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A massive amount of friction in their life disappeared the moment they switched from yes to no. And that's why you pick up a skill, because you get feedback that it works. And that's the simplest one to get the most immediate feedback on.

A massive amount of friction in their life disappeared the moment they switched from yes to no. And that's why you pick up a skill, because you get feedback that it works. And that's the simplest one to get the most immediate feedback on.

Well, so first of all, the way you're putting it, and we talked about this earlier, intention has a smell. So your intent from the very beginning and everything that you do and your approach and approach that you teach is to have a customer that's happy with everything you've done and want to call you back if they need you for anything else or refer you.

Well, so first of all, the way you're putting it, and we talked about this earlier, intention has a smell. So your intent from the very beginning and everything that you do and your approach and approach that you teach is to have a customer that's happy with everything you've done and want to call you back if they need you for anything else or refer you.

So you're driving for a long-term relationship one way or another, even if they never need the garage door ever again. If the neighbor does, what are they going to say to the neighbor? Raving fans, hopefully. Yeah, you need raving fans. So that's your intention, which means by definition, you want a long-term relationship. You want to be thought of well.

So you're driving for a long-term relationship one way or another, even if they never need the garage door ever again. If the neighbor does, what are they going to say to the neighbor? Raving fans, hopefully. Yeah, you need raving fans. So that's your intention, which means by definition, you want a long-term relationship. You want to be thought of well.

So fair is another word that's often weaponized against people. And mostly, you know, giving you a fair offer. Or what you're doing is very unfair. Like one of my favorites, and it's in the book, a number of years ago, NFL is locked out. Players Association trying to get the NFL owners to open their books. What do the NFL owners say? We've given the players a fair offer.

So fair is another word that's often weaponized against people. And mostly, you know, giving you a fair offer. Or what you're doing is very unfair. Like one of my favorites, and it's in the book, a number of years ago, NFL is locked out. Players Association trying to get the NFL owners to open their books. What do the NFL owners say? We've given the players a fair offer.

So that puts everybody, the thought in everybody's mind, maybe the players are being unfair. It puts a thought in their mind. You know, the players started to fragment a little bit as a result. But it can be used in that context. Look, if it was a fair offer, open your books and prove it. You know, I'm not saying it's not fair. Just show me.

So that puts everybody, the thought in everybody's mind, maybe the players are being unfair. It puts a thought in their mind. You know, the players started to fragment a little bit as a result. But it can be used in that context. Look, if it was a fair offer, open your books and prove it. You know, I'm not saying it's not fair. Just show me.

And to try to gain the upper hand in a contentious negotiation, there are people that would say, I've given you a fair offer, which means if you reject that you're unfair, you're the one. It's an emotional button that you're pressing. Now, your approach is to lay it out from the very beginning that you want to be fair. And so from the very beginning, you're inviting them

And to try to gain the upper hand in a contentious negotiation, there are people that would say, I've given you a fair offer, which means if you reject that you're unfair, you're the one. It's an emotional button that you're pressing. Now, your approach is to lay it out from the very beginning that you want to be fair. And so from the very beginning, you're inviting them

to tell you where you've been unfair. And that's a completely different set of circumstances. So it's mostly context driven and the people that are manipulators will use fairness because if I toss it out there, it's gonna get you to question yourself. And the last thing you wanna do is be unfair.

to tell you where you've been unfair. And that's a completely different set of circumstances. So it's mostly context driven and the people that are manipulators will use fairness because if I toss it out there, it's gonna get you to question yourself. And the last thing you wanna do is be unfair.

I think it's a good start because you got to get some practice actually getting it out of your mouth. And then, you know, imagining it is helpful. But the actual feel of doing it, whether it's a real person there, at the same time. You know, you're taking it up a notch each time. Now, ideally, in your role play, you don't have a counterpart who's got an agenda to prove that you're wrong.

I think it's a good start because you got to get some practice actually getting it out of your mouth. And then, you know, imagining it is helpful. But the actual feel of doing it, whether it's a real person there, at the same time. You know, you're taking it up a notch each time. Now, ideally, in your role play, you don't have a counterpart who's got an agenda to prove that you're wrong.

And so that doesn't help. And we run into that sometimes when we're doing a training because the mirror thing that you mentioned before, repeating just, you know, a couple of words, there'll be somebody in training that'll be like, I'm going to prove this doesn't work. And no matter how much mirroring or any skill that gets used on them, they just go, yep, nope, yep, nope. One word answer.

And so that doesn't help. And we run into that sometimes when we're doing a training because the mirror thing that you mentioned before, repeating just, you know, a couple of words, there'll be somebody in training that'll be like, I'm going to prove this doesn't work. And no matter how much mirroring or any skill that gets used on them, they just go, yep, nope, yep, nope. One word answer.

It's not opening up at all. So you got to have somebody working with you that's not there to prove you wrong. You need them encouraging you. And it helps to have somebody doing it live. And then you practice it a couple times. And you got to go out and try it in real life. In real life, there's real life stuff all over the place.

It's not opening up at all. So you got to have somebody working with you that's not there to prove you wrong. You need them encouraging you. And it helps to have somebody doing it live. And then you practice it a couple times. And you got to go out and try it in real life. In real life, there's real life stuff all over the place.