I hear a lot of talk about wanting to make more money, but I don’t see as much action toward making it happen. There’s a simple equation at work here—more money requires more customers!

Yes, you can make more money by increasing sales with current customers, but there’s a risk attached to that strategy. The bigger they get, the more it hurts if you lose them. So, if you want to make more money—and minimize the risk of making less—you should probably do more prospecting.

Obviously, there are skills involved in effective prospecting, but I think it all starts with attitude. The following five statements represent the attitude that I would like you to have: