- Shattering The Myths
- Having skills and a good attitude aren’t enough for success
- Will likely still fail need to maintain a positive mental attitude
- Theory of next: No one deal is important. Quickly move on if something doesn’t work out
- acknowledge the reality most deals don’t close
- working hard doesn’t guarantee success and there are diminishing returns at some point
- Replacing the Myths
- Reality is how things are not how you want them to be
- Four cornerstones of reality
- Theory of relativity: need to consider the scale of what people are talking about
- Theory of relevance: When reasoning about something need to consider if it’s actually relevant
- Mortality Theory: We’ll all die so give it your best shot ASAP
- Ice-Ball Theory: Eventually sun burns out. Don’t take yourself too seriously
- Passing My Entrance Exam At Screw U.
- People may try to dissuade you because they are insecure or protecting their turf
- I was the tortoise / never give up and stay consistent
- don’t need to be the most charming type e.g. court holder
- don’t let them intimidate you and go for life’s big payoffs
- My Three Unforgettable Professors At Screw U.
- Three types of people
- 1) lets you know they will get your chips
- 2) acts friendly but then tries to get your chips
- 3) doesn’t intend to take your chips but eventually does
- cannot alter human nature
- Type Number Three Is Sincerely Sorry That He Grabbed Your Chips But The Result Is Just The Same As If He Were Glad
- “but I had no choice”
- realized he couldn’t “afford” the commission
- no formal agreement prior
- Need to be protected
- Type Number One Isn’t Sorry That He Grabbed Your Chips Because He Warned You Ahead Of Time How He Plays The Game
- Intimidated the borrower
- Showed he didn’t need to do the deal
- took advantage of the desperation
- structured it in the way it was most favorable to him
- Type Number Two Isn’t Sorry That He Grabbed Your Chips, Because, In Spit of His Assurance To The Contrary, That Was His Intention From the Outset
- People who overly talk a lot about working only with ethical people might be suspicious
- Keeps talking about how they will take care of you
- My Senior Year At Screw U
- vowed to strengthen my posture
- posture is weak if you need each commission
- If your relative status is undifferentiated, can’t extract bigger profits
- Take precautions, act quickly, protect yourself
- My Graduation From Screw U.
- Leapfrog Theory: no obligation to work through the ranks. Strive for a higher level anytime he is ready.
- a lot of people have problems because they get intimidated by others
- Theory of Intimidation: The results a person achieves are inversely proportionate to the degree to which he is intimidated
- i.e. the less you get intimidated the more you succeed
- Posture Theory: It’s not what you say or do that counts, but what your posture is when you say or do it
- while generally preferring substance over perception, in the jungle often perception carries the day
- Can’t be “only a broker”, need to portray an image that would change my perception
- Also need real power or an emperor with no clothes, in my case, it was legal power
- precautions like signed commission agreements, certified mail, etc
- Finally need performance power, by being the best at my profession
- Make it difficult for people to say you haven’t earned your commission
- successful sales
- have a product to sell
- locate a market
- implement sales/marketing
- close the sale
- get paid
- Using Posture Power To Get The Ball
- Establish image
- Created a very expensive brochure
- Stand out from the pack / don’t need to justify my existence
- Act picky, make them qualify themselves
- need to actually get good at the business
- don’t be desperate
- get things in writing
- consider the phrasing of everything (contract/understanding)
- Advancing the Ball To Midfield
- Assumption Theory: Assume nothing
- jungle has own set of rules, even if you have the legal case
- Reaching the Opponent’s Twenty Yard Line
- focus on high performance
- built own system
- keep lines of communication flowing through me
- know so much about the process people wouldn’t dare question right to commission
- Scoring
- new offers may pop up at last minute
- people want things they can’t have
- prep them about it beforehand
- drive a sense of urgency and that they might lose what they have
- financial desparation is one of the biggest factors in the success of a deal
- It Doesn’t Count Until the Points Are on the Scoreboard
- Bluff Theory: secret to bluffing is to not bluff
- Follow up with legal action when necessary
- The Return of The Tortoise
- Don’t need to budge
- show them it’s not a big deal
- people don’t want it to fall through after all the investment
- The Return of The Tortoise, Part II
- continue to spruce up posture
- get learjet
- no pushback
- The Tortoise Dons His Hare Costume
- Got enamored with someone
- Too trusting, rationalized away warnings
- The Tortoise Returns to True Form
- If you suspect anything take extra precautions / protection
- The Ultimate Insurance Policy
- strong relationship with buyer
- they don’t want you screwed over
- Sticking with a Winning Formula
- stark difference from the past when no leverage / power
- Answer: Not to Be Intimidated
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