You must manage the marketing and prospecting process if you want it to work for you. Your objective is to provide a constant flow of on-profile prospects. You must use a system for listing names and keeping track of the status of these names.

• List names. At this point, do not worry about qualifying. Just list the names of men and women you know.
• Record names and data. Create a prospect file. Ohio National's "Prospect File System" is an organized, hands-on way to keep the names and data on each of your prospects. As with any science, you want your results to be as productive as possible. Organization is the cornerstone of productivity.

The 3" x 5" White Prospect Cards (Forms 1183) are the foundation of an excellent system. The cards allow you to record all the pertinent data you need about a prospect and, on the back, the results of your contacts.