The Formula In Action

to work long hours or on weekends when your family is waiting for you at home, and only have a couple of “shoppers” stop by or be stood up for an appointment someone made with you.

It’s tough to make telephone calls, only to be met with hostile and rude people on the other end who curse at you or slam the phone down.

It’s discouraging to set goals, schedule interviews, explain the technical aspects and benefits of the products and services you provide, overcome customer’s objections and misconceptions, and go out of your way to give exceptional service, only to have your customer go elsewhere because they found the same product or service for a few dollars less.

Enough of these experiences can be discouraging for anyone. And after a while, some people just quit trying.

They find it easier to adjust their standard of living downward to match their income, than to adjust their income upward to create their desired standard of living.

They are no longer in control. Inflation dictates the price of things they buy, and competition and luck determine how much they have to spend. Fortunately for them, many of their competitors are in the same situation… so everyone’s results are stalled.

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