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Every financial advisor starts strong.
New goals, new lists, new energy.
But somewhere between the fifteenth unanswered call and the tenth rescheduled meeting, the spark fades. That’s when Jeb Blount’s words hit hardest:
“Consistency is greater than intensity.”
Anyone can prospect when they feel like it. The pros do it even when they don’t.
The Real Battle Is Between Your Ears
Blount often says that sales is a mental game disguised as a numbers game.
The toughest part of prospecting isn’t rejection, it’s resistance. That little voice whispering:
- “Try again tomorrow.”
- “You’ve already done enough.”
Winning that mental tug-of-war is what separates fanatical prospectors from everyone else. They know motivation is fleeting, but discipline is forever.
Prospecting Is Like Fitness; You Don’t Get Results Overnight
Think of your pipeline like a muscle.
- Miss one workout, and you won’t notice the difference.
- Miss a week, and your strength slips.
- Miss a month, and the decline is obvious.
Prospecting works the same way. You can’t “binge call” your way to success.
The secret is showing up every day, even when it’s boring, especially when it’s boring.
Protect Your Prospecting Time Like It’s Money (Because It Is)
Blount calls them the Golden Hours, those uninterrupted blocks when you focus only on new opportunities.
No meetings. No admin work. No distractions.
In those hours, you’re not just working, you’re investing.
Every call is a seed, and your future commissions are the harvest.
Skip those hours, and you starve your business.
Track the Effort, Not Just the Outcome
Too many advisors judge their success by how many policies they close.
Blount flips the script, measure the effort.
How many calls? How many texts? How many quality conversations?
When you track the right behaviors, results naturally follow.
You can’t control who says yes, but you can control how many doors you knock on.
Rejection Is Proof You’re Doing the Work
Blount often reminds his audience: “Rejection isn’t personal, it’s progress.”
Every “no” proves you’re in motion while others are standing still.
In life insurance, the road to “yes” is paved with polite rejections.
Embrace them. Each one brings you closer to the client who truly needs you.
In prospecting, you don’t rise to the level of your motivation, you fall to the level of your habits.
That’s why the best advisors don’t chase bursts of inspiration.
They build routines. They prospect daily. They stay in rhythm, rain or shine.
As Jeb Blount says:
“Fanatical prospectors don’t wait for good days — they create them.”
So tomorrow morning, before you check your emails or scroll your feed, pick up the phone.
Make that first call.
Because greatness in this business isn’t built in a day, it’s built every day.
All the best my friends!!
#acgadvice
