We’re living in the golden age of motivation. Everyone’s a mindset coach, every conference promises “massive growth,” and every podcast tells you to “believe bigger.” Meanwhile, the average broker is juggling renewals, compliance updates, and CFOs who ghost faster than Tinder dates. This is not an industry that runs on hype, it runs on math. And until you see the numbers behind your next million, motivation will keep selling tickets while your prospecting stays flat. So let’s get into it.
Forget The Motivation When You Prospect
I don’t believe in motivation. I never did.
Motivation is for people who can’t see the path in front of them clearly enough to act. It’s the energy drink of the professional world – a temporary high that feels like progress until the numbers catch up with you. You get fired up, rewrite your goals, post a quote about “ten times your potential,” and then Monday comes with the same inbox, the same renewals, and the same prospecting process that looks suspiciously smaller than your ambition.
The business world – especially ours – has been hijacked by the language of hype. “Dream bigger,” “10X your goals,” “manifest your next million.” It sounds powerful because it sells programs, memberships, and event tickets. But in B2B, motivation doesn’t move deals. Math does.
You can’t “manifest” a CFO into self-funding. You can’t “visualize” an HR director into changing a 15-year relationship with a carrier. Organizations move slowly, predictably, and rationally. Their decisions are based on numbers, timing, and risk – not on how passionate you looked in your last TikTok video.
That’s why I built the Prospecting Calculator – not to inspire you, but to give you the data clarity that motivation could never provide.
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Prospecting Calculator: Math Beats Guesswork
The first question every broker asks is, “How do I grow faster?”
The first answer I give is, “Define faster in numbers.”
Most brokers can’t. They’ll say, “I want to hit a million next year.” Okay. But a million in what – commission, override, total revenue? And how many insured lives is that? How many groups? What’s the average group size? How many meetings does it take to win one? How many calls to book those meetings?
That’s the gap the calculator closes – it translates the fog of ambition into the physics of revenue.
You start with your target number – say $1,000,000. The calculator converts that dream into reality by asking, “How many lives would it actually take?” Based on average per-life revenue, it will tell you the truth most people avoid: you’ll need about 909 insured lives to hit that mark.
It’s not sexy. But it’s solid. And solid wins.
The Data That Actually Drives Revenue
The calculator doesn’t drown you in metrics that make you feel busy; it isolates the handful that actually predict success.
First, it looks at your Lifetime Value per Client – the total revenue a client brings over the course of your relationship. If you’ve ever had a mid-sized account stay for six years, you know that value compounds quietly in the background while you’re chasing new deals. That’s why the calculator doesn’t reward one-year wins; it rewards retention math.
In prospecting, patience is the tax you pay for real influence.
The Rejection Fee
Here’s something most brokers never calculate – the price of rejection.
Once you see the beautiful precision of the Prospecting Calculator – how many lives you need, how many groups fit your mix, how many meetings and calls build your million – you realize there’s a hidden condition attached: it only works if you hit your prospecting numbers.
And here’s the irony. You do get paid for every unanswered call, every ignored email, every “circle back next year.” But the payment isn’t immediate – it’s delayed interest, released only when the math completes itself. When you’ve done the full cycle, when the meetings, calls, and follow-ups all hit their targets, the commissions finally show up – and suddenly you realize that each of those “pointless” actions had value all along.
That’s the Rejection Fee.
Because in Laser Prospecting, your single phone call can be worth thousands of dollars – not in the moment you make it, but in the context of the system that produced the eventual win. Each unanswered voicemail, each polite “not now,” each slow-moving HR reply contributes to the probability curve of success.
But there’s a catch: it only counts if you’re following the system.
If you’re calling randomly, not targeting your Top 30, not diving deep into each company, not aligning your offer with their internal narrative – then your calls aren’t compounding, they’re evaporating. In that case, every “no” is just a $0 transaction.
The math rewards precision, not motion.
And the Prospecting Calculator exists to make sure your rejection tax turns into revenue, not regret.
The Math Doesn't Judge. It Clarifies.
This is what I love most about data: it doesn’t care about your excuses. It’s not emotional. It doesn’t compare you to the broker across the street or the one posting wins on Linkedin. It simply shows the connection between your activity and your outcomes.
If you keep doing what you’ve always done – chasing small groups, hoping referrals appear, treating prospecting like a side project – the calculator will expose it instantly. To hit $1M that way, you’d have to close dozens of 35-life groups, sit through hundreds of meetings, and make thousands of calls. It’s not “grinding,” it’s just math that doesn’t scale.
That’s the part motivation never tells you. Because it’s not profitable to admit that success is slow, repetitive, and predictable. But that’s the beauty of it. Once you accept the math, you stop fighting reality – and reality starts paying you back.
Marketing is optional. Prospecting is Oxygen.
I built he Prospecting Calculator because I was tired of seeing talented brokers lose not from lack of effort, but from lack of structure. They didn’t need another prep talk. They needed a model that connects efforts to outcome – a tool that reveals the path instead of promising shortcut.
Prospecting Calculator
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