Prepare Your Prospect For A Great Meeting

Meeting goes up on the calendar, the invite goes out, and then the producer kind of just crosses his or her fingers, hoping the prospect shows up for the first meeting. You've got to play offense, build a little process that helps you build credibility before the first meeting. If I were you, here's what I'm doing. Number one, the minute that invite goes out to the prospect to set up the first meeting, I'm sending out a welcome email. The welcome email is just going to welcome them, talk about our process a little bit, get them prepared for the first meeting, tell them some things we're going to cover in that first meeting. I'd actually include an introduction, an intro video in there introducing myself so they get a chance to meet me even before I walk in the room. It's just getting them prepared for the first meeting. We don't do that enough. Think about what your prospect is thinking. When they get that from you, they're saying, wow, producer is not messing around. She's prepared. They've got a legit process here.