Abundance rather than scarcity

Monday morning. Panic sets in, you’ve only got two prospects this week. The time comes and the pitch is desperate and it’s obvious to everyone in the room that you clearly need this to go well. 

Having a good and up-to-date no-for-now list means you can stop looking desperate when recruiting because you know you have many more contacts in the bag. All of your eggs aren't in this new prospects basket.

By not relying on one new prospect, you can have a much better conversation with potential prospects going forward, as you have many more options in your no-for-now lists if this prospect doesn't follow through. 

‍