Below is an evolution, inspired by Harvey MacKay’s original 66 questions.
Here are the Top EA20 and Top EA100 Questions you should learn about everybody that you meet. The Top 20 (EA20) are in Bold and represent the base minimum you should learn asap. Suggest copy and pasting this list into a spreadsheet and then duplicating for each new important contact:
| Activity Record | |
| Last Call / Meet Date | |
| Last Call / Meet Notes | |
| PLANNED – Next contact agenda | |
| PLANNED – Top 5 questions to ask | |
| Days since last contact | |
| Previous -1 Call / Meet Date | |
| Previous -1 Call / Meet Notes | |
| Previous -2 Call / Meet Date | |
| Previous -2 Call / Meet Notes | |
| Older Activity / Contact at the Bottom of this page) | |
|
Essential Elements
|
|
| 1 | Name |
| 2 | Live where? |
| 3 | Quick Brief |
| 4 | Work from the office or home office |
| 5 | Email (Work) |
| 6 | Email (Other) |
| 7 | Cell |
| 8 | Other Phone |
| Work | |
| 9 | Company |
| 10 | How long |
| 11 | Role |
| 12 | Previous roles |
| 13 | Previous Company -1 / Roles / Time |
| 14 | Previous Company -2 / Roles / Time |
| 15 | Previous Company -3 / Roles / Time |
| 16 | Education |
|
Family
|
|
| 17 | Married? |
| 18 | Spouse name |
| 19 | Spouse details |
| 20 | Spouse Interests |
| 21 | Spouse Employer |
| 22 | Spouse Prev Job details |
| 23 | Anniversary date |
| 24 | How long married (when)? |
| 25 | 1st 2nd 3rd? Divorced notes |
| 26 | Kids? |
| 27 | Child 1 Name |
| 28 | Child 1 Age |
| 29 | Child 1 School |
| 30 | Child 1 Interests |
| 31 | Child 1 Problems |
| 32 | Child 1 Goals |
| 33 | Child 1 Notes |
| 34 | Child 2 Name |
| 35 | Child 2 Age |
| 36 | Child 2 School |
| 37 | Child 2 Interests |
| 38 | Child 2 Problems |
| 39 | Child 2 Goals |
| 40 | Child 2 Notes |
| 41 | Child 3 Name |
| 42 | Child 3 Age |
| 43 | Child 3 School |
| 44 | Child 3 Interests |
| 45 | Child 3 Problems |
| 46 | Child 3 Goals |
| 47 | Child 3 Notes |
| 48 | Pets |
|
Conversation
|
|
| 49 | What for fun? |
| 50 | What for fitness? How Often |
| 51 | Health |
| 52 | Approx Height and Weight |
| 53 | Sports to watch? |
| 54 | Favorite teams |
| 55 | Entertainment |
| 56 | Golf? Handicap |
| 57 | Movies – Favs |
| 58 | TV shows – Favs |
| 59 | Hobbies |
| 60 | Politics |
| 61 | Religion |
| 62 | Favorite topics |
| 63 | Topics to avoid |
| 64 | Topics w Strong Feelings |
| 65 | Vacations? Spots? |
| 66 | Past |
| 67 | Planned |
| 68 | Active investor? |
| 69 | Active reader? Of what? |
|
Goals
|
|
| 70 | Work Goals |
| 71 | Personal Goals |
|
Accounts (if in Sales)
|
|
| 72 | Top Accounts |
| 73 | Other Accounts |
| 74 | Top Opportunities / Deals |
| 75 | Quota |
|
Personal Aspects
|
|
| 76 | Would like to, someday? |
| 77 | Active in Community? (Details) |
| 78 | Smoker? |
| 79 | Alcohol Use / Favorite Drinks |
| 80 | Uncomfortable w others drinking? |
| 81 | Objects to ent being bought by us? |
| 82 | What kind of car(s)? |
| 83 | Typical Weekend |
| 84 | Favorite Restaurants |
| 85 | Favorite Foods |
|
History
|
|
| 86 | Linkedin Link |
| 87 | LinkedIn Saved PDFs |
| 88 | High School / Town / Year Grad |
| 89 | Undergrad School / Town / Year Grad |
| 90 | Masters? |
| 91 | How connected to EDU brands? |
| 92 | Fraternity / Sorority? |
| 93 | Extracurricular Activities |
| 94 | Sensitivities? (ex. if did not attend) |
| 95 | Military Service |
| 96 | Branch |
| 97 | Year left |
| 98 | Rank on Discharge |
| 99 | Attitude about Military |
|
Personality (5)
|
|
| 100 | Personality type (if you can figure it out, it helps) |
| 101 | Top ten words to describe |
| 102 | What kind of people he/she likes |
| 103 | Quirks |
| 104 | Ethics – Highly Ethical? |
|
Core Basics (19)
|
|
| 105 | Name |
| 106 | Nickname |
| 107 | Title |
| 108 | Company |
| 109 | Desk Phone |
| 110 | Mobile Phone (work) |
| 111 | Mobile Phone (home) |
| 112 | Link to picture |
| 113 | Reports to |
| 114 | Dotted lines to |
| 115 | Assistant |
| 116 | Assistant email |
| 117 | Assistant phone |
| 118 | Good connections to |
| 119 | Right hand fill-in person |
| 120 | Work Address |
| 121 | Home Address |
| 122 | Birthplace (approximate date) |
| 123 | Hometown growing up |
|
Activity Log -4 and back
|
|
| Call / Meet Date | |
| Call / Meet Notes |