I remember the first time I saw the original Kung Fu TV show. We were a bunch of suburban Karate students who thought we knew all about the martial arts. Gathered around the set, we waited in anticipation as the new show was about to air.

I could tell after the first few minutes that what I was watching, was far different than paying for a few lessons and conquering the world. No fast food, high speed learning.

So what does this have to do with prospecting?

The lessons from the show teach the ultimate in pre-qualifying your prospects.

Before they could enter the temple, a prospect would have to arrive early and wait. If they weren't allowed to enter, they would come back the next day and wait again. This ritual of waiting could last for weeks. Depending on the master, the ritual could even go on for months.

Over time, the majority of the prospects would give up in frustration and only a small percentage of the initial group would last long enough to enter the temple.

Those that stuck it out, prequalified themselves by showing their:

- Patience
- Persistence
- Burning Desire

Through this process, the monks could avoid wasting time on prospects that had a low chance of success. This also allowed them to devote more time to those prospects that showed possibility.

The prospects that passed the first test were then given menial tasks and chores around the Temple. They would basically provide free janitorial services. Over time there would be another group of prospects that would drop out and narrow the field down even further.

This second round of tests served to narrow the field down to those prospects who were:

- The most patient
- The most persistent
- Had the strongest desire
- Willing to follow instructions
- Able to set aside their egos

The remaining prospects were those who had the highest chance of succeeding and becoming the future masters.

Think of how much easier your life would be if you prequalifed your prospects and could avoid the frustration of spending your valuable time on those prospects who
aren't likely to accomplish anything.

It's sad, but true, that no matter how much time and effort you expend trying to help your prospects, the vast majority won't follow through.

Make your life easier by following the example set by the Shaolin Priests.

"Any fact facing us is not as important as our attitude toward it, for that determines our success or failure."
*-- Norman Vincent Peale