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From the chapter · The Prospect Chart
Read the Water
Every prospect is sending signals. Tune the radar.
Prospect Radar
Your ship, holding station
On scope
4
own ship
Low band
A few bright blips near the center — hands raised, actively shopping. This is the water every competitor can see. And every one of them is fighting for it.
The scope is live
Every blip is a prospect.
They're all sending signals — most captains only ever see the loudest ones. Raise the gain, then open the blips to read what each one is saying.
Wave 1 — Actively shopping, hand raised. Everyone fights over these.
Wave 2 — Feeling the pain, sending quiet signals.
Wave 3 — Deep water. Not on your website, not in your CRM.
Read 3 signals across two waves to sail this chapter · 0 of 3 read · 0 of 2 waves