One Routine that Always Wins

I only know of one routine that always wins in this business – I used to call it my pre-meet routine.

Before every meeting there were three things I would do –

1. Imagine what it is is like to do the job of who I am meeting with.
2. Review my notes on the last few meetings – not just what we tasted – but what we talked about.
3. Think about what I can offer that is beyond what we are tasting together.

Without fail, I practiced this routine for more than a decade before every meeting and it has never failed me. It is a grounding exercise.

Do the above, while breathing and listening and you will make waves.