If you want to make prospecting easier as well as more fun, treat it like you would any other game. Understanding the rules and knowing what strategies to apply in each situation is what will allow you to win. Not knowing the rules will undermine your success.

A great analogy 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 48 “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.