Some financial producers use prospecting methods that produce the wrong prospects. I define a wrong prospect as someone who is not really interested, not qualified or hard to deal with. In essence, someone who wastes your precious time and, if they do become a client, they consume so much of your time that you wish they weren't a client.

You generate these prospects by using unfocused mass marketing models. For example, if you call a list of people over age 65 attempting to obtain long-term care appointments, you are generating the wrong prospects. You have no idea if these people are interested or qualified. So you waste a lot of time cold calling and then meeting people who are not qualified or interested. I call this being a