How to handle One-On-One Meetings
July 15th, 2008 by Alan Cowgill
You have learned in previous newsletters and in great detail
in “Private Lending Made Easy” how to make your luncheons
attractive, comfortable, and a very pleasant experience. So,
why wouldn’t someone want to attend a lovely luncheon at a
nice location for fre*e? Well, people are funny sometimes.
Maybe they don’t want everyone to know they have enough money
to invest. They feel it is a very private matter. Maybe they
are “The Millionaire Next Door” type who lives an unassuming
life style and you would never guess they are actually quite
wealthy and very capable and interested in investing with you.
Maybe they are just the shy type who doesn’t feel comfortable
in social situations like sophisticated luncheons. They
just don’t go for all that “fancy stuff.”
Maybe they are not physically able to attend. Perhaps they
are older or have disabilities.
Maybe they are just odd. Remember the stories about Howard
Hughes, one of the country’s wealthiest men? He probably
would not have attended a luncheon because he just did things
differently.
There are quite a few reasons why someone might not want to or
be able to attend a luncheon but, they called you because they
want or need to earn a high rate of return on their money?
YES! So we want to extend this tremendous opportunity to them!
You’ll recognize some of these folks when they call in to the
answering service that is taking reservations for your
luncheon. They will identify themselves as interested but
unable to attend. This is important: Don’t pressure them to
attend. Accept that they have their reasons.
They may ask that you just send them information. We send the
blue audio business card with the credibility building items,
the newspaper articles, the Elizabeth letter, an audio tape on
private mortgage lending, information about our company, etc.
They may immediately agree to talk with you so you need to set
up a one-on-one meeting. Ask them where they would like to
meet. They may want you to come to their home. They may want
to meet at your office to see if you are “for real.” They may
want to meet at a coffee shop. The location is not all that
important because what we need to be concerned with here is
their comfort. Your presentation should be the same regardless
of where you meet.
Now you have a date set for a one-on-one meeting so you have to
get ready. (Heads up: Do all your preparation ahead of time.
What if they want to meet tonight? BE READY!)
Go through the same steps you would if you were making a
presentation to a large audience.
- Prepare presentation items
- Go through your checklist
- Arrive on time
- Look professional
- Be professional
- Make your presentation
- Close
Here’s a little more information about each of these points.
- Prepare presentation items
This time you won’t be concerned with a projector but you may
want to use a laptop. That makes a nice professional
presentation.
Another option is to print out the presentation and put it in
a binder or notebook so you can make the same presentation
with paper copies. You might want to put each page in a
plastic cover to ensure the pages stay in perfect condition.
Know your material backwards and forwards and be prepared to
answer questions.
- Go through your checklist
Use the checklist even if you are going to a one-on-one
meeting. Sure, you don’t have a lot of items to count out but
you certainly have items to remember and the checklist is a
tremendous help.
- Arrive on time
Be courteous and arrive on time. If they are late don’t
mention it or if they mention it, be gracious. If you arrive
20 or 30 minutes late, forget it. You’ve blown your
credibility. They see that you don’t do what you say and
the game is over.
- Look professional
This doesn’t mean that you have to wear a suit to meet at the
neighborhood coffee shop. This might come on a little too
strong. Just be sure you are well groomed and look nice. We
have sports shirts with our company name embroidered on the
front that look great.
Their first impression of you is just as important at a
one-on-one meeting as it is at a luncheon presentation.
- Be professional
Yes, this is a more casual setting but you can still conduct
yourself in a professional manner. Always be aware that
they are judging the way you present yourself as well as the
program. You want them to trust you with a great deal of
money so you have to convey to them that you are a serious
businessman or businesswoman.
- Make your presentation
Get to your presentation quickly, this is not a social call,
but a business meeting. Don’t waste their time.
They may want to chat or there may be other distractions like
the family dog running around or phone interruptions. Stay
focused and cover the material.
If they have questions you can’t answer, assure them that you
will find out the answer and get back with them. Remember
that questions are not negative, it means they are interested!
- Close
Just like at a luncheon presentation, you have to have a close
or “call to action.” Use the form in the system to ask if
they are going to pass or play. No hard sell! Whether their
answer is yes or no, thank them for their time and conclude
the meeting.
Do this over and over again until you have all the money you
want! 
Alan Cowgill is a speaker, author, and real estate entrepreneur. Alan has bought or sold over 200 investment properties. His step-by-step system “Private Lending Made Easy” teaches others to find private lenders. Contact Alan at 937-390-0816 or 866-831-3540. For a FREE audio go to www.PrivateLendingMadeEasy.com
Alan Cowgill's Private Lending Made Easy offers detailed information, advice and professional-quality products related to "How to handle One-On-One Meetings", Private Money Lending and Real Estate Investing.