I’m a big fan of Glengarry Glen Ross, the 1992 movie, based on the David Mamet play. One of the most memorable scenes is when Alec Baldwin makes a cameo as a master salesman from the main office, to cajole the other salesman in this sales office. Alec’s character is named Blake, if you didn’t know, and it was specifically created for Alec Baldwin, so it’s not in the play. Blake’s tactics are to scare the other salesman into thinking their jobs were on the line. Blake insults Jack Lemmon’s Shelley Levine that he’s not much of a salesman because “coffee is for closers.” Blake also suggests they should “Always Be Closing.” While meeting potential plan sponsor clients as an advisor, you can’t always be closing because you getting hired is fully dependent on the potential client. This article is about arranging a meeting with potential clients and what you need to do.