MRL #095- Stop Finding Time, Start Making Time: The Secret to Prospecting

“I just can’t find the time to make calls.”

If I had a dollar for every time I’ve heard that I’d be a very wealthy man.

The harsh truth is…

If you’re trying to “find time” to prospect, you’re doing it wrong.

The key is to “make time”.

The difference sounds subtle, but it can actually be the dividing line between success and failure.

What “Finding Time” Means

When you say you need to “find time” you’re operating under the assumption that time is something hidden in the corners of your schedule, waiting to be discovered.

It’s a reactive mindset.

You’re passively hoping that after your calls with clients, staff meetings, submissions, and calls with underwriters, the time will magically appear.

But, it never does.

By trying to “find time” you’re giving up control.

You’re letting your circumstances dictate your schedule.

Other people’s priorities—your boss, your clients, your service reps—take precedence over your own.

“Finding time” keeps you stuck in a cycle of overwhelm, always searching but never finding.

That’s where “making time” comes in.

What “Making Time” Means

In contrast, making time is proactive.

It’s the mindset that time isn’t something you stumble upon—it’s something you create by designing your day around your priorities.

Instead of waiting for time to appear, you carve it out of your schedule.

Unlike “finding time”, “making time” is powerful because you maintain the control.

You decide what matters most and allocate your time accordingly.

External demands can no longer hijack your schedule because you’ve already set boundaries.

The shift from “finding time” to “making time” is small but profound.

Which begs the next question…

“So how do you do it?”

How To Stop Finding Time And Start Making Time (For Prospecting)

It’s pretty easy, really.

It comes down to 3 things:

#1. Accept That Prospecting Is Your #1 Priority

You must accept this.

If you don’t, you’ve already lost.

Prospecting is the life blood of every Producer, therefore it must become a daily non-negotiable in your mind.

Minus real client emergencies, nothing else work-related should come before it.

#2. Schedule Your Prospecting Before Anything Else

If it’s not on your calendar, it’s not real.

And if it’s not on your calendar first, it’s not a priority.

Treat prospecting as sacred time.

Block it off on your calendar before anything else, and protect it above all else.

#3. Learn To Say “No”

Making time requires boundaries.

That means saying no to everything else.

Every time you say yes to something unimportant, you’re saying no to what’s most important (prospecting).

The Bottom Line

Time isn’t something you find—it’s something you make.

If you’re always waiting to “find time” to prospect you’ll never get it done.

But when you take control of your schedule, decide that prospecting is non-negotiable, and “make time” for it, you unlock the ability to write more business than you ever thought possible.

Make sense?

Good.

Now, go buy our stuff. 😂

Here’s our step by step guide to prospecting.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV