Make a List of Everyone you know. Don’t Prejudge

Every business starts with a business plan and Fortune is no different.   The first step in your business plan is to develop a contact list.   Make a list of everyone you know.   Try to list as many names as possible.   Just brainstorm at this point and DO NOT PREJUDGE!   The following are examples of sources to use in order to jog your memory:

o Christmas card list
o Wedding invitation list
o Yellow pages
o Maps
o Church groups
o Social organizations
o People from whom you buy 
o People from your past
o Friends & family

Apply the 3 Check Mark System

You will now apply a three check mark system to sort Manager prospects from customers.   Apply these checks to each name on your list individually.   You will go through your entire list three times.

1. Put a check mark by anyone on your list that is a "people person" (someone who is friendly, positive, and social…).
2. Put a check mark by those people who may want a better way of life (better home, better car, more time and money…).
3. Put a check mark by those people who are open-minded and with whom you have influence (people who will listen to you).

- 3 CHECK MARKS = STAR MANAGER PROSPECT

- 2 CHECK MARKS = POTENTIAL MANAGER PROSPECT 
(show them the business and let them choose)

- 1 CHECK MARK = CUSTOMER 
(but if there is any doubt at least show them the business)

0 CHECK MARK = CUSTOMER