Every year about this time I reinvent my business.  Most often I do it because of my desire to grow my business and make a greater difference in the world, rather than because I’m unhappy with the way the past year went.  The process is rejuvenating and inspiring.  It motivates me to examine the various parts of my business and my life, and it sparks a flood of creative ideas.

Unless you’re one of the few people who have all the business they need, then you’re always working on bringing in new business.  And in order to bring in new business, it almost always requires an investment.  Most of us, when we think of investing, think of investing money.  The truth is that we have two types of assets to invest in our marketing.

Whether you’re looking for new agents or new clients, the key to finding them is effective prospecting.  There are numerous ways to go about prospecting.  Some of them are active methods, while others are passive.  Both passive and active prospecting will produce results, however they differ in efficiency and effectiveness – and understanding those differences will make all the difference to you and your results.