Be Patient & Watch the Signals

By Greg Fullerton

One of my values is to never buy a car with a trailer hitch on it.

Let me explain.

When I was a kid we had a huge Oldsmobile that we used to tow our boat. That old tank got used and abused, to put it lightly.

One time we were getting ready to go water skiing. My dad was backing up the car, and I was holding the boat trailer up.

The trailer was balanced so well that I could hold it up with one arm, while waving directions with the other.

My dad got impatient with my flailing hand signals and he punched the gas. The trailer hitch slammed into the back door handle and bent it like a banana.

For a moment there was silence — dad glaring at me through the rear view mirror and me staring back, my mouth agape.

Once it had sunk in, I dropped the trailer like a hot potato and shot like a bullet to escape my dad’s loving correction.

When I think of that story, it makes me wonder how many of us cause damage by being too impatient with prospects.

We want to punch the gas and get them signed up, but they’re just not in the right frame of mind to connect with us or the company. So we end up damaging relationships and watching them run away.

We somehow think that punching the gas of passion and charging full-speed ahead can compensate for a lack concern for and alignment with the needs of others.

Passion is good. But it must be tempered by wisdom and sincere concern for others.

There are a few hot prospects who will sign up right away. But most people will take some coaxing, educating, guiding, and patience.

You’ll need to work with them over time. Pay close attention to their signals.

If you’re a good listener, they’ll tell you when things are aligned in their life. They’ll steer you in the direction you should go with them.

Understand that your Max business is a marathon, not a sprint. Some people won’t sign up for several years. But sign up they will, if you’re respectful, loving, and patient — yet persistent.

And when the ball of our opportunity aligns with the hitch of their needs, you’ll have some fun together.

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2 Responses to “Be Patient & Watch the Signals”

  1. Linda Atkisson 12. Sep, 2010 at 3:27 pm

    Thank you so much, Greg! This article GREATLY encouraged me. You have brought to the table a much needed (and rarely mentioned) dimension to our prospecting. In so doing, you have performed a great service to us all. I sincerely appreciate what you bring to Max International and to our Max “family”.

    Linda Atkisson
    Max Associate in South Bend, Indiana

  2. Thanks for this wisdom Greg. I take something back and improve either myself or my business methods, and step by step I improve to better serve others.