Hi, I have a problem. I hoard information the way some people collect stamps, except stamps don’t stop you from closing deals. Sounds familiar? Read on!

I used to think more research made me a better banker. Turns out it just made me a slower one.

This is the great lie of information overload: we tell ourselves we’re being thorough, when really we’re just avoiding the scary part : actually picking up the phone and asking for the business. Reading one more report feels productive. It feels safe. Nobody ever lost a deal by reading too little in the last five minutes before deciding not to call.

In almost all businesses, the client’s window of interest is small. A competitor with half my knowledge and twice my speed gets there first, and lo and behold, the deal is lost. More information doesn’t win deals. Timely action does.

I used to think, my knowledge is what will help me garner business at break neck speed. It’s not. I have learnt it the hard way. What’s working for me is just picking up the phone and having that conversation. Sometimes, it works and other times, it doesn’t. At least I don’t feel bad afterwards.

So, I would say this again. You will never know everything. It’s just not possible. Go ahead, make that call. It might just work for you.