How do you prepare for your client meetings? Consider implementing the Sunday planner. On Sunday morning, I will spend about a half hour looking at the schedule for the coming week. I look at the meetings I have and spend some time role-playing through them as if they have already occurred. What objections may the client have? What concerns or issues? I will think about how I will answer them.
It is similar to professional sports, specifically downhill ski racers. When they are at the top of the hill and before they start, they visualize each gate they will turn through as if they are actually racing the course. They visualize the race course. Then when they execute their actual performance, it is like they have already done it. This results in a much higher success rate. This is the same in our business. Make a dry run through the meetings, and the meetings themselves will go much smoother and yield much better outcomes. Showing up on Monday to figure it all out and be reactive to the week is a missed opportunity.
Using this technique prepares me to be ready for the week and hit the ground running on Monday.
Gregory B. Gagne, ChFC , is a 26-year MDRT member and MDRT Past President. Hear more in the MDRT Podcast:
