Bob dies in this story.

Bob falls into a deep hole. After hours of shouting for help, an Advisor hears him.

"Hey, buddy, what happened?" asked the Advisor.

"I fell into this hole and can't get out," replied Bob.

"Don't worry. I'll try to help you." The Advisor finds a rope, but it is too short. So, he says to Bob, "Well, I tried. Sorry, it didn't work out." And then continued his walk.

Bob shouts again. Another Advisor walks by and hears his cry for help.

"Hey. Looks like you are stuck in this deep hole. Don't worry, I'll do my best to help you." The Advisor finds a ladder, but it is too short.

"Sorry, my best wasn't good enough," says the Advisor, as he walks away.

Bob fumes. He is alone in this deep hole. " Advisors say they will try, and some even say they will do their best. But what I really need is a leader. Someone who will say, "I'll do whatever it takes!"

But no one steps up to be a leader.

Leaders make things happen. They do whatever it takes.

There are 3 levels of commitment in business.

  • "I'll try." (But will quit at the first obstacle.)
  • "I'll do my best." (But quit when times get tough.)
  • "I'll do whatever it takes." (These people become leaders and earners.)

Take a hint.

  • "I will let you know."
  • “I will keep it in mind."
  • "I will get back to you."

Sound familiar? Our prospects are trying to be polite and help us save face. The good news is that our prospects care enough about us to make us feel good when they are telling us they are not interested.

The bad news is that our offer was not presented in an interesting fashion.

The solution? Out of the five steps prospects use to make their buying decision, we need to work on step #3: How to be more interesting.

Don’t blame our prospects. It is up to us to make an interesting offer.



A man is at work one day, when he notices that his colleague, an accountant, is wearing an earring.

The guy knows that his colleague is normally a conservative chap and is curious about his sudden change in "fashion sense."

So, he walks up to him and says, "I didn't know that you were into earrings."

"Don't make such a big deal, it's only an earring," he replies sheepishly.

The man falls silent for a few minutes, but then his curiosity prods him to ask, "So, how long have you been wearing an earring?"

"Ever since my wife found it in my car."




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