Later today, Kalia and I are playing pickleball for the first time.

I’ve heard it’s a blast. But I’ve done zero preparation. No YouTube tutorials. No warm-up drills. No clue what to expect.

I’ll be stepping onto the court with my paddle and my pride… and probably limping off, wondering what just happened.

But hey, it will be fun—and a reminder of what not to do in business.

Because this is exactly how a lot of professionals approach sales consultations:

They show up with experience—but no prep.

They assume because they’ve had dozens of these conversations before, they can just wing it.

But pros don’t wing it.

They rehearse.

Here’s a simple but powerful tip:

Before any consultation, spend 3–5 minutes doing a mental rehearsal.

Close your eyes. Picture the meeting going smoothly. Hear yourself asking thoughtful questions, listening intently, responding confidently, and guiding the prospect to the next step.

This gets your head in the game.

You’ll be more relaxed, present, and persuasive without feeling “salesy.”

Even a few minutes of mental rehearsal can dramatically improve your results.

Try it before your next consultation—and thank me later.

Tomorrow, I’ll wrap the week with a tip about setting the tone before the call even starts.

Kick butt, make mucho DEEnero!

Dave “Pickleball Warrior in Training” Dee