I saw somewhere you talked about the three universal notes, like that's when you know

you know it's time to just let it go and let them come to you. Can you just talk a little bit more

about sharper works? It is the combination to me of persistence and allowance. Three universal

notes says that during the course of a sale, when I receive a no, it could be a universal no meaning

I screwed up and didn't make it. I forgot the appointment. I didn't send the document, right? It

could be anything that occurs. On the third no, it could be a verbal no. No, I'm not ready,

or you know, can't do it. But on the third no, that's when we do the walk away and say, hey,

you know, I just want to say I really appreciate the opportunity to speak with you. I need to

obviously attend to people that are my current customers and future customers. If I misread this

or the timing may change or emotions may change or value may change, please give me a call back

a bit more than happy to help. Does that sound fair? 50% of the people call you back like they did

Jill and 50% of the people you'll never hear from again. I still argue that 50% of the people you

never hear from again are just as valuable as the ones that call you back because the ones that

call you back, we're going to call you back. You were just creating a compelling event to get

them to call you back sooner. So you didn't really gain any extra business. In my belief system,

then you would have got eventually you're just speeding it up where the amount of time, energy,

emotion, value, and money you waste chasing people that'll never do business with you because it

takes a thousand times the energy to shift a close mind or reengineer a close mind than it does

an open mind. So in my opinion, the people who never call you back have just done you a huge

favor and the people that call you back sooner, I've only saved you time, but you didn't get any

true extra exponential value out of it. You will get emotional satisfaction like Jill did

with Intercontinental that you got the deal, but she was going to get that deal anyway. It was just

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