High-Profit Prospecting

CHAPTER 19

Getting Past the Gatekeeper

For me, college was built around “outside activities” that frequently had me in conversation with the dean of students. My interaction with the dean was never on my terms. The two of us didn’t quite see eye to eye on a few details, such as campus rules. When I would be “asked” to meet with the dean, I would arrive at the scheduled time at his office, where I faced the “gatekeeper” (the dean’s assistant). She knew her role and played the part extremely well, as her job was to make sure everyone knew she and her boss ran the campus. Over time and through my visits with the dean, the assistant and I began to at least achieve a mutual understanding for each other, even if we weren’t exactly becoming best friends. ...