If a Category 9 Breadcrumb Is Deflected, What Should I Do?

Eric, I have a question. Let's say you get a category nine and somebody says, "Hey, remind me sometime. I have a funny story." We pick that up and say, "No, tell me your story." They say, "No, no, seriously. Let's hold that for later." Do we keep probing, or do we take their cue? Great question. Bottom line, we always take their cue. But what do we do there? We thought it was a category nine. We thought it was a great time to discover. We thought there was no better time than the present to discover. Here's the cool thing. We made an attempt to pick up a breadcrumb and get on their stage. That's not actually what they wanted. The cool thing is they understand. We're just curious of their thoughts. They had a different plan, a different direction. When they make the correction, follow it. They don't mind. The biggest mistake we can make about listening is the mistake of thinking, "Oh, they want us to drag them on our stage right now." Nobody's ever going to blame you for possibly taking the wrong path to their stage. They're going to get you on track. They always want you to get on their stage.

 

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