Do you put off prospecting activities because you fear being rejected? If so, you’re not alone! Here’s a quick tip to help you move past your fear and into the habit of regular prospecting activities.

A great analogy to use is a game of cards. For example, there are 52 cards in the deck—your job is to find the 4 aces that will do business with you now or in the future. There’s nothing wrong with the other “cards”—they’re just not what you’re looking for right now.

Consequently, when someone says “No,” just remind yourself this person is a “discard” not an “ace.”

In contrast, search for and “save” your aces—they’re the ones who put the “pot” of money in your pocket.