issues. Be inquisitive about their goals, frustrations, hopes, and struggles. Then construct a matrix of options, and augment this with the advantages and disadvantages of each.

Prepare To Bend By Predicting The Trends
Be vigilant about monitoring relevant trends, since they’re always in flux. Even more importantly, anticipate and maintain an awareness regarding forces that could affect the trends you’re monitoring. Doing so enables you to foresee and adapt to
emerging trends before your competitors do.