I run a half marathon race with my father ever year (father/son activity) and I’m often asked what my “finish” time was. My reply everytime is that I don’t know. I’m not interested in my finish time.

It takes a few seconds, but eventually they recognize their is more value to competing aside from winning. For example, when you visit a client, isn’t there more value you can derive besides a sale? If your answer is no, you’re leaving a lot of value on the table.

Here are 3 of 10 ways to derive value from a client visit that I can think of:

  1. gain their perspective on you and your firm
  2. practice an aspect of your questioning skills
  3. interview them on a topic you are researching for an article, speech or industry event you are producing

I wasn’t interested in my “finish” time. I was interested in quality time with my dad, bouncing some ideas off of him and keeping him company while he did something he liked to do.

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