Get More Prospects

Sales Secret #2: Get More Prospects

Get more prospects. You need to prospect.


I wasn’t always as well-known as I am today.

I had to knock on thousands of cold doors just to get people to even know me when I started my first business. That is the main purpose of prospecting—to get people to know about you.

Your problem is obscurity.


People need to think of your name and your company first when they have a need for what you offer. By prospecting, you can create your own economy.

If you are dependent on others, or walk-in traffic, then you will be at the mercy of factors that you have no control over.


get more prospects






A customer is coming to you because they have a problem. There is something that isn’t working right that they need it fixed and they have come to you because they hope your product or service will solve their problem.

Often times though, a customer hasn’t diagnosed or even knows about the proper solution to their own problem. That’s why you as the salesperson are there.

You are there to serve. Look around you. Everyone has problems. So, start serving!



Are your prospective clients involved in charities, community organizations, or the boards of other companies? While the general rule is to avoid politics in business, it can be a great way to get in front of the hard-to-reach decision maker.


For years, I had been trying to get in front of a potential client I knew would be perfect for my products. Instead of directly presenting my product as I had been trying to do all that time, I focused on helping him get his favorite local candidate re-elected.


When I called this client, I told his assistant I was calling for her boss because I was passionate about getting the candidate he supported re-elected. She immediately put the prospect on the phone and soon we were having lunch together.


Without ever having to bring up my product, he asked me how I could help his company.

While I was not successful at getting his candidate re-elected, I did get his business and helped his company reach new targets. Today he is not just my client, but a great friend.



Once when I was in Louisiana with a client, I showed him a list of about ten people I was having trouble getting in front of. I asked him: “Do you know any of them and can you help me with them?”


My customer quickly scanned the list and offered to call two of the names on it. He immediately achieved two appointments for me that I couldn’t pull off for two weeks.

Every time you make a sale, get referrals. Even when you don’t make a sale, ask for them.

Remember this: Businesses fail not because they run out of money, they fail because they couldn’t produce enough prospects for their business quick enough that would fund their activities.


You could be the greatest salesperson with the greatest product with the greatest location, but without people talking about you, coming to see you, reaching for you, you’re dead.


That’s why I put together a comprehensive prospecting program for you—so you will know exactly how to get more leads each week to grow your business!


Get the prospecting program here.


Be Great,


How To Manage A Team From Afar

How do you manage a remote team?

With businesses ordered shut and workers having to stay home, businesses across the world are busy working remotely.

The problem is, while many managers feel comfortable managing from the office in-person, it’s a different animal to manage remotely.

You rely on email, zoom calls, slack, texts, phone calls, and whatever other digital form of communication your team uses.

how to manage a remote team

But how do you really manage a team from afar?

The key is keeping in communication and there are ways my company is doing this:

#1 Mandatory Meetings

We have a consistent meeting each day at the same time, we have roll call to ensure everyone is present, and we have a max of 2 meeting moderators so that there aren’t too many chefs in the kitchen.

#2 Data Collection

When working remote you must keep tabs on people to hold them accountable. We strive to have a minimum of 3 stats per role and compare those day to day and week to week. This gives both you the manager and the employee a sense of accomplishment but also empowers them to feel in control even though they are outside of the office.

#3 Discipline

This is not the time to relax your norms. Keep dress code, don’t allow anyone to come on a Zoom call looking like a slob—and notice levels of engagement in your virtual meetings. If there is someone you’re concerned with, call them directly to have a conversation about it.


It’s tough enough keeping the team coordinated while in the same location. Be ready to OVER communicate while remote.

If you are looking for more practical ways to stay coordinated, designate leaders, and have an all-star remote team, get on Cardone U because we are adding brand new content, including How to Manage a Remote Team!

Whether it’s remote cloud backups, digital security for your company’s assets, or simply having a clear plan to follow, you need to have a comprehensive plan when it comes to working remote, especially for bigger teams.

We don’t know how long this current lockdown will last, but even when it ends you have to be prepared for future emergencies, lockdowns, and interruptions so that you’re always ready to manage your team from home!

Be Great,


P.S. Again, get on Cardone University HERE for new content including How to Manage a Remote Team


how to work from home

How to Work From Anywhere

Want to know how to work from home during this pandemic? We have a few tips.

With millions of people working from home because of the coronavirus, it has never been more important to know HOW to get things done away from the office.

The main problem is that easy access to too many comforts is not good at all for productivity…and working from home could be a disaster when you consider the potential impact on your quality of life, marriage, kids, and not to mention the overall success of your business.

Anything that makes you too comfortable is a red flag.

If you become comfortable you take less action and when you take less action you stop pushing toward your full potential. Working from home is dangerous because of the comfort it brings—you get too relaxed. When people get excited about working from home I feel I need to warn them.

Here’s what typically happens:

When working at home you will constantly be walking through a gauntlet of distractions—these things can and will throw you off your game.

The level of discipline it takes to generate solid results and work from home is intense, and most people fail at home because of this fact.

The home is filled with constant distractions: how to work from home distractions

  • spouse
  • kids
  • pets
  • TV
  • your computer, phone, or tablet
  • the couch
  • the bed



The few who have discipline can segregate and manage their business from home, but it is only for the most disciplined.

Are people that work from home happy because they are more comfortable or because they are more productive?

When your personal kitchen is 10 feet away from your workspace and your TV is in the same room you’re going to like it better.

That’s why working from home is a bad idea and a bad business plan for 99% of people, but seeking comfort over financial freedom is what separates the most successful from the moderately successful.

Being an entrepreneur is hard enough. The economy is brutal and the competition is fierce. Keep in mind that half of all businesses fail in their first year, and that number is rising. Too many people go into business ill prepared and then try to do so from home for the wrong reasons.

For the rare few elite who have strong boundaries and are incredibly disciplined working at home can be extremely rewarding and successful. The first thing these elite do is dedicate a workspace where nothing else happens but business.

They create very strict boundaries where there are no pets, kids or family allowed. If you work with your wife or husband they aren’t your spouse in this workspace, they must be focused on fulfilling their work role, just as they would at an external office.

This workspace must be sacred and strictly about work. You need to enter this workspace as you would a bank you are acquiring a $50-million loan from. In your mind, if your home is like a recreation park, your home office needs to be like a battlefield.

Have family meetings and get agreements to clear boundaries from the start. Get a written agreement from everyone at home that no interruptions are allowed and your space is OFF LIMITS.

You must switch your mindset. The main motivations for those that work from home are flawed. The goal of the home office is to increase the quality of your life by producing more at work, not by being more comfortable.

This same rule applies in the forced work-from-home life during the coronavirus.

This ‘comfortable’ concept will eliminate any chance of a person reaching their full potential and possibly even surviving as an entrepreneur. Look at the failing companies who don’t even work at home who got comfortable and have now ceased to exist. It is vital that you understand; you work for you. You have to manage yourself. You have to wear two hats—the boss and the employee.

Now that you know the warnings, having a home office setup can be great. It certainly has benefits saving time and money, which can be reinvested into the business. Just make sure to take an honest look at your goals for the business and your work style. Make sure all decisions are goal-oriented and not comfort-oriented.

Want access to my course that talks about this very topic? Click below to sign up for Cardone University and get all the training you need to get through this unprecedented time.

how to work from home training


What successes have you had working from home? Let me know in the comments below.



Sales Secret #1 : The Value of Follow Up

Sales Secret #1 : The Value of Follow Up

Let’s talk about the value of follow up

Value of follow up. If you have a business, the first secret you must learn in order to make more sales is to recognize the value and understand the lost
art of follow-up.
How many deals have you lost because you haven’t followed up enough? Too many!
Most businesses don’t see success with follow-up so they give up. They make one
phone call and that’s it—that’s  NOT follow-up.
Great Salespeople follow up relentlessly. You must follow-up persistently, consistently and creatively so you will be differentiated from the
market—because nobody is doing any real follow-up.
value of follow up - Grant Cardone
People underestimate how much energy and effort it takes to win a sale, to get attention, and to
get in front of people. You don’t get a six pack by going to the gym once or twice. It takes
consistency. Following up with persistence will get an initial conversation with someone, get their
attention, and eventually secure an appointment.
Three things to get your follow up game tight:
1. Be persistent:
Even if you are bad at follow-up, eventually you’ll get something just by not giving up.
2. Be creative:
You are a pest if you aren’t creative. Bring something new to each interaction.
3. Understand your cadence:
What is the speed at which you follow-up? Nobody likes doing things that they suck at. Have some
predictability of what’s going to happen. Get a rhythm. In your follow-up don’t rely on one single channel
of communication. No one thing is effective by itself.
 – Phone
–  Email
–  In person
–  Texting
–  Fax
–  Gifts
–  Articles and Blogs
The point is that you need to practice Value Added Follow-Up.
Practicing follow-up is how you can be persistent without getting on someone’s nerves. Make a
strategy for your follow-up. If you want one whale you need to get 100 lines going off your boat. You
call a guy 3 times and he doesn’t return your calls and you start thinking he’s not interested. Think of
every call as a win.
Better to lose a deal because you follow up too much than too little!
Buddha says, “In the confrontation between the stream and the rock, the stream always wins, not
through strength but through perseverance.”
The water flows over, under, and on the side 24/7/365—it just keeps going and going.
When I pursued my wife, Elena, I had to use creativity. Creativity is what separates good follow-up
from stalking.
Your persistence must have creativity whether in business or relationships. Make a commitment to
persist in things, and then find the line. How far is too far? Know how to cross the line but also how to
reel it back.
Persistence is the single most common trait of the most successful!
Remember, the first secret of sales is great follow-up!!!
Your friend in business & sales,
Grant Cardone