How Do I Keep Track of Multiple Breadcrumbs?

That's a great question. Let's understand, most of the time when somebody makes a statement, there's going to be multiple breadcrumbs. Some of these categories, they're themes. If we have a category 10 and it's a rejection and somebody says, "It's not really a good time right now," well, maybe they had a rejection, but right now, that's a comparison on the time and it's not a really good time right now. Things are tricky. Oh my goodness. Now we have a category one tricky. You're going to have multiple breadcrumbs. What I suggest first, you want to just always look towards the end. The last breadcrumb is usually what leaves the last thing on front of the mind of the speaker. If they go for a really long time, they're often going to tell you what they most want you to hear at the end.

Here's the cool thing about breadcrumbs, they're not Easter eggs. We don't hide them. They're not going to be hid to you. They want you to pick up the breadcrumbs because it's the path to their stage. As we get started, just accept there's got to be multiple breadcrumbs. Some are exact words, some are statements, some are just themes. But if you're not certain, look at the statement in its entirety. Say, "What do they most want me to ask them?" If you're not sure, we always want to correct ourselves because we always make this mistake. Somebody use a word like tricky, weird, odd and we assume we know what it means to them. We can never assume, ever assume, what a category one subjective state means. If you're not sure, go to the adjective. If you're really not sure, go to the last breadcrumb. Don't be overwhelmed by breadcrumbs. We don't have to be perfect, but we got to pick them up and we always have to pass the breadcrumb test. Discover, don't solve.

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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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