You can‘t have a seat at your desk with Outlook open and the phone by your side and expect calls and emails to hit you like a hail storm.  Establishing relationships with prospects takes energy and time. You have to talk to strangers, ask questions, answer their questions, and tell them about yourself, what you do, and what you can offer them. And you have to do this without waiting for solicitations. You cannot wait for the introductions; you must make the introductions!  Prospecting begins with you–with your getting out there.  Prospecting is for the outgoing.