Here are some amazing insights I learned from Perry Marshall’s 80/20 book Chapter 2
Rack The Shot Gun
At age 17, my friend John Paul Mendocha dropped out of high school, hitchhiked to Vegas and hustled for four years as a professional GambIer.
Every day, 50,000 people were showing up in Sin City expecting to go home with some loot. John resolved to do his very best to ensure that the city lived up to its reputation as “Lost Wages.”
A teenager running loose on the Las Vegas strip quickly figures out he needs some street smarts, so he found himself a mentor. Rob was a seasoned gambler who took John under his wing in exchange for a split of the proceeds.
“Son, the first lesson about gambling is, you have to play games you can win. You need to play people who are not as good at poker as you are. Those people are called Marks”
“Get in the car John, I’m gonna show you something.”
Rob took John to a cabaret. They walked in the door and sat down. Hard rock was pounding at 110 decibels, women were snaking around dance poles, and everyone in the club was greedily absorbed in alcohol and entertainment.
Rob had a sawed-off shotgun in his jacket. He carried it everywhere he went.
He pulled the shotgun out, slipped it under the table. He pressed the lever, popping the chamber open as if to load it. But instead of inserting a shell, he loudly snapped it back shut, with a sharp, signature ratcheting sound shotguns are famous for – what enthusiasts call “racking the shotgun”
A few heads in the crowd twisted around, trying to see where the racking sound had come from. Everyone else was oblivious, absorbed in their haze of nightclub revelry. Then Rob slipped the gun back into his jacket.
Bill, the owner of the club, slipped over to their table. He asked Rob, with a tone of concern:
“Everything OK over here, boys?”
“Everything’s fine, Bill. Just teaching the lad a lesson,” Rob replied.
Then he leaned over and said to John, “John, the people who turned around – those guys are NOT marks. Do not play poker with them.”
“John, your job is to play cards with everybody else”
That my friend is how you harness 80/20. I call it racking the shotgun. You send a calculated signal that most ignore, but few respond to. It separates the 80 percent from the 20 percent. 50 people in the club, 10 heard the shotgun sound, forty didn’t. Fastest way to separate the amateurs from the pros.
Rob “racked the shotgun” to disqualify those he didn’t want, and QUALIFY those he did want.
In network marketing this is not about “marks” per se, or whatever shady stuff goes on in Vegas.
Finding the right person to join your business and disqualifying the wrong people for your business is KEY not only to your success, but your team’s success.
Finding the RIGHT person is more important than all the prospecting techniques, closing techniques, etc. Because the wrong person:
– Has to “Think about it”
– Doesn’t have the money
– Has too many questions and objections
– Is too negative or “broke” minded
– Is not willing to take risks
– Has no dreams
– Will rather play games than invest on personal development
– Only cares about themselves
This is not just about recruiting. It’s about building your future. It’s about surrounding yourself with people who will lift you up and make you successful.
So when you go out there, don’t try to bring everyone into your business. Connect with people, pay attention, and “Rack The Shotgun”…