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At the Internet Academy in Orlando, we talked about Dr. Deming's experiment on red beads.
Comparing it to our flow of leads, every lead that comes in to our system is either a WHITE bead (5-Star Prospect), or a RED bead (NOT 5-Star Prospect).
The thing is...when they come in to your inbox...they're ALL covered with a BLACK coating.
The only way to determine whether they are RED or WHITE is to "polish" each bead individually, until the coating comes off and you can clearly see which they are.
"Polishing" is about taking EVERY lead through the 7-Step Connection Process and having a real communication with them.
If, after talking with them, you can't make a definitive decision one way or another, you're not asking enough direct questions. That's what I believe anyway.
You've got to polish the beads all the way...until you can clearly see the undercoating.
It's very important for you to KNOW who are the pure-bred WHITE beads...so you can treat them accordingly.
It's also just as important to know who the pure-bred RED beads are so you can let them go.
That leaves us with the people in the middle.
Your goal should be to ask enough enough direct questions in the initial conversation to get the coating COMPLETELY off.
You've got to polish them all the way :)
NOTE: We still have a few copies of the Spring Internet Academy CDs available...call Diana at the office and she'll set you up.