It is also true outside of selling books. I work part time for a company called “My Gym” which is a children’s fitness center. The company where Kristen Lanman, Joe Lanman’s wife, works full time. I specifically got hired to market the gym (from my sales experience) and I went to the park the other day to hand out flyers and promote the gym. The way I initiated conversation with the dad that was wearing a Texas baseball cap was completely different than the way I initiated conversation with a girl my age that was nannying three little girls. Being flexible caused them to be completely open with me, just within the first 2 minutes of talking with them.

What’s funny is that I had a girl with me that also worked at the gym. She’s been working there longer than I have. She left all the approaching up to me because I was “good” at it. But before we left the park, I said “Okay, it’s your turn to approach this dad. You can do it!” Sure enough, she did and it ended up being the coolest dad at the park. She told me that she is terrified of going up to random people, which I couldn’t believe because she was a cheerleader all through out highschool. I’m talkin’ one of the bubbliest girls I have met, but that is once you get to know her. I explained to her that I love getting out of my comfort zone because it makes me grow. She replied, “sometimes it is good to stay in your comfort zone.” I understand that there are a lot of people that feel the same in the world, how would you help them see differently?