Blog   Weekly Business Riddle…Proof Words Matter

RIDDLE

A man was to be sentenced, and the judge told him, “You may make a statement. If it is true, I’ll sentence you to four years in prison. If it is false, I’ll sentence you to six years in prison.”

After the man made his statement, the judge decided to let him go free. What did the man say?

I am reminded of the great scene from “Raider’s of the Lost Ark,” where Indy, at first depressed that the German’s were digging for the Ark already turns giddy once he and Sol discover ‘They’re digging in the wrong place!”

I spent 5 years looking for ‘the right people’ and, mentally, I was digging in the wrong place.

Why?

The right people are everywhere. Everyone wants more money, less taxes and more time. Exactly what we are offering.

Why do they say no? That one is easy and the point of the riddle.

The bigger question is why do we buy into the myth about ‘finding the right people?’ Why has that become a mantra we hear from both veterans and new folks alike?

Well, to be sure, the intention is good. People don’t want us to quit. That is a good thing. The instruction is what is suspect.

I mean really, I feel terrible about chanting that mantra and people believing me. What we are really saying is, “go keep doing and saying what does not work and maybe…..just maybe….you’ll find a couple other masochists who will want to get rejected and hurt over and over again too!”

Look, I admit until someone pointed out to me that by chosing different words I could get 90% of the people I spoke with to happily agree to look at my business, I was digging in the wrong place.

That all changed for me back in 1994 when I was confronted is this way…..

“Mark…..do you know anyone who does not want more money?”

“No.”

“Do you know anyone who would not want to pay less taxes?”

“No.”

“And, do you know anyone who would not like more time to enjoy themselves and their loved ones?”

“No.”

“Maybe,” he continued, “you should stop looking for the right person and think about what you are saying. The right people are everywhere because you have the 3 things everybody wants.”

And, my career turned. I was no longer digging in the wrong place. I started digging into ‘how’ people make decisions.

Whew….what a trip! They make the decision in less than 15 seconds, usually about 7-10. And it depends on EXACTLY what I say.

I used to chat….like everyone else…..

“you can’t say the wrong thing to the right person or the right thing to the wrong person…..so…when in doubt …blurt it out!” Ouch!

You can say the wrong thing to the right person…..and we do it over and over because use biggest lie in networking, [you just have to find the right people], to absolve ourselves from thinking it has anything to do with us.

I did what my upline, who had the best intentions, did. I told people to ‘just go talk to people.’

They need to know what to say in the first 15 seconds, exactly so they hear “YES” all day long.

The exact words make a huge difference, 90% or more should be agreeing to look. Start there and we are now digging in the right place.

RIDDLE
A man was to be sentenced, and the judge told him, “You may make a statement. If it is true, I’ll sentence you to four years in prison. If it is false, I’ll sentence you to six years in prison.”

After the man made his statement, the judge decided to let him go free. What did the man say?

He said, “You’ll sentence me to six years in prison.” If it was true, then the judge would have to make it false by sentencing him to four years. If it was false, then he would have to give him six years, which would make it true. Rather than contradict his own word, the judge set the man free.

Now, let me prove how important the order of the words are….this short video is astonishing…….made by a 20 year old…

As you listen…..to the first 70 seconds, notice how you feel…..then, as it plays the seconds 70 seconds, notice how you feel.

Same exact words, just a backwards…..

Proof words, their precise sequence, makes an entirely different impact never again be a debate and we’ll never again advise so many hopeful people to dig in the wrong place.

Click here

believe
mark januszewski
world’s laziest networker

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