When you’re building your list of prospects… an asset that will appreciate over time… You must have a system of record-keeping and documentation. Something that tags or flags people based on their engagement.

And the reason for that is…

You’re looking for your five-star prospects and must be able to identify who’s who. But there’s a big caveat most people miss: You’re only LOOKING for them. Because here’s the thing…

A person either IS or IS NOT a five-star prospect.

Nothing you do will turn someone into one if they’re not already. You can’t create them. You can only DISCOVER them. The only difference is… some prospects are ready right away while others need more time to show their “true feathers.” And that’s where your record-keeping helps.

It all starts the moment your prospect opts in. They raise their hand, deliver them the thing they asked for, and follow up immediately with a short engagement question. Now, they have the option to either respond to it or do nothing. If they respond, you move them up your 5-star ladder and continue the dialogue.

If they do nothing, you move them into your long-term flagship communication system and educate and motivate them regularly. But here’s the important part… At the back of your mind, you always know where you’re headed. You know where you’re going with your questions. And you know where you’re going when a prospect engages in a dialogue with you.

You’re looking for those five things that must be true if someone is a 5-star prospect. Remember those? They need to be willing to engage in a dialogue; they’re friendly and cooperative; they know what they want, they know when they want it, and they’d like you to help them.

Once you get into this mindset, this understanding that you can’t turn someone into a 5-star prospect… That gives you freedom and takes away all the stress. You don’t have to spend all your energy convincing someone in the hope they convert anymore. All you need to do is patiently educate and motivate them regularly…

And wait till they become ready to take the next step.

And if they don’t, that’s okay too.

Need more help identifying 5-star prospects? head over to the podcast for more.