Three Essential Core Habits

You are sitting in a room with six other people scheduled to discuss X. The individual who scheduled the meeting comes in at the last minute with no real agenda, no focus and apparently no preparation for the meeting. At the end of 60 minutes, you have talked in circles and landed in the same (if not worse) place you began. How did you feel walking out of that room? Irritated? Angry? Unappreciated? Exhausted (for no apparent reason)?

Taking the time to prepare for anything – a business meeting, a conversation with your spouse, a pitch to a client – is a sign of honor. It tells the individual(s) that they are important and worth the effort to think about beforehand. Individuals on the path to Great Law must adhere to three core habits when approaching every interaction:

Preparation: You must be disciplined about preparation to honor others and their time. Before every meeting/interaction, ask yourself:

  • What are my objectives for this interaction
  • What are the key messages to be delivered
  • What discovery questions will be used (what do I need to know and how do my questions map to the key messages)
  • What are potential definitive next steps

Planning: Use effective planning to maximize opportunity no matter what outcome occurs. If you are intentional about planning, you will be prepared to end the interaction where you want/need it to be.

Practice: Practice to make perfect (or close to it).

Being disciplined in these three habits will ensure that you are prepared for any opportunity or obstacle that may land in your path. As Benjamin Franklin said, “by failing to prepare, you are preparing to fail.”