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The Dog Star: The Chase

The Dog Star: The Chase

(The Dog Star is a symbol of power, will, and steadfastness of purpose, and exemplifies the One who has succeeded in bridging the lower and higher consciousness. —Astrological Definition)

My dogs chase things that move, sometimes even falling leaves, but usually squirrels, rabbits, chipmunks, and other small critters. Only one of them, Koufax, caught and killed them. He was a hell of a hunter. But for the rest, the chase was the thing. Bentley, who’s a 90-pound German Shepherd, loves to run into the ducks and geese to scatter them, but never tries to bite any of them. He loves the pure chase. It’s called “predatory drift.”

We need to enjoy the chase, but also the “capture.” I’m NOT telling you to kill prospects! But I am telling you that a meeting doesn’t pay the mortgage, and a meeting with a non-buyer (except to get to a buyer) is a complete waste of time and energy. You can’t be a “farmer” in this business, unless you want to work for somebody else. Otherwise, you have to “eat what you kill,” or pay the bills by closing business, to be less sanguinary.

You need to CLOSE, to CONVERT the prospect to a client. Don’t be nudged out of the office by “let me think about it” or “get back to me next quarter” or “the timing isn’t quite right.” The bank won’t accept waiting until next quarter and their timing is all that matters. The “chase” has to end in “conversion.”

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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