Rickson3

But assuming all of that matches up, then the other bits are, can I call you home for a meal
with my family? That means, I mean, have you called somebody home to your family and
had a very uncomfortable meal, intentionally? Have you called that guy home again for
dinner? So think about it from that perspective. My thought process before seeing a guy is,
can I, do they meet all these criteria? If the answer is yes, then the success or failure of that
conversation does not have to end with a dollar sign. Today.

The conversation can flow. Am I spending enough time? Well, here's the question. If it is my
right fit client, if it's that hundred million dollar client, can I spend an extra day or two with
him versus spending it on a hundred one million dollar clients? So I would rather put, I
would put more of my efforts and energy into spending the extra time with them.

See them one more time, two more times, ten more times. No problem. If no business
comes of it, no problem.

I'll give you a real life story. We have a prospect in Dubai who is very, very, very close to me.
Socially, our wives are good friends.

Our kids go to the same school. We have the same group of friends. And for his birthday, he
had a big challenge.

He could never run five kilometers. While everybody else gifted him these crazy gifts, I took
him for a five kilometer run and he was so grateful for it. Right? But I'll tell you something.

He told me something. He said, I can never buy life insurance from you. Why? Because his
sister passed away many years ago.

And he's like me, born and raised in Dubai. And his sister's best friend is in the life insurance
business. And she works very close, she's very closely associated with me.

I know who she is. She does a horrible job on this guy's stuff. She sells him retail products.

You know, the guy is a multi-million dollar client and she's got a $3,000 education plan
running for him. Anything she can sell him, she tries to sell him. And he just does it because
he's his late sister's best friend.

And he's always told me, I'm sorry, unless you are in an organization where she has no idea,
because there's a lot of drama that comes with it, I can't do any work with you. I said, that's
not a problem. Have I stopped seeing you? No.

And you know what he's done in the last three years? He has referred so much of business
my way, he doesn't refer her any business. He doesn't want to put anybody in touch with
her. So he's constantly saying, do you need life insurance? You go to Dr. Rickson.

He can't get me. He says, this is my friend Karl Ma. Get him his insurance in place.

The minimum size cases he sells me is $5-10 million US dollars worth. Should I stop talking
to him? No. I'll meet him.
At some point in time, as bad as it sounds, she's going to falter or he's going to reach a point
where he's like, I'm done. It's enough. But at that point in time, it's also very possible that
he's addressed all his life insurance needs.

But the question is, am I willing to work with him if there was no money on the table? That
answer for me is still yes. So then it doesn't matter. The dollar amount doesn't matter.

He is my right fit client. That means he would qualify as one of my best clients. Not
because of money alone, but because of so many other things, including mindset.

Right? So that's why I would say yes. I will continue. I won't stop.

But if I think the person is wrong, on the flip side, if I think that, oh, you know what, he's
very arrogant. He talks down to my staff. He talks down to his own staff.

Then even if you told me, hey, listen, the money on the table is $50 million. I will still walk
away from that. I won't continue that conversation either.

Because at the end of the day, it's going to come to me at one point. And I know how I react
to those situations. It's not very good.

So, yeah. Thank you so much.