Category 10: Rejection Breadcrumb

Category 10 breadcrumbs, rejections. Soft pass, no thank yous. We're having conversations. We might be on our client's stage. We give our value proposition, we make a suggestion and they're like, "Eh, no thank you." What's the problem? Oftentimes we hear it. Obviously, it might hurt our feelings or disappoint us, but do we get defensive? Do we think, "Hang on a second. I don't think you understand." We try to get them to our stage and understand that we know. We know better than them, and here's why you've got to trust us. When somebody gives us a rejection, a soft pass, if we'll take it in a positive nature, one thing we cannot get negative, when you get a category 10 breadcrumb, you have to be understanding. I totally get it. But then we can discover on the soft pass the rejection.

 

Somebody says, "Yeah, I know you want to move my money to that side of the portfolio, but I think I'm okay right now." They might say, "Right now is just not a great time." Ah, right now is not a great time. They just gave a category eight comparative bread crumb and said, "I totally understand. No pressure on it. I'm curious. What is it about right now that makes it not a great time?" "Well, here's the deal." Then we just got hit with the category two and now they're going to dive in. Why? Because we're not putting pressure on them. We're not trying to talk them out of it. We're discovering they want us on their stage. They're going to help us get there if we pick up the breadcrumbs. Those category tens, they're no fun. That's why I put them at category 10. They're bummers. It doesn't mean we can miss them.

 

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Neither MFS nor any of its subsidiaries is affiliated with Eric Maddox. The views expressed are those of the speaker and are subject to change at any time.

 

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