Daniel Fazio argues that time — not money, leads, sales calls, or paying clients — is the only truly scarce resource. He urges viewers to discard scarcity thinking about money and sales inputs, and recommends prioritizing time-efficient sales practices, specifically fewer (even less-qualified) leads with increased follow-up activity for qualified prospects.
You need to start understanding that the only resource in your life that is scarce is your time. A lot of you guys have money, scarcity, you need to remove that from your head. You think leads are scarce, you need to remove that from your head. You think sales calls are scarce, you need to remove that from your head. You think paying clients are scarce, you need to remove that from your head. The only thing that is scarce is your time. It is more efficient to have less qualified leads, but more follow up activity per lead of the ones that are qualified.
