Let’s start with a few assumptions. You aren’t cheap. You don’t toss nickels around like manhole covers. You are involved in the community. You attend a few charitable events. Your firm isn’t cheap, either. They buy a table at the museum of hospital gala. You are a good producer. You get invited. That’s a freebee. If this describes you, continue reading.
These events aren’t prospecting events like a networking group meeting. There’s dinner and dancing. It’s loud. The longest conversations you will have are likely at dinner. You are seated between two people. One is likely your spouse. Hopefully they are already a client. That one additional person means your pipeline isn’t full tonight.