You are the item of value to your clients. We tend to think we need to give our clients something, so we can talk to them. That is fear based thinking. There is a cause and effect in sales. When you do something the effect lags, but eventually if you do something often enough you start to see results.
The most important item of value is you.
When you start to see results you lose the fear. You get what you prospect for. It is as important to your career and the future of your business to continue prospecting as it is to take care of the current transaction; it will increase your business. Time passes and before you know it the future is here. When you work on farming for the future, the future is always tomorrow. Use today’s income while you are building tomorrow’s benefit.
Remember, you are the item of value.