Paul Castain's Blog

My 2 Non-Negotiable Rules When It Comes To Prospecting

Posted March 28, 2018

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I have two really simple rules when it comes to my prospecting time.

Once I Schedule It, I Treat It Like Any Other Appointment!

That means that barring an emergency, I absolutely WON’T break that appointment and;

In the rare instance that there’s an emergency, I reschedule the appointment with myself (to prospect) just like I would with a client, prospect, or vendor.

That’s how I’m still able to hunt for new business, even though Castain Training Systems is in it’s seventh year and I’m busier than ever!

Outbound Calls Only When I Prospect!

That means I don’t answer my phone and take inbound calls (We’ll talk about this in a second).

I don’t check email, in fact, I log out so no pop-ups will distract me.

I log off of my social networking sites so no pop-ups will distract me.

Why do I do this?

Because I know something about that crazy brain of mine.

Given the choice between cold calling and a nice safe activity (like checking email, taking an inbound call, etc) my subconscious will take the easy road.

So I remove those things as possible “avoidance activities”.

When I worked with a team of people, I told when I’d be doing my prospecting and put up a sign that said “Quiet Please. Cold Calls In Progress” so I wouldn’t be disturbed.

I even designed another sign “STOP! Is it a ‘911’ or a ‘411’? ‘911’s ONLY!”

Let’s go back to that crazy idea of NOT taking calls or checking emails during outbound calls.

You might be sh*tting a brick over that one.

I mean we’re supposed to drop everything we’re doing every time the phone rings and an email pop up invades our phone screen, right?

WRONG! That’s how you stay in “response mode” all day and get NOTHING accomplished!

Relax, here’s what I didn’t tell you;

I prospect in 25 minute call bursts with a 5 minute break at the end.

During that 5 minute break I check voicemail and email.

I answer urgent messages immediately.

If someone chooses to get sh*tty with me for having to wait a whole 25 minutes;

They aren’t going to stay my client for long because I’m going to show them the door.

So far, no complaints, no one has been shown the door, and;

I’m able to get more done, because I’m completely focused!

Give it a try!

I created a really cool webinar (If I do say so myself) that will help you take BETTER control of your day to day.

It all takes place on April 5th, at 11:30 am EST, and if you don’t have time to join us I’ll even send you the replay.

Here’s what we’re going to discuss;

  • The 3 things that MUST dominate your calendar. We’ll talk about how to get them on your calendar, and most importantly, KEEP them on your calendar.
  • The one thing that steals 25% of a sales rep’s time and how YOU can steal it back!
  • How to instantly become MORE productive WITHOUT adding more hours to your day.
  • How to get MORE prospecting time on your calendar WITHOUT adding more hours to your day.
  • How to blow off unnecessary meetings WITHOUT being a jerk.
  • How to use drive time/travel time to your advantage.
  • The 3 sales activities you can easily automate to save tons of time.


April 5th at 11:30 am EST.

What Do You Get?

(1) 90 Minute Webinar


Webinar Replay

Bonus PDF With Additional Content, Exercises, Etc.

How Much?


Please click HERE to reserve your spot.

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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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