*How Do You Prepare?*

When you have to get ready for a big meeting with an important prospect, what do you do? I used to do a lot of preparation before every meeting but lately I haven’t had time to do as much research before sitting down with someone. I wondered if this has been hurting my win/loss ratio. To find out what next-level preparation looks like, I talked to Jason Hanson, an ex-CIA agent and the author of the new book Agent of Influence. Jason told me how the CIA gets ready for an important meeting.

*CIA-Level Preparation*

Of course, CIA agents always memorize multiple entrance routes and exit routes into and out of a building before they attend an important meeting. They also run something called a surveillance detection route (SDR), which is a very long sequence of stops designed to make it easy to tell whether or not there is anyone following you. Additionally, they conduct extensive background checks on everyone who they might come in contact with.

*Next-Level Readiness in Business*

It turns out CIA agents use tactics very similar to the ones I present in my new book, Flip the Script. Jason recommends conducting detailed research on your prospect so you can casually use insider language when you first meet them. But he also stresses the importance of authenticity and not coming across like you are using a pre-written script. How do you walk this line? That’s the topic of today’s episode. Tune in to find out.