I have observed this issue during my countless meetings with distributors and advisors. See if you feel the same because this happens with people who are managing thousands of Crores too.

They go for a meeting with an important prospect (someone who has sizable assets) and have several things going on in their head.

a.  Will I be able to close this person as a client?
b.  What do I need to do to impress this person?
c.  What if I am not able to sign up this person?
d.  How can I get this account on board?
e.  I must get this person on board or else I will not achieve my target.

Do you go through these thoughts, emotions, questions, or feelings?

Even though many might not admit, most rather everyone goes through these questions or emotions (unless you are someone who is saying No to prospects even if they have Rs.10 Crore to invest). This is not in our best interests to have these thoughts going in our mind before a key meeting.

Now let me ask you a different question.

Have you ever come across a real doctor or a real professional who has these thoughts in their minds before they meet someone? I do not think you will find many or even any. A real doctor will tell you things as it is. There is no reason to convince you other than diagnose you and prescribe the right medication. If you do not seem to listen, the best ones will say “Next Patient”.

What do you do when you are in a situation like this?

Do you say “Next Patient” or do you go on to Convince them at any cost (whether its showing charts or throwing tons of data).

We believe that we are dealing with human beings who are rational. Are we saying that we are dealing with robots that all we need to do is throw information and data and they will immediately understand? We are dealing with Homo Sapiens who are emotional and have feelings. They can be extremely rational, but they can be extremely irrational too. Look at the data during COVID-19 where so many people in the world did not want to wear masks and many even thought of COVID-19 as a lie.

We all know Smoking causes Cancer and So does Sugar (I know some will not agree with the Sugar comment) but look at how many people smoke and how many of us consume sugar laden products all the time.

How many times have you tried to explain something rationally to someone with information/data and the other person just does not get it?

The point I was making is that there is no need to convince anyone of your value if they cannot experience it in the meeting with you or see it even after meeting you a couple of times.

The objective of the first meeting is very simple.

You have something of immense value or a solution to the problem your ideal prospect has. The prospect will evaluate whether you are the right one for her/him. Your role is to also evaluate whether the prospect is the right client for you and the firm. You have the power to say NO. Just internalize this. You have the Power to Say NO as well. Trust me when you really experience this is the day you will become a different professional altogether. Can you believe it? There is no stress to convince anyone of your value. You can select or choose your clients. Thus, one of the areas for you to focus on is this “Be So Good that they can’t ignore you”.

Remember this paragraph as it is invaluable. The key is to remember who has the Leverage/Power in your meeting with a prospect. In a meeting with the best doctor, lawyer, or professional, who do you think has the leverage. The professional has it as she/he is under no compulsion to convince you. You need her counsel and sometimes you must convince them to work with you. This is the time for them to value you.

“I will start with this. Let me see how you perform”. I encourage you to say this to some of the real professionals in different industries. I will be curious to know their response. What do we do when we hear this? Sure Sir. We nod our heads and let them (people who come to us for guidance) lead us. This is ridiculous but this is sadly what happens.

Finally, how does this leverage come to you? It comes by being the best in what you do and then in believing this, the value that you deliver, practicing it with every idea prospect you come across and saying NO when it is required (and choosing to work with people you enjoy).

I strongly believe in you. Do you believe in yourself?

Make this Financial Year your best if you have not made 2020-2021 already.