If any of you know me personally, you know that I am CONSTANTLY prospecting. Whether it be by contacting past clients, keeping up with friends, joining different social groups, even going out for dinner...I am ALWAYS ON. When I travel back and forth to the U.S., my family/friends/clients can tell you that not a day goes by that I am not working on keeping both Island Estates International and Kagan Real Estate, Inc. (in Chicago) operating in full throttle. I actually feel like a juggler keeping all of the balls in the air. A lot of this has been set up with the teams I have in place in both locations. Without them, I could not do what I do. Picture a funnel...the largest part on top are leads. You need to generate LEADS by constantly working at it. The medium part of the funnel is where you work on the PROSPECTS you generated while working on LEADS. With the prospects you need to qualify and convert them into CUSTOMERS. The final piece of the funnel is the CUSTOMERS. You may need to start with 1,000 LEADS to get to 100 PROSPECTS which give you 10 CUSTOMERS. You cannot get a hit unless you get up to bat. In order to be good, you must get up to bat ALL THE TIME. The more at bats...the better you get. This is true in almost everything you ever want to achieve. So picture the funnel and realize that EVERYTHING you do, can get you closer to the end goal.