Kevin Ray Ward went from zero deals to over 100 transactions by following three steps: start even when you're bad at it, stick to a daily routine of three hours prospecting and 30 minutes of follow-up without missing a day, and success follows. He hired a coach to enforce the schedule.
Chapters
I figured out there are 3 steps that I followed. This is a progression of 3 steps that I followed to get me from no deals to a lot of deals, to making a lot of money and just building a big business. Number 1 is you gotta be willing to suck at it. I was willing to suck at it. I sucked at it, I sucked at it, I sucked at it, and I did it anyway. So step number 1, you gotta suck at it. Now step number 2, I stuck with it. I stuck with it, I stuck with it, I stuck with it, I kept doing that. And after day number 2, I prospected almost every single day. I'm not saying I didn't miss any days. By my third year, that third year that took me to over 100 transactions, I did not miss a day. I had hired a coach and I was like, this is what I do. My schedule was clear from 9 to noon every day. I did my lead generation and then I did my lead follow-up right after that. I would do it today if I was doing it, I would start at 8 AM, not 9 AM, but that's what I did. And I prospected 3 hours and then I did lead follow-up for 30 minutes every day, every day, every day. Okay, but I wasn't good at it. When I started, I sucked at it. But number one, step number one is you got to suck at it. I sucked at it, I sucked at it, but the more I did it, I sucked less. So I went from sucking at it to sticking with it. I stuck with it, I stuck with it, I stuck with it, I stuck with it. And as I stuck with it, I sucked less. And then number 3, third step is I succeeded with it. Suck at it, stick with it, succeed at it.
