Brief Yourself on Any Prospect Before You Call

There's a prospect you know you should call and you haven't, because you know you'd be going in blind. And going in blind feels like, I don't know, being 20 again, smiling and dialing off a phone book. So here's what's going to happen in the next couple of minutes. You're going to know more about that person than anyone who has ever cold called them. What their company actually does, what changed for them in the last six months, who really makes the decisions, and maybe some ways to open a conversation. There's no additional setup. No system to build. You need Claude and a name. So go get a name. Before we start, I want to talk about this. Every video ends with something you use today. I want you to be able to walk away and actually go start getting prospects. Not saved for later. Used. Because here's how prospecting content usually goes: six videos of building funnels and personas, and you never actually call anybody. We're going to do it backwards. You're going to start by prospecting today, in this video. And later, when you've got real activity worth organizing, we'll give it a home. Moves first, furniture later. So let's start with a prompt. We're going to fill in a real name and a real company, and that's the only prep. I'm about to reach out to Ryan at XPEL, Inc. I picked Ryan because this is a publicly traded company, and I didn't want to grab a private company for a public video. "Research them and brief me. I want what the company actually does and for whom, how big they are, anything that changed in the last six months like news, new hires, expansions, job postings, and then the part I care about most: why might they need me, and why now? I run an executive coaching practice. Put a date on anything time sensitive. If nothing's newer than six months, tell me that plainly instead of dressing up old news. And never guess the name. If all you can find is a title, give me that. Cite all of your sources." And we're going to send that loose. Claude can now go and not only get this information, but do it from the lens of why an executive coach, and why now. For you, it might be something different. Maybe you sell shower curtain clips and you need to talk to the people who run the hotel. You just put in there what you're looking for, and then let Claude go off and see what that looks like. It's going to make it even better, because we're going to know if we're a good fit or not. And we want to know. If we're not, we want to cross them out and move on. But this is about going and figuring it out. It used to take 15 to 45 minutes and half a dozen browser tabs, which is why we only did it for the big fish. But that math is gone. Every call can get the big meeting prep now, because you're not the one doing the prep. While it's out here grabbing this data, I think it's worth noting: the web is messy, and sometimes data can get stale. So a briefing can contain a wrong fact. The rule is simple. Before you say anything out loud to a prospect, verify the two facts you're actually going to use. That's a couple of minutes. The rest is just context, and you can get that 95% right. But the thing that comes out of your mouth about them or their company needs to be right. And that's the one thing. This briefing gives you a place to go look. Congratulate them on the growth, sure, but click on the sources and go see where this came from. It should be popping up on our screen in just a second, and we'll walk through it together. It looks like it's putting out the information right now. The short version of what they are: a $1.3 billion Nasdaq company in San Antonio, selling paint protection film, window film, and ceramic coatings to independent installers, car dealerships, and OEMs. Then it walks through. It built this entire brief with how big they are, their Q2 and H1 revenues, gross margins, operating margin. What changed in the last six months: different news articles and releases. Why they might need you, with some quotes, from August 5th of 2026. We've got some of the "why now" worked out. Practical notes. And then here's the best part: here are the sources. Here's where it found those things. So if you wanted to see about the $110 million manufacturing and supply chain investment, you can actually click on this and it's going to take you to BusinessWire, where we can go see where this came from. I can read the BusinessWire article. And then when I'm ready to move and talk to this person, I'm going to be a lot more informed and ready to go. So go run this on three names. Names on your calendar, people you've been thinking about calling, or calls that are coming up in the future. The prompt is right here. It's simple. In fact, you could probably iterate on it for the next few minutes with Claude and come up with a prompt that's 20 times better. And then save it as a skill. Go make this a skill that can be repeated. If you need to see how to do that, look at previous videos and previous tracks about how to create a skill, so you could just say something like "/prospect-lookup Ryan" and have it go do its thing. This is going to be something that's super important, something that can help our prospecting and close more deals in a shorter amount of time, by us not having to go spend 45 minutes researching every single person we want to reach out to. And speaking of reaching out, let's talk about drafting that first email you could send today. It'll be in the next video. I'll see you there.