90 Minutes to Freedom

The Law of Averages Example

Don at the March 2005 Success Institute...before he made Sales Manager. He had vowed to wear this T-shirt EVERY DAY until his goal was achieved. It says: "I am an EcoQuest Sales Manager." He has gone on to meet and surpass that goal. Now a bonus car earner, Don has become a popular Success Institute speaker.

The Law of Averages Example

Have someone at your meeting flip a coin multiple times and count

how many flips are required until it comes up Heads 10 times …

Every time Heads comes up, put $100 on the table

or in someone’s hand (real or play money)!

After the 10th time, pick up the money, take it to the person

who flipped the coin, and say (as you pull it back) …

“If I were going to offer you this money,

would you care how many times it come up Tails?”

Ask them for an estimate. Get a number. Then say:

“You don't care about Tails, do you?” (They will say No!)

The Lesson: “Heads represents success. Tails represents the times someone tells you NO. It's Yes that matters! You can succeed with any good plan if you will stick with it. Just keep offering this opportunity around until you get the number of Yeses you need.”

"Keep talking to people. With Fresh Air, each YES turns into a demo and a certain percentages of those demos turn into $250—which is better than the $100 we offered for each Heads. What if you ask 45 people in a month to evaluate your Air Purifier and 5 people end up as buyers? Doesn't that come to $1,250?”

"If we share with you how you could add an extra $1,250 to your budget—starting right now, this month — would you take advantage of this opportunity?"

“Wait a minute! That means a whole bunch of people will have said NO! Do you care? Truthfully, you probably will care. It will hurt a little. But you have to be motivated by the prospect of helping 5 people and earning $1,250 as a result.”