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What is the real reason that you
should accept the cup of coffee or

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the water that's offered to you the
minute you walk in that customer's?

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Now, whether you're the person that's
already doing it, in preaching to

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your team, always accept the kind
offer or whether you're the person

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that says, Nope, no thank you.

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It's too much trouble.

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I'm okay.

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I've got some, some water in the truck.

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Whichever camp you've fallen this
video in this story is gonna help you

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understand the very powerful psychological
principle of influence at play, known

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as consistency, and how this one little.

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As mundane as it might seem and
as natural as it might come across

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from that homeowner is actually
leading them far, far closer to Yes.

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And choosing you as the roofer,
which means you get to leave

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that house with more deals.

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Yeah, I mean it pretty tall claim, I'm
just accepting a cup of coffee, but.

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I'll let you be the judge after
you watch this video all over

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the end before we get to it.

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Welcome, welcome back, Adam Zeman here,
the roof strategist and everything

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that I do on our channel, our podcast,
and inside our training center.

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It's designed to help you and your
team smash your income goal and give

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every customer an amazing experience.

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So if you like what you're
seeing here or listening to,

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you're gonna love what's inside.

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Plus, it gives you a free taste
of what our free, our training

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center is like in there.

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And you can get inside right now by
texting the word free to 3 0 3 2 2 2 71.

00:01:14.914 --> 00:01:17.524
Or using the link of description inside,
you're gonna get access to my pitch,

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like a pro roofing sales training
video library, my roof flames crash

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course, my recommended reading list, 10
closing techniques for every situation.

00:01:23.585 --> 00:01:26.554
A wait list to to get my book
that's coming out very soon

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called The Roofing Sales Survival
Guide, and a whole bunch more.

00:01:29.320 --> 00:01:36.195
So use the link of the description or
text the word free to 3 0 3 2 2 2 71 30.

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Now what we're gonna be talking about
in today's video is why we accept the

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coffee or the water that is offered
to us, even if it's troublesome for

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the homeowner to make a fresh pot
or go through some, some legwork to

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get you that beautiful cup of Joe.

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But instead of giving you the
breakdown as to why, first I

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wanna share a story with you.

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It was a few months ago, you know,
staying at this hotel for an Owens

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Corning contractor sales training event.

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And I'm an early riser,
so I woke up early.

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I went down into the hotel restaurant
where they were serving breakfast,

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and you know how these places are?

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A hotel breakfast is wildly overpriced.

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It's like a continental spread
for 20 bucks or $25, right?

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So I walk in there, I'm an early riser.

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I say, you know what?

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I'm just gonna eat a little bit First.

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I wanna get my mind right, get some
work done, and prep for the day

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before I meet with a couple of folks
from the Owens Corning team who are

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there for the event, and Matt on my
team who was there for the event.

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So I'm in, I walk into the breakfast
place in the restaurant of this

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hotel, and I walk up to the podium
with the sign that says, wait to be.

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And I look around and no one is there.

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And, and I don't know if you share
this with me, but that is my pet peeve.

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If I walk into a restaurant,
I'm here to give you my money.

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All you need to do is say hello.

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So I wait there for a moment and
I look around and no one's there.

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And then off the distance, I just
see about, I dunno, 25, 30 feet away.

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There's another podium with someone
standing there who just looked at

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me stone-faced and I was like, so
it says, please wait to be seated.

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I'm waiting.

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This woman hasn't even acknowledged me
yet, so I wait a little bit more now, my

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nerves, I am frustrated at this point.

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Please wait to be seated.

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I'm doing what I.

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No one's here.

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This person sees me and I'm the
only person in the breakfast hall

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in this little restaurant when she
hasn't even acknowledged me yet.

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So with a slight bit of attitude
and frustration, I walk up.

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She gives me that, that look, you
know that, that says, I need you

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to know I hate my life, I hate my
job, and I don't wanna be here.

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You know that look that people give you.

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And then I'm like, oh, well
I'm sorry to be a bother.

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I would like to have breakfast, and
your job is to do that and I am grumpy.

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And again, I didn't give her lip.

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I just said, just me.

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And that's it.

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She sat me down.

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So I just wanted to be crystal clear.

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This is all going on in my head.

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I am grumpy and I can tell.

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So is she.

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I read her name tag, her name's Michelle.

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She sits me down.

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I eat, I do my thing and then I say,
Hey, listen, uh, I'm gonna be meeting

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some folks here in about 30 minutes.

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Is it possible for me just to
come back and grab this table?

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She goes, you know what?

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I can't let you leave here and come back
in, or I have to charge you again now

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$25 for some garbage continental buffet.

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I was like, are you joking?

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I just ate.

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You want to charge me again?

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So I say to her, I said, okay, I
understand it's not your policy.

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You're just doing what the
hotel is making you do.

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How about this?

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Can I just leave my bag here
and just run to the restroom

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really quick and then come back?

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She goes, absolutely, that's fine.

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So I leave my stuff and.

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, it's the morning.

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I have my morning coffee and my breakfast
and what usually follows, you know, so

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I go into the bathroom, I do my morning
business and I'm walking out through the

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hotel lobby cuz you know the bathroom is
on the other side of the hotel through

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the hotel lobby into the restaurant.

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And I'm about to walk over to my table.

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When this woman, Michelle, runs up to
me like she saw a ghost, she shoots

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up to me and she puts both hands
on my shoulders, like grabbing me.

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And she goes, stop.

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Now I am off guard.

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At this moment.

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I'm looking around and
I'm like, stop what?

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Stop what?

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And I was like, a little.

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I don't know.

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I had a bad taste in my mouth
cause we didn't have the greatest

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interaction in the beginning.

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So I was like, okay.

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I'm like, what's going on?

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And then she leans and whispers in my ear.

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She goes, turn around and she physically
grabs my shoulders and turns me around.

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Now I'm standing here like this,
I can't see what's going on.

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All of a sudden I feel the
hands come off my shoulder.

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She taps me on the
shoulder just like this.

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I turn back around.

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She is smiling and holding up a.

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Foot piece of toilet paper that was stuck
to the bottom of my shoe, like a cartoon.

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And I was marching through the hotel
lobby, dragging, dragging this six

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foot row of toilet paper in the
wind through the lobby and into.

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the restaurant of the hotel.

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My face turned beat red.

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Michelle was chuckling to herself, but she
felt really good about helping me inside.

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She was just being a good person and saw
someone in need and stood up to help.

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Now, I looked at Michelle, my
whole view of her change, and I

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said, Michelle, Thank you so much.

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How embarrassing.

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I didn't even think that
stuff actually happened.

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That is the first time in my life
that I've actually had toilet paper

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stuck to my shoe, especially a giant
six foot piece dragging around.

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So I didn't think anything of it
beyond this and I didn't tell anybody

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about it cause I was embarrassed.

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And then, , the Owen's
Corning guys show up.

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Matt shows up.

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There's five of us eating breakfast
now it's 20 to 25 bucks ahead.

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I can't recall.

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Call 20 for eating math.

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It's a hundred dollars breakfast.

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Not great by the way.

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And at the end, instead of bringing a a
check, Michelle walks up to me and she

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grabs me and she whispers in my ears.

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She goes, breakfast is on me
today for you and the team.

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I looked around now without naming names.

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I've stayed at this hotel.

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A lot.

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I have never been comped to breakfast.

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Not only did she comp my
breakfast, she comped five people

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all from one simple gesture.

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A woman who didn't even seem to like me
care about me or give me any semblance of

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professional attention that was required.

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But when she saw me in need and
helped out, that one moment where she

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helped me and saw how good it made me.

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Inspired her to continue doing nice
things and therefore comping our entire b.

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. This is the perfect example
of the psychological principle

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known as consistency.

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People behave in a consistent manner.

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When you can get them to offer you a
cup of coffee, excuse me, not get them,

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when they do offer you a cup of coffee
and you accept that cup of coffee,

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they're far more likely to continue
doing nice things for you because

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people bond through community feeling.

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So there you have it.

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The psychological principle
of consistency at.

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Do you believe that it can help
you close more deals in the house?

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Well, I'd love to hear from you
in the comments section below.

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I want to hear, are you accepting
coffee and water or not?

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And if you are, what is the weirdest
thing that you've been offered?

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I want to hear about it cuz
I've heard some goofy stuff.

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So let's see that in the
comments section below.

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Do you accept the drink?

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Yes or no?

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And if yes, what is the weirdest
thing that you have ever been offered?

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Now, if you like this video and you
want to take this a step, Robert

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Shield's book called Influence,
where I first learned about this

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principle in context of consistency.

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Uh, I highly recommend reading it,
and in fact, it's on my recommended

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reading list, which you'll find
inside the free training center.

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So there you have it.

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Next time someone offers you a cup of
coffee or even a water and they say,

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Hey, uh, let me get a pot started.

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You're gonna say what again?

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I'd love that.

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Thank you so much.

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So there you have it.

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Hey, just cuz our time here
is about to wrap up doesn't

00:08:39.405 --> 00:08:40.905
mean your and my time has to.

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So if you like this video and
you want more, jump into our free

00:08:43.034 --> 00:08:45.405
training center here, or hang
with me right here on YouTube.

00:08:45.525 --> 00:08:46.334
Hop into this video.

00:08:46.425 --> 00:08:47.114
We'll see you on the next one.