So we're making progress, you know the topic which we'll be talking about with this person, you know exactly what your goal is, you've now done research. So you really know a lot about this person you're meeting with now. And only now Should we start to think about what we're going to say to the person. What are our messages. I don't want you to treat this like a big formal speech and write out 20 pages. That's not the way to go.

You may think it's helping. That's not really going to help you. What I do want you to do is just brainstorm. On every idea every message you could possibly say to this person, given what is important to you, and what you think is important to that person. Don't worry about formal wording, order structure paragraphs, and of that just jot down write down piece of paper or computer screen, as many ideas as possible. You can come up with 50 ideas 100 200 The more the merrier at This point.

But what you're not going to do is to try to talk quickly to tell the person everything you could possibly say on the subject and the half hour meeting you have or the 10 minute meeting, or even if it's a two hour one on meeting, you shouldn't use that extra length as an opportunity to dump more and more and more data on someone. That's not generally what motivates people to take action. If they wanted to simply know every single fact on the subject, that you know, they would have your job, or they would spend all day long on the internet googling the subject. So, one of the reasons they're talking to you, presumably is you have insight, you have the ability to figure out what's important, what isn't important to give them just what is most important. So try to come up with the top five right now.