That FastPass from yesterday—the simple POV visual or framework that gets you noticed in a sea of other consultants and priorities.

It doesn’t just help you avoid the queue; it also serves as your opening act.

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Let’s think of a prospect you met through a contact in your network.

The first live conversation usually starts with, “So, how do you know [xyz]?”

And there’s your first 5 minutes.

It’s not a bad way to establish rapport, but it doesn’t demonstrate your unique ability to solve their problem.

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What about a prospect from your same university or former employer?

The first five minutes usually go to “Have you been back recently?” or “Did you know [xyz]?”

Again, great to find common ground, but not super helpful to their situation.

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Now, how about a prospect who saw or was sent a framework you put together?

Or heard a podcast you were on talking about it, then reached out?

The first five minutes go, “Well, I had to talk to you after reading [xyz]”

Or, “The way you were describing [problem] is exactly what’s happening here.”

And you're off to the races, on substance.

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Make no mistake, there’s a place for small talk and building a personal connection.

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But the best warm-up act for a solution-oriented conversation with someone in pain?

Your unique POV on their problem.

Delivered and digested in advance.

💡

-Wes

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