Arrive two minutes early and stand in the lobby, not sit. Put your phone away, stay alert, and when the person arrives, greet them with a handshake while holding something tangible and knowing exactly what you want to discuss.
And one of the rules is never sit in the lobby. Okay. People are like, what do you mean never sit in the lobby? And it's like, should I sit in my car? And I'm like, no, you should stand in the lobby and you should only be there when you're expected. So, you show up 2 minutes early, you announce yourself, and then do not get distracted. Do not sit down. Do not flip through magazines or go on your phone. Don't be calling anyone. Don't be looking at the plaques on the wall. Just be waiting for the person to come in and present themselves in the lobby. And then you immediately deploy the— and so when they walk out, you're standing up, you can shake their hands, say hello, and then you deploy the next rule, which is always have something in your hand and something in your mind.
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