DeWese--Turning a Grazer into a Hunter

2. Prospecting must be a habit. Habits are things that recur with predictable frequency, like, say, daily. Since habits recur, they are generally things that you get better at over time.

At the request of my son, I recently gave a young bank sales specialist some tips on gaining our corporate bank accounts. I am chairman of the company and the majority shareholder, but my job is hunting. One of my partners handles the administration, so he gets to pick which bank we use. I carefully told the young banker how to approach my partner and what bank services he should emphasize. I told him that my partner was hard-nosed, but fair, and that he was on his own.