This is the labor.

Knocking on doors is an ask.

People are afraid to ask.

I did a little bit of consulting for a small company, a guy named Arthur Blank, who

owned the Atlanta Falcons.

He started a company called Home Depot.

And they started to sell warranties, kind of like Best Buy.

It's a great upsell, right?

Here you buy this electronic or appliance.

Here's your warranty for two, three, four years.

Great profit margins on it, and Arthur's no dummy.

He's figuring, Dave, how do I do this?

And at the time, he had three different types of check out.

The consumer check out, the garden check out, and the contractor check out.

And I came in to teach how to ask.

Teach how to ask for the sale.

And it was amazing.

I thought I gave great advice, to be honest.

Arthur came back to me and said, Dave, it's interesting.

He said, you increased our sales 20 percent for those three check outs.

But there was someone there that sold three times as much as all three of the check outs.

And I said, can you introduce him to me?

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