Key Takeaways:

Leverage technology to supplement, not replace, traditional prospecting methods like cold calling, networking, and building relationships.

Focus on building a strong foundation with old-school techniques first before layering in technology tools.

Networking is a slow, long-term process, but can pay off significantly if done consistently and with a focus on providing value to contacts.

Specialize in a niche and become an expert in that area to differentiate yourself and overcome objections about being too busy.

Use social media strategically to align with your target audience and build your personal brand, but don't rely on it as the sole prospecting method.

Be prepared for market shifts, like the current tightening of capital markets, and adapt your prospecting approach accordingly.

Maintain relationships and perform well on initial deals to secure repeat and referral business from clients over the long-term.